10. Innovate UK in Northern Ireland
• Dedicated non-sector specific Manager for NI,
based at Invest NI on Bedford Street, Belfast.
• Aim is to:
– Promote Innovate UK across whole of NI
– Build links to improve connectivity of Innovate UK
across whole of NI
– Promote NI capability across Innovate UK
13. First Wave of Challenges (1 of 2)
£181M to develop first-of-a-kind technologies for the
manufacture of medicines to accelerate patient access
to new drugs and treatments
£246m to develop world leading batteries, designed
and manufactured in the UK, to fully exploit the
industrial opportunity of vehicle electrification
£93m to develop AI and Robotic systems that can be
deployed in extreme environments such as occur in off-
shore energy, nuclear energy, space and deep mining
14. First Wave of Challenges (2 of 2)
£38M to develop the AI and control systems need to
drive vehicles autonomously through complex
environments
£26M to develop the next generation of affordable light-weight
composite materials for use in aerospace applications
£99M to develop next generation launch technologies
and manufacturing and testing capabilities that will
allow the UK to construct satellites and deliver
payloads into orbit
15. The next wave of the Challenge Fund
Data to early diagnosis
& precision medicine
Healthy ageing
Next generation services
Audience of the future Quantum technology
Transforming
construction
Transforming food
production
Energy revolution
16. Northern Ireland Core Grant Funding
Apr 16 – Mar 17
UNIQUE ORGANISATIONS SUPPORTED
35
LIVE PROJECTS
60
SMEs FUNDED
15
35 TOTAL ORGANISATIONS - FY2016-17.
INCLUDES SMEs THAT ALSO OPERATED IN OTHER
SECTORS.
42%
AT END OF FY2016-17
ORGANISATIONAL BREAKDOWN
THOSE PARTICIPATED IN PROJECTS
95 TIMES BY END OF FY2016-17
SPEND IN YEAR
BY END OF FY2016-17
£6.8M
£4M
FUTURE COMMITTED SPEND
SECTOR SPEND IN YEAR
18. Why bother? Benefits to your business
• Funding: size of grant; matching amount (up to 70% for
SME); includes some overheads
• Reputation: validity and credibility – peer review
• Leverage: future fundraising
• Access: stakeholders and markets
19.
20. We can’t stop
thinking about
the future
Supporting
businesses across
the UK to
innovate.
24. KTN’s Vision
As Innovate UK’s network partner, KTN combines expertise in all sectors with the ability
to cross boundaries. Connecting with KTN can lead to potential partners, horizon-
expanding events, and innovation insights relevant to your needs.
We help business to grow the economy and improve people’s lives by capturing
maximum value from innovative ideas, scientific research and creativity.
........ is that value is created from every great idea.
25. KTN’s Mission
Our mission is to deliver economic growth. We connect people to speed up innovation,
solve problems and find markets for new ideas.
We bring together businesses, entrepreneurs, academics and funders to develop new
products, processes and services.
KTN is the UK’s Innovation Network
26. Em e rg in g &
E n a b lin g
T e c h n o lo g ie s
I n f ra s t ru c t u re
S y s t e m s
H e a lt h & L if e
S c ie n c e s
M a n u f a c t u rin g
& M a t e ria ls
Agri-Food
Knowledge Centre for
Materials Chemistry
Manufacturing Access to Funding
& Finance
European Programmes
CEOTeam & Finance
CommunicationsCrossCuttingProgrammes
Enabling
Technologies
Infrastructure
Complex
Systems
Life Sciences
Creative &
Digital
Materials
Chemistry &
I ndustrial Biotechnology
Transport
Emerging
Technologies
LeadershipInnovationEffectivenessInnovateUKProgrammes
MarketingEvents
Peer–to–peerlinksacrossInnovateUK
Knowledgebase & KTP Design I nnovationSmart Specialisation
28. Anna Rampton, Director of Better:
‘So the fact is, this is about identifying the things we do most of best
and finding fewer ways of doing more of it less’
29. Where to?
‒ Visit the website
‒ Attend an event
‒ Speak to KTN experts
‒ Be introduced to potential collaborators
34. enterprise-europe.co.uk
Boosting growth and jobs
1
The Enterprise
Europe Network is a
key instrument in
the EU's strategy to
boost growth and
jobs.
