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ESA UNCLASSIFIED - For Official Use
The ESA SME Initiative
J Kauffmann
22032017
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 2
Outline
bull European Space Agency
bull ESA Industrial Policy
bull ESA SME Policy
bull SME Initiative
bull Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 3
EUROPEAN SPACE AGENCY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 4
European Space AgencyMember States
ESA has 22 Member States20 states of the EU (AT BE CZ DE DK EE ES FI FR IT GR HU IE LU NL PT PL RO SE UK) plus Norway and Switzerland
Seven other EU states have CooperationAgreements with ESA Bulgaria Cyprus Latvia Lithuania Malta Slovakia and Slovenia Discussions are ongoing withCroatia
Canada takes part in some programmes under a long-standing CooperationAgreement
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 5
European Space AgencyActivities
ESA is one of the few space
agencies in the world to
combine responsibility in
nearly all areas of space
activity
Space science is a Mandatory programme
all Member States contribute to it according
to GNP All other programmes are Optional
funded lsquoa la cartersquo by Participating States
space science
telecommunications
human spaceflight exploration
earth observation launchers navigation
operations technology
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 6
European Space Agency2017 budget by domain
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 7
ESArsquoS INDUSTRIAL POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 2
Outline
bull European Space Agency
bull ESA Industrial Policy
bull ESA SME Policy
bull SME Initiative
bull Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 3
EUROPEAN SPACE AGENCY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 4
European Space AgencyMember States
ESA has 22 Member States20 states of the EU (AT BE CZ DE DK EE ES FI FR IT GR HU IE LU NL PT PL RO SE UK) plus Norway and Switzerland
Seven other EU states have CooperationAgreements with ESA Bulgaria Cyprus Latvia Lithuania Malta Slovakia and Slovenia Discussions are ongoing withCroatia
Canada takes part in some programmes under a long-standing CooperationAgreement
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 5
European Space AgencyActivities
ESA is one of the few space
agencies in the world to
combine responsibility in
nearly all areas of space
activity
Space science is a Mandatory programme
all Member States contribute to it according
to GNP All other programmes are Optional
funded lsquoa la cartersquo by Participating States
space science
telecommunications
human spaceflight exploration
earth observation launchers navigation
operations technology
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 6
European Space Agency2017 budget by domain
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 7
ESArsquoS INDUSTRIAL POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 3
EUROPEAN SPACE AGENCY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 4
European Space AgencyMember States
ESA has 22 Member States20 states of the EU (AT BE CZ DE DK EE ES FI FR IT GR HU IE LU NL PT PL RO SE UK) plus Norway and Switzerland
Seven other EU states have CooperationAgreements with ESA Bulgaria Cyprus Latvia Lithuania Malta Slovakia and Slovenia Discussions are ongoing withCroatia
Canada takes part in some programmes under a long-standing CooperationAgreement
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 5
European Space AgencyActivities
ESA is one of the few space
agencies in the world to
combine responsibility in
nearly all areas of space
activity
Space science is a Mandatory programme
all Member States contribute to it according
to GNP All other programmes are Optional
funded lsquoa la cartersquo by Participating States
space science
telecommunications
human spaceflight exploration
earth observation launchers navigation
operations technology
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 6
European Space Agency2017 budget by domain
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 7
ESArsquoS INDUSTRIAL POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 4
European Space AgencyMember States
ESA has 22 Member States20 states of the EU (AT BE CZ DE DK EE ES FI FR IT GR HU IE LU NL PT PL RO SE UK) plus Norway and Switzerland
Seven other EU states have CooperationAgreements with ESA Bulgaria Cyprus Latvia Lithuania Malta Slovakia and Slovenia Discussions are ongoing withCroatia
Canada takes part in some programmes under a long-standing CooperationAgreement
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 5
European Space AgencyActivities
ESA is one of the few space
agencies in the world to
combine responsibility in
nearly all areas of space
activity
Space science is a Mandatory programme
all Member States contribute to it according
to GNP All other programmes are Optional
funded lsquoa la cartersquo by Participating States
space science
telecommunications
human spaceflight exploration
earth observation launchers navigation
operations technology
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 6
European Space Agency2017 budget by domain
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 7
