Nina Mazgan, evaluator for SME Instrument, at Technology Park Ljubljana, presented the SME Instrument with emphasis on the successful project proposal writing.

1. SME Instrument
Nina Mazgan
27. MAJ 2015

2. Nina Mazgan, po izobrazbi diplomirana politologinja
in magistra ekonomskih znanosti ter Cotrugli
business school MBA, ima več kot 7 let izkušenj na
področju vodenja evropskih projektov ter
ocenjevanja inovacijskega potenciala start-up
podjetij.
Te izkušnje je pridobila v okviru dela v
mednarodnem podjetju META Group ter upravljanja
sklada tveganega kapitala META Ingenium d.o.o., za
katerega je pregledala več kot 300 poslovnih
načrtov ter sledila osmim naložbam od prvega
kontakta, preko skrbnega pregleda do izvedbe in
spremljanja lastniške naložbe.
Za METO je vodila več mednarodnih projektov, med
drugimi okvirni program ESIC2, ki s strani Evropske
skupnosti odobrenim raziskovalnim projektom nudi
pomoč pri komercializaciji raziskovalnih rezultatov.
Nina trenutno deluje tudi kot samostojna svetovalka
pri pridobivanju sredstev iz naslova evropskega
programa SME Instrument, za katerega deluje kot
ocenjevalka pri Evropski komisiji.

3. SME Instrument on the life-cycle

4. Who can apply
The dedicated SME instrument encourages for-profit SMEs to put forward their most
innovative ideas with an EU dimension. The instrument aims to fill gaps in funding for
high-risk innovation and close-to-market activities to give a strong boost to
breakthrough innovation.
It targets highly innovative SMEs with a strong ambition to develop, grow and
internationalise. It covers the whole innovation cycle, the focus being on delivery of
new products, services or processes on the market.
Start-ups are not excluded but the SME instrument is not meant as a company
creation vehicle/instrument but rather supports the growth of companies with
interesting, innovative ideas with European or global potential.

5. SME instrument budget
Horizon 2020 supports Innovative Small and Medium-sized Enterprises (SMEs) through a
new dedicated SME instrument. This instrument it is managed by the Executive agency for
Small and Medium-sized Enterprises (EASME).
In total, more than € 2.8 billion will be allocated for the SME instrument from 2014 to
2020, at least 7% of the total budget of the Societal Challenges and Leading and Enabling
Technologies (LEIT) blocks of Horizon2020.
Out of this total value, € 90 million will be allocated for Information and Communication
Technologies (ICT) in 2014 and 2015. They will specifically address LEIT block and will be
presented under the Open and Disruptive Innovation (ODI) items.
The new SME instrument is a simpler and more easily accessible funding scheme for
SMEs. It comes in addition to the support provided through the participation of SMEs in
collaborative projects continued within Horizon 2020, as well as other measures related
to SMEs such as the EU contribution of the Eurostar programme.

6. ?
IDEA business coaching throughout the project MARKET
Concept &
Feasibility
Assessment
Demonstration
Market Replication
Research
Development
Commercialisation
SME window EU
financial facilities
Procurement
SME instrument

7. Desired SME profile
 For innovative SMEs with a BIG potential and desire to grow
 Focused on established SMEs with high growth potential
 (at least) Clear European dimension
 Single company support possible
 Only for-profit SMEs established in the EU or associated countries may apply
No obligation for applicants to sequentially cover all three phases; each phase open
to all SMEs

8. TRL 6 = > TRL 9

9. Different phases

10. •Phase 1 aims to cover the assessment of technical feasibility and market potential of
new ideas. The project will be supported by an investment of € 50,000 and the typical
duration should be no longer than 6 months.
•Phase 2 aims to cover R&I activities with a particular focus on demonstration activities
(testing, prototype, scale-up studies, design, piloting innovative processes, products and
services, validation, performance verification etc.) and market replication encouraging the
involvement of end users or potential clients. Project funding should amount to no more
than € 2,500,000 and the typical duration of this phase should range from 12 to 24 months
(more funding and longer durations are possible if duly justified).
•Phase 3 concerns support measures aimed at helping SMEs move towards commercializing
their innovative products and services through measures like networking, training,
coaching and mentoring, facilitating access to private capital or better interaction with
key stakeholders. SMEs will not be funded directly under phase 3.
Phases