Launched in February
2008 by the
Commission’s DG
GROW (previously
"Enterprise and
Industry" ENTR)
2
Co-financed under the
EU's COSME and
HORIZON 2020
funding programmes -
encouraging
competitiveness and
innovation of
European SMEs
3
Total funding of
over 180 million
EURO
4
37. enterprise-europe.co.uk
How do we help?
We combine international business expertise
with local knowledge to take your innovation
into new markets.
38. enterprise-europe.co.uk
A broad range of services for
growth-oriented SMEs
ADVISORY
SUPPORT
ADVISORY
SUPPORT
Market intelligenceMarket intelligence
IPR expertiseIPR expertise
Advice on EU laws and
standards
Advice on EU laws and
standards
INNOVATION
SUPPORT
INNOVATION
SUPPORT
Access to finance and fundingAccess to finance and funding
Innovation Management
Services
Innovation Management
Services
Technology transferTechnology transfer
INTERNATIONAL
PARTNERSHIPS
INTERNATIONAL
PARTNERSHIPS
Partnership databasePartnership database
Brokerage eventsBrokerage events
Company missionsCompany missions
EEN Overview
39. enterprise-europe.co.uk
How it works: international
partnerships
The Network's business database contains thousands of company profiles to find
the perfect match. In addition we organise:
Matchmaking events across Europe where SMEs can
meet potential business partners in person.
Company missions where we set up and prepare
you for targeted international meetings with strong
business prospects
EEN Overview
40. enterprise-europe.co.uk
How it works: advisory support
Identifying the best market opportunities for your business
Information on EU laws and standards
Facilitating SME feedback on EU rules
Advice on intellectual property
Practical advice on doing business in another country
The Network's experts provide tailor-made advice
EEN Overview
41. enterprise-europe.co.uk
How it works: innovation support
Tailored support packages to steer you onto the fast track to success.
Advice and help for innovative SMEs to access R&I
funding (H2020, SME Instrument …)
KAM services for SME Instrument beneficiaries
Help in finding the right technology to improve your innovation
Help in finding the finance it needs to grow.
Personalised support to help shape innovation potential into
international commercial success
EEN Overview
42. enterprise-europe.co.uk
European Innovation Council Instruments
Instrument SME-instrument FTI FET-Open EIC prizes
Phase 1 Phase 2
For whom One or more EU SMEs From 3 to 5
European entities
(mostly industrial)
At least 3
entities
At least one entity
(which must be
European for
some of the
prizes)
Max. funding 50,000€ 2.5M€ 3M€ 3 M€ (RIAs)
0.5M€ (IAs)
Varies for each
prize
Total budget
2018-2020
163M€ 1421M€ 300M€ 705 M€
(RIAs)
10M€
(CSAs)
40M€
Focus Exploring the
feasibility of a
business idea
(~6months)
Breakthrough
innovation &
international
growth (12-
24 months)
Close-to-market
innovation
Radically
new
technologies
6 different topics
43. enterprise-europe.co.uk
SME Instrument
• Are you an innovative, high-flying “for-profit” SME?
• Idea for an innovation that targets new markets to boost growth of
company
• Ground-breaking concept that could shape new markets or disrupt
existing
• COMPETITION IS VERY TOUGH
• Have you EU and Global ambitions
• Looking for substantial funding to develop and scale-up your idea
• No set topics BUT tackle societal, technological and business
challenge
• Negative Impacts on climate and environment should be avoided
• Close-to-market and scale-up projects (TRL 6)
• Embedded in societal challenges and Key Enabling Technologies
45. enterprise-europe.co.uk
Submission Dates 2018
• Cut-off – @ 17:00 hrs CET• Rolling programme - No
fixed deadline referred to
as cut off.
• Submit when ready
• Times are Brussels time –
17:00hrs
• 80% of proposals are
submitted 48 hours before
the cut off.
PHASE 1 PHASE 2
08 February 2018 10 January 2018
03 May 2018 14 March 2018
05 September
2018
23 May 2018
07 November 2018 10 October 2018
SME
Instrument
46. enterprise-europe.co.uk
• What is an SME -
http://ec.europa.eu/growth/smes/business-friendly-environment/sme-d
• Self evaluation form for submitting and SME Inst. Application
– http://ec.europa.eu/research/participants/data/ref/h2020/call_ptef/
• Submission is via Participant Portal
– http://ec.europa.eu/research/participants/portal/desktop/en/home.
