Vincent LAMANDE, Deputy Direcctor Bretagne Valorisation Past president Réseau C.U.R.I.E.

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

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

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

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

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

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

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

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

9. - Business Unit Plateforme Technologique • Plateform access to labs & industry • Finance equipments, maintenance, consommables, • Diversify financial resources of faculties • Offer Hi-tech services to SME’s • Frequency of industrialrelationships • Full time resources on the plateform • Qualityrequirements/ accreditation perspective • Legitimacy /image / independant image fromuniv. • Self finaincing objectives • Profit oriented Autonomy – Flexibility + Objectives: selection criterias Start-up • Operational costs covered by commercial activity • Long term commercial activity/visibility • Structured commercial offers portfolio • Market study, business plan

10. Business units

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

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

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

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

15. Technological Plateforms

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

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

18. Méthodological focus www.bretagne-valorisation.fr

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

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

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

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