Marketing at DESY

Marketing at DESYBuilding Bridges from Science to Market

Christian MennrichHEPTech Workshop on MarketingSofia, 20.05.2014

Christian Mennrich | HEPTech Workshop Sofia | 20.05.2014 | Page 2

PETRA III FLASH

CFEL

New High Brilliance X-ray Sources Research Labs/ Inhouse Application Labs

DESY Home of Brilliant Light Sources


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


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


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


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


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


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.


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


Marketing – Trying to Explain the Application of Science


Example website

Current website:Draft of new website


Example website “Industrial Users”


Industrial Exhibition at the Photon Science User Meeting 2014


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


Thank you! ... And I welcome your Questions!

Christian Mennrich

[email protected]

Tel.: +49 40 8998 - 2838

Documents

Marketing at DESY