• Contact your local Enterprise Europe Network
https://www.enterprise-europe.co.uk
• Contact a National Contact Point (NCP)
SME
Instrument
Practical Help
47. enterprise-europe.co.uk
FTI
• Accelerates the market uptake of relatively mature,
ground-breaking innovations, concepts and business
models which are close to market
• TRL6
• Reduce time from idea to market
• Stimulate the participation of 1st
time applicants
• Increase private sector investment in R&I
• Deadlines: 21st
Feb 2018, 31st
May 2018 and 23
October 2018
Fast Track to
Innovation
48. enterprise-europe.co.uk
FET Open
• Establish EU leadership in early exploration of future
technologies
• Early stage science and technology
• Opportunities of long-term benefit for citizens, the economy and
society
• Mobilise Europe’s most creative and forward thinking
researchers
• Explore leading technology paradigms of the future
• “FET Innovation Launchpad” grant of up to €100,000 for short
individual or collaborative actions to help turn the results of FET
Open projects into innovations
• Deadline – 16th
May 2018
Future and Emerging Technologies
49. enterprise-europe.co.uk
Horizon Prizes
• Awarded to who can most effectively meet a defined
challenge:
1. Innovative batteries for eVehicles
2. Fuel from the Sun: Artificial Photosynthesis
3. Early Warning for Epidemics
4. Blockchains for Social Good
5. Low-Cost Space Launch
6. Affordable High-tech for Humanitarian Aid
• How challenge should be solved is not prescribed
• Fostering cutting-edge solutions
Bringing major benefits to citizens and society.
• Individual prizes amount to 5 to 10 million €
Horizon Prizes
50. enterprise-europe.co.uk
It works! Satisfied, successful SMEs
85%
SME
satisfaction
rate
SMEs
who use the Network
grow on
average
more than those
who don't.
3%
points
EEN Overview
51. enterprise-europe.co.uk
Boosting growth and creating jobs
in the EU (2008 – 2014)
11,000
companies
have signed business,
technology or
research partnerships
90,000
companies
attended international
brokerage events and
company missions
1.7
million
people
participated
in events
70,000
targeted
business
meetings
every year
600,000
questions
on EU issues
answered
EEN Overview
52. enterprise-europe.co.uk
13,000 Business
Connections
Via B2B matchmaking
with companies outside
the EU
10,000
Technology
and business offers &
requests available
7,000
SMEs
Connecting
every month
13,000
Technology
audits and business
reviews per year
Boosting growth and creating jobs
in the EU (2008 – 2014)
EEN Overview
53. enterprise-europe.co.uk
17 key sectors
Network experts in 17 key sectors have teamed up to provide you with customised support.
Women
Entrepreneurship
Agrofood Automotive, Transport
and Logistics
BioChemTech Creative
Industries
Environment
Healthcare ICT Industry &
Services
Intelligent
Energy
Maritime Industry
and Services
Materials Nano and micro
technologies
Services and
Retail
Sustainable
Construction
Textile & Fashion Tourism and
Cultural Heritage
Aeronautics and
space
EEN Overview
63. 10 Questions Methodology
•Developed by School 4 Start-Ups
in 2008
•Stimulates entrepreneurial thinking
•Socratic questioning approach
•Enables you to discover your
business model, test hypotheses
and see if assumptions stand up
Business Model Canvas
•Increasingly popular tool
•Simple one page format –
excellent for communication
•Can be used to capture the
answers to the 10 Questions
•Propose, discuss, design or
change your business model
A powerful combination
64. Q1 What do you do that people need or want? The Proposition
Q2 Who are your customers? The Customer and
Market Segment
Q3 Who are you up against? The Competition
Q4 What do you have in common? The Industry
Q5 How do you reach your customers? The Channels
Q6 What relationship do you want with them? The Customer Relationship &
Financial Relationship
Q7 What is it worth to them? The Price and Revenue Model
Q8 Who are your key partners? The Partners
Q9 What are your key assets? The Assets
Q10 What must you be good at? The Competencies
The 10 Questions
67. Question 1 : The Proposition
What do you do that people need or want?
68. What is the need or want you are addressing?
Who are you creating value for?
How are you doing this?
69. What is your promise/value proposition?
What is the need or want you are addressing?
Who are you creating value for?
How are you doing this?
Exercise : take 5 mins to answer
70. Exercise : in pairs
Each person takes two minutes explaining to the other person
his/her promise/value proposition
While listening ask yourself -
•Has the Person articulated what problem they are solving or desire they are
fulfilling?
