making sensor innovation stick in the maritime sector reflections … symposium... ·...
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© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 1
Optimizing and Enhancing the Integrated
Atlantic Ocean Observing System
Peer Fietzek
Manager Science & Research
Kongsberg Maritime Contros GmbH
First International AtlantOS Symposium
25 – 28 March 2019 – UNESCO Headquarters, Paris, France
Making Sensor Innovation stick in the Maritime Sector
Reflections on Science-Industry Collaboration
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 2 2
KONGSBERG Gruppen: 6800 employees, 205+ yrs
Kongsberg Maritime:
4000 employees, 80+ yrs
KM Contros:
20 employees, 13+ yrs
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Slide 3
Countries
• Ocean science community is well connected;
international environment
• Change question to a prerequisite:
To make innovation stick in the field any
endeavor (scientific of industrial) should
be planned and approached internationally!
How to make Sensor Innovation stick across Countries and
Platforms?
Platforms
• Sensor: power in, data out
• Every sensor needs a carrier → platform
Source: Fietzek et al., 2011
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Slide 4
Platforms
Source:
Fietzek et
al., 2011
Actual demands:
• Autonomy
• Mobility
• Versatility
• Cost-efficient data collection
Trends:
→ VOS / VoO
→ Networks
→ Modern, mobile platforms
Compensable (i.e. power cons.)
vs. non-compensable sensor
demands (i.e. uncertainty)
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Slide 5
Situation Awareness – Information replaces Technology
Around
WellNear
FieldFar
Field
Mid
Field
Reservoir
Production well
Components
→ Products (Hard- & Software)
→ Systems
→ Field & Data Services
→ Reporting
→ Situation Awareness
• Increased Profit
• Reduced OPEX
• Dynamic Risk Assessment
• Enhanced Operation
Planning
• Predictive Modeling
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Slide 6
• How to make a successful product? How to make a product survive in the market?
➔ Understand the environment!
• Market → Market Segment:
− Customer?
− Size?
− Growth?
• Customer: Pain vs. Gain Points
• Application (i.e. in the meaning of functionality)
− value proposition
− maturity
How to make Sensor Innovation stick across Sectors?
…in the Market?
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Slide 7
The Market Environment – Examples
Market Market Segment Customer Application
Ocean Science/
Academia -
Oceanography
• Physical oc. & climate
Ex.1: climate (change) studies
• Chemical oc.
• Biological oc. & ecosystem
• Mar. Geology & hazards
• + Multidisciplinary
Ex.2: ocean acidification
Further ex. are Microplastics, Tsunami
warning, Ecosystem monitoring
Individual scientists or groups at
• Gov. and inter. gov.
institutions
• research institutes, univers. or
other edu. inst.
• NGOs
• Ex.1 & 2: long-term
measurement/
baseline/background
monitoring of carbonate system
parameters
• Ex. 2: carbonate system
parameter measurements in
controlled experiments
“Scientific
Industry” -
Oceanography
• Public/Federal authorities with
legal mandates
• Monitoring Programs
• Monitoring Networks
Ex.: pH surveying tasks under
legal mandate
Maritime
Industry
• O&G / Offshore Energy
• Ex. 3: CCS
• Ex. 4: Natural gas production &
transport
• Fisheries
• Aquaculture
Private commercial entities • Ex. 3 & 4: leak detection
• Ex. Fisheries and Aquaculture:
Biomass estimation
• Ex. Aquaculture:
Water quality monitoring
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 8
The Market Environment – Examples
Market Market Segment
Ocean Science/
Academia –
Oceanography
• Physical oc. & climate
Ex.1: climate (change) studies
• Chemical oc.
• Biological oc. & ecosystem
• Mar. Geology & hazards
• + Multidisciplinary
Ex.2: ocean acidification
Further ex. are Microplastics, Tsunami
warning, Ecosystem monitoring“Scientific
Industry” –
Oceanography
Maritime
Industry
• O&G / Offshore Energy
• Ex. 3: CCS
• Ex. 4: Natural gas production &
transport
• Fisheries
• Aquaculture
Peculiar market for sensor
manufacturers:
- Small volume
- Individual customers
- Specialized products
Challenge:
Linking products and
innovation/development for
the scientific market to
• existing maritime
industries
• identify new industrial
markets
• i.e. Data provision
EC’s Blue Growth
strategy high
potential sectors:
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Slide 9
• Convince
• Convincing technology with "advantages" for the user
• Share
• Commercial vs. scientific marketing
• Convert
• Gain many users / achieve wide applicability
• Support
• Continued support, maintenance and development
How to make Sensor Innovation stick in the Market?
