From PhD student to entrepreneur - adem-innovationlab.nl · Entrepreneurship Workshop at ADEM...
Transcript of From PhD student to entrepreneur - adem-innovationlab.nl · Entrepreneurship Workshop at ADEM...
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From PhD student to entrepreneur
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Today’s story is about…
Pitch Technology
Experience
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How it started
I started my PhD in 2011
Robust Anodes for SOFC
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SOFC Anode
Properties
Microstructure Synthesis
Tune the SOFC Anode’s
microstructure so I will get an enhanced
performance
NANOFIBERS!
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The invention
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The seed for the business idea
Entrepreneurship Workshop at ADEM Conference
Andre ten Elshof (Professor) Committee
Why don’t you show
your material?
I don’t want to
make business
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Raising Interest
Some research groups started asking for material to me
Andre ten Elshof (Professor)
Bahruz Mammadov (MSc Student)
Hey man, let’s
make a business!
Register a company and sell samples for R&D
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The Initial Business Idea
Make materials dedicated to R&D
Universities
Research Institutes
Industrial R&D
VOF: 2 person company
Registering a VOF take 50€ and 20 min… LITERALLY!
But we need money…
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Early Business Development Course
• Course offered by MESA + (UTwente) • How to build a business plan • How to apply for seed funds
– Focused on the STW Take Off Grant
• Practice pitch in front of committee…
This is bullshit! You need to aim
higher…
Investor
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The 80/20 rule
• Pareto Principle: “~80% effects come from ~20% of the causes” – 80% of the land was owned by 20% of the population – 80% of the fruits were produced by 20% of the plants
• In business: ~80% of the income come form 20% of the costumers
Focus your work on what gives most benefit!!
TIME Income
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Change of Strategy
R&D Products
Lot of Time Small Income
Customized Small Orders
Find the right application for our
material
Steady Income Focussed Development
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STW Take Off Grant
For Feasibility Studies
Give us money to find the right application!
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Applications
Filtration
Biomedical Catalysis
Fire resistant Thermal insulation
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Screening Applications
0
0.5
1
1.5
2
2.5
3
3.5
0 5 10
Pric
e
Performance
Proposed Product
Standard solution
1 Find a problem that we
can solve
2 How many people have this problem?
3 How much do they want
to pay?
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Business Idea Generation How it’s supposed to be
Identify Problem
Invention
Solution
How we did it…
Invention
Identify Problem
Solution
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We found the right application
✔ Big problem in the industry ✔ Lot of products sold yearly
✔ Competitive price with much better performance
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Market study Market size, growth and segmentation
Benchmark Specifications Competitors
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Value Proposition
The
proposed solution
Business Plan
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Value Proposition
The
proposed solution
Business Plan
Costumer Segments
Cost Structure
Key Activities
Key Resource
Costumer Relation.
Distribut. Channels
Key Partners
Revenue Stream
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Costumer Segments Who is your costumer?
What does he want?
The business plan is dependent on the costumer
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Costumer Relationships
What deal do you offer? Best Cheapest Customized
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Distribution Channels
How will you reach the costumer?
@
Direct Costumer- Costumer
Distributor Internet
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Supplier Material Production
Product Assembly Distribution
Key Activities
What will you do? Value Chain
Added Value / Added Complexity
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Key Resources
What do you need?
IP / Know How Production facilities Team
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Key Partners
Who do you need? Universities Collaborations Outsourcing Suppliers
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Finances
REVENUE STREAM How will you earn money?
COST STRUCTURE How much will you spend?
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Where we are Closing
Investment
Move Out University Increase
Team
Buy New Tools
Speed Up Develop.
Increased Production
Prototype Find Costumers
Present
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Conclusions
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