•Have they explained who they are doing this for?
•And how are they doing this?
71. A strong value proposition should be
addressing a specific need or want for a
clearly defined customer segment
72. Question 2 : The Customer and Market Segment
Who are your customers?
Which specific customer segments
do you create value for?
73. What is a market segment?
A group
that share one
or more characteristics
How might you segment a market?
77. Exercise : take 5 mins to answer
1) Choose ONE of your customer segments
2) Explore the ‘job’ the customer is trying to get done
Functional jobs?
Social jobs?
Emotional jobs?
80. Describe negative
emotions, undesired costs
and situations, and risks
that your customer
experiences or could
experience before, during,
and after getting the job
done
Describe the benefits your
customer expects, desires
or would be surprised by.
This includes functional
utility, social gains, positive
emotions, and cost savings.
Pains Gains
81. Choosing a customer segment spend 5 minutes
making notes on the Pains and Gains your
customer might have
Exercise
94. • Customer segment identified
• One person becomes the customer
• Other team members question the customer in order to understand the
jobs to be done, the customer’s pains and gains in order to populate the
right hand side of the Value Proposition Canvas with post-it notes
• The customer answers the questions only – but does not analyse
BE SUCCINCT !!
ONLY A FEW WORDS PER POST-IT NOTE
Part 1 : Exploring the Customer Segment
95. • Customer reads the post-it notes and becomes the owner in
charge of designing/building this new offering
• He/She tries to populate the left hand side of the canvas with
products, services and features that are gain creators and
pain relievers
• The others assist in helping to design/build the new offering
Part 2 : Building the Value Proposition
96. • The importance of being narrow – one customer segment only per canvas
• You do not just have ONE value proposition but different value propositions
for different customer segments
• Prioritising is an important stage of the process
• Start with the customer!
• Avoid using technical jargon – keep language simple
Good Practice
98. A value proposition is …
a positioning statement that explains
what benefit you provide for who
and how you do it uniquely well
Geoffrey Moore
99. For ____________ (target customer)
who ____________(statement of the need/opportunity)
our product/service/programme/event/message name is
______________ (product category)
that _____________ (statement of benefit)
Value Proposition Template
100. For commercial crab fishermen who want to keep
crabs alive en route to market (for the best price)
the patented Crab Survival System is a water
filtration process that removes toxic chemicals
providing 35% better survival over 8 days at sea
An example of a great value proposition statement …
101. For ____________ (target customer)
who ____________(statement of the need/opportunity)
our product/service/programme/event/message name is
______________ (product category)
that _____________ (statement of benefit)
Value Proposition Exercise
102. The importance of prioritising segments
Which customer segments would you prioritise?Which customer segments would you prioritise?
103. Which segment …
•Values or needs your product/service most?
•Is the easiest to access?
•Is the fastest growing?
•Is the easiest to test?
Prioritising customer segments
104. Q1 What do you do that people need or want? The Proposition
Q2 Who are your customers? The Customer and
Market Segment
Q3 Who are you up against? The Competition
Q4 What do you have in common? The Industry
Q5 How do you reach your customers? The Channels
Q6 What relationship do you want with them? The Customer Relationship &
Financial Relationship
Q7 What is it worth to them? The Price and Revenue Model
Q8 Who are your key partners? The Partners
Q9 What are your key assets? The Assets
Q10 What must you be good at? The Competencies
The 10 Questions
108. The same products, services or technologies can fail or succeed depending
on the business model you choose.
Exploring the possibilities is critical to finding a successful business model.
Settling on first ideas risks the possibility of missing potential that can only be
discovered by prototyping and testing different alternatives.
Alexander Osterwalder
111. •Explore the context in which ‘pains and gains’ arise
•Not all jobs have the same significance to your customer
•Not all problems are equal (some are crucial and some more trivial.
Some may be one off, while others will be re-occurring)
The job of customer research is to help reveal
which pains and gains are most important and why!
Customer research
112. • Does this offering or service interest you?
• Is there anything about this offering or service that makes it unattractive to you?
• Is there anything about this offering or service that you really love?
• Is there anything you would change about this offering or service?
• Do you know of anyone else who offers something similar?
• What would cause you to look for our offering or service?
• Is there anyone you might recommend our offering or service to?
