an efficient and effective platform for the cooperation of ... · organized master class for h2020...

An efficient and effective platform for the cooperation of photonics clusters

and the exploitation of European SMEs potential.

Grant Agreement: 619463

Project Acronym: LightJumps

Funding scheme: Coordination and support action

WP5 – “European SME Business Developer”

Deliverable D5.2

“Individual mentoring report”

Date of completion: 27/10/2015

Deliverable Responsible: Organic Electronics Saxony

Contribution of the following organisations and people: Jitka Barm, Dominik Gronarz

Project Coordinator name: Eleonora Ercoli

Project Coordinator organisation name: PNO Italy (CTECH)

Start date of project: 01/11/2013

Duration: 24 months (up to 31/12/2015)

Dissemination Level

PU Public x

PP Restricted to other programme participants (including the Commission Services)

RE Restricted to a group specified by the consortium (including the Commission Services)

CO Confidential, only for members of the consortium (including the Commission Services)

Deliverable D5.2“Individual mentoring report”

2 2015 October 27

Contents 1. Introduction ............................................................................................................................................... 3

2. Working progress ...................................................................................................................................... 5

3. Summary .................................................................................................................................................... 5

4. Lessons Learnt ........................................................................................................................................... 7

5. Appendix .................................................................................................................................................... 8

5.1. Index mentoring reports........................................................................................................................ 8

5.2. Index profile forms ................................................................................................................................. 9


3 2015 October 27

Business cases

Business model

development

SME-RTD matchmaking

private and public financing

1. Introduction

SME innovation is the engine of innovation in high tech industries. The project is designed as a

combination of several concrete bottom-up business actions.

Photonics Community aims to collaborate with LightJumps partners to promote Photonics

technology and its potential to enhance commercialization of technology.

According to “Description of Work” Deliverable

D5.5.2. describes the results of the second

deliverable of work package 5 “individual mentoring

report”.

Deliverable presents the final results of mentoring

process, including the growth of knowledge through

the mentoring for each cluster.

LightJumps SME mentoring reports proactively aim

at exploiting the potential of SMEs to support

towards business cases, business model

development, SME-RTD matchmaking, private and

public financing.

In this dossier a total of 33 mentoring reports have been written by six involved clusters. Eleven

mentors have been engaged in the mentoring processes, see the table below.

Each mentoring report contains information about

company description

business expectations

expectation of services provided by cluster

actual mentoring topics

mentoring process

there are no confidential information in the mentoring reports!

Additionally a mentor profile form of each cluster is attached that includes statements on lessons

learnt for the partners.

Mentoring

report


4 2015 October 27

Table of mentoring reports

Nr. Cluster mentored SMEs Countries Mentors involved

1 Ciaotech

Associazione Lazio

Connect

BioFly

AISICO

SENSICHIPS

DYERS Srl

GM SPAZIO

Nooel

OLAB

Tiberlab srl

Italy

Francesco G.G.

Zingales,

Vittorio Cannas (LC)

Romolo Marcelli

(CNR-IMM Rome)

2 JePIXX SATRAX B.V.

VTEC Lasers & Sensor

Technobis

Settels Savenije van Amelsvoort

OPNT B.V.

Netherlands

Meint Smit

Katarzyna Ławniczuk

3 Organic Electronics

Saxony/Fraunhofer FEP

Creaphys

Contronix

Sim4Tec

Sioptica

Digades

Germany

Jitka Barm

Dominik Gronarz

Christian May

4 Pôle OPTITEC

PPROLEXIA

OPTIS

CROSSLUX

XT-VISION

SYNAPSYS

France

Anouk Rizzo

5 Politecnico di Milano

ML Engraving Srl

Prodev Srl

Laserpoint

Kastech di Paolo Castelli

DS4 Srl

Italy

Barbara Previtali

6 Sensor City ZiuZ Medical B.V. / ZiuZ

Forensics B.V.

Parkingware B.V.

Mundu B.V.

Innovative Technical Solutions

B.V.

KXA Software Innovations B.V.

Netherlands

Jan Reitsma


5 2015 October 27

2. Working progress

In the initial stage of the mentoring process the LightJumps partners discussed a working guideline

to plan the future work and agreed on a coherent operation. Thematically focused on three topics:

What should a mentor do?

Which expectations of services are provided by cluster?

Which topics are interesting for the SMEs?

3. Summary

The mentoring activities are primarily focused on the personal and confidential relationship

between mentor and mentee. Both parties meet at eye level. The mentoring adjusts the demands

What should a mentor do?

• Provide an outside perspective on both the business owner and their business

• Listen confidentially to the topics that are worrying the business owner about their business

• Help by sharing their own experience of both failures and successes

• Give friendly, unbiased support and guidance

• a few basic essentials:

•frequency of meetings

•venue for follow up meetings

•confidentiality --> There are no confidential information in the mentoring reports!

Expectation of services provided by cluster

•business development

•networking

•consultancy in the internationalization process

•legal advise

•public funding advise

•further education

•common communication

Mentoring topics

•business development

•networking

•consultancy in the internationalization process

•legal advise

•public funding advise

•further education

•common communication

•business planning

•project and change management

•suppliers / outsourcing

•customer relationships

•innovation and New Product Introductions (NPI)

•environmental Issues

•human Resource / Recruitment

•advertising and PR

•marketing Strategies

•others


6 2015 October 27

of the mentees. The most often requested topic was „public funding“ stated in 30 cases, followed

by 25 “networking” and 21 “business development”. Topics with fewer than 10 responses are

summarized at "others" in the chart, see below.

mentoring topics number of operations

public funding advise 30

networking 25

business development 21

customer relationships 10

innovation and New Product Introductions 10

advertising and PR 8

common communication 8

consultancy in the internationalization process 8

further education 8

business planning 7

marketing Strategies 6

suppliers / outsourcing 5

others 3

human Resource / Recruitment 2

project and change management 2

environmental Issues 0

legal advise 0

total 153

Compared to the results of the expectations of the SMEs, which they had mentioned before the

mentoring processes started, it can be concluded that the mentoring activities fulfilled their

purpose completely. In total 153 topics have been discussed, originally were planed 98.

expectations of topics

networking 27

public funding advise 24

business development 22

common communication 9

consultancy in the internationalization process 8

further education 7

legal advise 1

total 98

public funding

advise 30

networking 25

others 25

business develop.

21

customer relationship

10

innovation 10

mentoring topics

networking 27

public funding advise

24

business development

22

9

8

7

1

expectation of topics provided by cluster


7 2015 October 27

Expectation of topics provided by cluster: 27 times networking, 19 times public funding advice, 22

times business development.

LightJumps project enabled support and mentoring of related SMEs, by focusing on various

activities, from networking, matchmaking with other business parties, public funding advice (e.g.

organized Master Class for H2020 SME Instrument, connection with individual coaching sessions),

introduction to investors (e.g. pitching), further education, communication, up to advertising and

marketing.

4. Lessons Learnt

SME companies have trouble finding suitable partners. The LightJumps project has helped making those

connections. Most start-up companies in the photonics sector are R&D-driven and are created out of a

research project at a NGO or university.

Statements of our mentors, describing the lessons learnt. The complete explanation can be found in the

mentor profile form, see appendix.

- “Because these ‘entrepreneurs’ are very focused on their product and technology, they are not

able to think as an investor. This was the main aim of the coaching sessions.” (SensorCity)

- “… rate of know how to orientate different project to the good financing solution and good

financing desk” (OPTITEC)

- “…legitimacy and experience to propose now real solutions and services like efficient

coaching”(OPTITEC)

- “…important lesson learnt was, not to refer an appointment with a single call or an email, but to

appeal and motivate them permanently to take the time for e.g. strategic mental effort” (OES)

- “…has found useful to direct mentoring activities as they have allowed cluster members the

opportunity of acquiring new knowledge and skills by understanding the mentor’s practical

experience as well as reinforce collaboration ….” (Lazio Connect)

- “… encountered that there is a set of barriers as well as opportunities for SMEs and start-up

companies in the photonics field, in particular in photonic integration field” (JePIXX)

- “One thing that is critical to a successful mentoring activity is TRUST.” (Ciaotech)

- “…LightJumps has enabled us to have a coordinated approach to respond to the non-technical

needs of the participating SMEs. As a matter of fact we were able to learn throughout the

mentoring activities and have common ground for approaching this issues.” (Polimi)


8 2015 October 27

5. Appendix

5.1. Index mentoring reports mentoring report #: 1 // cluster: CIAOTECH SRL // SME: Biofly 10

mentoring report #: 2 // cluster: CIAOTECH SRL // SME: AISICO 13

mentoring report #: 3 // cluster: CIAOTECH SRL // SME: SENSICHIPS 16

mentoring report #: 4 // cluster: JePPIX // SME: SATRAX B.V. 19

mentoring report #: 5 // cluster: JePPIX // SME: VTEC Lasers & Sensor 22

mentoring report #: 6 // cluster: JePPIX // SME: Technobis 24

mentoring report #: 7 // cluster: JePPIX // SME: OPNT B.V. 27

mentoring report #: 8 // cluster: JePPIX // SME: Settels Savenije van Amelsvoort 30

mentoring report #: 9 // cluster: Lazio Connect // SME: DYERS Srl 9 33

mentoring report #: 10 // cluster: Lazio Connect with CNR-IMM Rome // SME: GM SPAZIO 36

mentoring report #: 11 // cluster: Lazio Connect with of CNR-IMM Rome // SME: Nooel 40

mentoring report #: 12 // cluster: Lazio Connect with of CNR-IMM Rome // SME: OLAB 43

mentoring report #: 13 // cluster: Lazio Connect // SME: tiberlab 47

mentoring report #: 14 // cluster: Organic Electronics Saxony // SME: CreaPhys 51

mentoring report #: 15 // cluster: Organic Electronics Saxony // SME: Contronix 54

mentoring report #: 16 // cluster: Organic Electronics Saxony // SME: Sim4Tec 57

mentoring report #: 17 // cluster: OES in cooperation with Fraunhofer FEP // SME: siOPTICA 60

mentoring report #: 18 // cluster: OES in cooperation with Fraunhofer FEP // SME: digades 60

mentoring report #: 19 // cluster: Pole OPTITEC // SME: PROLEXIA 61

mentoring report #: 20 // cluster: Pole OPTITEC // SME: OPTIS 9 63

mentoring report #: 21 // cluster: Pole OPTITEC // SME: CROSSLUX 66

mentoring report #: 22 // cluster: Pole OPTITEC // SME: XT-VISION 68

mentoring report #: 23 // cluster: Pole OPTITEC // SME: SYNAPSYS 70

mentoring report #: 24 // cluster: Politecnico die Milano // SME: ML Engraving Srl 72

mentoring report #: 25 // cluster: Politecnico die Milano // SME:Prodev Srl 75

mentoring report #: 26 // cluster: Politecnico die Milano // SME:Laserpoint 78


9 2015 October 27

mentoring report #: 27 // cluster: Politecnico die Milano // SME: Kastech die Paolo Castelli 82

mentoring report #: 28 // cluster: Politecnico die Milano // SME:DS4 Srl 85

mentoring report #: 29 // cluster: Sensor City // SME: ZiuZ Medical B.V . 88

mentoring report #: 30 // cluster: Sensor City // SME:Parkingware B.V. 92

mentoring report #: 31 // cluster: Sensor City // SME:Mundu B.V. 95

mentoring report #: 32 // cluster: Sensor City // SME:Innovative Technical Solutions B.V. 98

mentoring report #: 33 // cluster: Sensor City // SME:KXA Software Innovations B.V. 101

5.2. Index profile forms

profile form - mentor: Andrea Rausa (CiaotechSrl) 104

profile form - mentor: JePPIX 106

profile form - mentor: Francesco G.G. Zingales and Romolo Marcelli 110

profile form - mentor: OES & Fraunhofer FEP 113

profile form - mentor: Jérôme Lopez, Optitec 116

profile form - mentor: Barbara Previtali, Polimi 118

profile form - mentor: Sensor City 121


10 2015 October 27

your cluster:

your name:

CIAOTECH SRL

name of SME Biofly

logo SME

company description year of founding: 2001

missions and objectives: The company operated in the

R&D of domestic and foreign advanced electronic

systems for the avionics, marine and automotive

sectors

products developed:

The products developed by the company are related to:

- Mechanical and electronical engineering: working

prototypes and pre-series of high-technology systems

designed and realized for industrialization.

- Software development in the most popular and

modern programming languages.

- Aeronautics field : study and design of V.A. (Visual

Aids) for eliports, airports and airfields

Qualitative analysis:

Market, competences and skills: Biofly’s research and

development department is taken advantage of highly

specialize technicians that work in tightened synergy

with researchers of important university institutes in

order to guarantee systems with a high content of

technological innovation.

Competences in research for the development of integrated

electronic system able to supply through a single

mentoring report #: 1 // cluster: CIAOTECH SRL // SME: Biofly

mentoring report #: 2 // cluster: CIAOTECH SRL // SME: AISICO


11 2015 October 27

control unit functions (as engine parameters, flight data

and navigation) and patented advanced electronic

systems, for national and international market, for

controlling and monitoring in the fields of Avionic,

Automotive, Marine.

expectation of services provided by

cluster


networking

consultancy in the internationalization process

legal advise


further education

common communication

mentoring process

actual mentoring topics


networking


legal advise


further education


business planning

project and change management

suppliers / outsourcing

customer relationships

innovation and New Product Introductions (NPI)

environmental Issues

human Resource / Recruitment

advertising and PR

marketing Strategies

others

mentoring process

basic essentials e.g.

frequency and venue: 1 meeting at Biofly premises

achievements so far and how to build on them

1) ELISA project

Development of a Lighting system (zigbeee Protocol)

with infrared detection of objects on the track , and

remote and automatic activation ( once the aircraft is

approaching the systems turns on). The product (SCB -


12 2015 October 27

Smart Controlled Biofly) has already been developed at

demonstrator level ( aviation , heliports ) but it could

also be used in marine areas. It is a low cost system

(making use of LED , PV , Pb batteries) which reduces

the installation and operational costs

2) INFOTOD project:

- Integrated System for the identification and signaling

of obstacles to the flight and for the management of

airport LVA (Light Air Vehicles).