Crucial step; bottle neck for start-ups
Transition from early adopters to early majority
Geoffrey A Moore, Crossing the Chasm, 3rd Edition (Collins Business Essentials)
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Slide 10
• Convince
• Share
• Convert
• Support
How to make Sensor Innovation stick in the Market?
Demands
for science-
industry
collaboration
1. level:
Development and assessment success
• Joint projects
− Select the right "vehicle" / find the suitable
project call
− Be clear on content and partner expectations
− IP protection based on commercial value(!)
2.a level:
Community acceptance
• Generate user base
→ scientific marketing
2.b level:
Commercial success
• Real IP-transfer is mandatory
(>licensing)
• Startup (→ train students!)
• Science-industry collaboration
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Slide 11
Why Science-Industry Collaboration?
Scientific market is valuable, although scientific customers are demanding
(→ small volume, highly specialized products)
→ Maximize the output from this user group/market to compensate for the additional efforts
→ Benefit from the scientists’ competences:
Delivering ideas, solving problems, spending time thinking in a relatively free manner without the
need to make money
Innovation benefits from the chance for unforcedly thinking and the discourse with scientists
➔ discourse, collaboration and joint projects
Joint projects: The application or seed idea can either come from the company or from the
scientists→ both can lead to a successful project
How do we deal with this?
– 2015: "Science and Research" & "Research and Development" @KMCON
– 2018: “Underwater Science Group" within KM Subsea’s FANS business unit @KM level
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 12
R&D Project Motivation
Benefits for science
+ Direct link to developers and access to
product know-how; quick and quality
support
+ Goal-oriented, cost and quality conscious
+ Engineering and production know-how
+ Economic mind-set
+ Market and marketing know-how
Benefits for industry
+ Reveal/Produce promising applications
+ IP transfer and subsequent commercial
exploitation
+ Long-term basic funding for (high-risk)
developments
+ Results dissemination:
– Talks and presentations at conferences
– Publications (peer-reviewed)
– Project reports or prototypes
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 13
Motivation for Science-Industry Collaboration
Startup/SME: Large company:
Reputation of the involved scientists / of the consortium
→ Contribution of the scientists: high-quality work, e.g. assessment of instruments
→ Dissemination: publications, presentations, posters
→ Scientists move on (other country, other field) → keep company in good memory
Potential for recruitment of well-trained staff
Enhanced applications of company equipment (in potentially new environments)
Knowhow access, new ideas, reveal promising applications/technologies;
potential IP transfer and subsequent commercial exploitation must be feasible
Stable funding over several years at good funding
quotas
Option for basic funding to mitigate development risks
(lower funding quotas demand for project selection)
Any project is welcome
Selected projects; typically large-scale with significant fate
and impact; combination of several developments in one
project to enhance the success rate for the project and
enable flexibility throughout its course
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 14
Science / Academia Start-up SME Large company /
Industry
Ideas Disruptive Innovation Innovation Development
Agility, flexibility
Economic stability, economically thick-skinned
Innovation Characteristics and Strengths by Actors
Project partners should…
• contribute according to and focus on their strengths
• be aware of their individual interests → prepare a win-win setting
• be willing to partner on eye level and conduct real team work
Successful project:
• Efficient working
• Maximum output
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Slide 15
• Essential element of our innovation management:
→ Almost all of our products were/are supported by R&D projects
• Examples with connection to AtlantOS:
Role of R&D Projects for KMCON Products
HydroFlash® O2:
• 2012 – Student internship as part of the chemistry studies – first investigations
• 2013-14 – Hosting a master thesis
• 2013-15 – regionally funded development project (OPA) for product development
• 2015-19 – AtlantOS project for further characterization; PhD thesis
Initiated by a company
Then: Development,
characterization and
assessment
→ product(s)
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Slide 16
Role of R&D Projects for KMCON Products – HydroFIA® TA
Initiated by research institute
Then: Further development,
characterization and