Information Mining and Testing Assumptions
Some questions you could ask …
120. Continue to identify your business model
assumptions/hypotheses (using the Business Model Canvas)
Test to either validate or reject those hypotheses
Pivot and iterate your business model based on customer
interactions and research
What next?
We have invested £2.2 billion to date
Matched with just over £1.5 billion from industry.
11,000 projects
8,000 organisations
70,000 jobs created
And a return on investment of up to £7.30 for every £1 invested.
This is public money and we take it very seriously, regularly analysing our portfolio for the impact achieved.
KTN – at the centre of our connecting work – connecting companies to customers, supply chains, collaborators
EEN – international network
Knowledge transfer partnerships connect academia to business – similar to Fusion programme run by Intertrade Ireland
But least number of applications from NI – between 2014 – 2017 1.3% of applications were from NI (compared to 2.1% of businesses)
Introduction: explain that what we do – in a nutshell – is to help ambitious SMEs innovate and grow internationally.
These are the SMEs that think bigger and want to go further by expanding into new markets.
Message to HOs: I’m going to explain how we help these SMEs and how our role can complement yours.
We are at the heart of the EU’s growth and jobs strategy.
We already have many years’ experience and have built up significant expertise and strong connections since our launch in 2008.
The Network entered a second phase in 2015, which brought new financing under the COSME and Horizon 2020 programmes as well as exciting new innovation services that we also provide for SMEs.
This demonstrates the continued importance and value of the trusted services that we provide.
In figures, the combined total funding is 180 million EURO.
This means:
3000 local experts (by which we mean Full Time Equivalents)
Spread over more than 600 locations
In more than 60 countries worldwide
Message for HOs: So while we are only a few colleagues in this building, we are able to reach out to thousands of Network colleagues across the globe. This means that we can help SMEs from our region do business in dozens of countries … and get privileged access to information on the ground. We would love to explore more ways that we can make the most of this huge resource together.
Note that these logos have been randomly chosen to represent a wide range of Host Organisations from across the Network. Please feel free to adapt this slide using any HO logos from the Network that best fit the purposes / audience of your presentation.
Here you can see an example of the types of organisations that “host” our Network partners, ranging from Chambers of Commerce, Regional Development Agencies, research institutes and universities, etc…
… This means that we are able to maintain a strong local knowledge that keeps us close to our SME clients, while also offering the range of international expertise that helps these innovative small businesses to achieve their ambitions.
Here are some Network faces and as you can see, they are able to help on a wide range of issues – providing services in three key areas:
International Partnerships
Advice on doing business abroad
Innovation-focused services
Message to HOs: perhaps areas of your work also touch upon these types of services. Today I want to explain how our services – provided not only by me, but by colleagues like these across the world - can complement the ones that you are providing by bringing additional advice or information that can help us all provide a better service to our local SME clients.
The key messages below support your explanation of Network services. You can mention that later in the presentation you will give examples of how these services work in practice.
PARTNERSHIP
Through direct access to Europe’s largest dbase of business opportunities, our experts help SMEs forge new international partnerships with excellent growth potential
- We organise fast and effective matchmaking and brokerage events at international conferences to save clients time and money
Our tailor-made trade missions lead to successful partnerships thanks to thorough preparation, local knowledge and expert guidance.
ADVISORY
Our experts have the right advice to support SMEs’ growth ambitions
Whatever your business, we can advise on the best market opportunities to help you expand internationally
We cut through the complexities of international expansion by providing practical advice, targeted market intelligence and personalised support.
INNOVATION
We recognise innovation potential and help SMEs shape it into commercial success
Our experts help SMEs commercialise their innovations faster
With our practical, personal advice SMEs are confident to expand internationally protecting their ideas and assets as they grow.
The slide speaks for itself, but here are the Partnership messages as an “aide memoire”
PARTNERSHIP
Through direct access to Europe’s largest dbase of business opportunities, our experts help SMEs forge new international partnerships with excellent growth potential
- We organise fast and effective matchmaking and brokerage events at international conferences to save clients time and money
Our tailor-made trade missions lead to successful partnerships thanks to thorough preparation, local knowledge and expert guidance.
Here is a real example of how these services have worked in practice:
Wattguard, a Swedish SME based in Malmö had built up a successful business helping companies save on energy costs. Swedish businesses - from supermarkets to recycling plants - had been won over by Wattguard's easy-to-install 'green box' monitoring device which reduced the energy needed to power lights and allowed them to save money. Eager to take its pioneering technology into the neighbouring Baltic region Wattguard turned to the Enterprise Europe Network.
