making sensor innovation stick in the maritime sector reflections … symposium... ·...

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Slide 1

Optimizing and Enhancing the Integrated

Atlantic Ocean Observing System

Peer Fietzek

Manager Science & Research

Kongsberg Maritime Contros GmbH

First International AtlantOS Symposium

25 – 28 March 2019 – UNESCO Headquarters, Paris, France

Making Sensor Innovation stick in the Maritime Sector

Reflections on Science-Industry Collaboration


Slide 2 2

KONGSBERG Gruppen: 6800 employees, 205+ yrs

Kongsberg Maritime:

4000 employees, 80+ yrs

KM Contros:

20 employees, 13+ yrs


Slide 3

Countries

• Ocean science community is well connected;

international environment

• Change question to a prerequisite:

To make innovation stick in the field any

endeavor (scientific of industrial) should

be planned and approached internationally!

How to make Sensor Innovation stick across Countries and

Platforms?

Platforms

• Sensor: power in, data out

• Every sensor needs a carrier → platform

Source: Fietzek et al., 2011


Slide 4

Platforms

Source:

Fietzek et

al., 2011

Actual demands:

• Autonomy

• Mobility

• Versatility

• Cost-efficient data collection

Trends:

→ VOS / VoO

→ Networks

→ Modern, mobile platforms

Compensable (i.e. power cons.)

vs. non-compensable sensor

demands (i.e. uncertainty)


Slide 5

Situation Awareness – Information replaces Technology

Around

WellNear

FieldFar

Field

Mid

Field

Reservoir

Production well

Components

→ Products (Hard- & Software)

→ Systems

→ Field & Data Services

→ Reporting

→ Situation Awareness

• Increased Profit

• Reduced OPEX

• Dynamic Risk Assessment

• Enhanced Operation

Planning

• Predictive Modeling


Slide 6

• How to make a successful product? How to make a product survive in the market?

➔ Understand the environment!

• Market → Market Segment:

− Customer?

− Size?

− Growth?

• Customer: Pain vs. Gain Points

• Application (i.e. in the meaning of functionality)

− value proposition

− maturity

How to make Sensor Innovation stick across Sectors?

…in the Market?


Slide 7

The Market Environment – Examples

Market Market Segment Customer Application

Ocean Science/

Academia -

Oceanography

• Physical oc. & climate

Ex.1: climate (change) studies

• Chemical oc.

• Biological oc. & ecosystem

• Mar. Geology & hazards

• + Multidisciplinary

Ex.2: ocean acidification

Further ex. are Microplastics, Tsunami

warning, Ecosystem monitoring

Individual scientists or groups at

• Gov. and inter. gov.

institutions

• research institutes, univers. or

other edu. inst.

• NGOs

• Ex.1 & 2: long-term

measurement/

baseline/background

monitoring of carbonate system

parameters

• Ex. 2: carbonate system

parameter measurements in

controlled experiments

“Scientific

Industry” -

Oceanography

• Public/Federal authorities with

legal mandates

• Monitoring Programs

• Monitoring Networks

Ex.: pH surveying tasks under

legal mandate

Maritime

Industry

• O&G / Offshore Energy

• Ex. 3: CCS

• Ex. 4: Natural gas production &

transport

• Fisheries

• Aquaculture

Private commercial entities • Ex. 3 & 4: leak detection

• Ex. Fisheries and Aquaculture:

Biomass estimation

• Ex. Aquaculture:

Water quality monitoring


Slide 8

The Market Environment – Examples

Market Market Segment

Ocean Science/

Academia –

Oceanography

• Physical oc. & climate

Ex.1: climate (change) studies

• Chemical oc.

• Biological oc. & ecosystem

• Mar. Geology & hazards

• + Multidisciplinary

Ex.2: ocean acidification

Further ex. are Microplastics, Tsunami

warning, Ecosystem monitoring“Scientific

Industry” –

Oceanography

Maritime

Industry

• O&G / Offshore Energy

• Ex. 3: CCS

• Ex. 4: Natural gas production &

transport

• Fisheries

• Aquaculture

Peculiar market for sensor

manufacturers:

- Small volume

- Individual customers

- Specialized products

Challenge:

Linking products and

innovation/development for

the scientific market to

• existing maritime

industries

• identify new industrial

markets

• i.e. Data provision

EC’s Blue Growth

strategy high

potential sectors:


Slide 9

• Convince

• Convincing technology with "advantages" for the user

• Share

• Commercial vs. scientific marketing

• Convert

• Gain many users / achieve wide applicability

• Support

• Continued support, maintenance and development

How to make Sensor Innovation stick in the Market?

