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DIH summer school
Introduction to brokerage
Contact information:
Heidi Korhonen (VTT)
�+358 405 956 450
Ali Muhammad (VTT)
�+358 400 560 851
Overview of the presentation
Overview
• Brokerage explained
– Roles of hubs
• Examples of brokerage
– Also from the audience
• Creating contacts
– Also examples from the audience
• Collecting DIH case examples
– Who should be studied to learn from?
• Discussion about brokerage in winner hubs
22-9-2016 Introduction to brokerage 2
22-9-2016 Introduction to brokerage 3
Brokerage explained• Roles of hubs
Valley of
death
Brokerage
22-9-2016 Introduction to brokerage 4
European
manufacturing
SMEs as users
Research
Vendors
Finance
Supporters
ICT technology
transfer and I4MS
activities
New customers,
innovation,
learning
Brokerage is about
bridging and
interaction enabling
at different levels
1. To provide
information
2. To match parties
and
technologies
and build
networks
3. To support high
quality
interaction
Provision of information
Network database to support SMEs’ search for information:
• Technologies
• Markets
• Competitors
• Potential partners
22-9-2016 Introduction to brokerage 5
Matchmaking and network building
Network construction, matching parties and technologies
• To support technology transfer
• To evaluate each firm (objectively)
• To assist in the construction of an effective network
structure
• To encourage geographical clustering
22-9-2016 Introduction to brokerage 6
Support for interaction
• Network management
• Facilitation of collaboration
• Development of collaboration culture
22-9-2016 Introduction to brokerage 7
International interaction
22-9-2016 Introduction to brokerage 8
DIH DIH
IA
DIH
DIHIA
DIH
DIH
IA• SMEs
• End users
• Vendors
• Research
• SMEs
• End users
• Vendors
• ResearchInnovation
DIHs continue brokerage
22-9-2016 Introduction to brokerage 9
DIH DIH
IA
DIH
DIHIA
DIH
DIH
IA• SMEs
• End users
• Vendors
• Research
• SMEs
• End users
• Vendors
• Research
DIH DIH
DIH
Innovation
22-9-2016 Introduction to brokerage 10
Examples of brokerage• Also from the audience
Demola
22-9-2016 Introduction to brokerage 11
a network that consists of various partners
including universities, their faculties,
researchers and students, as well as
companies, local agencies and a growing
number of Demola Centers around the
globe. Not only are we international, we
are interdisciplinary.
a co-creation concept that is geared to solve
real challenges. Every project has an outcome –
be it a new concept, a demo, or a prototype. If
the partner company finds the outcome useful,
the company can license or purchase the
outcome, and take it for further development.
a process that is formatted and facilitated.
The Demola process ensures that the work
is systematic and runs on schedule. This
way, the work itself can be as creative as
possible, but the process keeps things
under control both in terms of time and
deliverable.
a framework that makes it easy for partners to
come in and cooperate. Each partner has a clear
role, and the work is guided by simple
procedures. Contracts, intellectual property
rights, licencing models, and other legal
requirements are in place and meet
international business standards and practices.
Today, Demola Tampere
carries out annually some 100
projects with 450 students.
40 % of the students are
international.
The partner companies have
licensed 80 % of the project
outputs and recruited 15 % of
Demola’s students.
Demola turns ideas and needs into a working demo, prototype or concept with talented, highly motivated and multidisciplinary student teams, only in 3-4 months.
Demola is an agile way to boost your in-house product and service development processes.
SME Project Window
22-9-2016 Introduction to brokerage 12
New SME contacts
• 2015 13 SME project windows
• Each SME project window reaches 10 to 20 new SME customers
Theme workshops for SMEs at VTT (Espoo,
Tampere, Oulu) or at regional premises
with help of areal VTT representatives
Behind the Scenes
22-9-2016 Introduction to brokerage 13
www.vtt.fi/pk_projektilahdot
22-9-2016 Introduction to brokerage 14
Funding through calls
Laser technology
is transfered to
the SME that will
be able to use it
Supplier ends up
with a new
validated product or
solution that can be
sold to other SMEs
around the world
Main objective is to share knowledge on
laser based equipment and its use
addressing the whole value chain end to
end.
• more than 30 SMEs
• industry partners
• six of the most renowned laser
research institutes
Through an assessment cycle, the team
of industrial user, SME supplier and
research partner enhance the
technology readiness level of the
solution to finally demonstrate it in a
production like environment.
Laser
equipment
assessment
Initialisation of
the assessment
Development
and
improvement
Validation in
production like
environment
Resumee of
the assessment
Research
partner
UserSupplier
22-9-2016 Introduction to brokerage 15
Fortissimo 2 is a collaborative project that will enable European SMEs to be more
competitive globally through the use of simulation services running on a High
Performance Computing (HPC) cloud infrastructure.
• Three tranches of application experiments
(about 35 in total) driven by the
requirements of first-time users
(predominately SMEs)
• Joining actors from across the value chain via
the Fortissimo 2 experiments
• Innovative solutions to manufacturing
challenges,
• New and improved design processes,
products and services. adaptation of the
Fortissimo Marketplace based on feedback
from the application experiments
• Funding through calls
• User centric
• The user problem is
being solved
• En ecosystem is
formed that can solve
similar problems in
future
22-9-2016 Introduction to brokerage 16
Creating contacts• Including examples from the audience
How to make contacts (and contracts)
between academia and industry?
22-9-2016 Introduction to brokerage 17
Informal personal contacts
(Firm’s contact with an academic without signed contract by the university)
• Academic spin-offs
• Individual consultancy (paid or free)
• Information exchange forums
• Collegial interchange, conference, and publications
• Joint or individual lectures
• Personal contact with university academic staff or industrial staff
• Co-locational arrangement
Formal personal contacts
(Contract tied to an individual and length of agreement therefore short)
• Student internships
• Students’ involvement in industrial projects
• Scholarships, fellowships, postgraduate linkages
• Joint supervision of theses
• Exchange programs
• Employment of scientists by industry
• Use of university or industrial facility
How to make contacts (and contracts)
between academia and industry?
22-9-2016 Introduction to brokerage 18
Targeted formal agreements
(Formal agreements targeted on specific issues)
• Contract research
• Patenting and licensing agreements
• Cooperative research projects
• Equity holding in companies by universities or faculty members
• Exchange of research materials
• Joint curriculum development
• Training programmes for employees
General formal agreements
(Formal agreements of a more general scope)
• Broad agreements for collaborations
• Chairs and advisory boards
• Funding of university posts
• Industrially sponsored R&D in university departments
• Research grant, gifts, endowment, trusts donations (financial or equipment)
How to make contacts (and contracts)
between academia and industry?
22-9-2016 Introduction to brokerage 19
Third Party
(Relationship organized by a third party)
• Institutional consultancy
• Technology transfer organizations
• Government agencies
• Industrial associations
• Technological brokerage companies
Focused Structures
(Entire university is involved in structures to collaborate with industry, long agreements)
• Association contracts
• Innovation/incubation centres
• Research and technology parks
• University–industry consortia
• Subsidiary ownerships
• Mergers
22-9-2016 Introduction to brokerage 20
Collecting DIH case examples• Who should be studied?
Collecting examples to learn from
• A few hubs as case examples to learn from
– Examples of different ways to do brokerage
– Various ways of utilizing networks
– Challenges to learn from
– What would be good ways to support hubs
– Based on interviews
22-9-2016 Introduction to brokerage 21
22-9-2016 Introduction to brokerage 22
How does brokerage
look like in a winning hub?