Marketing at DESY
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Transcript of Marketing at DESY
Marketing at DESYBuilding Bridges from Science to Market
Christian MennrichHEPTech Workshop on MarketingSofia, 20.05.2014
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PETRA III FLASH
CFEL
New High Brilliance X-ray Sources Research Labs/ Inhouse Application Labs
DESY Home of Brilliant Light Sources
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DESY Facts and Figures
> Part of the Helmholtz Association
> Sites: 2 (Hamburg & Zeuthen)
> Budget: 320 million Euros
→ (210 M€ Basic & 110 M€ Projects)
> Staff: ~ 2300, thereof 860 Scientists in Accelerator Operation, R&D
>Guest Scientists: ~600/year
> plus Scientific Users: ~2900/year
→ total ~ 3500/year from over 45 nations
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DESY Technology Transfer - Building Bridges from Science to Market
> Protection and marketing of DESY‘s Intellectual Property (IP)
> Active marketing of patents, licenses, technologies and services
> Inviting companies to share the benefits of DESY‘s research and
actively help develop products
> Access to scientific and technological developments for a wider group of users
> Possibility for users to make further developments, new applications and new products based on development and research at DESY
> Service for industry
TT
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Identified target audiences
>Suppliers
R&D Partners
From simple components to high-tech developments
>Customers
Utilisation Partners
License Contracts (Patents and Know-How)
Use of infrastructure (plus optional service)
Range of other Services
Spin-Offs that sell products
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Marketing of beamtime
>Industrial measurements using synchrotron radiation, e.g. in the fields of Life Science, nanotechnology, medical technology
Helmholtz Validation Fund „MTCA.4 for industry“
> Development of new electronic components for the new standard MicroTCA
> Validation into industry
Distribution of DESY Technologies
>Example: Clamping device for sample holders
Licensing (Know-how, Patents)
Examples of utilisation
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Industrial access
>Direct and fast access to the beamlines
>No scientific peer review required
>Access on a cost basis
>Maximum of 5% of the user time
>All inquiries can be treated confidentially
>Three types of contract for industrial access: Feasibility studies
Short-term contracts
Long-term cooperations
Optional: Preparation and execution of measurements & specific data evaluation
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Advantages of licencing
Licencing at DESY
>Normally non-exclusive licence [only in special cases exclusive licence]
DESY does not depend on one supplier!
>Licence free of charge to other research centres:
No barriers in research!
DESY never sells its patents!
>All rights of the invention always remain at DESY.
>With a licence the companies get the right to produce and to sell and distribute for a limited period.
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Example HVF Project: “MTCA.4 for Industry”
>Goal is commercialisation… … of a measurement and control system based
on the electronic standard MTCA.4 in different fields of industry and research institutes
>Realisation at DESY (duration 2 years) Further developments of existing modules as well as
completion of the product portfolio
Funding: 4 Mio. € (half by Helmholtz, half DESY & companies)
Industrial cooperation partners: 12 companies
>Benefits for DESY and the companies More and intensive cooperation between DESY and industry
Higher visibility of DESY in industry, international research
(FAIR, ESS, ITER) and society
Increase of licence agreements and revenues
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Marketing – Trying to Explain the Application of Science
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Example website
Current website:Draft of new website
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Example website “Industrial Users”
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Industrial Exhibition at the Photon Science User Meeting 2014
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Conclusions
>RIs crucial for development and commercialisation of high-tech products
>Need to raise awareness for potential (in companies and in own RI)
> Information & education about available techniques
>Meet customer needs
>Communication between research community, facilities and industry is of utmost importance: KAM, Fairs, Events, Mailings, Visits, …
> Professional service group offers guidance
& product definition
Speak the right language in the right context
Personal Contact
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Thank you! ... And I welcome your Questions!
Christian Mennrich
Tel.: +49 40 8998 - 2838