The Swedish Network partner invited the SME to a company mission on energy-saving and green technologies in Denmark and arranged for Wattguard to meet with a Lithuanian company seeking new technological innovations to introduce to Baltic customers. Following the meeting, the Network partners provided regular advice and support as the companies continued their negotiations.
Shortly after, the companies decided to form a joint venture in Lithuania to license Wattguard's technology for use in the Lithuanian, Estonian and Latvian markets. Both entrepreneurs are happy with the new partnership and the Network's assistance along the way. "Finding a trustworthy international partner is never easy, but with the help of the Enterprise Europe Network, we immediately found the right personal and professional chemistry to proceed to a tangible cooperation," says Arnoldas Vasiliauskas of Lithuanian SME Vacys ir Vacys.
Here is a real example of how these services have worked in practice:
When award winning UK design company Rokos was struggling to find an appropriate manufacturer for its iconic Gauge Vase, it reached out to the Enterprise Europe Network office at UCL in London for help. Few manufacturers had the exceptional craftsmanship needed to produce high quality glass to Rokos’ challenging technical specifications.
Aware of the Czech Republic's distinguished glassmaking tradition, Enterprise Europe Network London contacted their Czech counterparts with a detailed brief of the technical specifications and quality required. Enterprise Europe Network colleagues in Prague then used their local knowledge and contacts to identify the most promising leads. As a result, Novosad & syn Harrachov, s.r.o. - the Czech Republic's oldest glass manufacturer - was given the opportunity to demonstrate its potential to Rokos, produce prototypes, and secure a deal to manufacture one of the three sizes of the vase.
Both sides are really pleased with the collaboration and are planning to work on other design projects. British designer Jim Rokos said: "I know how incredibly difficult it is to find the right manufacturer … all my thanks to the Enterprise Europe Network and I can only recommend you to … designers who struggle to find the right match to make their product ideas happen."
Follow the bullets on the slide and feel free to use the following advisory services messages:
ADVISORY
Our experts have the right advice to support SMEs’ growth ambitions
Whatever your business, we can advise on the best market opportunities to help you expand internationally
We cut through the complexities of international expansion by providing practical advice, targeted market intelligence and personalised support.
Here is a real example of how these services have worked in practice:
Michał Hortyński owns and runs an SME specialising in electrical installations in Szczecin, Poland – close to the border with Germany. He had his sights on winning public building contracts in Germany. Michał knew his team had the technical expertise to compete for such projects but needed help in navigating Germany's complex public procurement procedures. He turned to his local Enterprise Europe Network branch who offered him a place on a public procurement training session designed for ambitious entrepreneurs who want to internationalise.
Inspired by what he had learned, Michał decided to apply for a special certificate that simplifies participation in public procurement procedures in Germany.
Although the process seemed daunting, Michał was in good hands: Enterprise Europe Network expert Tomasz Łyżwiński gave Michał the advice he needed on the certification process and the German public-procurement terminology. Tomasz himself was able to rely on the knowledge and expertise of his colleague Angelika Höß - a procurement specialist from the Network's Munich branch.
Working together, Tomasz and Angelika ensured that Michał's application stayed on track. The hard work paid off and Michał's SME became the first Polish company certified in Germany.
Follow the bullets. Additional messages on innovation support are below:
We recognise innovation potential and help SMEs shape it into commercial success
Our experts help SMEs commercialise their innovations faster
With our practical, personal advice SMEs are confident to expand internationally protecting their ideas and assets as they grow.
Evaluators: market perspective.
Single SME or consortium can apply
Time to grant: 400 days in 2008
Phase 1 92 days
Phase 2 170 days.
Here is a real example of how these services have worked in practice:
Italian start-up SOLWA SRL developed a green and sustainable technology able to treat polluted water and sea water using only solar energy. This means that pure, distilled water can be provided at zero operational costs. While the technology clearly had the potential to tackle a global issue, the company needed help to fine-tune the product and bring it to the attention of international partners. To ensure maximum support, two Network partners in the Veneto region of Italy pooled their expertise to provide an integrated service exploring on the one hand potential technology partners and on the other, internationalisation opportunities.
On the technology side, thanks to the Network's brokerage service, SOLWA teamed up with a Spanish research centre with complementary expertise, enabling SOLWA to enhance its technology so it can be adapted to a wider variety of climates and conditions.