- development of an integrated control system ( GIS +

obstacle detection system ) + management system

- ongoing peliminary testing in “Urbe” airport in Rome,

with the positioning of 86 “SCB Eco Lights” items.

- development of mock-up /beta version) of Software

for georeferenced maps and management system

what they actually did during the mentoring: The SME

explained their two project ideas and the reasons why

they are to be considered innovative. The LJ platform

and the services provided to the members of the

community were thoroughly described and an

introduction to several EU funding schemes in particular

SME-Instrument, phase I was provided to the company

results obtained: New knowledge gained by Biofly on

the public funding opportunities that could be suitable

for a further development of the systems created in the

ELISA and INFOTOD projects and on the partnering

possibilities offered by the LightJumps platform and

community

next steps foreseen: Better elaboration of the project

ideas with more innovative features

wishes: Develop project proposals to be submitted on

available EU grants. In this term the LightJumps project

could help them in finding the suitable partners to

develop their project ideas


13 2015 October 27

your cluster:

your name:

CIAOTECH SRL

name of SME AISICO

logo SME


missions and objectives: AISICO has a proven track

record in the Road Safety sector and today fulfills a dual

role; its institutional mission promoting Road Safety is

combined with its professional mission in the provision

of highly specialised services.

products developed: The services provided by AISICO

are:

- Lab services: wide range of tests designed to establish

the mechanical performance characteristics and/or the

chemical composition of materials (testing materials,

phonometric tests, mechanical tests and calibration).

Testing, inspection and certification for the following

products:

1) Road restraints (Road safety barriers, crash cushion attenuators, terminals, transition elements)

2) Noise barriers 3) Public Lighting columns - applied computational mechanics to simulate vehicle impact against crash barriers and road obstacles in general. Impact tests on a wide range of road and rail infrastructure and equipment

occupational indexes (n° and type of employees) and

qualitative analysis (market, competences and skills,

skills and competences needed, business strategies,

etc.) Market , competences and skills: In its capacity as

an association AISICO provides training and consultancy

mentoring report #: 2 // cluster: CIAOTECH SRL // SME: AISICO


14 2015 October 27

services to the Public Administration and also operates

a Research Centre. As a commercial enterprise AISICO

is concerned with the Road Safety Research Centre and

the Services Centre for transport infrastructure and

with the issuing of Certificates of Conformity.


cluster


networking


legal advise


further education


mentoring process

actual mentoring topics business development

networking


legal advise


further education


business planning







advertising and PR


others

mentoring process


frequency and venue

1 meeting at AISICO premises

achievements so far and how to build on them Project

idea title: SAFE AIRSIDE - Integrated multi - sensors for

Apron circulation

Development of a multisensor interoperable system

(set in the pavement ) for tracking aircraft ( ultrasonic

sensors that communicate using the same energy


15 2015 October 27

research ) + intelligent cameras. The system should also

be composed of:

- Vehicle Tracking by GPS

- GIS platform which collects all data from

heterogeneous sensors to create a " virtual theater "

airport

- An Apron Management System ( AMS ) with a shared

Control room (nowadays underdeveloped)

- IT infrastructure distributed by airport management

companies and ATC

Objectives : taking charge of the aircraft once on the

apron ; monitoring light path ground vehicles


explained its project idea and the reasons why it should

be considered innovative. The LightJumps platform and

services offered to the members of the community

were presented nd also several EU funding schemes in

particular SME-Instrument, phase I were described to

the company.

results obtained: New knowledge gained by AISICO on

the public funding opportunities that could be suitable

for its idea and on the opportunities of finding suitable

partners for the development of their ideas through

the LightJumps partnering platform

next steps foreseen: Better elaboration of the project

idea with more innovative features

wishes: Develop a project proposals to be submitted on

available EU grants and find suitable partners to further

developed the idea


16 2015 October 27

your cluster:

your name:

CIAOTECH SRL

name of SME SENSICHIPS (AERO-SEKUR GROUP)

logo SME

company description missions and objectives: Sensichips brings together a

unique combination of expertise in materials science,

analytical chemistry, nanotechnologies and precision

analog microelectronics to engage in the development of

a next generation microsensors platform. Sensichips is

part of the AeroSekur group

products developed: Production of microsensors for

health and safety. Creation of miniature sensors including

diverse sensor types, signal conditioning, acquisition

electronics and synergistic coordination to improve

recognition, in a single microchip

financial indexes (turnover, long and short term debt,

etc.) Sensichips is controlled at 40% by AERO-SEKUR

Group, which has approx 40Mln€ of revenues. Sensichips

has an annual margin of approximately 90.000€


qualitative analysis (market, competences and skills, skills

and competences needed, business strategies, etc.)

N° and type of employees: The company staff is mainly

based on contractors (no employees). At the moment

there are 11 contractors.

Market, competences and skills: Providing low power,

integrated microsensors for the aerospace and defence

sectors, Sensichips brings together a combination of

expertise in materials science, analytical chemistry and

precision analogue microelectronics. Sensichips has

extensive experience with electronics integrators and

OEMs to produce customised, microchip based sensor

systems.

mentoring report #: 3 // cluster: CIAOTECH SRL // SME: SENSICHIPS


17 2015 October 27

expectation of services provided by cluster business development

networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process


frequency and venue: 1 meeting at SENSICHIPS premises

achievements so far and how to build on them:

They have developed a sensors platform (for robotics,

safety and medical diagnostic) based on quantum dots

technology, and submitted a project proposal with the

Univeristy of Torvergata (Rome) to the ACT PHAST Call, to

study the potential of integrating photo-sensors into the

chip platform.

realistic expectations: The project idea is related to optic

micro-spectroscopy, in particular to the realisation of an

innovative microchip for integrated in a single chip to


18 2015 October 27

detect gas and for highly accurate environmental

detection applications ( chemicals, fire, etc..). The

microchip should be composed of three electrodes

where the materials lay. SensiChips has prototyped its

functionalities and now would like to adapt the chip for

optic micro-spectroscopy with very low dimension

(1.5*1.5 mm)


explained their project idea and the reasons why it is to

be considered innovative. The LightJumps platform and

the services offered to the members of the community

were described and several information about different

EU funding schemes were given, in particular: SME-

Instrument, phase I and phase II; ICT 27-2015: 1 - PIC

technology; call ICT Innovation Actions: a) ICT-KET

integrated platforms for the healthcare and food sectors;

b) Pilot lines for advanced KET products: PICs (Photonic

Integrated Circuits) fabrication on III-V and/or dielectric

based platforms.

A discussion about the opportunities given by LightJumps

as well as on the pertinence of each presented scheme

followed.

results obtained: Sensichips, as registered member of the

LJ community, started receiving newsletters and tailored

communication on available funding opportunities at EU

and regional/national level as well as information on

partners’search. Moreover, Sensichips participated to the

EPVF in Rome and was selected for pitching to investors.

Wishes: Find suitable partners for preparing and

submitting a project proposal on available EU grants.


19 2015 October 27

your cluster:

your name:

JePPIX


name of SME SATRAX B.V.

logo SME

company description SATRAX B.V. is a spin-off company from the University Twente

founded in 2009, located in the Netherlands.

SATRAX is working to introduce revolutionary antenna system

which will provide users in ground transportation, nautical, and

avionics industries with high-speed flexible satellite broadband

communication. SATRAX develops system that meets future

requirements for broadband communications with an ultra-flat

"smart" antenna, capable of maintaining connection with

satellites even at high speeds.

SATRAX also launches its technology in the volume market for

next generation broadband 4G and 5G dynamic antenna arrays.

SATRAX is a dynamically growing SME, during the cooperation

the SME grew from 2 to 5 FTE. SATRAX has also a 5-years

business plan and has attracted financing and is in negotiation

with several investors for financing. SME has competent

engineers, skills in optics, growing skills in photonic integration,

competence in management and business strategies.

business expectations SATRAX is expecting further growth of their experts’ team up to

mentoring report #: 4 // cluster: JePPIX // SME: SATRAX B.V.


20 2015 October 27

10 FTEs. If current product development is successful, extra revenue potential will increase significantly and more experts will be needed to support market demand. The scope of SATRAX is to build R&D&E and qualification expertize in Europe and worldwide, and address volume production.

photo

Dr. ir. P.W.L. van Dijk (CEO)


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others


21 2015 October 27

mentoring process

LightJumps enabled mentoring process that started in February

2014, and since then JePPIX stays in frequent contact with the

SME (monthly). First mentoring was related to educational

issues, and then technical support, application mentoring to

apply integrated photonics in SATRAX products, advisory on

access to photonics technologies, and later support in applying

for EU subsidized funding/projects (e.g. SME H2020 Instrument,

local Dutch projects and ACTPHAST).

Company was successfully granted a mini-project, in which

together with JePPIX develops their innovative idea (ACTPHAST

programme). Results obtained: integrated chips in prototyping

phase, link between business case, new product and technical

requirements was established (all related to exchange of

confidential information).

SATRAX participated in the Master Class for SME Instrument

H2020 organized within the LightJumps project and conducted

together with G2G, organized by JePPIX at TU Eindhoven

(Septemebr 2014), furthermore was offered coaching by G2G (as

next steps for business support). Wishes from SME are related to

follow-up on subsidized support for their product development.

Further, JePPIX offers innovation support and promotion of the

SME in their network, during international trades and shows

(e.g. OFC 2015).


22 2015 October 27

your cluster:

your name:

JePPIX

Meint Smit, Katarzyna Ławniczuk

name of SME VTEC Lasers & Sensor

logo SME

company description VTEC was founded in 2011 and its strategy is to develop and

supply semiconductors laser diodes, modules and sensors. VTEC

has a team with skilled and experienced engineers, an extensive

network for developing and supplying the products, knowledge in

business strategies and marketing. The company is linked VTEC

Engineering, 2M Sensors and 2M Lasers. VTEC offers several

electronic and opto services including: electronic design support,

simulation, hardware prototyping, assembly, testing, laser chip

design, surmounting, bonding and packaging.

business expectations Based on successful photonics-innovative product development, the SME is expecting growth by 10-20 FTEs in 5 years. VTEC is not looking for external investors, rather subsidized funding via regional or EU funds.


cluster


networking


legal advise


further education


mentoring process


networking


mentoring report #: 5 // cluster: JePPIX // SME: VTEC Lasers & Sensor


23 2015 October 27

legal advise


further education


business planning







advertising and PR


others

mentoring process

Mentoring begun in February 2014, and since then JePPIX stays in

a regular contact with the SME (monthly, interview, follow-up

during the photonics-based events).

Thanks to LightJumps, already first mentoring event (February 14)

was focused on public funding advice (national grants, SME

Instrument, ACTPHAST CSA); as a result company was successfully

granted a mini-project, in which together with JePPIX develops

their innovative idea (within ACTPHAST programme). At this stage

confidential information was exchanged related to product

development and specification.

Further, JePPIX performed a follow-up interview with VTEC

(February 2015) related to: 1) barrieris and needs of the SME to

continue with photonic integrated circuits development; 2)

funding and coaching opportunities; 3) company expectations

towards photonics and JePPIX; 4) promotional activities. Such

follwo-up interview was enabled by LightJumps resources and is in

importance to understand SMEs needs.

Additionally VTEC was offered coaching sessions by G2G within

LightJumps. 2 skype meetings have been conducted on the subject

of customer approach for a fiber optic sensing network.


24 2015 October 27

your cluster:

your name:

JePPIX

Kevin Williams, Katarzyna Ławniczuk

name of SME Technobis

logo SME

company description Technobis is a group of companies providing development and

supply of high-tech instruments and modules, the company was

founded in 1996. SME seeks opportunities for contract research,

supply to larger companies, system and application development

through national and international development programs; with a

strategy based on front-end technology development.

Technobis-group companies are involved in several themes: fiber-

optic sensing, turnkey systems, crystallization systems, integrated

photonics and packaging. The group has skilled and business-

experienced team.

business expectations The company is aiming at several market areas related to high-tech solutions, e.g. automotive, aerospace, medical, nuclear and life-sciences; which shall enable company growth. Furthermore Technobis is participating in a number of national and EU projects to boost the innovation development. In particular the company invests in the new photonics field, both at the chip and packaged system levels. Successful photonic ICs implementation might increase the revenue of the company till ~20MEUR and support up to 20 FTEs in the next 5-10 years.

photo

Dario Lo Cascio

mentoring report #: 6 // cluster: JePPIX // SME: Technobis


25 2015 October 27


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process LightJumps enabled mentoring process of Technobis, which

started already in March 2014 and was focused on public funding

advice and opportunities for subsidizing innovative photonics

solutions (e.g. H2020 SME Instrument). Since then JePPIX stays in

frequent, monthly, contact with the company, maintained via

follow-up meetings, interviews, participation in common trades

and conferences. One of the direct results of the mentoring was

successfully granted mini-project, in which Technobis develops

their innovative idea (ACTPHAST programme). At this stage

confidential information was exchanged related to a product

specification.