Crucial step; bottle neck for start-ups

Transition from early adopters to early majority

Geoffrey A Moore, Crossing the Chasm, 3rd Edition (Collins Business Essentials)


Slide 10

• Convince

• Share

• Convert

• Support

How to make Sensor Innovation stick in the Market?

Demands

for science-

industry

collaboration

1. level:

Development and assessment success

• Joint projects

− Select the right "vehicle" / find the suitable

project call

− Be clear on content and partner expectations

− IP protection based on commercial value(!)

2.a level:

Community acceptance

• Generate user base

→ scientific marketing

2.b level:

Commercial success

• Real IP-transfer is mandatory

(>licensing)

• Startup (→ train students!)

• Science-industry collaboration


Slide 11

Why Science-Industry Collaboration?

Scientific market is valuable, although scientific customers are demanding

(→ small volume, highly specialized products)

→ Maximize the output from this user group/market to compensate for the additional efforts

→ Benefit from the scientists’ competences:

Delivering ideas, solving problems, spending time thinking in a relatively free manner without the

need to make money

Innovation benefits from the chance for unforcedly thinking and the discourse with scientists

➔ discourse, collaboration and joint projects

Joint projects: The application or seed idea can either come from the company or from the

scientists→ both can lead to a successful project

How do we deal with this?

– 2015: "Science and Research" & "Research and Development" @KMCON

– 2018: “Underwater Science Group" within KM Subsea’s FANS business unit @KM level


Slide 12

R&D Project Motivation

Benefits for science

+ Direct link to developers and access to

product know-how; quick and quality

support

+ Goal-oriented, cost and quality conscious

+ Engineering and production know-how

+ Economic mind-set

+ Market and marketing know-how

Benefits for industry

+ Reveal/Produce promising applications

+ IP transfer and subsequent commercial

exploitation

+ Long-term basic funding for (high-risk)

developments

+ Results dissemination:

– Talks and presentations at conferences

– Publications (peer-reviewed)

– Project reports or prototypes


Slide 13

Motivation for Science-Industry Collaboration

Startup/SME: Large company:

Reputation of the involved scientists / of the consortium

→ Contribution of the scientists: high-quality work, e.g. assessment of instruments

→ Dissemination: publications, presentations, posters

→ Scientists move on (other country, other field) → keep company in good memory

Potential for recruitment of well-trained staff

Enhanced applications of company equipment (in potentially new environments)

Knowhow access, new ideas, reveal promising applications/technologies;

potential IP transfer and subsequent commercial exploitation must be feasible

Stable funding over several years at good funding

quotas

Option for basic funding to mitigate development risks

(lower funding quotas demand for project selection)

Any project is welcome

Selected projects; typically large-scale with significant fate

and impact; combination of several developments in one

project to enhance the success rate for the project and

enable flexibility throughout its course


Slide 14

Science / Academia Start-up SME Large company /

Industry

Ideas Disruptive Innovation Innovation Development

Agility, flexibility

Economic stability, economically thick-skinned

Innovation Characteristics and Strengths by Actors

Project partners should…

• contribute according to and focus on their strengths

• be aware of their individual interests → prepare a win-win setting

• be willing to partner on eye level and conduct real team work

Successful project:

• Efficient working

• Maximum output


Slide 15

• Essential element of our innovation management:

→ Almost all of our products were/are supported by R&D projects

• Examples with connection to AtlantOS:

Role of R&D Projects for KMCON Products

HydroFlash® O2:

• 2012 – Student internship as part of the chemistry studies – first investigations

• 2013-14 – Hosting a master thesis

• 2013-15 – regionally funded development project (OPA) for product development

• 2015-19 – AtlantOS project for further characterization; PhD thesis

Initiated by a company

Then: Development,

characterization and

assessment

→ product(s)


Slide 16

Role of R&D Projects for KMCON Products – HydroFIA® TA

Initiated by research institute

Then: Further development,


assessment

→ product(s)

