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Marketing at DESY

Marketing at DESY. Building Bridges from Science to Market. Christian Mennrich HEPTech Workshop on Marketing Sofia, 20.05.2014. DESY Home of Brilliant Light Sources. New High Brilliance X-ray Sources Research Labs/ Inhouse Application Labs. PETRA III. FLASH. CFEL.

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Marketing at DESY

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  1. Marketing at DESY Building Bridges from Science to Market Christian Mennrich HEPTech Workshop on Marketing Sofia, 20.05.2014

  2. DESY Home of Brilliant Light Sources • New High Brilliance X-ray Sources • Research Labs/ Inhouse • Application Labs PETRA III FLASH CFEL

  3. DESY Facts and Figures • Part of the Helmholtz Association • Sites: 2 (Hamburg & Zeuthen) • Budget: 320 million Euros • (210 M€ Basic & 110 M€ Projects) • Staff: ~ 2300, thereof 860 Scientists in Accelerator Operation, R&D • Guest Scientists: ~600/year • plus Scientific Users: ~2900/year • total ~ 3500/year from over 45 nations

  4. DESY Technology Transfer - Building Bridges from Science to Market • Protection and marketing of DESY‘s Intellectual Property (IP) • Active marketing of patents, licenses, technologies and services • Inviting companies to share the benefits of DESY‘s research and actively help develop products • Access to scientific and technological developments for a wider group of users • Possibility for users to make further developments, new applications and new products based on development and research at DESY • Service for industry TT

  5. Identified target audiences • Suppliers R&D Partners • From simple components to high-tech developments • Customers Utilisation Partners • License Contracts (Patents and Know-How) • Use of infrastructure (plus optional service) • Range of other Services • Spin-Offs that sell products

  6. Marketing ofbeamtime Industrial measurementsusingsynchrotronradiation, e.g. in thefieldsof Life Science, nanotechnology, medicaltechnology Helmholtz Validation Fund „MTCA.4 for industry“ Development of new electronic components for the new standard MicroTCA Validation into industry Distribution of DESY Technologies Example: Clampingdevice for sample holders Licensing (Know-how, Patents) Examples of utilisation

  7. Industrial access • Direct and fast access to the beamlines • No scientific peer review required • Access on a cost basis • Maximum of 5% of the user time • All inquiries can be treated confidentially • Three types of contract for industrial access: • Feasibility studies • Short-term contracts • Long-term cooperations • Optional: Preparation and execution of measurements & specific data evaluation

  8. Advantages of licencing Licencing at DESY • Normally non-exclusive licence [only in special cases exclusive licence] • DESY does not depend on one supplier! • Licence free of charge to other research centres: • No barriers in research! DESY never sells its patents! • All rights of the invention always remain at DESY. • With a licence the companies get the right to produce and to sell and distribute for a limited period.

  9. Example HVF Project: “MTCA.4 for Industry” • Goal is commercialisation… • … of a measurement and control system based on the electronic standard MTCA.4 in different fields of industry and research institutes • Realisation at DESY (duration 2 years) • Further developments of existing modules as well as completion of the product portfolio • Funding: 4 Mio. € (half by Helmholtz, half DESY & companies) • Industrial cooperation partners: 12 companies • Benefits for DESY and the companies • More and intensive cooperation between DESY and industry • Higher visibility of DESY in industry, international research (FAIR, ESS, ITER) and society • Increase of licence agreements and revenues

  10. Marketing – Trying to Explain the Application of Science

  11. Examplewebsite Draft of new website Current website:

  12. Example website “Industrial Users”

  13. Industrial Exhibition at the Photon Science User Meeting 2014

  14. Conclusions • RIs crucial for development and commercialisation of high-tech products • Need to raise awareness for potential (in companies and in own RI) • Information & educationabout available techniques • Meet customer needs • Communication between research community, facilities and industry is of utmost importance: KAM, Fairs, Events, Mailings, Visits, … • Professional service group offers guidance & product definition • Speak the right language in the right context • Personal Contact

  15. Thank you! ... And I welcome your Questions! Christian Mennrich technologietransfer@desy.de Tel.: +49 40 8998 - 2838

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