Training: Common Exploitation Booster 20 October 2017 SKYPE Meeting, DUBLIN

1. Training: Common Exploitation Booster20 October 2017SKYPE Meeting, DUBLIN Imelda Lambkin, Coordinator - NCP Academy

2. The NCP Academy… Brings together Horizon 2020 NCP Coordinators and Legal and Financial NCPs Implements training on cross-cutting issues for National Contact Points Addresses quality standards and good practice Significantly enhances the performance of NCPs Type of activities: • Trainings • Meet & Exchange workshops • Google group for Legal and Finance NCPs • Homepage with blog http://ncpacademy.eu/ ENTERPRISE IRELAND

3. Our topic today… Common Exploitation Booster A follow-up to our own NCP Academy Common Exploitation Booster Seminar where consortium members worked with Exploitation Experts in July 2017 ENTERPRISE IRELAND

4. Common Exploitation Booster The Opportunity Enterprise Ireland

5. Setting the scene Are you considering: How to help R&I projects to reach the market, stakeholders and potential users? How to exploit the R&I results and meet expectations of different project partners? How to communicate better internally or externally, follow market evolution, and consider competing solutions and financial opportunities? Common Exploitation Booster services aim to bridge the gap between research results and exploitation by helping the project consortia in • raising awareness on exploitation possibilities and exploitation planning; • clarifying issues, exploring solutions and actions, anticipating possible conflicts for successful exploitation; • setting up roadmaps for the long-term sustainability of the project results; • creating value out of novel knowledge (recognising exploitable results, creating revenues, improving skills, standardization or patenting, finding pathways for future work). European Commission

6. Common Exploitation Booster Support services for ongoing R&I projects Four options: • Analysis of Exploitation Risks (AER) • Exploitation Strategy Seminar (ESS) • Business Plan Development (BPD) • Brokering and Pitching Event (BPE) The service and travel costs of the consulting experts are covered from the EC service contract, i.e. without costs for the project  ENTERPRISE IRELAND

7. Basic Principles The consultancy services are paid from the EC Horizon 2020 Common Support Centre budget. The projects cover their own logistical expenses. The services are implemented by external consultants under confidentiality agreement. The services are available for all ongoing projects under any area of FP7 or Horizon 2020. Common Exploitation Booster provides four types of services, suited for projects and results in different phases of maturity. A project consortium can benefit from the Common Exploitation Booster only once and from one type of service. The services are requested by the EC project officer and confirmed with the project coordinator before starting the service. European Commission

8. Analysis of Exploitation Risks (AER) The service will support the partners to identify risks and potential obstacles to the future exploitation of the project's results within and outside the consortium and tackle questions like: • Which exploitable results do the project partners aim to generate? • What form(s) can the exploitation of these results take? How to enable it? • What is each partner contribution to the project, what are their different exploitation strategies, are the expectations of partners compatible and coherent? Outputs: Report on exploitable results, a map of risks and exploitation recommendations. For 1 project TRL 3 or more 12+ months European Commission

9. Exploitation Strategy Seminar (ESS) The service will provide a platform (1/2 -1 day seminar) to discuss results and design a roadmap toward exploitation. Expert will facilitate discussion and provide guidance on issues like: • Recognition of exploitable results and exploitation expectations of the partners • Definition or clarification of the exploitation strategy of different project results • Follow-up actions and how to connect with relevant actors Outputs: Exploitation report (4-8 pages) and background research report. For 1 project TRL 5 or more 12+ months European Commission

10. Business Plan Development (BPD) The service includes a virtual or face-to-face collaborative workshop, and entails support for developing a complete business plan, including issues such as • The consortium’s operational and financial objectives, the plans for their achievement • Coaching the partners in pitching their exploitable results  Describing in a clear and effective way the business, the products/services, the market, competition, operations and management, and financial estimates • Accessing risk capital providers and other innovation financing actors Outputs: Business plan (15-25 pages) and practiced pitches. For 1 project TRL 5 or more Last year of project life European Commission

11. Brokering and Pitching Event (BPE) The service provides assistance with the design and preparation for an event that brings together project partners and other relevant actors, with issues such as: • Facilitating groups of projects to meet and discuss their results in order to create synergies and generate new ideas for further exploitation of research results • Training on pitching and presenting results to potential users, investors or collaborators. • Assistance in finding relevant actors in the innovation-dissemination-uptake chain (end-users, industrial suppliers, standardisation bodies, risk capitalists, business angels etc.) Outputs: Report of the event, practice and feedback on pitches, connections to relevant actors. For 5-10 projects TRL 4 or more 12+ months European Commission