11. Phase 1 vs Phase 2
PHASE 1
The assessment of the technical feasibility and
the commercial potential of a breakthrough
innovation.
 Lump sum of 50.000€
 Usually 6 months – could be shorter or longer.
 A feasibility report including a detailed
business plan.
Technical annex 1-3 (10 pages)
PHASE 2
A breakthrough innovation strategy underpinned by
its strategic feasibility assessment and
commercialization plan. Close-to-market activities and
their commercial exploitation.
 Cost reimbursement between 500.000€ and 2.5
million€ - 70% of eligible costs.
 Between 1-2 years – could be longer.
 A new product, process, service that is new to the
market and a commercialization plan linked to it.
Technical annex 1-3 (30 pages)
SUBCONTRACTING!! Value for money and realistic,
feasible, justifyible

12. Phase 1: Concept
and feasibility
assessment
Phase 2: R&D,
demonstration,
market replication
Input: Idea/Concept:
"Business Plan 1"
(~ 10 pages)
10% budget
Activities:
Feasibility of concept
Risk assessment
IP regime
Partner search
Design study
Pilot application
etc.
Output: elaborated
"Business plan 2"
Input: "Business plan
2" plus description of
activities under Phase
2 (~ 30 pages)
90% budget
Activities:
Development,
prototyping, testing,
piloting,
miniaturisation,
scaling-up, market
replication,
research
Output: "investor-
ready Business plan 3"
Lump sum: 50.000 €
~ 6 months No direct funding
Phase 3:
Commercialisation
1-2.5 M€ EC funding
~ 12 to 24 months
Promote instrument as
quality label for
successful projects
Facilitate access to
private finance
Support via networking ,
training, information,
addressing i.a. IP
management,
knowledge sharing,
dissemination
SME window in the EU
financial facilities (debt
facility and equity
facility)
Possible connection to
public procurement
activities
10-15% success ~ 50 success
Phase 3 & coaching ~ 2% budget

13. Eligible topics
•ICT: Open Disruptive Innovation (2014: 45
M€ / 2015: 45 M€)
•Uptake of nanotech, advanced materials or
manufacturing and processing technologies
•Space research and development
•Validation of biomarkers and/or diagnostics
devices
•Eco-innovative food production and
processing
•Blue growth
•Innovation for transport
•Low carbon and efficient energy systems
•Eco-innovation and sustainable raw
material supply
•Protection of urban soft targets and urban
critical infrastructure
•Biotechnology-based industrial processes
•Mobile e-government applications (2015
only)
•SME business model innovation (2015 only)

14. Without restrictions it is estimated to receive 10 to 15,000 SME applications for Phase 1 every year.
This number is limited in case of topic oriented calls
Measures to "reduce" applications:
1. Only one application per company (in both phases)
2. This implies: no possibility to apply for Phase 1 during the submission and/or implementation of a Phase 2 project
and vice versa.
3. Advice by the support network(s)
4. SMEs should be encouraged to enter the scheme in Phase 1
Demand

15. How to apply
REGISTRATION
- register to the participants portal
- get your PIC code (ECAS)
APPLICATION
- online admin forms
- Part B (excellence, impact,
efficiency, partner, ethics)

16. Application form (Phase 1)
The application shall provide:
1) an outline of the envisaged overall innovation project, its intended scope, merits, risks
and state of development to allow for an assessment of the business idea as well as an
initial business plan based on the proposed idea/concept
2) a description of the activities to be undertaken during phase 1 that shall result in a
comprehensive feasibility report, including the specifications of the elaborated business
plan, which is to be the outcome of the project (for more details refer to the Work
Programme and the Guidance documentation).

17. Prijavnica SME Instrument Phase 1
Q&A?

18. Deadlines 2015
PHASE 1- CONCEPT FEASIBILITY:
18 March 2015;
17 June 2015;
17 September 2015;
16 December 2015
PHASE 2 - DEMONSTRATION &
PROTOTYPING:
18 March 2015;
17 June 2015;
17 September 2015;
16 December 2015

20. www.youtube.com/watch?v=eDZMvMZyURc
Jean-David Malo, Head of Unit,
SMEs, DG Research and
Innovation:

21. Evaluators hat

22. Criteria
1. Excellence
2. Impact
3. Quality and efficiency of implementation
(25 % weight of overall perception)
Treshold 4/5 per criteria and 13/15 to pass

23. Impact
- impact on the market + impact on your SME
- your market / demand well described (demonstrate the need / wish to „buy“)
- who are your target users and beneficiaries
- market dimensions (TAM), growth rates, competition and their solutions
- alignment with the company strategy and boosting its growth
- initial commercialisation plan is outlined and explains how will be further
developed
- clear European dimension (known Euroepan competition)
- IPR status and strategy