ESArsquoS INDUSTRIAL POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 5
European Space AgencyActivities
ESA is one of the few space
agencies in the world to
combine responsibility in
nearly all areas of space
activity
Space science is a Mandatory programme
all Member States contribute to it according
to GNP All other programmes are Optional
funded lsquoa la cartersquo by Participating States
space science
telecommunications
human spaceflight exploration
earth observation launchers navigation
operations technology
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 6
European Space Agency2017 budget by domain
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 7
ESArsquoS INDUSTRIAL POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 6
European Space Agency2017 budget by domain
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 7
ESArsquoS INDUSTRIAL POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 7
ESArsquoS INDUSTRIAL POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 8
ESArsquos industrial policy
ensures that Member States get a fair return on their
investment
improves competitiveness of European industry
maintains and develops space technology
exploits the advantages of free competitive bidding
except where incompatible with objectives of the
industrial policy
About 85 of ESArsquos budget is spent on contracts
with European industry
ESArsquos industrial policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 9
ESA SME POLICY
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 10
ESA SME Policy Definition of SME
ESA applies the European Commissions definition) of an SME
bull Small and Medium-sized Enterprises are defined as enterprises which
bull Employ fewer than 250 persons and
bull Have an annual turnover not exceeding EUR 50 million or
bull An annual balance sheet total not exceeding EUR 43 million
ESA grants the SME status only after verification of the data of the candidate companies
) Recommendation of the European Commission 2003361EC of 6 May 2003
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 11
ESA SME Policy Evolution of SME Policy in ESA
bull In 1997 the ESA Member States decided that SMEs shall be granted a special place to SMEs in the definition of the plan of technological actions of the Agency At this point SMErsquos were primarily addressed in their RampT role with respect to ESArsquos technology activities
bull In 1999 it was decided to put on a permanent footing the on-going SME initiative and to create an SME coordination unit (SME Office) at ESA
bull In 2008 a dedicated policy concerning Small and Medium Size Enterprises was adopted as part of 2008 CM decisions on the Evolution of the Agency recognizing SME as an integral part of the space industrial landscape thus being no longer ldquoconfinedrdquo to technology
bull In 2012 ESA decided to foster the participation of SMErsquos in ESA programmes and to encourage innovation and entrepreneurshiprdquo stressing that it is essential that all SME and large companies alike reap the full benefit of European investments in term of growth and employment
bull In 201516 the Agency discussed the evolution of the SME policy with its Member States and SMErsquos representatives resulting in an updated SME Policy and associated SME Initiative Programme which was approved at the 2016 Council on Ministerial Level
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 12
ESA SME Policy Continuity And Evolution
bull Although the last 15 years of SME policy at ESA have brought many positive results certain bottlenecks associated to involving SMEs still existbull Newcomersrsquo barriers specificity of space of ESA
procurement process difficulty of integration in the existing supply chain
bull No easy access to resources (RampD) due to the time required to build trust and credibility
bull Limited capacity to benefit from or exploit the access to information
bull Financial issues and limited investment capability
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 13
ESA SME Policy Continuity And Evolution
bull The analysis of the involvement of SMEs in ESA contracts over the last 15 years shows
bull An increase of the share of SMEs over time from 4 between 2000-2004 stabilizing at 6 during the two periods 2005-2009 and 2010-2014
bull A share of contracts in the technology domain with 11 much higher compared with a 4 share in spacecraft development contracts to a certain extent indicating the difficulty to pass the ldquovalley of deathrdquo between a successful technology development and a development of a product for an operational mission
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 14
ESA SME Policy Continuity And Evolution
bull This analysis clearly suggests that the SME policy must consider and adapt to two different situations
bull Start-ups or newcomers to the space business which need ldquogeneral supportrdquo
bull Experienced SMErsquos which have a validated technology or product and now have to insert themselves into industrial consortia to gain in-flight experience
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 15
The SME Policy aims at an ldquoSME friendly Agency
bull with the SME Initiative and other ESA relevant
activities to facilitate its implementation
