Technology Minute
http://www.youtube.com/watch?v=KOqCXpSK_gM
Hybrid technology utilizing an optical transparent diamond cutting tool coupled along with a laser source to machine hard & brittle
materials.
µ-LAM Tech.
Productivity
Quality
Tool Wear
The Benefits
Micro Laser Assisted Machining Technologies
Total Customers Met:
126
µ-LAM Tech. Team
Dr. John Patten, Ph.D, P.E., CMfgE Co-founder and Chief Scientific Officer of Micro-LAM Tech. LLC > 25 years precision machining experience
Dr. Deepak Ravindra, Ph.D. Co-founder and Chief Technical Officer of Micro-LAM Tech. LLC Conducts R & D on the μ-LAM process for a wide range of ceramics,
semiconductors & metals
Mr. Tom Gross, MSME, MBA > 25 years manufacturing startups & consulting Serial Entrepreneur
Micro Laser Assisted Machining Technologies LLC
Notes: - Team collectively working together over 10 years
Dr. John PattenPrincipal Investigator
Dr. Deepak RavindraEntrepreneurial Lead
Mr. Tom GrossI-Corps Mentor
Business Model Canvas – Version 1
Key Partners Key Activities Value PropositionCustomer RelationshipCustomer Segments
Key Resources Channels
Cost Structure Revenue Streams
1 2
3
45
6
7
89• Personnel • Lab & Assemble Space• Equipment • Tools & Supplies• Marketing & Travel
• Optics Mfg. • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities
• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing• www (find customers)• IP Validation
• On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure
• μ-LAM System Sales• Parts Sales• IP Licensing• Custom Process Development • Gov. & Private Funding
• Company Website• Trade Shows• Conferences• Publications • Demo Video/s
• Novel Technology• IP (Patents) • Scientific Evidence• Publications• Partners
• Optics Industry• Semiconductor Ind. • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia • Medical/Dental
• ↑ Material Rem. Rate• ↑ Product Quality • ↓ Tool Wear • ↓ Fracture
• Easily Adaptable • Add-on Accessory• Multiple Apps. • Multiple Configs.
• ~1 yr payback
BMC – Version 1: Value Proposition
Key Partners Key Activities Value PropositionCustomer RelationshipCustomer Segments
Key Resources Channels
Cost Structure Revenue Streams
1 2
3
45
6
7
89• Personnel • Lab & Assemble Space• Equipment • Tools & Supplies• Marketing & Travel
• Optics Mfg. • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities
• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing• www (find customers)• IP Validation
• On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure
• μ-LAM System Sales• Parts Sales• IP Licensing• Custom Process Development • Gov. & Private Funding
• Company Website• Trade Shows• Conferences• Publications • Demo Video/s
• Novel Technology• IP (Patents) • Scientific Evidence• Publications• Partners
• Optics Industry• Semiconductor Ind. • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia • Medical/Dental
• ↑ Material Removal Rate• ↑ Product Quality • ↓ Tool Wear • ↓ Fracture
• Easily Adaptable • Add-on Accessory• Multiple Apps. • Multiple Configs.
• ~1 yr payback
μ-LAM Demo
• If your actual product is too big or not portable, get a miniature replica
• Visual demo vital to get customer's attention
• Engineers were able to relate to demo better than images
• Non-technical people understood the technology better with demo
The Science
Current Market Size (based on our customer segments)
Total Addressable Market (~ $90 B) Semiconductor ($75B) Adv. Ceramics ($10.5B) Ceramic/Optics Mfg. ($4.5B)
Served Addressable Market: (~ $4.5 B) OEM machine tools for diamond turning,
milling, drilling, etc.
Target Market (~ $240 M) Fabrication and manufacturing (turning
~60%, drilling ~10%, milling ~10%, dicing ~10% & scribing ~10%)
TAM ~ $90 bil.
SAM ~ $4.5 bil.
TM ~$240 mil.
Current Strategy: • Pursuing ‘Target Market’ to build well reputed brand name• Develop new version of μ-LAM systems for milling, drilling and dicing/scribing Future Strategy: • To partner with OEM Machine tool company • OEM to offer μ-LAM system to customers as an add-on accessory for new/existing machines
Industry Model – Ecosystem Map
µ-LAMOEM
Machine Tools
Component Manufacturi
ng
Materials/Part Processing
Product/ Name BrandRetailer
End User
A A
B
Channel Partner Customer Segment
Key Partners Key ActivitiesValue Proposition
Customer RelationshipCustomer Segments
Key Resources Channels
Cost Structure Revenue Streams
1 2
3
45
6
7
89• Personnel • Lab & Assemble Space• Custom Development – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel
• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp. ?
• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing• www (find customers)• IP Validation
• On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure
• μ-LAM System Sales/ Lease?? (bankers?)*• Parts Sales – Diamond Tooling• IP Licensing• Custom Process Development • Gov. & Private Funding
• Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!
•Trade Shows (future)
• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners
• Optics Industry• Semiconductor Ind.•Diamond Turn. Mch.• Machine tool OEM’s • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia ??• Medical/Dental• Drilling Inds. • Scribing & dicing• Tribology
• Ability to make/mfg. product faster• Reduce direct mfg. cost• Improve Product Quality • Reduce Tool Cost • ↓ Fracture/ Cracks • ↓ ↓ µLAM Cost• Easily Adaptable • Add-on Accessory• Multiple Flex Apps. Multiple Configs.• New product opp. for customers•Line of packages (varying $$)?• ~ accommodate any payback period
* Secondary
Business Model Canvas – Version 4
Key Partners Key ActivitiesValue Proposition
Customer RelationshipCustomer Segments
Key Resources Channels
Cost Structure Revenue Streams
1 2
3
45
6
7
89• Personnel • Lab & Assemble Space• Custom Development – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel
• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp. ?
• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing• www (find customers)• IP Validation
• On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure
• μ-LAM System Sales/ Lease?? (bankers?)*• Parts Sales – Diamond Tooling• IP Licensing• Custom Process Development • Gov. & Private Funding
• Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!
•Trade Shows (future)
• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners
• Optics Industry• Semiconductor Ind.•Diamond Turn. Mch.• Machine tool OEM’s • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia ??• Medical/Dental• Drilling Inds. • Scribing & dicing• Tribology
• Ability to make/mfg. product faster• Reduce direct mfg. cost• Improve Product Quality • Reduce Tool Cost • ↓ Fracture/ Cracks • ↓ ↓ µLAM Cost• Easily Adaptable • Add-on Accessory• Multiple Flex Apps. Multiple Configs.• New product opp. for customers•Line of packages (varying $$)?• ~ accommodate any payback period
* Secondary
BMC – Version 4: Customer Segments Evolution
Testing at Industrial Partner Site
This was a HUGE step from academia (lab) to industry
Team @ II-VI Inc. Micro-LAM & II-VI Team
µ-LAM Setup on DTM - Industry
Job Well Done !!!
µ-LAM Setup on UMT - Lab
Hypothesis Testing: Value & Savings for Optics Manufacturer
$/hr machining
$200
hrs/year3 shifts (6000
hrs)
$ machining cost/yr
$ 1, 200, 000
$/hr machining
$100
hrs/year3 shifts (6000
hrs)
$ machining cost/yr
$ 600, 000
(1) Machining Time (Productivity)/ year:Current Process
With μ-LAM
$600k (savings)
Total Savings$ 600, 000 Per Year
Key Partners Key ActivitiesValue PropositionCustomer Relationship
Customer Segments
Key Resources Channels
Cost Structure Revenue Streams
1 2
3
45
6
7
89• Personnel • Lab & Assemble Space• Getting Customers – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel
• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp.
• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing•IP Validation•Get/Meet Customers• Testing @ their
site
•On-line/Soc. Media/Blog•Integrated Mrkt. •On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure/Innov.
• μ-LAM System Sales/ Lease?? (bankers?)*• Parts Sales – Diamond Tooling• IP Licensing• Custom Process Development • Gov. & Private Funding
•OEM Mach. Mfg. •Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!•Trade Shows (future)
• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners •Optics•Semiconductor
•Investors/AI’s•Partners
• Manufacture product faster• Reduce mfg. cost• Improve product quality • Reduce tooling cost
•Increased Process Apps.
• Optics: lenses, mirrors, windows•Semiconductor: Si & SiC machining •Advanced Ceramics: CVD- SiC parts •Printing: roll-to-roll
Business Model Canvas – Version 7
Channel - OEM Machine Tool Manufacturers & Direct Sales
OEM Machine Tool
Manufacturers
Manufacturers:• Optics• Semiconductors• Advanced
Ceramics
Precitech, Moore Nanotech.,Swistek, Mitsubishi, etc.
Direct/ Wholesale
Subsidiary Branches•> 20 worldwide (50
Mach.) Equip. ~ $ 10 mil.