24. Excellence
- addressing an EU/global challenge
- state of the art, added value and competitive advantage (comparison with state-of-
the-art)
- objectvies consistent with planned impact
- convincing performances of proposed solution / value added (better from existing)
- risks and opportunities (technical and commercial)

25. Quality and efficiency of implementation
- relevant resources for implementation (personal,facilities, networks, etc.)
- realistic time frame
- comprehensive description of work
- team competences (right mix)

26. What do evaluators look for?
https://www.youtube.com/watch?v=Iuk_Tjqh9t0&list=PL6ybzXFnnCiid9Lwz6DJlux8nS
pu2dXlR&index=6

27. PREGLEDSTATISTIKEPRIJAV(pdf)

28. Komentar?

29. Komentar
ocenjevalca na
H2020
(blog)
„But one year in it is not flawless. The average
success rate for the 45,000 Horizon 2020 grant
applicants to date is 14 per cent. This is well below
counterparts in the US, with the National Science
Foundation success rate standing at 22-24 per cent
and the National Institutes of Health at 18-21 per
cent. Even in Australia, where public R&D funding
has been cut, applicants to the National Health and
Medical Research Council have a 21 per cent
chance of success.
With only one in seven proposals are being selected
– and note that several H2020 sub-programmes like
Marie Curie-Sklodowska and the SME Instrument
have an even lower odds - this means around
38,700 applications were rejected.
As an innovation and grants consultancy with 20
years’ experience in EU funding, we know that a
collaborative single-stage proposal costs between
€70,000 and €100,000, on average, in time and
effort to develop and write.“

30. NAJPOGOSTEJŠE
NAPAKE

31. Glavne napake prijaviteljev
- nejasno izdelana ideja (prijava zgolj zaradi pridobitev sredstev)
- nizka inovativnost projekta (prenizke ambicije)
- pomanjkanje razumevanja namena razpisa in njegovih pravil
- slabo poznavanje trga in trendov na trgu ter slabo ali sploh nepoznavanje
konkurence in svojih konkurenčnih prednosti
- osredotočenost na tehnični opis rešitve in premajhen poudarek na učinku rešitve na
nivoju družbe
- prevelik poudarek na raziskovanju namesto na poslovni in komercialni utemeljitvi
(razpis podpira dejavnosti, ki so bližje trgu)

32. PRAKTIČNI NASVETI

33. Praktični nasveti 1/3
- izhajati morate iz želje po dejanski realizaciji ideje, ki jo prijavljate
(skladnost z dolgoročno strategijo in dvigom konkurenčnosti MSP)
- uskladite cilje projekta s poslovnimi cilji vašega podjetja
- identificirajte najustreznejši razpis in prijavo prilagodite vplivom (»impact«), ki
izhajajo iz delovnega programa in teme na katero se prijavljate.
- pokažite jasno dodano vrednost za ciljne skupine, ki jih projekt naslavlja („še tako
inovativen rezultat ni vreden nič, če ne rešuje določene težave“)
- davkoplačevalska sredstva!

34. Praktični nasveti 2/3
- iskanje partnerjev (pravočasno, preverite potrebne kompetence, znanja, reference)
- ocenjevalec bo pri konzorciju ocenjeval predvsem usklajenost in multidisciplinarnost
partnerjev ter reference in veščine posameznih članov ekipe (podobno kot to
ocenjujejo VC-ji)
- inovativnost ideje (v skladu z razpisom)
- iščejo se disruptivne inovacije, tako pri novih tehnologijah, kot tudi inovativnih
poslovnih modelih (tukaj navajajo primere kot so Airbnb, Spotify in Uber).

35. Praktični nasveti 3/3
- Jezik prijave (preprost, vendar prepričljiv) – SMART (specific, measurable,
acceptable, realistic, time)
- Vsebina naj bo jasna, jedrnata in konsistentna v celotni prijavi (ocenjevalci na dan
preberejo okoli 6 prijav, ki obsegajo do 30 strani)
- jasni stavki, kratki, odstavki, tematski naslovi, kratki povzetki …

36. Fast track to Innovation
Pilot

37. Fast track to Innovation Pilot
Projekti, ki se bodo spodbujali, morajo biti že blizu prototipa, in sicer mora biti
tehnologija, ki je predmet projekta, že testirana v ustreznem okolju. To pomeni, da se
ne morejo prijaviti podjetja, ki imajo samo idejo, niso pa še preverila, kako bi bila
uspešna na trgu.
Z instrumentom želi EU doseči:
skrajšanje časa prodora ideje na trg
povečanje sodelovanja industrije ter predvsem malih in srednjih podjetij
spodbujanje zasebnih vlaganj v raziskave in inovacije
promoviranje raziskav in inovacij s poudarkom razvoja tehnologij v inovativne izdelke,
procese in storitve.