assessment
→ product(s)
• Part of research and development conducted at the HZG
(PhD thesis in collaboration with GEOMAR, OCEANET) → publications
• Post-Doc at GEOMAR → TA analyzer evaluation (ECO2)
• TAACT:
Assessment of HydroFIA® TA especially in the context of OA research
vs. shellfish industry at the US East Coast
• AtlantOS:
autonomous, long-term installation on VOS lines;
highly suitable 2nd carbonate system parameter; PhD thesis
by courtesy of Katharina Seelmann, GEOMAR
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 17
Role of R&D Projects for KMCON Products – HydroFIA® TA
Initiated by research institute
Then: Further development,
characterization and
assessment
→ product(s)
• Part of research and development conducted at the HZG
(PhD thesis in collaboration with GEOMAR, OCEANET) → publications
• Post-Doc at GEOMAR → TA analyzer evaluation (ECO2)
• TAACT:
Assessment of HydroFIA® TA especially in the context of OA research
vs. shellfish industry at the US East Coast
• AtlantOS:
autonomous, long-term installation on VOS lines;
highly suitable 2nd carbonate system parameter; PhD thesis
Win-Win-Win:
• Scientist: advancement towards the secondary (third) parameter for continuous
autonomous marine carbonate observations; publications
• Private partner: scientific assessment provides valuable development input; marketing
• Society/policy: successful inter-European collaboration
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 18
Structuring and organization sets guidelines and eases collaboration:
Technology Readiness Levels (TRL)
• Essential definitions that ease communication and make development discussions more
efficient
• Important within the sensor and instrumentation roadmap prepared within WP6
Essential ocean variables (EOV)
• Helpful with the realization of monitoring projects;
during the communication with science and policy makers
• Structural support within WP6 deliverables
Best practices
• Efficiency increase → more valuable data at less cost
• Peer-reviewed journal launched
• Search engine (.org) and repository available (.net)
Important for successful Science-Industry Collaboration
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 19
ISO/CD 22013 -- Marine (environmental) sensor performance
• A common language for all in the field
• Increases overall perception of professionalism within the industry
• Generic and applicable to all sensor types and most parameters
• Features definitions, test methods, data sheets & calibration certificates
• Less discussions, efficiency increase
• Process started in 2015/16; Committee draft (CD) recently approved to become a draft
international standard (DIS); Publication stage (ISO) EXP Nov 2020
Important for successful Science-Industry Collaboration
• As a consumer (scientists & industry):
+ “Apples to apples” comparison that simplify
shopping/competitions
+ Simplifies tender creation, and reduces
ambiguity
• As a manufacturer (→SME):
+ Test methods that actually reduce
product development time
+ Simplify the sales process
+ Increase metrology knowledge within
your teams
Project lead:
ISO 22013
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 20
• Sensors + Platforms + Data
• Know market + customer + application
• Accessing “industrial” markets
• Convincing technology
• Realize product (versatility vs.
specialization)
• Marketing (scientific vs. commercial)
• Build strong user base
• Support, maintenance, development
• Making innovation stick is linked to
economic success
Summary - Making Sensor Innovation stick in the Maritime Sector
• Science-industry partnering in different
stages of the commercialization process
• IP-transfer vs. start-up formation
• Research projects as a major innovation tool and
central to science-industry collaboration
• Beneficial for both parties
• Strengths + interests + real team work
• Science-industry projects have been a core
component of KMCON’s sensor development
• TRL, EOV, Best Practices, Mar. Sensor Standard
• AtlantOS exhibits good examples and addresses
core elements for successful science-industry
collaborationConvince – Share – Convert – Support
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 21
This project has received funding from
the European Union's Horizon 2020
research and innovation programme
under grant agreement No 633211.
Thank you very much for the attention.
Questions?
peer.fietzek@km.kongsberg.com
References:P. Fietzek, S. Kramer and D. Esser, "Deployments of the
HydroC™ (CO2/CH4) on stationary and mobile platforms
- Merging trends in the field of platform and sensor
development," OCEANS'11 MTS/IEEE KONA, Waikoloa,
HI, 2011, pp. 1-9.
doi: 10.23919/OCEANS.2011.6107129
© KONGSBERG - All rights reservedpeer.fietzek@km.kongsberg.com
Slide 22
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