throughout the Agency
bull with the national Delegations and their industry
ESA SME Policy The renewed ESA SME policy
The SME Policy aims at
bull Capitalizing on the innovation and efficiency of SMEs to
the benefit of ESA programmes
bull Reinforcing and further developing (space amp ground
segment applications) the industrial base of Member
States
bull Addressing the problems that are traditionally faced by
SMEs (sustainability viability access to in-flight
heritage proper and timely information etc)
General Support Measures
Procurement
Measures
Financial MeasuresIndustrial Policy
Measures
SME Policy
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 16
ESA SME INITIATIVE
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 17
ESA SME InitiativeSME Involvement in ESA Activities
bull The SME Office is regularly performing statistical analyses concerning the involvement of SME in ESA activities
bull An analysis of the SME involvement in ESA Procurements
between 2010-2015 shows
bull Out of 3706 companies 860 are SME
bull UK SME 126 asymp 28 of UK companies
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 18
ESA SME InitiativeGeneral Support Measures
Training bull To complement SMEs core competences with knowledge supporting bidding for and
executing ESA contracts such as proposal writing procurement rules IPR ECSS etc
Networking amp Visibility bull Organise dedicated forums to encourage the business with SMEs such as the ESA
Industry Space Days (ISD) in September 2016 at ESA ESTEC (NL) and regional events
bull Maintain a public (www) SME Database providing information on SME products and services
bull Exploiting synergies with other ESA initiatives
Supporting Awareness of ESA Business Opportunities bull Publish list of business opportunities with ESA incl technology programmes
activities with SME procurement clauses
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 19
ESA SME InitiativeProcurement Measures
Favouring the Adoption of SMErsquos New Technologies by Industrybull Scrutinise and ldquocataloguerdquo on-going technology developments of SME targeting TRL
56 as a baseline for bull promoting these developments to potential customers for future CD programme
developments by improved communication (potential customers in final presentation key progress meetinghellip) or specific financing to favour RFI campaign towards SMEs (not necessarily limited to them)
bull In-orbit demonstration of technologies (hosted PL on ESA SC micro satellites etc) or the development of parallel flight worthy HW under the supervision of the prime in view of favouring in-flight heritage
bull Code of Best practices for primes and lower level tiers to limit their ITT package complexity to what is strictly required or to organise their work package so that a number of activities can be handled by SMEs
bull Standard prime sub-contracts to secure IPR and payment conditions of lower levelsbull ESA is involved in on-going discussions with industry incl also SME organisations
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 20
ESA SME InitiativeProcurement Measures
Reserved Share for SME in the Frame of Large Procurements
bull ESA Member States could request to secure a share of their geographical return for SMEs
bull In the event of a conflict between geo return and implementation of such SME measure geo return considerations should take priority
bull Such an approach was already decided for JUICE and Biomass missions and the lessons learned from these projects will be used for future comparable procurement approaches
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 21
ESA SME InitiativeIndustrial Policy Measures
bull Use of the formal return reviews and special measures for
promoting SMEs
bull Evolution of procurement clauses to potentially include an
incentive for teaming up with SMEs
bull Reinforced efforts regarding the opportunities to apply the
procurement clauses (C3 C4)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 22
ESA SME InitiativeFinancial Measures
bull Increase attention to the viability of SMEs
bull Measures to insure a neutral cash flow for SMEs for ESA or
prime contracts
bull Note from 2017 on SMEs (acting as Prime or Subco) are entitled to an advance payment
amounting to 35 of their contract share without having to demonstrate that they have a
significant need for cash disbursement at the beginning of the contract
bull Support SMEs in avoiding unnecessary costs in the execution of
their contracts
bull Search for joint initiatives to combine budgets eg together
with the relevant EC programmes
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 23
SME InitiativeThe ESA Industry Portal
The ESA Industry Portal is the main point
of information on how to do business
with ESA providing information on
bull ESAs Business Opportunities
bull Informative material on how to do
business with ESA
bull Access to useful educational tools
bull Hosts the ESA SME Portal providing
information on SME Definition
Business Opportunities for SME
TrainingsMaterial SME related events
hellip
httpwwwesaintAbout_UsBusiness_with_ESA
httpwwwesaintsme
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 24
SME InitiativeThe ESA SME Database
