Exploitation of results Peik Jenssen Copenhagen 25 May 2000

1. Exploitation of resultsPeik JenssenCopenhagen 25 May 2000

2. Exploitation Must distinguish between: • Academic exploitation • Technical exploitation • Commercial exploitation This presentation focuses primarily on commercial exploitation

3. Exploitation Commercially exploitable are: • The Maritime Enterprise Integration Tool - MEIT • SW interfaces between the MEIT and proprietary systems • The MARVIN platform

4. Exploitation Ownership: • MEIT: each partner owns a share of the MEIT according to a formula that the partners must agree upon before the project ends • One formula could be according to the number of man-hours each partner has invested in the project • The interfaces belong to the respective partners who have developed them • The consortium must agree upon which parts of the MEIT has a commercial value

5. Exploitation Commercial exploitation: • The MEIT could be operated by a potential Application Service Provider • None of the members are candidates to be the ASP because the ASP must be independent of any operator in the maritime domain • There should probably be only one ASP, otherwise it may be difficult to find an ASP who is willing to invest in the commercialisation of the MEIT

6. Exploitation Transfer of the MEIT to an ASP: • The project, i.e. the co-ordinator is responsible for finding an ASP • The co-ordinator should identify an ASP candidate within this year • The MEIT could be given to the ASP for free on an exclusive basis for a limited period on the condition that if profit is made later on royalty will then be paid to the MARVIN consortium members

7. Exploitation ASP criteria: • The ASP should be a European entity • The ASP should be independent of any operators in the maritime domain • The ASP should not unfairly discriminate between users • The ASP should be dedicated to exploit the business potential of the MEIT • The ASP should accept a royalty agreement containing a set of objective criteria such as exclusive rights for a limited period • In case there is not satisfactory pay back at that time the project co-ordinator may on behalf of the consortium have the authority to give the right to commercialise the MEIT to another ASP

8. Exploitation Potential ways the ASP may make business of the MEIT? • Percentage of the cash flow through the MEIT • Fee per usage of the MEIT • Licence fee for being a member of the virtual enterprise • Fee per hit • Advertising on web site • Sales of software • Customising SW/interfaces • Sales of user manuals • Consulting/training

9. Exploitation Business potential: • Emergency repair - small • Planned maintenance - medium • Unplanned repair - large

10. Exploitation Further actions: • Consortium agree on formula for ownership • Do market research • Further dialog with ship owners • Estimate market potential • Consortium agree on ASP candidate • Transfer of technical knowledge between partners

11. import of thickness measurements • import of propulsion status data • import of items for repair from owner • export of class requirements list to owner (analysis results) Exploitation internally at DNV • DNV moving to use the newly developed IT tools for SiO - Nauticus • not all business concepts finally agreed • => Marvin approach has impact on decisions • SiO process reviewed • potential interfaces to external applications identified • => priorities for the Marvin interface development • final decision still to be taken • Liaison with DNV ER Services and Defence Services on work flow

12. GL Exploitation Strategy • exploitation goals • enlarge scope/quality of services by the MEIT (especially ERS) • rather improve/sell services than sell the MEIT as a product • EMSA/ISO10303/STEP standardisation • target groups • existing clients • potential clients • GL staff • implementation • equip GL Emergency Response Service Group with MEIT • provide customers with easy access to MEIT • integration with related services (class.IT)

13. Our class.IT services help ship owners, yards and designers to achieve benefits in time, costs and quality. We support you with modern computer-aided methods, from the pre- liminary design right up to the daily operation of your ships. Class.IT | survey status 2.0 This online information system gives you up-to-date details on the complete survey status of every ship in your fleet with all the vital due dates and technical requirements. Any time, free of charge and easy to use. Please contact: fleetservice@germanlloyd.org <Draft layout of marketing brochure> Class.IT | Maritime Enterprise Integration This web-based infrastructure service helps you to set up or join the communication and data exchange between partners involved a business case, e.g. for emergency response and repair , or when organising docking for planned maintenance Please contact: fleetservice@germanlloyd.org GL Exploitation Strategy • exploitation goals • enlarge scope/quality of services by the MEIT (especially ERS) • rather improve/sell services than sell the MEIT as a product • EMSA/ISO10303/STEP standardisation • target groups • existing clients • potential clients • GL staff • implementation • equip GL Emergency Response Service Group with MEIT • provide customers with easy access to MEIT • integration with related services (class.IT)