ValorisationCentre Building Strategic Relations With Large Scale Companies Tempus Unchain Rolph Segers, MSc

ValorisationCentre The Main Questions Is your organisation ready and willing In what research do you excel How to approaching companies and which ones: o Creating Strategic one on one relations – where to start o Creating the right Ecosystem – how to Is there (enough) Funding

ValorisationCentre Is your organisation ready and Willing Create Incentives for valorising – work is judged on: o Scientific Output o Educational Output o AND Valorisation Output Train both Scientists AND supporting staff in: o Creating a proffessional network o Making good proposals o Understanding companies Create organisation for valorisation: o Accountmanagers o Contractmanagers o Technology Transfer Officers

ValorisationCentre In what research do you excel Focus and Choice The Delft Research Initiatives Fundamental Sciences EnergyEnvironmentInfrastructuresHealth

ValorisationCentre Approaching Companies Steps in creating a strategic relation

ValorisationCentre Approaching Companies Decision Process – market analysis and creating a shortlist

ValorisationCentre Revenue Analysis

ValorisationCentre Boston Matrix – Overview Potentials

ValorisationCentre Approaching Companies The ‘menu’ – Strategic Relation Research Finance a new Chair Personnel exchange Strategic Research (years) by PhD Research (months) by Post-Doc Consultancy (hours) by Professor Exposure to Students Traineeships Excursions Graduation projects Life Long Learning custom made trainings

ValorisationCentre Key Learnings TU Delft Biggest interest of companies Research Exposure to students Biggest success factors in strategic relations Proximity !!! Pro-actively participating scientists Personnel exchange Good contract

ValorisationCentre Creating the right ecosystem New approach TU Delft  BuILD (Business Innovation Link Delft) The 5 E’s: Excellent Research Exposure to Students Expertise Events & Network Education

ValorisationCentre BuILD Excellent Research Facility Sharing Contract research (Post Doc) Phd research Access to IP portfolio Establish and/or Fund a Chair

ValorisationCentre BuILD Exposure to Students Sponsorships  visible in college hall, sponsoring educational clubs Traineeships / graduation projects / Excursions On campus recruitment Events (careerdays)

ValorisationCentre BuILD Expertise Consultancy Visionary talk \ Futurologist Lectures Brainstorm Strategic Session

ValorisationCentre BuILD Events & Network 5 conferences with a theme: Health, Infrastructures, Energy, Environment, ICT Advisory roll to the university (e.g. VIP dinner with board of directors) VIP reception on big events e.g. Dies Natalis, Inaugural lectures Campus tour by students News letter Dedicated Liaison Officer

ValorisationCentre BuILD Education Post Master Degrees Master Degrees In company training

ValorisationCentre (Government) Funding Valorisation - Strategic Knowledge Exploitation Policy experiment – Large Scale Companies

ValorisationCentre Strategic Knowledge exploitation Ministry of Economic Affairs 4 year program ( ) Screening & Scouting (Business Development) Patenting Start-Ups Pre-Seed Loan

ValorisationCentre Strategic Knowledge exploitation Ministry of Economic Affairs Total budget5.8 mln Subsidized2.5 mln (43%) Allocation pre-seed2.1 mln Screening & Scouting1.2 mln Patents1.7 mln Project management600 k Coaching & equipment invent.200 k

ValorisationCentre Facts & Figures Research (2008) Academic staff including 214 professors 2762 Dissertations 236 Academic publications 7025 Specialist publications 1219 Income 450 mln EUR

ValorisationCentre Facts & Figures Exploitation (2009) Patent Staff5 Patent requests (central)75 Patents total190 (1300) Costs1 mln EUR Business Developers13 Business Cases90 Business Cases Total170 Costs350 kEUR

ValorisationCentre SKE – The Good – The Bad The Good All of the above Enormous incentive 12k pre-seed loan Big trade-off The Bad Bureaucracy / Misunderstanding No incentive on deal making 30/50/70 % rule on patent costs Uncertain continuity

ValorisationCentre Facts & Figures YES!Delft Incubator Total start-up companies 73 (162) Currently active in incubator44 (60%) Continued after incubation24 (33%) Discontinued 5 (7%) Pre-Seed (loan)1.5 mln EUR

ValorisationCentre Rolph Segers, MSc Relations - Large Scale Companies