bull The ESA SME Database was
established in 2003 as a platform for
SME allowing to
bull Provide company information and
background
bull Improve awareness of SMEs expertise
bull Facilitate partner search and cooperation
between SMEs and other enterprises and
organizations
bull The database contains more than 1000 SMErsquos
bull A modernized version allowing for better
matchmaking between companies is under
consideration
httpsmedesaint
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 25
SME InitiativeThe ESA Industry Space Days (ISD)
bull The ISD are a B2B event organized by the SME Office to facilitate business among European space
companies with a special emphasis on increasing the involvement of SME in space activities
bull The 6th edition of the ISD took place from the 20th to 22nd September 2016 at ESA ESTEC
bull 1200 participants from 760 companies from 35 countries including ~600 SMEs participated in
about 11 000 pre-arranged business meetings (UK 50 companies ~620 meetings)
bull Next ISD planned for Autumn 2018
B2B meetings Conferences Exhibition
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 26
OPPORTUNITIES
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 27
All ESA activities are accessible for SME Some are reserved for SME while
others are particularly suited for SME
bull Procurement actions reserved for SME and Non-Primes (C1-C4 clauses)
bull Technology Research Programme (TRP)
bull General Support Technology Programme (GSTP)
bull RampD Open Calls
bull General Studies Programme (GSP)
bull Advanced Research in Telecommunications Systems (ARTES)
bull ARTES Entry initiative
bull ARTES IAP Kick-Start
bull Permanently Open Calls for New Member States (NMS)
For more information and links see ldquoOpportunities for SMErdquo at wwwesaintsme
Opportunities
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 28
Specific opportunities for SMEs
Procurement actions reserved for SME and Non-Primes bull To guarantee fair access to its programmes for all categories of
companies ESA has designed and implemented the C1-C4 clausesldquo that are applied for certain types of procurement mainly in the technology programmes (TRP GSTP ARTES etc) of ESA
bull C1 Activities in open competition limited to the non-primesbull C2 Activities in open competition where a significant participation of
non-primes (including SMEs) is requestedbull C3 Activities limited to SMEs amp RampD organisations preferably in
co-operationbull C4 Activities in open competition subject to the SME subcontracting clause
enforcing the subcontracting to SME
bull An up to date list is being maintained on the ESA SME Portal
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 29
Specific opportunities for SMEs
Artes Entrybull ESA Directorate of Telecommunications amp Integrated Applications offers opportunities for
SMEs interested in entering into the field of satellite communications with the ARTES Entry Initiative as part of the ARTES Competitiveness amp Growth Programme Element This initiative is designed to support SMEs through the early stages of research and development of services for the satcom market
Artes Kick-startbull Kick-start Activity is ESArsquos new Integrated Applications Promotion (IAP) funding scheme
which is being launched in 2017 Activities will be funded at 75 with ESA providing up to euro60000 per contract Kick-start call for ideas are open to any industry in IAP participating Member States They are expected to be particularly interesting for SMEs and start-ups looking for opportunities to develop their ideas for new services
IAP Ambassadorsbull ESArsquos Integrated Applications Promotion (IAP) programme supports the development of new
applications in cooperation with end users and relevant stakeholders with the IAP Ambassador Platform for SMEs (APsme) See local UK Ambassador
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 30
Specific opportunities for SMEs
TRP Innovation Triangle Initiative (ITI)bull The ITI is a mechanism to support the introduction and fast validation of
innovative concepts or technologies for space applications based on the collaboration of three different entities an INVENTOR a DEVELOPER and a CUSTOMER The ITI is implemented through a continuously opened Call for Ideas
GSTP 63 Technology Flight Opportunities (TFO)bull GSTP 6 Element 3 aims to match flight demonstrator needs with available carrier
flight opportunities conduct accommodation studies and support the preparation of flight demonstration payloads and their integrationoperation on the host carrier To facilitate this process ESA has launched an lsquoOpen Call for Technology Flight Demonstrators and Carrier Flight Opportunitiesrsquo This Open Call is open to the space industry research institutions and national agencies of all GSTP-participating ESA Member States for the entire duration of GSTP Period 6 (2013-2018)
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
ESA UNCLASSIFIED - For Official Use J Kauffmann | 22032017 | Slide 31
For more information visit the ESA SME Portal
wwwesaintsme
andor follow us on Twitter
ESAforSME
Contact ESArsquos SME Policy Office
SME-Officeesaint
or
Mr Jens Kauffmann
Head of SME Policy Office
JensKauffmannesaint
THANK YOU