Further, JePPIX advertises company in various trades and events

(e.g. OFC 2015, JePPIX training, website). Moreover, a show case

based on Technobis generic packaging product for photonic ICs is


26 2015 October 27

promoted and selected for LightJumps.

JePPIX performed a follow-up interview with Technobis (March

2015) related to: 1) barrieris and needs of the SME to continue

with photonic integrated circuits development and packaging; 2)

funding opportunities; 3) company expectations towards JePPIX.

As next cooperation steps: Technobis wishes to stay in

collaboration with JePPIX as a packaging partner.


27 2015 October 27

your cluster:

your name:

JePPIX


name of SME OPNT B.V.

logo SME

company description OPNT B.V. is a spin-off company of VU University Amsterdam, The

Netherlands, in the field of Optical Positioning, Navigation and

Timing, funded in February 2014. The company is looking for

funding, regional and EU subsidies to perform R&D on their

products, closely collaborating with VU University Amsterdam and

being part of the STW funding programme in the Netherlands.

Company has currently 2 FTEs, experts in the time-domain

application field.

OPNT has a product, FDS – frequency distribution system, for GPS-

based solutions and DWDM networks, but also opens up a wide

range of possible applications, including astronomical observations

through aperture synthesis, long-distance atomic clock

comparisons, and even relativistic geodesy using clocks as ‘Einstein

sensors’ of the Earth’s gravitational potential.

business expectations OPNT is actively looking for funding opportunities, mostly focused

on regional and EU subsidies, optional project partner to fund the

project / product development.

mentoring report #: 7 // cluster: JePPIX // SME: OPNT B.V.


28 2015 October 27

photo

Dr. J.C.J. Koelemeij


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

The contact with the company was established in August 2014,

when the SME was invited to participate in the Master Class for

SME Instrument H2020 (event enabled by LightJumps), organized

by JePPIX at TU Eindhoven.

First mentoring meeting was performed in May 2015 and related

to several topics: 1) barrieris and needs of the SME to enter

photonic integration field; 2) technical advisory in the photonics

domains; 3) funding opportunities; 4) company expectations


29 2015 October 27

towards photonics and JePPIX; 5) advantages of photonics in the

next generation products.

The results from the meeting: 1) understanding company position

and resources; 2) technological needs and application field; 3)

introducing funding possibilities (SME Instrument, ACTPHAST

project); 4) introducing G2G for coaching (LightJumps assessment).

No confidential information was exchanged during the meeting,

since so strict technical specification was addressed at this stage.

The company wishes to stay in close contact with JePPIX to follow

up on technological and funding opportunities to finance next

generation of their products.


30 2015 October 27

your cluster:

your name:

JePPIX

Meint Smit, Katarzyna Ławniczuk

name of SME Settels Savenije van Amelsvoort

logo SME

company description Settels Savenije is a group of companies located in the

Netherlands, founded in 1987. The company focus is development

of high tech products and high tech equipment, in particular:

design, manufacture, assemble and test high tech products,

modules, tools and equipment. They also train high tech

professionals and recruit technology professionals for their

clients. Example of products and services: high precision

machinery, high precision mechanics (micron range), innovation

support, micro assembly, micro-connection, micro-laser

processing, motion control, optics, photonics, sensor technology,

trainings. The company annual turnover is between 10 – 50

MEUR, with more than 40 people in R&D department.

business expectations The company cooperates with many industrial partners, and is currently looking into integrated photonics as a promising field for novel applications. The company’s expectations are related to external funding opportunities, collaboration and trying to replace existing products and/or introduce new prototypes with photonics-based solutions within 1-2 years’ time scale.

mentoring report #: 8 // cluster: JePPIX // SME: Settels Savenije van Amelsvoort


31 2015 October 27

photo

Eric Kosters


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

First contact with the company was established in April 2015, and

since then JePPIX regularly (monthly) communicated with SttlS,

which is enabled by LightJumps. The first mentoring event was

focused on introduction to photonics and photonic-based

solutions, public funding advice, e.g. development of the

innovative ideas within the ACTPHAST project, possible

collaboration between the company and JePPIX, networking


32 2015 October 27

within photonics ecosystem.

During the next mentoring event, technical discussion and

advisory, technical feasibility were performed based on the

company ideas (innovative product development), at this stage

company sensititve inforamtion was exchanged. Further TU/e

made a company visit oriented on possible collaboration and

networking.


33 2015 October 27

your cluster:

your name:

Associazione Lazio Connect

name of SME DYERS Srl

logo SME

company description year of founding: January 2009

missions and objectives:

Dyers’s objective is to guarantee a constant technological

innovation in the field of photovoltaic and renewable

energy. The main activities of the company include:

- Research, development, design, construction, marketing

and certification for electronics or optoelectronics systems

with particular regards to innovative materials and

technologies concerning organic and hybrid devices,

production and energy management, and organization

and management of related events

- Certifications, audits, inspections, tests, of systems and

equipment for the above activities.

- Design, calibration of equipment and systems for

measurement, control, monitoring, and services to

guarantee reliability and efficiency for measurement

equipment.

- products developed

SOLAR KIT

Dyers develops and sells a didactic solar kit for realizing an

hybrid solar cell based on DSC technology. With this kit, 6

DSC cells can be realized for didactic purpose or as an

example of organic photovoltaic application. Cells can be

realized by using fruit juices or flowers, emphasizing all

ecological aspect of this technology.

DSSC Materials

Material and process development

mentoring report #: 9 // cluster: Lazio Connect // SME: DYERS Srl


34 2015 October 27

Solar cells

Development of hardware system to characterise solar

cells by using an organic phase technology.

financial indexes (turnover, long and short term debt, etc.)

- 2 MEuro turnover. No debts. Growing trend over the last

three years.




- Three employees to set up the business: General

management, business development and accountant.

business expectations Qualified personnel recruitment: SW and HW developers to improve the HW product

Focus on HW product development according to customers’ needs

Enlarge customer base by promoting the HW product Europe wide.

photo


cluster




mentoring process

actual mentoring topics business planning


35 2015 October 27



advertising and PR


Build industrial partnerships

mentoring process

Dyers is looking for funds to buy hardware as now they have only

one trial prototype.

Dyers needs and industrial partner to duplicate the whole system

and to set-up technology transfer initiatives in order to decide the

best way to do it.

Dyers has participated to the EPVF that has helped to refine

societal business focus and pitch potential industrial and financial

investors. It has also helped to improve communications aspects

towards potential customers

Dyers lacks expertise in financial and accounting management as

the main source of revenues is from EC funded projects. As such,

business revenues from products commercialization and sale is a

weak point that need to be faced.

Associazione Lazio Connect has helped Dyers to participate at the

EPVF in Rome. Dyers was helped in preparing the pitch to

investors and to organize brokerage events to open new business

opportunities. It has also taken part to mentoring and coaching

sessions.


36 2015 October 27

your cluster:

your name:

Lazio Connect in partnership of CNR-IMM Rome

Francesco G.G. Zingales, Vittorio Cannas (LC)

Romolo Marcelli (CNR-IMM Rome)

name of SME GM SPAZIO

logo SME

company description GMSPAZIO started in 2005 to answer the strong demand coming

from ICT and Aerospace Markets, for solutions dedicated to 4Ds

(Space + Time) synthetic scenarios management. Company

operations are dedicated to help customers in complex simulation

scenarios management, and Satellite Remote Sensing sectors,

offering Products, Services, Training and know-how to develop

customized Geographic Information Systems and customers’

tailored applications and services.

Number of employees < 10

Type of employees:

General Manager

Space System Engineer

Military consultant

Senior Software Engineer

Analyst Java

Sales Manager

Technical engineer

business expectations First Expectations: I want the association to help me enlarge my

market to other countries where I had no reach. I am already

present in 10 countries but only in Europe. Europe is in a crisis and

it is not growing, I am looking into India and Japan, and I am going

by myself, but it is ineffective. I have a very good CV of projects

and collaborations, our space situational awareness is a system

mentoring report #: 10 // cluster: Lazio Connect with CNR-IMM Rome // SME: GM SPAZIO


37 2015 October 27

that has been working already for 3 years in the defence industry

at international level, we are small, but a high profile, high

competency kind of organization.

Second Expectation: I want the association to help me find other

companies to partner with to go abroad together. They could

select the best ones, scan their competencies, this would help a

lot. Funnily enough when I get to building these partnerships I

think of myself as small, but I discover that the others are even

smaller than me.

Third Expectation: I want the association to make sure that

research centers do the research and companies do the

companies. Everybody has to do the job that they do best. In

other words, the positive process would be that I talk to a

research center, I define the need, the research center carries out

the research under my supervision. When the job is done they

keep the IPR but I do the Patent, on which we have a profit

sharing agreement. Then I go out and sell the patented product to

the market. Instead, today what happens is that I tell the research

centers what to do, we do the research together and then they go

out, do the patent on their own and create a spin-off, where the

resources (PhD students) are paid with public money and try to

sell the product on their own, and they systematically (9 times out

of 10) fail.

photo


cluster


networking



38 2015 October 27

legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

Associazione Lazio Connect has conducted the mentoring process

following these steps:

1) Creation of a database of photonic actors (enterprises and

research centre labs).

2) Short phone interview with actors to investigate their interest

into a mentoring process for business ideas.

3) Creation of a short list of actors willing to participate in the

mentoring process.

4) Physical interview with each single actor with the presence of

two mentors and mentee

5) Elaboration of a mentoring report

6) Organisation of a customised Business Acceleration Program

GMSPAZIO is a SME dedicated to help customers in complex


39 2015 October 27

simulation scenarios management, and Satellite Remote Sensing

sectors, offering Products, Services, Training and know-how to

develop customized Geographic Information Systems and

customers’ tailored applications and services. He has developed a

solution supporting Space Situational Awareness (GOST) to assist

end users analyzing collision avoidance risks managing satellite

mission.

GMSPAZIO has expressed the following needs:

Enlarge current enterprise market to other countries

where GMSPAZIO has no reach

Find other companies to collaborate with and to go

abroad together.

Establish partnership with research organizations to set

up technology transfer activities

Enter into European call for proposal consortia

Improve business network

Increase in overall turnover

The Mentor has proposed some solutions:

Organize intensive sessions with experts (high grade

students, advisors) from recognized business

management schools to draw a path towards market

success

Organize events in which business needs from demand

and supply actors are exchanged;

Organize match-making and networking events at national

and international level (fairs, B2B events, etc)

Facilitate partnerships with European stakeholder to

access European grants though specialized brokers

GMSPAZIO is interested in accessing the Lightjumps Business

acceleration Programme. Associazione Lazio Connect has helped

GMSPAZIO to apply to the EPVF in Rome. GMSPAZIO was helped

in getting in touch with Lightjumps partners to open new business

opportunities. It has also taken part to mentoring sessions.


40 2015 October 27

your cluster:

your name:




name of SME Nooel

logo SME

company description The University "Roma Tre", established in 1992, has developed

with NooEL (Nonlinear optics and optoelectronics Laboratory) a

strong commitment in Optoelectronics and Photonics, carrying

out advanced research in several areas of nonlinear optics,

nanophotonics and near infrared detection.


Type of employees:

Electronic Engineer

Physicist

Technical engineer

Researchers

Technicians

business expectations First Expectation (as a research center): we would like to have at

least an idea that reaches commercialization in the next 3 years.

Second Expectation (for the project): It would be enough to get

100 KEuro to go to the next step in the industrialization process.

mentoring report #: 11 // cluster: Lazio Connect with of CNR-IMM Rome // SME: Nooel


41 2015 October 27

photo


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

Associazione Lazio Connect has conducted the mentoring process

following these steps:

1) Creation of a database of photonic actors (enterprises and

research centre labs).

2) Short phone interview with actors to investigate their interest

into a mentoring process for business ideas.


42 2015 October 27

3) Creation of a short list of actors willing to participate in the

mentoring process.

4) Physical interview with each single actor with the presence of

two mentors and mentee

5) Elaboration of a mentoring report

6) Organisation of a customised Business Acceleration Program

NOEEL has expressed the following needs:

Have at least an idea that reaches commercialization in

the next 3 years.

Get 100 KEuro to go to the next step in the

industrialization process.

Increase the occasions of encounter with companies.

Enter into European call for proposal consortia

Improve business network and turnover

The Mentor has proposed some solutions:

Organize intensive sessions with experts (high grade

students, advisors) from recognized business

management schools to draw a path towards market

success

Organize events in which business needs from demand

and supply actors are exchanged;

Organize match-making and networking events at

national and international level (fairs, B2B events, etc)

Facilitate partnerships with European stakeholder to

access European grants though specialized brokers

NOOEL is interested in accessing the Lightjumps Business

acceleration Programme.

Associazione Lazio Connect has helped Nooel to apply to the

EPVF in Rome. Nooel was helped in getting in touch with

Lightjumps partners to open new business opportunities. It has

also taken part to mentoring sessions.


43 2015 October 27

your cluster:

your name:




name of SME OLAB

logo SME

company description OLAB is the research group at the Department of Electronics

Engineering of the University of Rome "Tor Vergata" working of

the design, simulation, fabrication and characterization of active

optoelectronic and nanoelectronic devices. Established in 1994,

the research group has five staff members, a CNR researcher, two

technicians and several postdocs and PhD students.

OLAB is involved in the development of an Open Source code for

the multiscale simulation of nanoelectronics devices.

TiberCAD is the name of the tool and has been recently applied to

the simulation of electrical injection in Polariton Laser - a new

Laser structure based on the Bose-Einstein condensation of

Polaritons. TiberCAD together with conventional device

simulations tools is actively used to the simulation and

optimization of High Electron Mobility Transistors based on

Gallium Nitride.

