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Leveraging the SBIR Program to Build and Grow a Company

Leveraging the SBIR Program to Build and Grow a Company. By Abe Lederman President and Founder August 25, 2010. About Deep Web Technologies. Founded by Abe Lederman, a co-founder of Verity, 2002 Pioneered federated search technology $2.3M in revenue in 2009 Over $4M in SBIR Grants

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Leveraging the SBIR Program to Build and Grow a Company

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  1. Leveraging the SBIR Program to Build and Grow a Company By Abe Lederman President and Founder August 25, 2010

  2. About Deep Web Technologies... Founded by Abe Lederman, a co-founder of Verity, 2002 Pioneered federated search technology $2.3M in revenue in 2009 Over $4M in SBIR Grants Production applications since 1999 20 person, Santa Fe company with strong executive team

  3. What is Federated Search? Begin Search …Many Sources One Search… Subscription Sources News Blogs & Wikis E-Books Internal Sources Public Web Sources

  4. Customers Include... Boeing Defense Technical Information Center DOE Office of Scientific & Technical Information European Space Agency European Parliament George Mason University Intel Corporate Library • Missouri Digital Heritage • National Agricultural Library • Raytheon • Science.gov Alliance • Scitopia.org • Stanford University • UCSF Medical School • WorldWideScience Alliance

  5. Our SBIR History 2009 2010 2008 2005 2006 2007 2004 2003 June: Awarded 1st Phase I SBIR Grant June: Awarded 1st Phase II SBIR Grant 2005 – 2010 Awarded: 12 Phase I Grants 4 Phase II Grants “Distributed Relevance Ranking in Heterogeneous Document Collections” Develop new versions of Explorit, improve scalability, add multilingual support and more Secretary of Energy launches Science.gov 2.0 Number of Employees 2 2 1/3 8 20

  6. Partnerships are Key! • Hired VP of Business Development in 2009 • Five partners • Swets (Worldwide) • iGroup (Southeast Asia) • Techknowledge (Middle East) • Systems Link (Latin America) • Basch (United States)

  7. Partnering with OSTI “Your success rate becomes much higher if you are known to the person at the agency within the government that you are applying for…People fund the people that they trust, and they trust the people that they know. You have to take the time to go down to Washington before the solicitations come out – its illegal to do it after the solicitations are open – and get to know these people.” Peter Lucas, founder of Maya Design Winner of five SBIR Grants

  8. Mission Statement The mission of the Office of Scientific and Technical Information (OSTI) is to advance science and sustain technological creativity by making R&D findings available and useful to Department of Energy (DOE) researchers and the public.

  9. OSTI Applications Running Explorit WorldWideScience.org Science.gov The E-print Network Energy Technology Data Exchange Environmental Science Network Science Conferences Science Accelerator Energy Files Federal R&D

  10. Multilingual Federated Search Now you can find non-English scientific literature from databases in China, Russia, France, and several Latin American countries and have your search results translated into one of nine languages. The People's Republic of China has joined the WorldWideScience Alliance

  11. Translated Original Translated Original

  12. New Commercialization Opportunities • Multilingual Explorit developed on top of Microsoft Technology/Service • Explore partnerships with machine translation companies • Pursue markets where access to non-English content is valuable • Pursue markets where translated content is useful to non-English speakers

  13. Leveraging the SBIR Program • Next-Generation Product • Clustering • Alerts • Relevance Ranking • Multilingual Support • Web Services • Web 2.0 Interface Launched 2005 on Science.gov

  14. Next – Next Generation • SaaS-based • Catalog of Sources • Themes • User admin/configuration • Highly Scalable Launching Early 2011

  15. Leveraging Multiple SBIRs in Support of Explorit R&D • Phase I: Automating Scalability of Federated Search in a Cloud Computing Environment • Phase II Year 1: An Analysis of the Performance Bottlenecks in the Federated Search Information Flow • Phase II Year 2: Enabling Comprehensive One-Stop Access to World-wide Scientific and Technical Research

  16. SBIR Commercialization Lessons • SBIR funds are like VC funding, but you don’t give up equity • Hard to manage to a budget when you don’t know if you’ll get the next Phase II • Easy to become overly dependent on SBIRs

  17. SBIR Commercialization Lessons (cont.) • Difficult to fund marketing and sales efforts • Still trying to find a strategic partner • SBIR revenue is discounted in company valuation

  18. Commercializing SBIRs:Phase III Support • Science.gov Alliance • Infused $200,000 of development - 2005 • Intel corporate Library • Funded Web Services through advance payment of license - 2006 • Scitopia • Funded further development – 2007 • OSTI • Funds development and maintenance of applications through Phase III program

  19. Sole Source Justification • Under Phase III, it is intended that non-SBIR capital be used by the small business to pursue commercial applications of the R&D. That is, the SBIR/STTR funding pays for research or R&D meeting DOE objectives identified by the DOE (Phases I and II); non-SBIR capital provides follow-on developmental funding to meet commercial objectives (Phase III). http://www.win-sbir.com/library/solesorc.html

  20. Sole Source Justification (cont.) • Under Phase III, Federal agencies may award non-SBIR/STTR funded follow-on grants or contracts • Products or processes that meet the mission needs of those agencies, or • Further research or R&D. • The competition for SBIR/STTR Phase I and II awards satisfies any competition requirement of the Armed Services Procurement Act, the Federal Property and Administrative Services Act, and the Competition in Contracting Act.

  21. Justification and Approval • An agency that wishes to fund an SBIR/STTR Phase III project is not required to conduct another competition in order to satisfy those statutory provisions. • In conducting actions relative to a Phase III SBIR/STTR award, it is sufficient to state that the project is a SBIR/STTR Phase III award that is derived from, extends, or logically concludes efforts performed under prior SBIR/STTR funding agreements.

  22. Commercialization Resources • Foresight Science and Technology • Market Research • Technology niche analysis • Funded by DOE • Deal advisory program What every researcher needs to know about commercialization By PhylSpeser

  23. Commercialization Resources • Matchmaking – Beyond Phase II

  24. Thank you! Questions? Please email me: Abe Lederman abe@deepwebtech.com

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