What Entrepreneurial Partners Look for in Technology Commercialization

Transcription

1 What Entrepreneurial Partners Look for in Technology Commercialization Federal Laboratory Consortium Portland, Oregon May 7th, 2008 Bryan Bjorndal, Assure Controls, Inc.

2 Commercialization of Government Technologies Discussion Topics What the Entrepreneur Needs vs. Tech Transfer Offices The Commercialization Process The Value Proposition The Value of Patents Lessons from the Trenches

3 Commercialization of Government Technologies Discussion Topics What the Entrepreneur Needs vs. Tech Transfer Offices The Commercialization Process The Value Proposition The Value of Patents Lessons from the Trenches

4 The Commercialization Process Government Location 1. R&D Project 2. Technology Success 3. Initial Prototype 4. Filed or Issued Patents 5. License to Market 6. Tech Transfer Process 7. (CRADA) 8. License Maintenance Saleable Item 1. Technology Evaluation 2. Patent Evaluation 3. Market Analysis/Risk 4. License Terms 5. Product Modernization 6. Funding 7. Skills, Knowledge 8. Competitive Risk 9. Development Risk 10. Facilities-People-Equip

5 FLC TT Office Commercial Supplier (Entrepreneur) The Market

6 FLC TT Office Commercial Supplier (Entrepreneur) The Market Technology Evaluation Competencies Existing? New?

7 FLC TT Office Commercial Supplier (Entrepreneur) The Market Technology Evaluation Competencies Existing? New? Is there a match? Does the technology fit easily or is it going to take a new organization?

8 FLC TT Office Commercial Supplier (Entrepreneur) The Market Technology Competencies Who can champion What cost to parties? Stage of Development? How validated? Evaluation Existing? New? Is there a match? Does the technology fit easily or is it going to take a new organization?

9 Commercialization of Government Technologies Discussion Topics What the Entrepreneur Needs vs. Tech Transfer Offices The Commercialization Process The Value Proposition The Value of Patents Lessons from the Trenches

10 The Commercialization Process Government Location Saleable Item

11 The QwikLite Bioluminescence Toxicity Test A unique test for determining toxicity using bioluminescent dinoflagellates - a tool to assess the environment. QwikLite tests are easy to set up and inexpensive compared to traditional tests. A savings of $3 M over 5 years of use. IOC Working units at Puget Sound & Norfolk Naval Shipyards. Commercialized. Pollution Abatement Ashore

12 The QwikLite TM 200 Biosensor System

13 The Value and Limitations of Prototypes Prototype Uses Component Testing (~10) Biological Testing Validation, Verification tests Fit and Finish (color, materials) Small parts design & fabrication (~20) Pricing Estimates Reliability analysis (QA/QC planning) Customer reactions, feedback Software operating system development Data collection, historical data review User Interface design optimization Marketing materials Key customer evaluations Trade shows and conventions Laboratory validation (DTKs, SOPs) Financial planning Manufactured Product Final Validated Components Biological Testing Specifications Product Specifications Metal Case Internal (QA/QC tracking) Software enhancements via USB Data collection ~ 10 years of tests User Interface in multiple languages Shipments to Customers

14 Quality Assurance/Quality Control Plans Assure Controls, Inc. S U P P L I E R D A T A PCB Mfgr Co. Sub-Assembly Mfgr Co. Component Vendors Component Vendors Instrument Assembly Company SW Installed Engineering Biology Lab QA/QC Audit Ship Component Vendors Reliability Data Collection Points

15 Commercialization of Government Technologies Discussion Topics What the Entrepreneur Needs vs. Tech Transfer Offices The Commercialization Process The Value Proposition The Value of Patents Lessons from the Trenches

16 Sales The Value Proposition Enabling Technology no labs nascent regulations no environmental consultants Current Market? Disruptive Technology displaces required lab tests reduced technical skill lower price solution 30 years of established methods future EPA audit tool? New Market? Early Adopters Later Adopters Majority (Growth) Mature

17 The Value Proposition Current Mon Tues Tues Client Needs Toxicity Test Data Client calls Environmental Consultant Consultant s Technician Goes to Site Technician Takes Samples To Test Lab Test Lab Begins Toxicity Test Wed, Thurs, Fri Fri-Sat Mon Mon-Tues 7-8 days Test Lab 3-4 Test day Lab Toxicity 3-4 Test day Test Lab Toxicity 1,2,3 Test Toxicity Test Test Lab Sends Data To Consultant Consultant Puts Data Into Client Report Consultant Calls Client And Sends Report Estimate >$3,000 Assure Mon Tues-Weds Tues-Weds-Thurs Client Needs Toxicity Test Data Employee Samples And Begins Toxicity Test Test Lab 3-4 Test day Lab Toxicity Client 3-4 Test day Checks Toxicity 1,2,3 Test day Toxicity Test Client Reads Data Prints Report 2-3 days Estimate <$400

18 Commercialization of Government Technologies Discussion Topics What the Entrepreneur Needs vs. Tech Transfer Offices The Commercialization Process The Value Proposition The Value of Patents Lessons from the Trenches

19 The Value of Patents Intellectual Property is Essential to New Companies TTO Must Establish Value of the Technology First Patents Cost Money ~$30k The Savings to the Entrepreneur is Completed R&D ($M) The Value of Patents is the Right to Sue for Infringement Patents Don t Guarantee Value, They Provide Insurance

20 Commercialization of Government Technologies Discussion Topics What the Entrepreneur Needs vs. Tech Transfer Offices The Commercialization Process The Value Proposition The Value of Patents Lessons from the Trenches

21 Lessons from the Trenches Availability of an Active Principal Investigator Do the Patent Work for the Entrepreneur (and expense) CRADA is valuable Pitch the Business, not the Technology