Molecular Electronics is also one of the leading activities of OLAB.

A first-principle transport simulator, gDFTB, has been developed

and applied to several molecular devices such as Carbon

Nanotubes and small molecules between contacs.

mentoring report #: 12 // cluster: Lazio Connect with of CNR-IMM Rome // SME: OLAB


44 2015 October 27

Experimental activities mainly focus on the realization of active

optoelectronic devices and nanoelectronic devices. Solar cell are

realized by using both small molecules, polymers and Dyes.

A 100 sqm clean room has been constructed and two labs are

devoted to the characterization of devices. Carbon nanotube

based vacuum tubes are realized by using an interdepartmental

consortium named MINAS. In vacuum tubes, CNTs are used as cold

cathodes while grids and anodes are realized by using

micromachining techniques.


Type of employees:

General Manager

Electronic Engineer

Physicist

Technical engineer

Researchers

Laboratory technicians

business expectations First Expectations:

Input expected for additional business and employment

stabilization, thanks to brokerage managed by the association for

markets related to nano-technologies not yet considered. Opto-

electronic applications are envisaged.

Second Expectation:

Help is needed for scanning technical competencies

complementary to the presently developed skills. This will help for

both direct business and forming teams useful for European

projects.

Third Expectation:

Possibility to establish a direct link with big enterprises to share

costs and guidelines for PhD programs finalized to improve

photonics background in topics interesting for advanced photonic


45 2015 October 27

applications, even including Space opportunities.

photo


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

CNR-IMM Roma has conducted the mentoring process following

these steps:

1) Filtering local photonic or potentially photonic actors from the

database written in agreement with Lazio Connect, with focus on

SMEs and SPIN OFF and specific reference with possible outputs in

the Aerospace Sector.


46 2015 October 27

2) Analysis of the data taken from the web site and past

participation to research projects of the Unit (SME or SPIN-OFF) to

be interviewed.

3) Short phone interview with selected Units to investigate their

interest into a mentoring process for business ideas.

4) Mentoring report

5) Fixed appointment to customize an Acceleration Program,

depending on the requirements, on regular (bi-monthly) basis.

OLAB, after discussing with us, declared to be interested in some

help for:

Individuation of business cases on photonics, on the base

of the current skills, to focus the next steps of the R&D

activity

Contacting SMEs for joint projects at regional level on

Smart Specialization Strategy and at European level for

H2020 initiatives

Entering the Space Photonics sector thanks to national

initiatives like SPIN-IT

Solutions have been proposed by mentoring, including:

Participation to workshops for advertising the present

activities, like those managed by Lazio Connect and

Photonics 21 (especially the sensor topic group)

Organize visits of the SPIN-OFF reality, inviting industrial

commitment

Invite institutional actors to promote joint R&D activities

(ASI, SPIN-IT, CNR and ENEA)

OLAB is interested in accessing the Lightjumps Business

acceleration Programme.

Associazione Lazio Connect has helped OLAB to apply to the EPVF

in Rome. OLAB was helped in getting in touch with Lightjumps

partners to open new business opportunities. It has also taken part

to mentoring sessions.


47 2015 October 27

your cluster:

your name:

Associazione Lazio Connect

name of SME Tiberlab srl

logo SME

company description year of founding: December 2008


To develop up-to-date innovative software solutions to

design and to simulate electronic and optoelectronic

devices. Tiberlab core business is the realization of a

software platform, where design, modeling and numerical

simulation of nanostructured devices can be performed in

an integrated multiscale environment. TiberCAD

multiscale simulation tool is capable of simulating a device

at different scales, using different physical models and

connecting them in a self-consistent way.

products developed:

tiberCAD - multiscale simulation

tiberCAD is a software tool for numerical simulation in the

field of electronic and optoelectronic devices. It allows to

model and design innovative and nanostructured devices,

such as III/V LEDs, nanowire FETs, Dye Solar Cells (DSCs).

Both Atomistic and Continuous FEM-based models are

available.

tiberWEB

tiberWEB is a computation-on-demand service. The users

interact with the tools through java interfaces and the

simulations run on tiberWEB hardware. The simulation

results can be analyzed with the integrated graphical

utility on the web site or they can be downloaded on the

mentoring report #: 13 // cluster: Lazio Connect // SME: tiberlab


48 2015 October 27

users pc. Only a Java VM is required to access the

simulation tools.

financial indexes (turnover, long and short term debt, etc.)

Turnover 2014: 140 k€ coming from financed projects (100

k€) and software licenses (40 k€). Constant trend from

2011 to 2014. No debts.




Three employees: 1 General Manager, 1 ICT

Manager, 1 Customer relationship manager

9 Partners: Researchers, Ph.D. students,

Professors

Sales are done on the web

Looking for qualified personnel for SW

development.

Looking for professional investors and/or regional

funds to finance R&D activities and continuous

formation of qualified personnel.

Looking for collaborations and partners for

technology transfer initiatives

It is planned to participate to Italian Corporate

Venture Forum on 10th November 2015 in Turin

(Italy)

business expectations Aiming at participating to EU projects

Looking for academic and business customers thanks to the attendance to different brokerage events and Venture Forums

photo


49 2015 October 27


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process


frequency and venue

confidentiality

achievements so far and how to build on them

how they will record progress and issues/targets for


50 2015 October 27

further development

realistic expectations

what they actually did during the mentoring

results obtained

next steps foreseen

wishes

frequency and venue for follow up meetings

others

Two mentoring sessions, before and after the EPFV. Tiberlab has

had the opportunity to pitch investors at EPVF for the first time by

focussing on Tiberlab business potential and on the market

expectations. EPVF has given the opportunity to meet other

industrial stakeholders and strenghten some business

relationships.

The mentoring process highlighted pros and cons of business

expectations. Some of them where faced during the coaching

session that has given them the opportunity to deepen the options

to get private and/or public fundings (i.e. SME Instrument phase I

and II) and how to succed in getting them.

Tiberlab has expressed the wish to be part of a enterprise network

to boost networking meetings and provide tuning and mach-

making between demand and supply actors. Associazione Lazio

Connect acts as an important broker to help photonic SMEs to

meet large players and facilitate the brokerage process.

Associazione Lazio Connect has helped Tiberlab to participate at

the EPVF in Rome. Tiberlab was helped in preparing the pitch to

investors and to organise brokerage events to open new business

opportunities. It has also taken part to mentoring and coaching

sessions.


51 2015 October 27

your cluster:

your name:

Organic Electronics Saxony

Dominik Gronarz

name of SME CreaPhys

logo SME


missions and objectives: CreaPhys was founded in 1999 as

a spinoff from Technische Universität Dresden. The core

expertise lies in the field of organic electronics and

materials and since many years it has been providing

solutions in the field of material purification and organic

thin film deposition. Around the turn of the millennium

large semiconductor companies like Intel and Infineon

moved into the area, which has earned the region the

name of “Silicon Saxony” hinting at the famous Silicon

Valley. Over the past years, an additional focus has

evolved in the field organic electronics. A large number of

internationally renowned companies and institutes like

Novaled, Heliatek, Plastic Logic, Ledon, IAPP and many

more operate from Dresden making it the center of

gravity for organic electronics in Germany, if not in

Europe. All companies and institution depend on the

materials of CreaPhys.

products developed: CreaPhys provides solutions for R&D

and production purposes for its customers worldwide.

The company’s focus lies on solutions for the organic

electronics research and industry. Activities include the

Market, competences and skills: Organic electronics are providing a range of new opportunities for various applications. The new technology bears possesses the

mentoring report #: 14 // cluster: Organic Electronics Saxony // SME: CreaPhys


52 2015 October 27

potential to improve existing products in numerous aspects and over the full spectrum of product characteristics. Among them are power efficiency, size and weight, design, and – eventually – product cost, to name only a few. Additionally, the novel devices will allow for completely new product features, like flexible displays or transparent light sources, which can, e.g. be integrated in windowpanes. Among customers rank leading multinational chemical and electronics companies as well as many of the prime research institutions in the field. References

business expectations e.g. estimate growth in the next 3 years business expansion in the Asian market

photo

Ultra-high purity materials – A key to efficient organic electronic devices.


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning




http://www.creaphys.com/References


53 2015 October 27




advertising and PR


others

mentoring process

frequency and venue: Mentoring process started in

January 2014. Where can be the future market. Questions

about business with Asian market or the establishment of

a branch.

achievements so far and how to build on them:

- Networking with representative Office in Asia, maps and

management system

- Support cluster initiative for internationalization

- Contact with member of Asian chamber

how they will record progress and issues/targets for

further development: Business relations with Asia up or

expand. By subject-specific Asian-Events to learn more

about the customs regulations.

monthly meetings

results obtained: New knowledge gained by

”Internationalisierung von Clustern”, opportunities for a

further development of business relation with Asia.

next steps foreseen: go together to Asia

wishes: trusting contacts.

Common booth at LOPE-C, the international Exhibition

and Conference for the Printed Electronics—the success

story: Technology and business come together


54 2015 October 27

your cluster:

your name:


Jitka Barm

name of SME Contronix GmbH

logo SME


missions and objectives: Founded in 2003, Contronix

GmbH develops application-specific electronic assemblies

for a wide range of customers. Apart from the focus on

using sophisticated components with particularly compact

form factors, Contronix also prioritizes on strongly

mechanics-integrated electronics development, made

possible through the use of modern EDA development

software coupled with a true-to-dimension library of all

electronic components. The boards fit in the housing – at

the first attempt. EMC-compliant board layout is a matter

of course, as is seamless manufacturing transition and

supervision. Contronix serves customers in traditional

industry and universities, but also develops electronic

assemblies for innovative start-ups. Target quantities

range from individual prototypes to mass-production

suitable, cost-optimized products.

photo


cluster


networking


mentoring report #: 15 // cluster: Organic Electronics Saxony // SME: Contronix


55 2015 October 27

legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process Flanking LightJumps measures include mentoring, special training,

feedback with subsequent coaching and an internal workshop that

is designed to show specific paths to generate new ideas. In a

periodic contact results and further steps are discussed.

Light Jumps helped in the coaching process.

Within LightJumps the following mentor activities has been

conducted for Identification of fit with theme and H2020 SME

objective:

Horizon2020 SME Masterclass

Individual coaching with Expert Uffe Bungard;

gate2growth

Project business objective relevant for H2020 SME

Workplan relevant for both Phase 1 & subsequently

Phase 2


56 2015 October 27

Team seem competent and relevant

Theme selection and detailed presentation of H2020

SME allocation requirement

Application guideline discussed and advice provided

for application writing.

What will be achieved through

the H2020 funding

The Phase 1 grant is sought to

conduct a detailed survey for

the target markets and to clarify

remaining construction details.

Subsequently an application for

Phase 2 funding will be

submitted with the aim to

launch production and to be the

first to offer a commercial

photo bio reactor for algae

screening.

Presentation at LOPE-C


57 2015 October 27

your cluster:

your name:


Jitka Barm

name of SME Sim4Tec GmbH

logo SME

company description year of founding: sim4tec was founded in January 2007

and is a spin-off from the

Institute of Applied Photophysics (Prof. Dr. Karl Leo) and

University of Technology Dresden.

missions and objectives: sim4tec is an innovative company

focusing on organic material analysis and scientific

software in the field of organic electronics. The customers

are the industry experts doing complex designs of OLEDs

for Displays and Lighting.

The organic material analysis portfolio serves all engineers

with the need of a complete electrical characterization of

any organic material in research, device design and

material quality control.

embedded in the network of the Dresden Organic Valley

as member of Organic Electronics Saxony e.V., where

major German organic electronic companies and institutes

are located.

business expectations New version 4.5.0 of its OLED simulation and organic material characterization software SimOLED®.

Product/technology/innovation objective:

To automatically perform all physical measurements of

the material test samples and determine the required

material parameters in minutes, this will enable the

organic electronics industry to analyze and control organic

materials along the entire value chain.

mentoring report #: 16 // cluster: Organic Electronics Saxony // SME: Sim4Tec

http://www.iapp.de/

http://www.tu-dresden.de/

http://www.oes-net.de/en/home.html


58 2015 October 27

Solution The "Organic Material Analyzer - OMA" enables both researcher

and industries to determine the electrical parameters of any

organic material. The OMA instrument is capable to analyze

material parameters like HOMO, LUMO, mobilities and traps

(material impurities) in minutes.

Customers Industrial companies active in the organic electronic industry

business segment.

photo

Can be combined for fully coupled simulations with SimOLED

PLUS.


cluster


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further education


mentoring process


networking


legal advise


further education

http://www.sim4tec.com/Products/-PLUS.html

http://www.sim4tec.com/Products/-PLUS.html


59 2015 October 27


business planning







advertising and PR


others

mentoring process

Light Jumps helped in the coaching process.


conducted for Identification of fit with theme and H2020 SME

objective:

Individual coaching with Expert Uffe Bungard;

gate2growth

Project business objective relevant for H2020 SME

Workplan relevant for both Phase 1 & subsequently

Phase 2


60 2015 October 27

your cluster:

your name:

OES in cooperation with Fraunhofer FEP

Christian May

name of SME siOPTICA GmbH

logo SME

All information are strictly confidential. All information are strictly confidential.

your cluster:

your name:

OES in cooperation with Fraunhofer FEP

Christian May

name of SME digades GmbH

logo SME

All information are strictly confidential. All information are strictly confidential.

mentoring report #: 17 // cluster: OES in cooperation with Fraunhofer FEP // SME: siOPTICA

mentoring report #: 18 // cluster: OES in cooperation with Fraunhofer FEP // SME: digades

http://sioptica.com/web

http://www.digades.de/de


61 2015 October 27

your cluster:

your name:

Pôle OPTITEC

Anouk Rizzo

name of SME PROLEXIA

logo SME

company description year of founding : 1994

head quarter : La Seyne sur Mer

Created in 1994, PROLEXIA company offers Mission

Management and Planning Solutions for Autonomous

Systems (UGV, USV, UAV, AUV), Serious Games for

training and simulation, Virtual Reality and Augmented

Reality applications for decision support and driving

assistance, as well as dronisation systems and embedded

control of robots.

