How to recognize, envision, productize and valuate the potential of technologies and related market opportunities.

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Technology valuation and innovation brokerage 1
TEMP-0010-DOT-F - Verhaert
Presentation
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Technology valuation
and innovation brokerage
Zane Smilga
Coordinator Inno Lab
zane.smilga@verhaert.com
22.11.2016

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CONTENT
INTRO
VALUE OF TECHNOLOGY  BUSINESS SCENARIO
VALUATION TOOLS: ENVISION, VALIDATE, DEMONSTRATE
VALUATION SPRINTS: RAPID WORKING METHOD
ROLE OF A BROKER: WHEN CAN THEY HELP?
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We are
A LEADING INTEGRATED PRODUCT
INNOVATION GROUP
We are
ESA Technology Transfer Network
Manager
WHO WE ARE

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ESA Technology Transfer Network
Across 15 Countries
Transfers320
Transfers
per year20
14 Brokers
ESA Broker
ESA Broker Prime Contractor
LEGEND
Broker NL
Broker/NTTI BE
PRIME Broker
ESA BROKER NETWORK

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MICROGRAVITY
INSTRUMENTS
SPACE EXPLORATION SATELLITE SENSORS
UAV PAYLOADS NAVIGATION & GUIDANCE SMART FOOD SMART MOBILITY
SMART CITY & HOME
MOBILE HEALTH
WEARABLES
ROAD SIDE SENSORS
ON-BOARD SENSORS
CASECONNECTED CAR SPACE DATA
WIDE SCOPE OF ACTIVITIES

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TECHNOLOGY VALUE IN
THE EYES OF A BROKER

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B R O K E R
T E C H N O L O G Y
B U Y E RT E C H N O L O G Y
O W N E R
BROKERS RECOGNIZE OPPORTUNITIES WHERE
TECHNOLOGY CAN ADD VALUE
Brokers link technologies, ideas and people …
My technology has totally
new performance levels!
… that can be
interesting for some
people in my network!

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What does this
technology mean for my
business?
How much money will I
make?
VALUE OF TECHNOLOGY LIES IN
THE FUTURE BUSINESS OPPORTUNITY
Brokers help to explore multiple alternatives and
define the value in the context of future business
My technology has totally
new performance levels!
I have ideas on it ….
B R O K E R
T E C H N O L O G Y
B U Y E RT E C H N O L O G Y
O W N E R

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Bullet proof bed
www.qsleeper.com
Hmm …
WHAT IS THE VALUE - WOULD YOU BUY IT?
B R O K E R

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ADDED VALUE OF TECHNOLOGY IS IN
THE SWEET SPOT OF INNOVATION
… we need a strong case to
envision solution and demonstrate
the potential of your technology
for users/customers and business!
B R O K E R

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DOES IT MAKE A DIFFERENCE? VALUE OF
TECHNOLOGY AS A COMPETITIVE MOVE
Can this technology help to differentiate the product from others?
Will it be an added value in the eyes of customers?
Will it offer a sustainable competitive advantage?
B R O K E R

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Sustainable strategy
Create new qualities
Work on unwanted
effects
Disruptive strategy
For this application existing
technology is good enough already.
Let`s search somewhere else …
B R O K E R
IT’S NOT ABOUT TECHNOLOGY, IT’S ABOUT FINDING
ADDED VALUE IN THE CONTEXT OF SOLUTION

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Licensing scenario
Start-up scenario
Co-development scenario
Contract-research scenario
€
VALUE DEPENDS ON BUSINESS SCENARIO,
NOT TECHNOLOGY ALONE
How much effort, risk and investment are
you ready to take?
How fast do you want to get money?
What ROI, profitability do you want to
reach?
B R O K E R

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TECHNOLOGY VALUATION TOOLS

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B R O K E R
T E C H N O L O G Y
B U Y E RT E C H N O L O G Y
O W N E R
How do I know that it will work ?
Does it really help my business?
Prove it!
I have not researched your application
specific performance of my technology…
I do not know at this point …
Let`s find a way to
envision the value …
CAN YOU SHOW THE VALUE? CONFLICT OF
EXPECTATIONS & REAL POSSIBILITIES
Conflict between what technology owners can demonstrate and prove
versus what technology buyers require and are ready to pay
Brokers work with a number of tools to envision, validate & prove potential value/ technology

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MULTIPLE ALTERNATIVES: SPOT THE
HIGHEST VALUE POTENTIAL
It is about exploring value potential of the same technology
in different applications, solutions and business scenarios
What do you need to know to envision solution &
future business value?
- Concept of integrated solution - potential proposition
(visualization) & added value
- Market insights (size, growth, drivers, limiters)
- Competitive positioning
- First rough estimation of business potential
- Risks and difficulties
B R O K E R
Do it on “high level” for multiple
applications. We will select the
cases with the highest potential
value to explore further.
QUICK-TO-EVALUATE”
BUSINESS OPPORTUNITY SHEETS
METH0DOLOGY OF VERHAERT