As for internationalisation, the network ensured SOLWA's participation in a high level institutional delegation to Portugal which provided a unique occasion to meet other companies working in the international markets.
SOLWA has since received international recognition, multiple awards, was invited to exhibit at EXPO Milano 2015 and is now offering its technology on the international markets with the continued advice and support of the Network.
Here is a real example of how these services have worked in practice:
Greek SME Crypteia Networks was set up by a highly skilled team of engineers and academics who wanted to turn research results into commercial business products and services. Their goal was to create the next big thing in digital security. While the company had plenty of technical expertise, it lacked the practical business support to reach its goal. This is where the European Enterprise Network partner in Athens - National Documentation Centre (EKT/NHRF)- was able to help.
Firstly the EKT/NHRF team provided business mentoring and coaching workshops and helped them to draft a business plan. It then researched the requirements for submitting patents in different markets and advised on which would be most suitable. EKT/NHRF also provided guidance on relevant EU research funding opportunities and provided access to Venture Capital partners in Greece and abroad, as well as a direct channel of communication with major international security partners.
Crypteia won two proposals through Greek Structural Funds and achieved pre-seed funding through EIF Venture Capital partner in Greece.
The company was able to create its first sustainable business line, turning research results to a commercial product (MOREAL) with 90 clients in Greece. It since expanded into Asia, Latin America, North America, Europe, Middle East and Africa. The Crypteia team said:
"Enterprise Europe Network has proven to be our most valuable ally in the war against digital threats - and we hope they will continue to be!"
… and the results speak for themselves….
Let’s not forget that this was a free of charge service provided to Crypteia with dedicated experts guiding them on the road to success.
These figures were published in 2015.
See study completed by Technopolis for the European Commission “Final Evaluation of the Enterprise Europe Network 2008-2014”
Self-explanatory.
Figures are taken from data from the first phase of the Network (2008-2014).
Self-explanatory.
Figures are taken from data from the first phase of the Network (2008-2014).
Self explanatory.
Message to HO colleagues:
If you have SME clients in these areas, we may be able to provide additional expertise that could be helpful across any of these sectors and across markets worldwide.
Alternative quote can be used from your local or national media.
Alternative quote can be used from your local or national media.
Alternative quote can be used from your local or national media.
Alternative quote can be used from one of your own clients.
Alternative quote can be used from one of your own clients.
Alternative quote can be used from one of your own clients.
These are just some of my Network colleagues. We are here to help you so please don’t hesitate to get in touch.
At this stage of the workshop you do not need to go through how each of the 10 Questions can map on to the Business Model Canvas. This will be covered over the 3 days of the bootcamp. The slide illustrates that there is a good fit between the 10Qs and the Business Model Canvas therefore reinforcing the value of the combination - The S4S 10 Questions can be used to help a business populate the different sections of a business model canvas and therefore to design a business model.
You may wish to provide some examples of the ‘fit’ i.e. Question 1 – What do you do that people need or want? This relates to the Value Proposition box on the Business Model Canvas.
For reference: here is a suggestion of how the 10Qs maps on to the Business Model Canvas
Q1 What do you do that people need or want? The Proposition = Value Proposition box
Q2 Who are your customers? The Customer and Market Segment = Customer Segment box
Q3 Who are you up against? The Competition = helps to refine the Value Proposition but sits slightly outside in the external environment
Q4 What do you have in common? The Industry = whilst existing ‘outside’ of the business model aids decision making for the other aspects of the business
Q5 How do you reach our customers? The Channels = Channels box
Q6 What financial relationship do you want with them? The Relationship = Customer Relationship box and Revenue Streams box
Q7 What is it worth to them? The Price and Revenue Model = Relates back to the Value Proposition box and the Revenue Streams box
Q8 Who is your key partner? The Partner = Key Partners box
Q9 What is your key asset? The Asset = Key Resources box
Q10 What must you be good at? The Competency = Key Activities
While there is not a specific question in the S4S model that relates to the Cost Structures box this area is populated once all other questions have been answered and therefore all boxes have been filled.
Business Model Canvas video
A simplified version of the Value Proposition Canvas
The circle is the ‘customer profile’ which is completed having observed your customers.
The square is the ‘value map’ – you are in control of this section and can design your value proposition.
This is to illustrate the process of prioritisation using the Value Proposition Canvas tool.