PROLEXIA also offers USV and UGV systems developed in

collaboration with TECDRON company. These vehicles

can be customized to meet specific needs: site

surveillance, SAR, flood and fire management.

www.prolexia.fr

business expectations Prolexia exists since 20 years, after their experiences here they are now projecting to develop themselves at the international level.


networking


legal advise


further education


Innovation and R&D

mentoring process


mentoring report #: 19 // cluster: Pole OPTITEC // SME: PROLEXIA


62 2015 October 27

networking


legal advise


further education


business planning







advertising and PR


others (help to transfer of technology)

mentoring process

The accompanying with Prolexia is a closed collaboration which has

several aspects. The company particpates to sevrela collective

journey in order to develop their network and meets other

partners. They went to 4 technology journeys between september

2014 and september 2015 and they took part to Business journey

including BtoB meetings with ordering persons. Prolexia also went

to 2 events : Salon du Bourget 2015 and the Fair of Security.

In other hand, they receiving an individualised coaching in English

to increase their level of presentation in order to develop

international porspectiond and to touch new markets.

Since january of 2015, Optitec meets Prolexia about 1 time per

month to keep on increasing the collaboration and to accompany

them for innovation transfer. This kind of support for members

confirms that the goals of LightJumps project are very essential, in

fact develop workshops and coaching for SMEs can really increase

the presence of them in photonics area. More the project helped

the Optitec team to have exchanges of ides for devolping our

support for members and how to promote the members as our

services.


63 2015 October 27

your cluster:

your name:

Pôle OPTITEC

Anouk Rizzo

name of SME OPTIS

logo SME


head quarter : Toulon

Optis are a world-leading advanced optical simulation and

visualization company in virtual reality. Optis’ solutions

enable specialists in design, engineering and ergonomics to

analyze, optimize, test and validate the appearance,

lighting performance and legal compliance of your

innovation while increasing design productivity.

Optis solutions take into account measured physical

properties and human vision to generate hyper-realistic

and scientifically accurate visualizations.

Markets : automotive, aerospace, electronics, defense,

architecture and lighting manufacturers

www.optis-world.com

business expectations e.g. estimate growth in the next 3 years Optis aims to win new market and to develop new technologies for their business

photo

mentoring report #: 20 // cluster: Pole OPTITEC // SME: OPTIS

http://www.optis-world.com/


64 2015 October 27

Demonstration during Salon du Bourget


cluster


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mentoring process


networking


legal advise


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mentoring process The mentoring done by Optitec for this company is actually mainly


65 2015 October 27

an accompanying orientated for business development and

networking. In fact, Optis participated to several events like Salon

du Bourget in 2015 where they presented their productions. They

realised a demonstration of their augmented reality software and

they can exchange ideas and advices. Optis also participate with

OPTITEC to collective journey for networking and develop their

business as to find new partners or speak about new field of areas

and new market or new projects.

Finally, the company also interrogated Optitec about funding

advice.The key value for Optitec with Optis is the business

development and support for networking by developing the

network and maintaining exchanges and discussions. Here,

LightJumps helped Optitec in developing our internal

communication in order to promote our members at international

level with good practices. With all the coaching realized we can

learn new way of support SME and our members in general to

develop business, notoriety and other topics. And now as with

LightJumps we learnt about how to get fundings with expert

apport and his coaching realized about how to present itself, we

can be more efficient to help for fundings topics.


66 2015 October 27

your cluster:

your name:

Pôle OPTITEC

Anouk Rizzo

name of SME CROSSLUX

logo SME


headquarter : Rousset

Market : Self-construmption in the construction industry

Crosslux develops, manufactures and sells the Energlass®

semitransparent photovoltaic glazing for the office building

market. With the glazing, Crosslux offers a complete

building integration solution, including design-time

simulation and visualisation tools, cabling and current

conversion systems, as well as post-installation

management and maintenance software.

http://www.crosslux.eu

business expectations Crosslux plans to develop the company at international level, they are searching for different strategies. Thanks to this project and the funds that they hope to obtain, they are also planning to increase the company by creating about 40 employees for 2017 (APRF Energlass source)


cluster


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mentoring report #: 21 // cluster: Pole OPTITEC // SME: CROSSLUX

http://www.crosslux.eu/


67 2015 October 27

further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

Optitec Cluster is accompanying Crosslux for fundings problematic

in particular to PACA INVESTMENT disposal. The main goals is to

finalise PSPC expert assessment for the strucring collaborative

project in R&D. This action could lead to leverage effect. In this

support, Crosslux benefiate from follow up accompanying

(meetings, advise, help for structuring speeches and prensentation

as for financial aspect). In this process, LightJumps help Optitec

team to develop internal communication, as if LightJumps didn’t

required some success stories, the team in charge of animating the

members would just have told us about this kind of support (for

regional fundings) before it’s finished and totally accomplished.


68 2015 October 27

your cluster:

your name:

Pôle OPTITEC

Anouk Rizzo

name of SME XT-VISION

logo SME


head quarter: Marseille

XT-VISION designs and manufactures vision systems in

order to realize contactless quality inspection by cameras

in industrial processes.

They have two types of activities: specific vision machines

for every kind of requirements in all markets. Furthermore,

we provide standard vision machines for packaging

industries like 360° decoration inspection on cylindrical

packaging.

www.xt-vision.com

business expectations They obtained funds recently and they are using it to consolidate the existent and the structure. The objectives are so to develop the commercial part, improve their equipments and to develop R&D strategy. Now they are looking to develop new software and to increase their stock of equipments. The goal is to explore new development trails.


cluster


networking


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mentoring report #: 22 // cluster: Pole OPTITEC // SME: XT-VISION

http://www.xt-vision.com/


69 2015 October 27

mentoring process


networking


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further education


business planning







advertising and PR


others

mentoring process Actually, OPTITEC IS supporting XT-Vision about economic and

strategic project. They need advices and support for making a

robust business plan in order to present it in front of potential

investors and partners. It’s an individualised support and very

follow-up by OPTITEC. It consists in meetings, regular phonecalls

and a support with an external expert accredited by the cluster for

the consolidation of their business plan.

The next step foreseen is an individualised coaching about

fundings thanks to a regional disposal to learn how to present itself

and convince investors. LightJumps helped to develop internal

communication to have more information to put in relief about our

services and our knowledge, as we can make different types of

coaching. We also learned from other partners as Gate2Growth of

improving the way of making a good presentation and we

beneficiate from expert knowledge.


70 2015 October 27

your cluster:

your name:

Pôle OPTITEC

Anouk Rizzo

name of SME SYNAPSYS

logo SME


head quarter : Marseille

Synapsys develops and manufactures non intrusive

Medical Devices for diagnosis and treatment of balance

disorders. Innovator in the inner ear and vestibular fields,

Synapsys uses computer vision and signal processing core

skills to bring to the market unique efficient clinical

solutions.

Since 20 years Synapsys has developed strong partnerships

to distribute its products and services worldwide.

www.synapsys.fr

business expectations Synapsys is searching to reinforce its model economically and internally speaking. Their principal goal is to structure the company in intern in particular in their commercial department, to have a good management model.


cluster


networking


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mentoring report #: 23 // cluster: Pole OPTITEC // SME: SYNAPSYS

http://www.synapsys.fr/


71 2015 October 27

mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process In 2014, they were accompanied by OPTITEC on 4.5 thematic

journeys. It was about 2 main topics. The first was about the

consolidation of the commercial area in the east, developing the

business, networking topics speaking with other professional and

how to proceed. The second was a “quality topic” that is to say: to

teach good practices, to implement better tools for project

management and to teach employees how to use them etc…

For the 2nd semester of 2015 a second phase of support may be

developed with Synapsis for HR topics the theme is for coaching,

how to put in priority order the topics in the company and learn to

delegate for a manager people. For the moment, nothing is

officially acted but they are in discussion.

The support done with OPTITEC is concerning mainly organisation

and internal questions. It consists on advice, individualised

appointments, intervention of an external expert accredited by the

cluster for this topic… LightJumps helped to develop internal

communication to have more information to put in relief about our

services and our knowledge, here we can see how journeys of

workshops pushed ideas and so we will communicate more about

that.


72 2015 October 27

your cluster:

your name:

Politecnico di Milano

Barbara Previtali

name of SME ML Engraving Srl

Reference person: Erilio Lodetti

logo SME



ML Engraving starts up in 2005 with a clear intent: to

improve the laser technology. At the very beginning the

production concerned superficial markings of codes and

writings. Since then ML Engraving has become the leader

in the laser photo-engraving process and has developed

the production in 3 different divisions that correspond to

specific requests from the Customers.

The heart and soul of ML Engraving is the D.R.E.® - Design

Rendering Engineering, the revolutionary production

system developed by our R&D Dept. By means of D.R.E.®

ML Engraving has made a huge step forward in laser

engraving. Today, only ML Engraving is able to engrave 3D

textures on moulds with the laser photo-engraving

technology.

In 2011 the increasing requests on the Italian market have

determined the opening of a production branch in Ancona

(Marche). The new partner of ML Engraving is Ranco srl,

which has been equipped with a 5 axes CNC machine for

the Just in Time division.

products developed:

ML Engraving provides integrated laser engraing services.

This means the company is involved both in design and

production stages. Within years, ML Engraving has

developed D.R.E® - Design Rendering Engineering, a digital

mentoring report #: 24 // cluster: Politecnico die Milano // SME: ML Engraving Srl


73 2015 October 27

process that joins together the creative area along with

the technical and productive areas. ML Engraving has also

developed Raptor CAD/CAM software for use in laser

engraving machines.

business expectations e.g. estimate growth in in the next 3 years: we are reweaving our bp after the h2020 project. Before to win h2020 we planned to double the turnover in the next 3 years

photo

Some of the products realized by ML Engraving using laser

engraving technology.


cluster


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74 2015 October 27


further education


business planning







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others

mentoring process

The first mentoring activity was carried out at the premises of ML

Engraving in Onore (BG) – Italy with Mr. Andra Lodetti, CEO and

Mr. Ersilio Lodetti, CFO of the company. The main discussion topic

was on the development of a robotic laser surface texturing

system both regarding technological and economical aspects for

rendering the application a reality. After the first meeting follow

up was carried out through phone calls and email.

Potential market:

The developed system would find use in different sectors that

employ dies for the manufacturing of goods. Consumer products

made of plastics such as water bottles, tyres and car interiors are

produced with plastic injection moulding processes. The moulds

used in these processes constitute the key application field. The

production of these goods and mould making is spread over the

world. Hence the developed technology is appealing to a very large

market.

LightJumps impact:

Initially the mentoring activities were carried out in the phase of

project writing within H2020 SME tool for phase 2. Both technical

aspects and business model were discussed and elaborated with

PoliMi. ML Engraving along with DS4 have been evaluated eligible

for phase 2, hence the mentoring activities were further

concentrated on business expansion and internationalization.ML

Engraving received also mentoring from Gate2Growth during the

project.


75 2015 October 27

your cluster: your name:


Barbara Previtali

name of SME Prodev Srl

Reference person: Massimo Gherbin

logo SME


missions and objectives: Prodev Srl was founded in 2009 for supporting companies in the usage and developments of designing instruments such as CAD 3D e PDM/PLM. Moreover, it offers outsourcing services and software developments. During years, Prodev develop a complete expertise in design and realize new processes and products, following the customers’ requests, integrating different solutions and technologies. Prodev continuously research new competencies, increase its service quality to better fulfil the market requirements.

products developed: Prodev provides services in software and hardware for specific project applications. In particular, the company operates in design, structural calculation and production phases, integrating the solutions required by the client. The company so far has served to manufacturing, construction and energy sectors within the developed projects. Expertise in different markets by developing multi-annual cooperation projects, - ERS Motors KERS for Formula 1 (design and development alongside with involvement in all phases from design to implementation and testing of prototypes to commissionino - Systems for the generation and distribution of compressed air - Development of projects of subcontracting components in radiology (X-ray) - Development of plans for the management of safety in the railway sector (robotic cells for control by ultrasound) - Software development in the field of industrial

mentoring report #: 25 // cluster: Politecnico die Milano // SME:Prodev Srl


76 2015 October 27

sterilization (autoclaves for the pharmaceutical industry) - Automation software for designing tires

business expectations Enlarging the current market in manufacturing sector. By the

development of the research project the company expects

enlarging their operations to an international scheme.

photo

An example of cutting of the ceramic tiles


business development networking consultancy in the internationalization process legal advise public funding advise further education common communication

mentoring process

actual mentoring topics business development networking consultancy in the internationalization process legal advise public funding advise further education common communication business planning project and change management suppliers / outsourcing customer relationships innovation and New Product Introductions (NPI)


77 2015 October 27

environmental Issues human Resource / Recruitment advertising and PR marketing Strategies others

mentoring process

The first mentoring activity was carried out at the Politecnico di Milano, Milan, Italy. The contact person is Massimo Gherbin. The discussion topic was a laser cutting system for ceramics industry. In particular, the company sees a great potential in the market, since this technology would reduce costs and environmental impact drastically. The major producers in Europe, North and South America would benefit highly from this technology. The company has done preliminary analysis on the technology capabilities and has defined main drawbacks. For further development, the company needs funding. After the first meeting follow up was carried out through phone calls, email and occasional meetings at the Politecnico di Milano. The company applied to pitch at the EPVF, however was not selected. Potential market: The produced system would find applications in most of the supplier of the buildings sector. The enterprises that produce ceramic tiles and slabs will have a more green and efficient process that ensures more sustainability, flexibility and less fixed cost. Europe, North America and Asia are the target markets for this process.

