Business Units technological Plateforms Structuration economic models commercialisation

Business Units & technological Plateforms Structuration, economic models & commercialisation activities Vincent LAMANDE, Deputy Direcctor Bretagne Valorisation Past president Réseau C. U. R. I. E. www. bretagne-valorisation. fr

11 academics : 4 univs. ; 4 ecoles ; 2 CHU ; 1 agrocampus

Atlantic Leader Bretagne Valorisation 3000 FTE researchers 5% national Public R&D Ouest Valorisation 1 Bretagne Valorisation OOuest VValorisation 2 lorisa 2010 a 2014 2011 tion 5400 FTE researchers 9% national Public R&D Ouest Valorisation 2 8000 FTE researchers 11% national Public R&D www. bretagne-valorisation. fr

Team Staff : 30 • • • 12 business developers 1 technology market officer A single IP portfolio covering 5% French public research org. A single Communication – Marketing department (comm. , events) Licensing dpt 6 Collaborative research team www. bretagne-valorisation. fr

Valorisation process TTO project managers support Proof of concept research contracts IP Business units Techno. Pft licensing Spin out Core activity

Business Units Profit center based on commercialization of new services and innovations to industry Objectives • • Understand customers & their needs Evaluate the market interests / industrial specifications First clients, first business deals Validate the market demand Make your trademark known Put the BU Developer In real conditions (competences/capacity) Before, …spin off creation MANAGED AT TTO LEVEL: INTERNALLY AT UNIV. OR PRIVATE TTO C. Chapon & V. Lamande 6

Technological Plateforms Resources Centre (Research lab) giving access to scientific apparatus & equipment's to public or private clients on commercial basis Two targets Academic need for research programs Commercial offers Objectives • • Increase the equipment use Diversify financial resources of faculties Offer Hi-tech services to SME’s (good price-quality index) Reinforce university-industry collaborations (improve clientcustomer relationships) MANAGED AT LAB LEVEL: INTERNALLY AT UNIV. (close to research) www. bretagne-valorisation. fr

Supplier Labs Research team Expertise Human resources - Technology - Know-how - Competencies Services to academics Give access to equipments Renew scientific parc Invest in up-to-date sc. Instruments Additional revenues to academia: Maintenance, consumables -Education, Formation, participation, colloquium Clients Internal research units Research labs from other universities Motivation for joint research programs SME’s Material resources - Technology - Scientific platforms Legal obligation: respect of fair competition (price) Big Corp. Services to industry 8

Objectives: selection criterias • • Operational costs covered by commercial activity Long term commercial activity/visibility Structured commercial offers portfolio Market study, business plan Start-up Plateform access to labs & industry Finance equipments, maintenance, consommables, Diversify financial resources of faculties Offer Hi-tech services to SME’s Plateforme Technologique • •

Business units C. Chapon & V. Lamande 10

An entrepreneurial vision Every single project is considered as a business oriented project Give density and credibility to interface « research-industry: • preindustrial development (prototypes) • Technical & commercial development • Job & revenues generation Tech transfer is considered as “transfer of activity” • Proof of the technology value (economic viability of the technology) • Activity transfer: IP + KH + economic validation (commercialization) • Increase the transfer value by diminishing the perception of the risk from enterprise

The business developer/entrepreneur Every single project is run by a business developer. 3 major means • Initial financial capacities (BU initialization) • A team : which make the R&D & commercializes (BU BD) • Technical capacities : owned by the BU or rent to the research lab Financial follow-up • Systematized Reporting: turnover, operating costs, cash disposal, etc. • Individual Balance sheet • Identified assets (machines, IP, etc. ) Operational Supports • University : administration means (when reactive): Human resources, commands, accountancy, billing. • TTO : Licensing (patent, trademarks, …), projects managers, IP portfolio, BD, Communication -website, mkt, press relations

Current B. U. pipe (nov. 2010) Pulsed Nozze supersonic speed Archeologia, pollution detection, agricultural water management Methathese Catalysis (Olefins) B. U. PIPE AT BRETAGNE VALORISATION FIRST OFFER R&D FIRST COMMERCIAL CONTRACT DEVELOPMENT START-UP Wood Datation Near Field Communication Based Mobile Coupons Luminescent tags anticounterfeit

Portfolio: outputs 25 active business unit 50 to 200 k€ /year/B. U. 1 -4 technicians & engineers/B. U. TTO Follow up & assistance (5 TT officers) A privileged way for start-up 30% of our start-up where B. U. 100% still active & alive Vertuous circle for licencing: correct valuation of IP right transferred Start-up in 2009 -2010 Dendrotech Olnica Elliptika Omega Cat (end 2010)

Technological Plateforms C. Chapon & V. Lamande 15

Platform Objectives Research support • Primarily oriented to research lab support. • Give access to reliable and up to date scientific instruments : performance & quality • Enhance/Reinforce research lab Know-how Openness to external needs • • Platforms are available to public research labs (Europe level) Platforms available to industry / specially SME Good product for extensive collaborations credibility A positive image for university A coherent managerial framework • Adapted management (accountancy separated from university budget) • Long term Human resources management (keep competencies in-house) • Look for additional resources through openness to industry

Platform portofolio BIODIMAR Biomolecule extraction & purification Synthesis vectors cellular chip Histopathologie Hyperspectral imaging Structuration PROGRAMME PFT First commercialisation Regional label Quality insurance EUROPIA : Imagerie analytique et fonctionnelle (inter)National Label Animalerie de Brest Centre régional de mesures Physiques de l'ouest Hyperfrequency techniques Optical telecom systems Performances Process, environnemental diagnostic Biological resources center of XENOPE

Méthodological focus www. bretagne-valorisation. fr

Diagnostic ante creation Stages: > Identification of technical platform (sc. appartus) > Identification of human resources (ph. D, post doc, technician, etc) > Evaluation of material resources (office, computer, etc. ) > Backgroung of the technical platform > Communication et technological interiorities (veille) > Elaboration of the Roadmap - Economic model (financial objectives, etc. ) - Governance (autonomous versus guided) - Strategy www. bretagne-valorisation. fr

L'évolution des plates-formes de décembre 2008 à juin 2009 • • Creation of a Consortium between different partners Hiring a business developper (with technical profile) First sales (industrial feedback) Resarch project elaboration (technology is too early stage) www. bretagne-valorisation. fr

L'évolution des plates-formes de décembre 2008 à juin 2009 Lauréat du concours émergence du MESR, Oséo, premières commandes, problème de la dépendance à la MP réglé www. bretagne-valorisation. fr

Thank you for your attention! …and welcome french-egyptian friendship Contact: http: //www. bretagne-valorisation. fr Vincent. lamande@bretagne-valorisation. fr www. bretagne-valorisation. fr