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We need to pitch
our proposition to
potential
technology buyers
TECHNOLOGY VALUATION: PITCHING BUSINESS
CONCEPTS
B R O K E R
HOW TO PITCH A VALUE?
I opportunity space
1. Trends/evolution in materials,
technologies, business models,, users.
2. Value drivers
3. Competitive patterns (emerging
concepts, impacting forces): potential
market drivers & disrupters
4. Strategic opportunity platform(s)
II envisioning future product
concept
5. Value proposition
6. Visualized product concept
(sketches/ 3 D renderings)
7. Currently available material (proof of
concept at this stage)
III envisioning business case
Business model
Revenue formula
Business value simulation

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How to kill resistance, raise interest?
How can we increase our power in technology
valuation (de-risking)?
Feasibility of technology and business concepts
to bridge the gap between technology owner
and buyer
B R O K E R
INCREASING VALUE WITH FEASIBILITY
STUDIES & DEMONSTRATORS
PERSONAL FLYING ROBOT

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SPRINT PHILOSOPHY TO
DISCOVER VALUE IN A RAPID
WAY

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Future trends
Customer & user insights
Competitive solutions
Market patterns
Available
technologies
Insights and inspiration are collected before the sprint.
Sprint is about integrating insights and using inspiration to create solution.
Visual and tangible concepts are created.
“Pressure cooker” weeks at Verhaert together with customers
SPRINTS: CREATING INTEGRATED TECHNOLOGY &
BUSINESS CONCEPTS

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ROLE OF A TECHNOLOGY
BROKER

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B R O K E R
T E C H N O L O G Y
B U Y E RT E C H N O L O G Y
O W N E R
HOW TO WORK WITH BROKERS AND
INTERMEDIARIES ?
Broker: connecting ideas, technologies and players to
discover technology value in multiple alternative scenarios
no network in business world …
not a business thinker …
no time for tech valuation …
need for fresh look on what else is possible …
I am constantly looking for
new opportunities, new ways
to do innovation …
Contact me if you have anything for me!

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B R O K E R
T E C H N O L O G Y
B U Y E RT E C H N O L O G Y
O W N E R
OPEN THE SCOPE OF VALUE EXPLORATION
WITH NETWORK, TOOLS, SUPPORT & IDEAS

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Kruibeke
Belgium
Hogenakkerhoekstraat 21
B-9150 Kruibeke
T +32 3 250 19 00
E info@verhaert.com
www.verhaert.com
Nivelles
Belgium
Noordwijk
Netherlands
Av. Robert Schuman 102
B-1400 Nivelles
T +32 67 47 57 10
E info@lambda-x.com
www.lambda-x.com
Kapteynstraat 1
2201 BB Noordwijk
T +31 71 760 05 50
E info@verhaert.com
connect.verhaert.com
INDUSTRY
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T +351 234 604 088
E info@load-interactive.com
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T +32 9 330 27 90
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ON SITE CONSULTANCY
Verhaert is a leading integrated product innovation center,
helping companies to innovate. We design products,
systems and strategies for organizations looking for new
ways to provide added value for their customers.

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Strategic Innovation
Services FEI
New Product Development
Services NPD
Pre-launch
services NPI
TECHNOLOG
Y
IP STRATEGY IP TRANSFER
Evaluation
Discovery & Disclosure
MARKET
Need
Evaluation
PUSH
PULL
• Need
determination
• Trend mapping
• Requir. Definition
• Product Design
• System
engineering
• Prototyping /
Fablab services
• Product Testing
• Tech. Clustering
• Promotion
• Solution Patent Analysis
• Discovery Workshop based
SpaceTech
• Co-creation Workshop
• Technology Scouting
• Exploration Patent Analysis
• Discovery Workshop based
SpaceTech
• Co-creation Workshop
• Sweet Spot
Assessment
• Opp. Recogn. WS
• Opp. Creat. WS
• Feasibility Study
• Demonstrator
• Tech. Roadmaps
• Tech. Valuation
• Tech. Positioning
• Feasibility Study
• Demonstrator
• Demonstrator
• Value Proposition
Development
• Application
Scouting
• Diversification
Studies
• Differentiation
Studies
• Value Add
Concepting
• NABC
• Concept Design
• Industrialization
• Advanced Automation
• Go-to-market concepts & modelling
• Business Rationale /RTB
• ROI + target costing/pricing
TECHXFER TOOLS & METHODS