38. IMPACT
Največjo moč pri ocenjevanju bodo imeli učinki projekta, in sicer:
 hiter razvoj
 poslovni prevzem in uvajanje trajnostnih inovativnih rešitev (izdelkov, procesov,
storitev, poslovnih modelov...)
 reševanje družbenih izzivov
 hiter prodor na trg - najpozneje v treh letih po začetku projekta

39. Upravičene aktivnosti
poskusno izvajanje, testiranje, potrjevanje sistemov v resničnem svetu...
Namenjen je torej razmeroma zrelim idejam, torej novim tehnologijam, konceptom,
procesom in poslovnim modelom, za zadnje razvojne korake, ki bodo prodrli na trg in
imajo čim širšo uporabo.
Vedno je treba razmišljati, da vaša rešitev ni namenjena le ožji specifični skupini,
ampak čim širšemu krogu uporabnikov.

40. KONZORCIJ
Konzorciji morajo vsebovati udeležence iz:
Industrije
univerze, raziskovalne in tehnološke organizacije in
druge akterje na področju inovacij.

41. Prijava
Rok za oddajo vlog: 29.4., 1.9. ter 1.12.2015
Trajanje projekta: do 36 mesecev
Višina subvencije: do 3 mio eur
Konzorcij: najmanj trije partnerji iz treh različnih držav ter največ 5 partnerjev.

42. Uporabne
povezave
http://ec.europa.eu/programmes/h
orizon2020/
http://ec.europa.eu/digital-
agenda/en/sme-instrument-0

43. Hvala za pozornost
nina.mazgan@outlook.com

44. Backup slides

45. Clara de la Torre: Supporting innovation (the
new SME instrument)
https://www.youtube.com/watch?v=URgDkaIArIY

46. 1. Neuspešni so evropski projekti, ki
predstavljajo globalne rešitve
Zelo pogosto prijavitelji v projekt zapišejo presplošene rešitve, kot je npr:»Znižanje
brezposelnosti in dvig zaposlenosti bo vplival na večji BDP…«
Takšen zapis vas ne razlikuje od ostalih prijaviteljev, saj bolj ali manj vsi trdijo
podobno. Raje zapišite konkretno rešitev ali še bolje – naj bo takšna, da jo lahko
zagotovite samo vi. V tem primeru ima razpisovalec dober razlog, da vas izbere na
razpisu.

47. 2. Vaša prijavnica ne sme postati pismo o
nameri
Evropski projekti so si pogosto zelo podobni. Zakaj? Večina prijaviteljev v svojem
projektnem predlogu opiše, kaj nameravajo narediti ali pa so mnenja, da je potrebno
narediti. Tak ukrep hitro naredi vtis neodločnosti in predvsem dajanja praznih obljub.
Namesto tega raje izpostavite, kaj že delate in kako boste te aktivnosti vključili v
projekt. Predstavite se kot prijavitelj h kateremu gremo, ko želimo, da so stvari
narejene.

48. 3. Kaj mislite? Koga v resnici zanima, kako
dolgo vaše podjetje obstaja, katere reference
imate in koliko projektov ste izpeljali?
Kot je pokazala analiza prvih prijav na EU razpis Instrument for SME’s, so se podjetja
zelo slabo predstavila – in prijave so bile zavrnjene. Večina jih je le faktografsko
naštela kdo so in kaj počnejo.
A ocenjevalec vas zato ne more ločiti od ostalih podobnih podjetij. Nič ni narobe, če
predstavite podatke – a predstavite jih tako, da bo jasno, zakaj je to pomembno. Ste
zaradi tega hitrejši, cenejši, kakovostnejši? Predstavite se v relaciji do drugih in svojo
trditev podprite s kazalci, primeri in literaturo.

49. 4. Zagotovite, da so vaše prednosti
res prave prednosti
Za uspeh na razpisu morate izpostaviti, v čem ste najboljši. A tu je skrita past. Če s
svojim projektom bolj ali manj le zadostite potrebam razpisa, vas ne bo težko
premagati.
Svojo zgodbo zgradite na najboljših dosežkih, ki jih lahko argumentirate s prejetimi
nagradami, priznanji in izraženim zadovoljstvom uporabnikov. Vaše prednosti morajo
preseči minimalne zahteve razpisa, če želite, da bodo ocenjevalci spoznali, da lahko
resnično prispevate k rešitvi problema.