LightJumps impact: Prodev has received technical advisory from PoliMi at the initial phase of the mentoring activities. It was observed that further analysis required the exploration of funding possibilities. Prodev has applied to the first EPVF for pitching, but was not found to be eligible at the time of application. Further mentoring activities were provided by Gate2Growth during the project.


78 2015 October 27

your cluster:

your name:


Barbara Previtali

name of SME Laserpoint

Reference person: Sergio Pellegrino

logo SME


missions and objectives: LaserPoint was founded in 1987

as a company for the distribution of photonic and

optoelectronic devices and components. LaserPoint

distributes leading companies and offers the best products

available on the market. LaserPoint customers are high-

tech companies, most of the scientific institutes of the

country, OEM integrators, medical

companies.Furthermore, LaserPoint manufactures laser

measurement systems, based on innovative concepts and

technologies, as well as provider of custom laser solutions

for marking and manufacturing.

products developed: Laserpoint offers laser

micromachining and marking solutions at various levels,

from components to subassemblies ready for OEM

integration, to Class I solutions.

Laserpoint produces systems for laser power and energy

measurement, based on thermopile technology;

Laserpoint holds several important patents on the topic.

Custom Laser solutions for manufacturing and marking.

Microdrilling, microcutting, microwelding of metals,

semiconductors, dielectrics, glass, plastic materials.

mentoring report #: 26 // cluster: Politecnico die Milano // SME:Laserpoint


79 2015 October 27

business expectations e.g. estimate growth in the next 3 years CAGR: 7 to 10%

photo

Examples of produts provided by Laserpoint.


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80 2015 October 27


advertising and PR


others

mentoring process

The first mentoring activity was carried out at the premises of

Laserpoint in Vimodrone (MI) Italy. The contact person is Sergio

Pellegrino, Marketing and Sales Director of the company. Two

main discussion topics regarding a precision laser processing

system and a non-contact pressure sensor were developed

throughout the process. After the first meeting follow up was

carried out through phone calls, email and occasional meetings at

the Politecnico di Milano. The company also participated to EPVF

to pitch with their non-contact pressure sensor application.

Figure 1. A prototype precision cutting system assembly.

Potential market:

The produced system would find applications is precision

component manufacturers from biomedical field, watchmaking,

electronics and power systems. Europe, North America and Asia

are the principal markets, where such systems can be

implemented, where the mentioned sectors operate largely.


81 2015 October 27

LightJumps Impact:

LaserPoint has been actively involved in LightJumps activities. At

the initial stage the technical feasibility of the present project was

evaluated with PoliMi. The potential markets were also analysed.

LaserPoint have applied to pitch at the firs EPVF in Rome, where

they were found to be eligible for presenting their idea. At this

point LaserPoint has decided to present another topic related to

optical sensors for automotive and manufacturing industries. Due

to intellectual property issues the company prefers to not disclose

the details of the application. Further mentoring activities were

provided by Gate2Growth during the project. Moreover Sergio

Pellegrino participated to the European Potential in Photonics

session of Alta Brillanza as a speaker with a presentation entitled

“European Photonics Venture Forum 2015: Laserpoint experience

testimony”. This was an efficient way of sharing LightJumps

objectives and showcasing the achievements to a larger audience

of high power lasers manufacturers, integrators and users.

LaserPoint achievements were further divulgated with a showcase

entitled “From sensors to laser machining centres – LaserPoint

covers photonics all around” was prepared.


82 2015 October 27

your cluster:

your name:


Barbara Previtali

name of SME Kastech di Paolo Castelli

P.IVA. 11156650019

Reference person: Paolo Castelli

logo SME


missions and objectives: Technical Services, Laser process

development and implementation

products developed: drilled ampoules, glass tube cutting,

laser milled microfluidic circuitries

financial indexes: Estimated annual turnover: 60 K

No Debt

occupational indexes: 1 Employee

High competence in the micromachining files. The owner

was one the pioneer in the micromachining field in middle

90s using Excimer and copper vapour laser.

The market analysis shows a strong potential in glass

application of the laser technology. Due to the fact that

only suitable traditional technology (grinding and

polishing) is strongly limited in shape and applications.

business expectations Enlarging the current laser micromachining market to the sectors

that are in need of high precision glass cutting such as electronics,

photovoltaics and consumer good. From this point of view, the

company responds to the “Laser machining for display technology”

Business Case provided by PoliMi.

mentoring report #: 27 // cluster: Politecnico die Milano // SME: Kastech die Paolo Castelli


83 2015 October 27

photo

An example of laser cutting of glass.


cluster


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networking


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mentoring process The first mentoring activity was carried out at the Politecnico di


84 2015 October 27

Milano, Milan, Italy. The contact person is Paolo Castelli. The

discussion topic was a laser microprocessing system for glasses

used in biomedical field lab on chip devices, electronics displays,

consumer goods and possibly in photovoltaics. There has been a

great increase in the production of displays with laser technology

in these last years, due to the fast acceptance of new ultra fast

laser systems. This technology, combined with dedicated

automation systems allows for machining complex shapes with

high precision. The major users of this technology in the correct

market are in Europe, North South America and Asia. Although the

company is young, it is based on experienced engineers with years

of experience in laser micromachining field.

Potential market:

In display manufacturing, the market is quite large but dominated

by a few large component manufacturers. This renders this system

more difficult to be taken up directly by electronics manufacturers

and perhaps more easily by their subsidiaries. On the other hand,

in biomedical field, where many producers of different types of

devices are present, the take up can be easier. Because the system

is flexible, machining other engineering materials commonly used

in electronics and biomedical sectors such as metals and ceramics

are possible. This would essentially enlarge the potential markets

especially in Europe, North America and Asia.

LightJumps impact:

Kastech is a young SME with an important know-how base thanks

to Mr. Castelli’s long experience in photonics. The main

contribution of LightJumps has been to accelerate Kastech in

considering and reaching out for EU funding with the SME Tool of

H2020. In the initial phase, the technical aspects were evaluated

with Politecnico di Milano. Once the application with the biggest

potential was identified from the many in which Kastech is

working, questions related to how to shape the business case were

addressed. Accordingly, Kastech received also mentoring from

Gate2Growth during the project.


85 2015 October 27

your cluster:

your name:


Barbara Previtali

name of SME DS4 Srl

Reference person: Angelo Petrogalli

logo SME



DS4 Laser Technology designs, realizes and commercializes

innovative laser systems for marking, cutting, engraving

and welding for a plurality of industrial applications. The

experience, the attention toward the Customer, the

continuous research, the curiosity and the enthusiasm are

the elements that distinguish the company because they

are in every single person in DS4. This passion reveals in

the quality and reliability of our products and in

"Customer-oriented" services.

DS4 operates in engineering and R&D with particular focus

on creation of hi-tech products in miniaturization’s fields,

artificial view, and robotics applied to laser systems. DS4 is

a system integrator that produces systems of high

complexity and performances for the computerization of

manufacturing processes. In particular, DS4 uses laser,

robot vision, and sophisticated control systems for custom

design manufacturing machinery. DS4 has a long standing

experience in laser manufacturing systems for marking,

cutting and welding applications with integrated artificial

vision systems and robotics capabilities.

mentoring report #: 28 // cluster: Politecnico die Milano // SME:DS4 Srl


86 2015 October 27

products developed:

For standard laser machine, customized, or completely

"tailored" systems, DS4 supplies a 360 degrees service:

from the consulting to the planning, from the production

to the installation, from the training to the manteinance.

Some of the main products of the company are

GALAXY ROBOT FIBER Guns & Rifle

GALAXY ROBOT CO2 Guns & Rifle

business expectations e.g. estimate growth in the next 3 years is o the order of 10-20%

photo

DS4 facilities in Pedregno.


cluster


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networking


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87 2015 October 27







advertising and PR


others

mentoring process

The first mentoring activity was carried out at the premises of DS4

in Pedrengo (BG) – Italy with Angelo Petrogalli, CEO of the

company. The main discussion topic was on the development of a

robotic laser surface texturing system both regarding

technological and economical aspects for rendering the

application a reality. After the first meeting follow up was carried

out through phone calls and email.

Potential market:

The developed system would find use in different sectors that

employ dies for the manufacturing of goods. Consumer products

made of plastics such as water bottles, tyres and car interiors are

produced with plastic injection moulding processes. The moulds

used in these processes constitute the key application field. The

production of these goods and mould making is spread over the

world. Hence the developed technology is appealing to a very

large market.

LightJumps impact:

Initially the mentoring activities were carried out in the phase of

project writing within H2020 SME tool for phase 2. Both technical

aspects and business model were discussed and elaborated with

PoliMi. DS4 along with ML Engraving have been evaluated eligible

for phase 2, hence the mentoring activities were further

concentrated on business expansion and internationalization.

Within the mentoring activities, DS4 was represented by ML

Engraving.


88 2015 October 27

your cluster:

your name:

Sensor City

Jan Reitsma

name of SME ZiuZ Medical B.V. / ZiuZ Forensics B.V.

logo SME

company description ZiuZ was founded in 2002 by Ed van den Brand and Gerrit Baarda.

The objective of ZiuZ is to make a difference: develop products to

help build a better world. ZiuZ develops leading, innovative tools

for police and security services and for companies packaging

medication.

ZiuZ has developed numerous of software systems as AVACS and

VizX but also develops hardware-solutions that use integrated

photonics. Examples of these products are a unique camera called

Strix and a medical machine called Photon.

ZiuZ has an estimated turnover of € 6 million with a low short and

long term debt position. Currently ZiuZ employs 40 people of

which about 90% is highly educated.

business expectations ZiuZ hopes to grow to a turnover of € 12 million in the next three years. Within the forensics sector ZiuZ is the main player in countries like

the Netherlands, Belgium and UK. In other European countries

ZiuZ is one of the main players. Currently ZiuZ is focused on

increasing sales in the medical business line and upscaling their

sales worldwide. Also broadening their portfolio to have a better

mentoring report #: 29 // cluster: Sensor City // SME: ZiuZ Medical B.V.


89 2015 October 27

market outreach is a deliverable of the medical business line.

Also the forensics business line wishes to broaden their market.

They want to go to the security market and want to set up

multiple business models for a better market reach.


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others

mentoring process

LightJumps has helped ZiuZ in further development of our

company and has given us new insights and business

opportunities. Sensor City uses LightJumps as an innovation

vehicle to set up innovation communities. Bringing organization

together and in the group conduct workshops and training. There

has been a periodic contact (once every three months) to monitor

progress of the companies. Also the aim of Sensor City is that the

members of innovation community, that has been created by

LightJumps, will help each other in the future by:

- Inviting each other to events;

- Name-dropping at all business meetings;

- Develop projects together;

- Tackle problems together.


conducted for ZiuZ:

- We’ve assisted in writing two business cases. During an

interview with ZiuZ it was made clear that ZiuZ is in need

of extra finance for realizing their development goals. Also

the network given by LightJumps and the active

involvement of the project parties in seeking end-users

and development partners has been regarded as very

usefull. This has resulted in one possible partner namely

Hamamatsu

- ZiuZ was invited by Sensor City to go to the European

Photonics Venture Forum and was selected for a pitch.

Bert Garlich has presented ZiuZ and has won one of the

six awards given that day. The winning of the award has

increased the brand awareness of ZiuZ and has attracted

investors. So far, two investors have indicated that they

are interested in future development. The next step of

getting future financing has been made.

- On the 13th of May a LightJumps workshop was organized

by Sensor City. In the workshop, given in the Drents

Museum, Uffe Bundegard was invited and has given the

workshop ‘How to attract an investor’. Based on the


91 2015 October 27

questionnaire filled in by Bert Garlich of ZiuZ this

workshop was inspiring and gave him new insights of how

investors think, what they want and how they approach

business cases.

- The business cases drawn up by Sensor City for ZiuZ have

also been scanned for public funding. There were some

possibilities but for strategic reasons (success rate,

planning, hours to be invested) ZiuZ has decided not to go

for these funding possibilities.

- ZiuZ will be invited in a new event that Sensor City will

organize in cooperation with Astron, the Dutch Institute

for Radio Astronomy within the LightJumps-project. Aim

of this event is to connect a selection of organisations

related to photonics, astronomy, big data and embedded

systems. ZiuZ will be introduced to possible new

development partners.

- As part of the mentioned innovation community, created

by LightJumps, ZiuZ will be informed by Sensor City once

per quater about events, interesting projects and possible

business opportunites.


92 2015 October 27

your cluster:

your name:

Sensor City

Jan Reitsma

name of SME Parkingware B.V.

logo SME

company description The northern part of the Netherlands has been a license plate

recognition knowledge centre since 1995.

With the University of Groningen doing extensive research on

improving the quality of recognition, Parkingware had the idea to

valorize this knowledge into recognition products to be used by

for instance parking garages, apartment parking, etc.

Founded in 2004 in Drenthe, the Netherlands, the company has

grown since then.

