Finland - Israel Business Seminar 3.9.2012

1. Innovation - Way to Commercial Success
Mikko Saikkonen Area Sales Director, Beneq
Finland - Israel Business Seminar
September 3, 2012

2. Equipment, Technology and Applications
for
Nanotech Coatings
in
Cleantech Industry and Research
Sept 3, 2012 Beneq © 2012 2

3. Company info
Established: 2005, Finland, spin-out from Nextrom Oy.
Ownership: Privately owned, venture capital financed (Via Venture Partners,
Inventure, Finnish Industry Investment and Rusnano).
Products: Industrial and research equipment for thin film coatings based on
ALD (atomic layer deposition) and atmospheric aerosol (nHALO®,
nAERO®) technologies. Strong application development and coating
service offering. Comprehensive IPR-portfolio with more than 100
patent families.
Markets: Solar energy (photovoltaics and thermal), optical, flat glass (in-line
and off-line), flexible and organic electronics, medical and lighting.
Turnover: 18 M€ (2011)
Personnel: 85
Main office: Vantaa (Helsinki), Finland.
Sales offices: Germany, China, USA (Beneq, Inc.).
Sales Network: 34 sales representatives in Courtesy of Planar Systems, Inc.
Europe, the Middle-East, Asia,
Oceania and South-America.
Turning Innovations into Success.
Sept 3, 2012 Beneq © 2012 3

4. Key applications
 Barrier technology for enhanced photovoltaic and flexible
electronics
 Surface passivation of c-Si cells
 Moisture barriers for OLED displays and lighting
 Cd-free CIGS solar cells by ALD buffer
 Barriers for flexible PV and electronics
 Solar applications
 TCO coatings for solar glass
 Low emissivity glass
 Antireflective coatings
 Emerging applications
 Thin glass strenghtening
 Barriers for LED
 Optical coatings
 Particle ALD
 Continuous ALD
Sept 3, 2012 Beneq © 2012 4

5. Equipment, Atomic Layer Deposition
For research
• For coatings, laminates, dopings etc.
• On metals, polymers, powders etc.
• With oxides, nitrides etc.
• Plasma-enhanced, rotating substrate,
high-temperature, Roll-to-Roll, high
aspect ratio substrates etc.
For industry
TFS 200 TFS 500
TFS 200R
• Industrial production
• Large-area/large batch coating
• In-line production lines
• Mass-coating deposition lines
ALD production equipment:
• TFS NX300 (integrated mass-production)
o surface passivation of c-Si solar cells
• TFS 600 (in-line production)
o OLED encapsulation
• TFS 1200 (in-line production)
o buffer layer for CIGS solar cells
P400A and P800 TFS NX300
Sept 3, 2012 Beneq © 2012 5

6. Equipment, Aerosol Coating
For research
• For nanoparticle synthesis and
surface doping/modifications
• Research and corporate R&D
FCS 500
For industry
Coatings for flat glass
• Large-area in-line coating
• Off-line coating systems
FCS 4000F (in-line)
Beneq-Glaston TFC2000 (off-line) FCS 2000 (off-line)
Sept 3, 2012 Beneq © 2012 6

7. Technology licensing based on IPR
 Beneq makes royalty agreements along with equipment deliveries.
 The royalty revenue is typically based on customer’s output using Beneq
technology valid througout the lifetime of the latest licensed patent in the
deal (20 years).
Equipment: ALD: Aerosol (nHALO, nAERO):
- TFS –series and P- - FCS – series off- and
series coating tools online coating tools All our industrial
Technology: - 53 patent/app families - 53 patent families: customers using
- 44 PCT applications - 34 PCT applications nHALO or nAERO
- 10 families with at - 14 families with at least technologies have
least one grant one grant accepted the
- total of 26 grants - total of 26 grants royalty model and
Application nCLEAR® nERGYTM therefore confirmed
examples: - Enhanced photovoltaics - Solar applications for the validity of the
and flexible electronics glass patents and the
royalty based
business model.
Sept 3, 2012 Beneq © 2012 7

8. Mission & Vision & Strategy
Mission
• Turning innovations into success
Vision
• Beneq is industry benchmark as solution
provider of equipment and technology for
demanding industrial solutions within
Beneq’s customer industries

9. Innovation process / strategy
 Beneq has developed a strong and unique business model based
especially on three step strategy where
 We identify attractive business opportunities,
 We understand customer needs and
 We commercialize coating equipment and technology into industrial
solutions
Identifying your opportunity Understanding the needs Commercializing the solutions
Application specific coating and Verifying the process and determi- Off-the-shelf as well as cus-
material development services. ning industrial feasibility, including tomer-specific equipment, built
pilot production services. to deliver and last.
Beneq – Turning Innovations into Success.
Sept 3, 2012 Beneq © 2012 9

10. Innovation environment?
Challenge
Focus
Existing Business volume
No or very little existing
business volume
IPR still missing
Limited R&D activity
Plenty of opportunities
Business
maturity
Big existing business
Success stories
Plenty of IPR
Existing tough
competition
Lots of new research
Sept 3, 2012 Beneq © 2012 10

11. Networking is MUST for SME
1. Co-operation and networking, including open
innovation is a must for a high-growth SME. This is
obvious because a SME does not have the
necessary resources in-house.
2. ‘Poor man cannot buy poor stuff’ – a high-growth
SME needs to involve the best sources of open
innovation. How to find the best source?
Sept 3, 2012 Beneq © 2012 11

12. Trust is of Key Importance
3. Open innovation requires trust. Trust is generated
by long-term co-operation and by well-defined
contracts. Contracts need to be made in the very
beginning of co-operation. However, no contract
can ‘open’ the innovation procedure unless all
organizations involved have a ‘open’ innovation
culture – throughout the whole organization.
Apr 17 2011 Beneq © 2012 12

13. Balance R&D, IPR and Strategy
4. Open innovation has to – in a well managed way –
serve the business purposes of the SME. The
management board of the SME has a key role.
5. Open innovation has to be in balance with the R&D
and IPR activities carried out in the SME.
6. Cannot be realized unless the internal R&D and
IPR activities of the SME are based on the
realization of a clear strategy – open innovation is
not a magic stone which solves internal problems
or improves lazy work.
Sept 3, 2012 Beneq © 2012 13

14. Turning Innovations into Success
Thank You!
www.beneq.com