• Part of research and development conducted at the HZG

(PhD thesis in collaboration with GEOMAR, OCEANET) → publications

• Post-Doc at GEOMAR → TA analyzer evaluation (ECO2)

• TAACT:

Assessment of HydroFIA® TA especially in the context of OA research

vs. shellfish industry at the US East Coast

• AtlantOS:

autonomous, long-term installation on VOS lines;

highly suitable 2nd carbonate system parameter; PhD thesis

by courtesy of Katharina Seelmann, GEOMAR


Slide 17

Role of R&D Projects for KMCON Products – HydroFIA® TA

Initiated by research institute

Then: Further development,


assessment

→ product(s)

• Part of research and development conducted at the HZG

(PhD thesis in collaboration with GEOMAR, OCEANET) → publications

• Post-Doc at GEOMAR → TA analyzer evaluation (ECO2)

• TAACT:

Assessment of HydroFIA® TA especially in the context of OA research

vs. shellfish industry at the US East Coast

• AtlantOS:

autonomous, long-term installation on VOS lines;

highly suitable 2nd carbonate system parameter; PhD thesis

Win-Win-Win:

• Scientist: advancement towards the secondary (third) parameter for continuous

autonomous marine carbonate observations; publications

• Private partner: scientific assessment provides valuable development input; marketing

• Society/policy: successful inter-European collaboration


Slide 18

Structuring and organization sets guidelines and eases collaboration:

Technology Readiness Levels (TRL)

• Essential definitions that ease communication and make development discussions more

efficient

• Important within the sensor and instrumentation roadmap prepared within WP6

Essential ocean variables (EOV)

• Helpful with the realization of monitoring projects;

during the communication with science and policy makers

• Structural support within WP6 deliverables

Best practices

• Efficiency increase → more valuable data at less cost

• Peer-reviewed journal launched

• Search engine (.org) and repository available (.net)

Important for successful Science-Industry Collaboration


Slide 19

ISO/CD 22013 -- Marine (environmental) sensor performance

• A common language for all in the field

• Increases overall perception of professionalism within the industry

• Generic and applicable to all sensor types and most parameters

• Features definitions, test methods, data sheets & calibration certificates

• Less discussions, efficiency increase

• Process started in 2015/16; Committee draft (CD) recently approved to become a draft

international standard (DIS); Publication stage (ISO) EXP Nov 2020

Important for successful Science-Industry Collaboration

• As a consumer (scientists & industry):

+ “Apples to apples” comparison that simplify

shopping/competitions

+ Simplifies tender creation, and reduces

ambiguity

• As a manufacturer (→SME):

+ Test methods that actually reduce

product development time

+ Simplify the sales process

+ Increase metrology knowledge within

your teams

Project lead:

ISO 22013


Slide 20

• Sensors + Platforms + Data

• Know market + customer + application

• Accessing “industrial” markets

• Convincing technology

• Realize product (versatility vs.

specialization)

• Marketing (scientific vs. commercial)

• Build strong user base

• Support, maintenance, development

• Making innovation stick is linked to

economic success

Summary - Making Sensor Innovation stick in the Maritime Sector

• Science-industry partnering in different

stages of the commercialization process

• IP-transfer vs. start-up formation

• Research projects as a major innovation tool and

central to science-industry collaboration

• Beneficial for both parties

• Strengths + interests + real team work

• Science-industry projects have been a core

component of KMCON’s sensor development

• TRL, EOV, Best Practices, Mar. Sensor Standard

• AtlantOS exhibits good examples and addresses

core elements for successful science-industry

collaborationConvince – Share – Convert – Support


Slide 21

This project has received funding from

the European Union's Horizon 2020

research and innovation programme

under grant agreement No 633211.

Thank you very much for the attention.

Questions?

[email protected]

References:P. Fietzek, S. Kramer and D. Esser, "Deployments of the

HydroC™ (CO2/CH4) on stationary and mobile platforms

- Merging trends in the field of platform and sensor

development," OCEANS'11 MTS/IEEE KONA, Waikoloa,

HI, 2011, pp. 1-9.

doi: 10.23919/OCEANS.2011.6107129

mailto:[email protected]

https://doi.org/10.23919/OCEANS.2011.6107129


Slide 22

making sensor innovation stick in the maritime sector reflections … symposium... ·...

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