Since then Parkingware has developed numerous hard- and

software products like VIGO, GATEID and PARKSENZ. Parkingware

also has developed software platforms in which hardware can

easily be embedded.

Parkingware doesn’t want to share turnover figures but has 7

employees.

business expectations Parkingware believes that their business will be booming the

coming years. This is based on the assumption that license plate

recognition is essential in current trends like multi-modal

transport, more rental and leasing construction regarding car

mentoring report #: 30 // cluster: Sensor City // SME:Parkingware B.V.


93 2015 October 27

mobility.

Also the use of mobile devices connected with apps of

reimbursement methods and mobility solutions will be increasing

significantly. Therefore Parkingware is hoping to increase sales

significantly (i.e. 200%).


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

LightJumps has helped Parkingware in further development and

has given new insights and business opportunities. Sensor City

uses LightJumps as an innovation vehicle to set up innovation

communities. Bringing organization together and in the group

conduct workshops and training. There has been a periodic

contact (once every three months) to monitor progress of the

companies. Also the aim of Sensor City is that the members of


94 2015 October 27

innovation community, that has been created by LightJumps, will

help each other in the future by:






conducted for ITS:

- We’ve assisted in writing one business cases. During an

interview with Parkingware it was made clear that

Parkingware is in need of expansion of their sales

network. The network given by LightJumps and the active

involvement of the project parties in seeking end-users

and development partners has been regarded as very

usefull.

- Parkingware will be invited in a new event that Sensor City

will organize in cooperation with Astron, the Dutch

Institute for Radio Astronomy within the LightJumps-

project. Aim of this event is to connect a selection of

organisations related to photonics, astronomy, big data

and embedded systems. Parkingware will be introduced to

possible new development partners.


by LightJumps, Parkingware will be informed by Sensor

City once per quarter about events, interesting projects

and possible business opportunites.


95 2015 October 27

your cluster:

your name:

Sensor City

Jan Reitsma

name of SME Mundu B.V.

logo SME

company description Mundu is an innovative company that has been founded in 2012.

Director Mike Kolker wants to be one of a kind in the digital

signage business. This business is characterized by offering

custom-made marketing message based on recognition of people

walking by. The hardware (camera’s) and software are the unique

assets of the company.

Currently Mundu operates with 4 employees and has a annual

turnover of € 200.000 but has the ambition to grow to a turnover

of €1.2 million in 2017. They want to achieve this by an aggressive

approach in the retail-market and broadening their markets by

developing new use cases (i.e. hospitality, elderly care).

business expectations Mundu both has the advantage as well as disadvantage to be

active in the field of digital signage in the retail sector. This sector

can be considered as conservative, which is a disadvantage for

Mundu being a start-up and having new technology. The

advantage however is that the retail sector can be considered as a

sleeping giant. If, large retail chains like Benetton and Subways are

convinced large orders are close by.

As mentioned Mundu has the ambition to grow 600% in 2017. The

ambition is that approx. 15% of the turnover can be considered as

mentoring report #: 31 // cluster: Sensor City // SME:Mundu B.V.


96 2015 October 27

recurring, which lessens the (financial) risk position of Mundu.

Special focus therefore in the coming years is sales, sales, sales

and attracting investors.


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

LightJumps has helped Mundu in further development and has

given new insights and business opportunities. Sensor City uses

LightJumps as an innovation vehicle to set up innovation









97 2015 October 27





conducted for ITS:

- We’ve assisted in writing one business cases and one

showcase. During an interview with Mundu it was made

clear that Mundu is in need of extra finance for realizing

their development goals. Also the network given by

LightJumps and the active involvement of the project

parties in seeking end-users and development partners

has been regarded as very usefull.

- Mundu was also introduced in two local investment

initiatives.

- The business cases drawn up by Sensor City for Mundu

have also been scanned for public funding and

crowdfunding opportunities. Crowdfunding was a serious

option, but recently a small investor has decided to join

Mundu. The financials for the next year are covered by

this investor.

- Mundu will be invited in a new event that Sensor City will





systems. Mundu will be introduced to possible new



by LightJumps, Mundu will be informed by Sensor City

once per quarter about events, interesting projects and

possible business opportunites.


98 2015 October 27

your cluster:

your name:

Sensor City

Jan Reitsma

name of SME Innovative Technical Solutions B.V.

logo SME

company description Innovative Technical Solutions B.V. (ITS) was founded in 2012 by

their three owners, André Harmens, Peter Linotte and Arjan de

Groot.

With a long career and experience at one of the largest photonics

firms, Photonis DEP, especially Peter and Arjan have developed

high quality technical expertise. André has got an extensive

network in Netherland and Europe to fulfil the necessary sales.

The objective of ITS is to develop their own camera technology

platforms in the field of thermal view and night view. These

platforms are used as base in the development of custom-made

camera’s.

ITS has expanded in number of employees. With 7 employees they

hope to achieve a turnover of € 1 million in 2016.

business expectations ITS hopes to grow and to double their number of employees and

produce own camera’s increasing their turnover significantly. ITS

still operates in the ‘valley of death’ where a lot of development

has to be done but turnover has to come in yet.

mentoring report #: 32 // cluster: Sensor City // SME:Innovative Technical Solutions B.V.


99 2015 October 27

With the developed Pulsatrix camera, ITS has one main asset that

will lead to turnover in the short term (1 – 2 years). With the Strix-

camera, developed in cooperation with ZiuZ, they have a second

product that will lead to income on the midlong term (2 – 5 years)


cluster


networking


legal advise


further education


mentoring process


networking


legal advise


further education


business planning







advertising and PR


others

mentoring process

LightJumps has helped ITS in further development and has given

new insights and business opportunities. Sensor City uses

LightJumps as an innovation vehicle to set up innovation







100 2015 October 27







conducted for ITS:

- We’ve assisted in writing one business cases and one

showcase. During an interview with ITS it was made clear

that ITS is in need of extra finance for realizing their

development goals. Also the network given by LightJumps

and the active involvement of the project parties in

seeking end-users and development partners has been

regarded as very usefull. ITS has been contacted my two

parties as a result of LightJumps.

- ITS was invited by Sensor City to go to the European

Photonics Venture Forum and was selected for a pitch.

André Harmens has presented ITS which has put them in

the VC-scope. ITS wants to attract investors, but not just

yet.

- The business cases drawn up by Sensor City for ITS have

also been scanned for public funding. For one of the

projects an application for a local grant has been

submitted, that could lead to additional funding of €

50.000.

- ITS will be invited in a new event that Sensor City will





systems. ITS will be introduced to possible new



by LightJumps, ITS will be informed by Sensor City once

per quarter about events, interesting projects and possible

business opportunites.


101 2015 October 27

your cluster: your name:

Sensor City

Jan Reitsma

name of SME KXA Software Innovations B.V.

logo SME

company description KxA was founded in 2011 as a spin-off of Dysi and is run by Kjeld van der Schaaf en Wilma Mulder. With about 10 employees KxA has developed into a well-known specialist that can solve the most complex software problems. Special focus of the company has been big data.

Turnover figures are not given by KxA because they want to keep it private.

business expectations KxA hope to expand their business by focusing on two aspects:

- Greening IT: analysis of possibilities to accelerate current software methods, so that in the same time with same processing more can be done. This will give a relative reduction in energy consumption.


X business development X networking X consultancy in the internationalization process

legal advise public funding advise further education common communication

mentoring process

actual mentoring topics X business development X networking

mentoring report #: 33 // cluster: Sensor City // SME:KXA Software Innovations B.V.


102 2015 October 27

X consultancy in the internationalization process legal advise

X public funding advise further education common communication business planning project and change management suppliers / outsourcing

X customer relationships innovation and New Product Introductions (NPI) environmental Issues human Resource / Recruitment advertising and PR marketing Strategies others

mentoring process write

LightJumps has helped KxA in further development of the company and has given new insights and business opportunities. Sensor City uses LightJumps as an innovation vehicle to set up innovation communities. Bringing organization together and in the group conduct workshops and training. There has been a periodic contact (once every three months) to monitor progress of the companies. Also the aim of Sensor City is that the members of innovation community, that has been created by LightJumps, will help each other in the future by:

- Inviting each other to events; - Name-dropping at all business meetings; - Develop projects together; - Tackle problems together.

Within LightJumps the following mentor activities has been conducted for ZiuZ:

We’ve assisted in writing two business cases. During an interview with ZiuZ it was made clear that ZiuZ is in need of extra finance for realizing their development goals. Also the network given by LightJumps and the active involvement of the project parties in seeking end-users and development partners has been regarded as very usefull. This has resulted in one possible partner namely Hamamatsu

KXA was invited by Sensor City to go to the European Photonics Venture Forum and was selected for a pitch. Kjeld van der Schaaf has connected with possible new clients and investors

The business cases drawn up by Sensor City for KXA have also been scanned for public funding. There were some possibilities but for strategic reasons (success rate, planning, hours to be invested) KXA has decided not to go for these funding possibilities.

KXA will be invited in a new event that Sensor City will


103 2015 October 27

organize in cooperation with Astron, the Dutch Institute for Radio Astronomy within the LightJumps-project. Aim of this event is to connect a selection of organisations related to photonics, astronomy, big data and embedded systems. ZiuZ will be introduced to possible new development partners.

As part of the mentioned innovation community, created by LightJumps, KXA will be informed by Sensor City once per quater about events, interesting projects and possible business opportunites.


104 2015 October 27

To be completed by cluster lead with information from mentor

Full name of the mentor Andrea Rausa

Organisation and role CiaotechSrl; Senior Innovation Consultant

E-mail [email protected]

Summary of skills and strengths Graduated in Environmental Engineering, with more than 12 years of

experience with EU-funded projects (H2020, FP7, and LIFE among

others), at present Andrea is a Senior Innovation Consultant at PNO

Consultants and Team Leader, supporting clients (SMEs, Universities,

Research Centres, etc..) in innovation, R&D complex project initiation

and application under Call for Proposals funded by EC or

National/Regional Schemes. His specific focus is on exploitation and

market introduction, dissemination, recommendations set up. He’s

an expert in technology transfer, functional and dominium analysis,

test and validation of technological solutions, exploitation and

impacts. He became an expert on innovation paths, funding of

research and innovation, monitoring of results and strategic

planning. Based on his experience on both the development of (EU)

programmes and on project development and management, he

acquired a fundamental knowledge related to strategic decisions at

Programme level and their impact at project level.

Networks Innovation Place network

List of mentored companies

1. AISICO

2. BioFly

3. SENSICHIPS

How did you get in contact? During brokerage events

List of the topics covered during

the mentoring activities


networking


profile form - mentor: Andrea Rausa (CiaotechSrl)

mailto:[email protected]


105 2015 October 27

legal advise


further education


business planning







advertising and PR


others

Lessons learnt from this activity?

One thing that is critical to a successful mentoring activity is TRUST.

And this is particularly true for Italian companies, where personal

relationships are very important. Therefore, is important to adapt the

mentoring activities to the personal profile of the representative of

the mentored company, so as to induce TRUST and an open

exchange of information.

Other important aspects to be taken into account for a successful

mentoring is the size and structure of the mentored companies, as

well as their previous experience with activities related to fund

searching.

Many times very small companies need to develop extra skills (i.e.

product and company presentation, pitching, public speech) in order

to increase their chances to intercept funds (either private or public).

In the case of more structured companies (i.e. SensiChips, part of a

larger group, or Biofly, already on the market from several years)

these skills are already there and company representatives are more

effective in showcasing the company products and projects.


106 2015 October 27


Full name of the mentor: Katarzyna Ławniczuk

Organisation and role Organization: TU Eindhoven – JePPIX (coordinator,

postdoctoral researcher)

Email [email protected]

Summary of skills and strengths Katarzyna Ławniczuk obtained M.Sc. in electronics and computer engineering in 2007, Warsaw University of Technology, Poland. From 2007 till 2009 she worked as a presales engineer in telecommunication networks and systems field, acquiring technical, consultancy and building business relation experience. In 2009 Katarzyna began a joint Ph.D. study between Eindhoven University of Technology, the Netherlands, and Warsaw University of Technology, Poland. In 2014 she was awarded a Ph.D. degree. Her research focused on Indium Phosphide-based multiwavelength lasers and photonic integrated transmitters for application in optical access networks and fast interconnects. Katarzyna has been the coordinator of JePPIX at Eindhoven University of Technology since 2013.

Katarzyna has a strong background in photonic integration technologies, providing technical and economic feasibility for photonic ASICs development. She is skilled in management and organization aspects of Multi-Project-Wafer services. Katarzyna is experienced in outreach, networking, match-making, dissemination and promotion activities. To support her skills, Katarzyna followed an intensive training for innovative entrepreneurship in photonics, and a workshop on soft skills for global leaders, collaboration, negotiation and presentation skills for selling science.

Networks - JePPIX eco-system partners and JePPIX members.

- SMEs in the Brabant region of the Netherlands.

- Network developed through national and EU projects;

conferences; expositions; broad dissemination; cooperation

with clusters; collaboration with EPIC.

profile form - mentor: JePPIX



107 2015 October 27


1. SATRAX

2. VTEC

3. Technobis

4. OPNT

5. Settels Savenije

How did you get in contact? E-mails, teleconferences, one-to-one meetings, events:

conferences and expos

List of the topics covered during the

mentoring activities


networking


legal advise


further education


business planning







advertising and PR


others

Lessons learnt as cluster from this

activity?