Tools ~ $ 12 mil./year
Ex: II-VI Inc. (Parent Comp.)
• > 15, 000 existing machines
~ $2.25 bil.• > 200 new machines
/year Equip.~ $30 mil./year Tools ~ $20 mil./year
Industry Partners•> 50 worldwide (100’s Machines)
Equip. ~ $ 20 mil. Tools ~ $ 25 mil./year
1
2
Key Partners Key ActivitiesValue PropositionCustomer Relationship
Customer Segments
Key Resources Channels
Cost Structure Revenue Streams
1 2
3
45
6
7
89• Personnel • Lab & Assemble Space• Getting Customers – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel
• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp.
• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing•IP Validation•Get/Meet Customers• Testing @ their
site
•On-line/Soc. Media/Blog•Integrated Mrkt. •On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure/Innov.
• μ-LAM System Sales/ Lease?? (bankers?)*• Parts Sales – Diamond Tooling• IP Licensing• Custom Process Development • Gov. & Private Funding
• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners •Optics•Semiconductor
•Investors/AI’s•Partners
• Manufacture product faster• Reduce mfg. cost• Improve product quality • Reduce tooling cost
•Increased Process Apps.
• Optics: lenses, mirrors, windows•Semiconductor: Si & SiC machining •Advanced Ceramics: CVD- SiC parts •Printing: roll-to-roll
Business Model Canvas – Version 7
•OEM Mach. Mfg. •Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!•Trade Shows (future)
Current Integrated Marketing Activities Cheap
Expensive
$
$
$
$
$
•Trade shows•Tech. Exhibt.
•Conferences•Tech. Present.•Seminar•Group Events
•Magazines•Brochure•Catalog•Yellow Pages
•Publications•Website Info•Social Media•Blog•Newsletter
•Cust. Discovery•Visit/Meet•Calls•E-mails (follow-up)
•Trade Show (as an attendee/not participant)•Conferences•Group events•Customer/partner referrals
Follow us: • Website: www.micro-lam.com
• Blog: http://microlam.wordpress.com/
@microlamtech
Micro Laser Assisted Machining Technologies, LLC
Unique ExperiencesApplied Materials (AMAT)
No appointment in March, called the security Got in touch with the Director of Engineering Had conference call with key people at AMAT May 21st, “red-carpet” at AMAT Will introduce us to their suppliers
Applied Ceramics Could not get contact Sales chat for big order to get a contact Got contact and visited facility Turned-out to be AMAT’s supplier
II-VI Incorporated Tested at their site Dedicated a team of 8 for us Figured that faster is better! To refine product for next round of testing in summer II-VI to bring in key partners for official demo soon
Business Model Canvas: Current Version
Key Partners Key ActivitiesValue PropositionCustomer Relationship
Customer Segments
Key Resources Channels
Cost Structure Revenue Streams
1 2
3
45
6
7
89• Personnel • Lab & Assembly Space• Customer Acquisition & Travel • Equipment, Tools & Supplies
• Optical Comp. SupplierLaser & Defense Optics
•Diamond Tooling Suppliers
•Lasers & Laser Component Suppliers
• R & D / Engineering
•Process Development
•Mfg./Assembly
•Integrated Mrkt. Plan
•After Sales Support
•Educational Seminars
• Functional Demo @ our site
• μ-LAM Equip. Sales• Parts Sales – Diamond Tooling, Beam Delivery, Lasers• IP Licensing• Engineering Services
•OEM Mach. Mfg.
•Direct/Wholesale
• After market re-man.
• Tooling Mfg.
•IP (Patents)
•People – μ-LAM team
•Trade Secrets
•University Support
• Optics: lenses, mirrors & windows fabrication
•Semiconductor & PV processing
•Advanced Ceramics manufacturing
•Roll Fabrication: gravure printing & cereal making
• Manufacture Product Faster
• Reduce MFG Cost
• Improve Product Quality
• Reduce Tooling Cost .
•Increase Capabilities for End-user
What’s next? (6-12 months)
• SBIR Phase-I starts July 1st, 2012
• MVP Development
• Joint Process Agreement with strategic channel partners
• Process development validation for customer segments
• Raise $ 1 mil. in capital
• Assemble & expand core team and boards
• SBIR Phase-II, 2013
µ-LAM Tech.Micro Laser Assisted Machining Technologies
Video
http://www.youtube.com/watch?v=LmMLREQ-Jeo
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