12. HOW TO APPLY? EC project and policy officers or coordinators can propose projects for Common Exploitation Booster services by filling in the submission form: https://ec.europa.eu/eusurvey/runner/CommonExploitationBooster_service_request • Project information (project number, total budget, number of partners, coordinator email) • Type of service • Place and timing of ESS/BPD/BPE service (e.g. in context of project consortia or clustering meeting) In case of BPE service, the proposals should identify a group of related projects for the service. More information: EC-CSC-Exploitation-Support@ec.europa.eu European Commission

13. Common Exploitation Booster The Experience Enterprise Ireland

14. The application ***Short application using information you have already*** Grant Agreement No. Action acronym Action full title Action funded under which programme Call line Type of service requested: Exploitation Strategy Seminar Foreseen date for the seminar Foreseen location for the seminar Half page description Enterprise Ireland

15. The schedule ***Rapid result*** ***Flexibility*** Application deadline: 30/11/2016 Confirmation date: 05/12/2016 To confirm acceptance by: 08/12/2016 First contact with expert: 22/12/2016 Documents provided to expert: 09/01/2017 Conference call: 03/03/2017 Draft agenda & KESS forms: 12/05/2017 Seminar date: 01/07/2017 Report provided: 04/08/2017 Short questionnaire on service: 09/08/2017 Enterprise Ireland

16. Selection of Exploitation Expert Expert appointed by DG Research & Innovation Two experts proposed for review: Senior expert; Junior expert Europass Curriculum Vitae and Non Disclosure Agreements provided Expertise relevant to the project e.g. expert with experience of NCP Networks and national organisations similar to ours You can ask for another expert if you consider the proposed experts unsuitable  Example: META Group • http://www.meta-group.com/all-meta-projects/Pages/Common-Exploitation-Booster-(CEB).aspx Enterprise Ireland

17. Seminar Preparation Conference call with expert to establish context and timing Consortium provides: • Last version of the Description of Work/Action; • Last version of Consortium Agreement; • Interim Reports sent to the EC; • Last version of the exploitation plan, if existing. You + partners identify your “products” one by one and we treat each one as a Key Exploitable Result and going through the process: • Characterisation: this means checking a list of relevant elements to be considered before marketing the “product” • Assessing risks (related to exploitation) • Lean model canvas: an iterative and dynamic way to approach the market analysis and identify strategies • How to address “Customers” (interviews: what to do and what not) • How to pitch: how to present your “product” EXPERT agrees to send first draft of agenda and the first forms to be filled in Enterprise Ireland

18. Forms: characterisation of KER • Early Adopters - First Customers • Cost of implementation - bringing product service to the “market” (before Exploitation) • Time to market • Foreseen Product/Service Price • Adequateness of Consortium Staff • External Experts/Partners to be involved • Status of IPR: Background (type and partner owner) • Status of IPR: Foreground • Status of IPR: use the results from the Exploitation Form • Partner/s involved expectations • Sources of financing foreseen after the end of the project Description of the Result Problems you are addressing and how your customers solve them Innovativeness introduced by the Result Unique Selling Point Product/Service Market Size Market Trends/Public Acceptance Product/Service Positioning Legal or normative or ethical requirements (need for authorisations, compliance to standards, norms, etc.) Competitors/Incumbents Customers/Prospects META Group

19. Forms: Exploitation META Group

20. Forms: Internal & External Players META Group

21. Forms: KER Risk Assessment Map META Group

22. Seminar - AGENDA To brainstorm on how the project should address exploitation opportunities, to identify non-technical factors which could cause risks and potential obstacles that the future results of the project would remain unexploited, and to enhance the team’s awareness of intellectual property rights • Achieving Project Goals • Characterizing Key Exploitable Results, from theory to practice (with 1 KER characterization in plenary) • Towards an effective Exploitation Strategy • Lean Model Canvas, from theory to practice (with 1 KER iteration in plenary) • Customer Discovery and How to conduct Interviews • Characterizing Key Exploitable Results, Lean Model Canvas, Priority Map (working on KERs in subgroups) (sharing/discussing results in plenary) • How to present results, from theory to practice (plenary) • Collecting ESS feedback forms META Group

23. Business Model - Lean Canvas Focus for the seminar: completing for our KESS inputs META Group

24. Report META Group

25. Latest call Common Dissemination Booster (CDB) Free service for disseminating project results – apply before 30 November! http://ec.europa.eu/research/participants/data/ref/h2020/other/comm/170927_cdb_en.pdf Service 1 - Portfolio Identification Service Service 2 - Stakeholder/End-user Mapping Service 3 - Portfolio Dissemination Plan Development Service 4 - Portfolio Dissemination Capacity Building Service 5 - Dissemination Campaign in Practice European Commission

26. Thank you… Dr Imelda Lambkin imelda.lambkin@enterprise-ireland.com http://www.ncpacademy.eu/ This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 633563. ENTERPRISE IRELAND

27. We’d love to get your feedback on this webinar… Please complete feedback form at: https://goo.gl/forms/SzXrRu70FG4G49vE3 This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 633563. ENTERPRISE IRELAND