JePPIX encountered that there is a set of barriers as well as

opportunities for SMEs and start-up companies in the

photonics field, in particular in photonic integration field (the

core of JePPIX activity). The barriers are related to


108 2015 October 27

development costs of final photonic ASIC products, funding and

finding matching funds, compliance on new technologies with

market standards, high level of expertise required for the

photonics product development. In the other hand,

opportunities when using photonic integration technologies

are extremely attractive for SMEs, because of radical

miniaturization, cost reduction and performance enhancement

in many application sectors, also by enabling novel applications

and novel products. A trade-off between these opportunities,

needs and barriers has to be made before an SME can enter

new technology field.

LightJumps project enabled support and mentoring of JePPIX-

related SMEs, by focusing on various activities, from

networking, matchmaking with other business parties, public

funding advice (e.g. organized Master Class for H2020 SME

Instrument, connection with ACTPHAST programme),

introduction to investors (e.g. pitching), further education,

communication, till technical support, advertising and

marketing. To further support the mentoring activities, JePPIX

developed a mentoring plan, which includes steps and

consideration for companies that would like to get involved in

photonic ASICs development (see below).


109 2015 October 27


110 2015 October 27


Full name of the mentors: Francesco G.G. Zingales and Romolo Marcelli

Organisation and role Francesco G.G. Zingales: LAZIO CONNECT - Director

Romolo Marcelli: CNR-IMM Roma – Group Leader Microwave

Micro- and Nano-Systems

Email [email protected], [email protected]

Summary of skills and strengths Francesco G.G. Zingales:

Msc in Chemical Engineering, Msc in Enviornmental

Management and Policy, PhD in Strategy and Sustainability,

Msc in Coaching. I have very strong facilitation skills to develop

strategy execution and planning. Excellent deep listening

competencies that I learned in the Coaching.

Romolo Marcelli: Romolo Marcelli is a Senior Researcher and Responsible of the Research Line on High Frequency Microsystems: Technologies and Reliability for Ground and Space Applications at CNR-IMM Roma. He was also Responsible Delegate of the IMM Director from October 2006 to May 2014. His past and current interests include technologies, design and test activities in Microwave Magnetics and RF MEMS. Currently, he is also involved in Microwave Imaging and Metamaterials at Microwave and Millimeter Wave Frequencies. In this framework, he also managed several national and international industrial and academic contracts, and he served as organizer and committee member in workshops and conferences. Romolo Marcelli is Referee for several journals in the fields of interest. He is Editor of two books on the linear and non-linear properties of magnetic microwave devices, and co-author of more than two hundred international papers and conference contributions on microwave magnetic devices and RF MEMS. More details are available on the Romolo Marcelli personal web site http://m2nt.artov.imm.cnr.it and on the Institute one, at http://www.artov.imm.cnr.it/activities/high-frequency-microsystems.html Specialties: R&D Management

profile form - mentor: Francesco G.G. Zingales and Romolo Marcelli




111 2015 October 27

Networks Francesco G.G. Zingales:

I have developed a very large network of contacts in the

Aerospace Industry in the Lazio Region, in Italy and

intenrationally given I have built from scratch and launched the

LAZIO CONNECT association (current focus in Aerospace, but

enlarging the range of industries) in 2008 and managed it since

then.

Romolo Marcelli: Romolo Marcelli developed a network of contacts mainly

through Projects related to high frequency devices and sub-

systems for Ground and Space applications, and because of his

participation to Boards of Associations at National and

European Level in the fields of interest, including contributions

in the European Microwave Association Forum Groups

(EuRaMIG and RF MEMS), National Industrial Associations like

LAZIO CONNECT (focus on Aerospace but also on additional

business cases), and CNR working group on Aerospace.


1. GM Spazio

2. Nooel

3. OLAB

4. Dyers

5. Tiberlab

How did you get in contact? Preliminary phone calls and then face to face interview




networking


legal advise


further education


business planning



112 2015 October 27






advertising and PR


others


activity?

Lazio Connect has found useful to direct mentoring activities as

they have allowed cluster members the opportunity of

acquiring new knowledge and skills by understanding the

mentor’s practical experience as well as reinforce collaboration

with members and expand their opportunity for networking

with other business actors.


113 2015 October 27

Full name of the mentor Dominik Gronarz & Christian May

Organisation and role Dr. Dominik Gronarz, Organic Electronics Saxony

Managing Director

www.oes-net.de

Dr. Christian May, Fraunhofer FEP

Head of Business Units “Lighting and Flexible Integration”, Divison

Director

www.fep.fraunhofer.de/en/Technologien/Organische_Elektronik.html

E-mail [email protected], [email protected]

Summary of skills and strengths Dominik Gronarz is the managing director of Organic Electronics

Saxony Management GmbH since its foundation in 2009. Within

several national and European projects he was responsible for the

technology transfer from research to highly innovative SMEs in the

field of organic, flexible and printed electronics.

Before OES he has been working for IAPP, TU Dresden for 5 years and

was responsible for the project management of several national and

European research projects including contributions to personal,

administrative and financial management of the institute. From 2000

until 2004 he worked as a coach at Dresden exists, the founding

initiative of the TU Dresden and was responsible for all naturalistic

scientific start-ups from Dresden’s universities. He has achieved his

PhD in chemistry at the Technical University of Dresden.

Christian May studied Physical Metallurgy at Freiberg University of

Mining and Technology. He received his PhD in 1999. From 1997 he

was with a vacuum coating system supplier as project manager. Since

2003 he is with Fraunhofer. His current position is Head of the Business

Units “Lighting and Flexible Integration”. Christian May was active

within the EU funded projects OLLA, OLED100.eu and FLAME. Currently

he coordinates the activities of all Fraunhofer institutes within the FP7

project TREASORES.

He is author and co-author of a large number of publications and

profile form - mentor: OES & Fraunhofer FEP

http://www.oes-net.de/

http://www.fep.fraunhofer.de/en/Technologien/Organische_Elektronik.html




114 2015 October 27

patent applications. Regularly he gives invited talk at conferences in

Germany, Europe and in overseas. He supervised several diploma

theses and three PhD theses.

Networks OES

COLAE

SEMI

Innovation Place network

regional development agency, Wirtschaftsförderung Sachsen

“go-cluster” program, the highly effective international clusters

initiative of German Ministry for Economic Affairs and Energy

and German Ministry of Education and Research

strategic partnerships with Austria, Greece, Japan and

Switzerland


1. Creaphys

2. Contronix

3. Sim4tec

4. DIGADES

5. siOptica

How contact them? Different face to face meetings

Networking events

During brokerage event

regularly planed meetings

phone calls

List of the topics covered during

the mentoring activities


networking


legal advise


further education


business planning







advertising and PR


115 2015 October 27


others

Lessons learnt from this activity?

SMEs are understood as motors of economic development in Europe.

The Cluster OES recognized the importance of assisting SMEs and their

ideas to implement technologies.

SMEs need a steady motivation to invest in research and development.

OES realized that a lot of personal conversations, motivation and

encouragement are required to convince SMEs that it is worthwhile to

invest in ideas and enter into a partnership. The most important lesson

OES learnt was, not to refer to an appointment with a single call or an

email, but to appeal and motivate them permanently to take the time

for e.g. strategic mental effort.

The key advantage of our Cluster structure is the existing trust. It

allows us to have intensive mentoring conversations and also to reveal

concrete weak points. It was possible to work on these weaknesses in

different ways. On the one hand “Thinking Factories” have been

initiated with different SMEs to discuss issues. On the other hand we

invited experts to offer SMEs the possibilities to talk about specific

topics.

The companies of our branch do often have the same problem: to raise

enough capital resources for upcoming investments.

Therefore, we in cooperation with experts focused on the topic

“H2020 How to attract investors”. The quota of equity capital was a

term that SME and the Cluster had to relearn.


116 2015 October 27

Full name of the mentors: Jérôme LOPEZ

Organisation and role R&D project and Structuring projects Manager Optitec Cluster


Summary of skills and strengths Capacity to analyse any types of project and its level of maturity. Capacity to analyse the needs of members, partners…. Previous work experience as project manager in R&D for big companies and SMEs, He has more than 10 years of experience in mentoring team and projects. Large experience in accompanying people and for developing projects. Habilitation in optics, technical skills (developing complex systems, optics, laser...) Management of team of engineers (hardware and software Plannification and management of ressources (human, technical, material…) / Quality norms and European regulations.

Networks - consultants : Efficient, atorneys

- Members : companies and laboratories

- Other clusters (non-exhaustive examples):

Pégase, Medicen, Axelera, Minalogic, Systematic…


Optitec Labelling : FastLite, Nexvision, Savimex, Egide, T-

Waves, Pellenc ST, AP2E

Support : Euroshaktiware, Crosslux, MERMEC

How did you get in contact? Companies as laboratories are contacted directly by the team

(phone / mail…) after when the accompanying is decided and

when actions are foreseen, meetings are regularly planed.




networking


profile form - mentor: Jérôme Lopez, Optitec



117 2015 October 27

legal advise


further education


business planning





environmental Issues (impact on environment)


advertising and PR


others


activity?

- Diversification of activities

Labelling of project by OPTITEC are now recognized as an

added value for presenting project in other steps for fundings

in France.

Know how to orientate different project to the good financing

solution and good financing desk.

Thanks to all the projects supports realised and supports of

companies give to OPTITEC legitimity and experience to

propose now real solutions and services like efficient coaching

realised or by the cluster itself or thanks to consultant.

Thanks to different support, OPTITEC is now able to help for

many subject regarding project as for managing tasks, financing

task or even communication.

The cluster developed its network and its reputation.


118 2015 October 27

Full name of the mentors: Barbara Previtali

Organisation and role Politecnico di Milano, Associate Professor


Summary of skills and strengths Understanding of the industrial reality. Up to date knowledge of the state of the art in photonics applications and technologies. Clear view of the most relevant developing technological applications. Ability to assess and translate the requirements of the companies to measurable inputs. Familiarity to other technological domains that serve or get service from photonics industries.

Networks Alta Brillanza - The biannual workshop on the applications of

high brilliance lasers. The workshop is orgianized by SITEC –

Laboratory for Laser Applications of the Politecnico di Milano.

It gathers end users, producers and system developers of

industrial lasers. Barbara Previtali is the organizer and the chair

of the workshop.

Promozione Laser – The workgroup of Italian Association for

Manufacturing Technologies. The group puts together different

laser research laboratories. Barbara Previtali is the leader of

Promozione Laser.

Corifi- Coordinamento Ricerca Innovazione Fotonica Italia.

Corifi is the Italian Coordination Entity for Photonics Research

Innovation. Barbara Previtali the co-leader of Work Group 2

dedicated to Industrial Manufacturing Processes.

ExpoLaser – The Italian exhibition for photonics and laser

applications. The event changes form from one year to the

other as a conventional exhibition and a forum.

AILU – Association of Laser Users. AILU represent the industrial

laser developer and users in UK. Barbara Previtali has close

relations with the association.

profile form - mentor: Barbara Previtali, Polimi



119 2015 October 27


1. LaserPoint Srl

2. Prodev Srl

3. ML Engraving Srl

4. DS4 Srl

5. Kastech




networking


legal advise


further education


business planning







advertising and PR


others


activity?

Politecnico di Milano has the main role of teaching and

research. Within our research, we commonly meet with

companies. Italy being rich of SMEs, occasionally we meet with

SMEs coming from Lombardy and other regions of North Italy.

In the past we have started the Alta Brillanza Workshop, as an

initiative to put together producers, integrators and end-users

of high power lasers. This allowed us to expand our network

and communicate the recent technological developments. On

the other hand, our experience on business planning and

analysis of marketing strategies were not well organized, if not


120 2015 October 27

limited. LightJumps has enabled us to have a coordinated

approach to respond to the non-technical needs of the

participating SMEs. As a matter of fact we were able to learn

throughout the mentoring activities and have common ground

for approaching this issues. Through LightJumps we have

gained a network of professionals involved in these activities

(especially Gate2Growth and PNO). Moreover, we have seen

that a larger photonics sector is available for our high power

lasers community to extend.

One of the biggest impact on our side has been within the

organization of Alta Brillanza 2015. We have included

dedicated session to European Potential in Photonics to reach

an audience larger than our mentored SMEs. One of our

mentored SMEs, LaserPoint has also presented their

experience in LightJumps to the audience.

Another important impact has been regarding our teaching

activities. We have initiated to implement some of the

questions treated within mentoring activities, regarding market

and sector analysis to degree thesis, at least to a limited extent.


121 2015 October 27

Full name of the mentors: Jan Reitsma

Wouter van Dijk

Organisation and role Sensor City - Director

PNO Consultants – Senior Consultant and Business Developer


[email protected]

Summary of skills and strengths Business development Networking Finding financing opportunities (for example grants) Connecting initiatives/co-creating

Networks Different municipalities (Province of Drenthe and Groningen,

digital cities Netherlands)

Knowledge institutions (university Groningen, Astron etc.)

SME’s in the Northern part of the Netherlands

Large photonics companies in the Netherlands (f.e. Qfree)


1. ZiuZ

2. ITS

3. Mundu

4. Parkingware

5. KXA

How did you get in contact? Via Wouter van Dijk – [email protected]




networking


legal advise

profile form - mentor: Sensor City





122 2015 October 27


further education


business planning







advertising and PR


others


activity?

SME companies have trouble finding the right partners. The

LightJumps project has helped making those connections.

Academia and entrepreneurs are very different. They each have

their own dynamic, language, interests and demands. It is hard

to clear these barriers.

Most start-up companies in the photonics sector are R&D-

driven and are created out of a research project at a NGO or

university. Because these ‘entrepreneurs’ are very focussed on

their product and technology they are not able to think as an

investor. This was the main aim of our coaching sessions.

an efficient and effective platform for the cooperation of ... · organized master class for h2020...

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