1. Application scouting
Outline for a joint project
Darmstadt, December 10, 2012

2. Situation, as understood / observed and ambition
● XXXXXX is a global leader in the innovation, manufacture, and marketing of lubricant additives
● Growing business / Upside potential in new markets (inside and beyond the obvious)
● Potential in cross-BU synergies
● XXXXXX successfully launched open approaches to innovation
- 2 -
Based on current and future / potential material properties …
● Where are potential markets “beyond the obvious”?
● Where are opportunities for capturing value in IP and/or technologies that do not “disturb the core” /
Show a BU growth path?
● How can we answer these questions with an approach that is
• Transparent and proven; Down to the point / Hands-on / Efficient
Questions

3. Contact 134
First steps 113
The process in detail 52
Process overview 31
- 3 -
Agenda

4. A stringent process, 3.5-5 months, works out future markets “beyond
the obvious”
● Understanding
current and future
material properties
that are starting
point for explora-
tion
● Identification of
stakeholders
- 4 -
Scoping Target definition Research
Hand-over /
integration
● First working
hypotheses
● Cross-BU workshop
for validation and
taking up additio-
nal insights
● Definition of scope
and non-scope
● (Long) Target List
● Recommendation
for ranking
● Matrix “new
applications for
existing / future
products”
● Hand-over of
results
● Alignment on Next
Steps
4 weeks 2-4 weeks 6-8 weeks 2-3 weeks
Timings depend on topic, quality of material, globality and availability
of internal / external experts
Process step
Duration
Value-add

5. Contact 134
First steps 113
The process in detail 52
Process overview 31
- 5 -
Agenda

6. A closer look at the phase “Scoping”
● Understanding (explicit and implicit) technology strategy Interviews
● Analysis of current material properties Interviews / Research and analytics
• Technical Data Sheets, sales argumentations (focus only
on materials), relevant patent / patent applications
• Physical / chemical issues behind the material properties
(properties that induce / determine material properties)
● Understanding potential material properties Interviews / Research and analytics
• Targeted parameters in current R&D projects
• New parameters in current R&D projects, roadmaps, market scenarios
● Identification of stakeholders Interviews
● Preliminary definition of scope and non-scope Meeting
- 6 -
Scoping Target definition Research
Hand-over /
integration
4 weeks
Timings depend on topic, quality of material, globality and availability
of internal / external experts
Process step
Duration
Activities

7. A closer look at the phase “Target definition”
- 7 -
Scoping Target definition Research
Hand-over /
integration
2-4 weeks
Timings depend on topic, quality of material, globality and availability
of internal / external experts
Process step
Duration
Activities ● Identification of potential new markets per material property Research and analytics
● Proposal for prioritization (Quick Due Diligence) Research and analytics
● Validation of findings / Integration of additional insights; Cross-BU workshop
Finalization of prioritization
Final agreement on scope and non-scope

8. A closer look at the phase “Research”
- 8 -
Scoping Target definition Research
Hand-over /
integration
6-8 weeks
Timings depend on topic, quality of material, globality and availability
of internal / external experts
Process step
Duration
Activities ● Identification of new applications by process / Research and analytics / expert interviews
application / composition / substrate
● Due Diligence Research and analytics / expert interviews
● Target list including proposal for ranking / prioritization Research and analytics

9. A closer look at the phase “Hand-over / Integration”
- 9 -
Scoping Target definition Research
Hand-over /
integration
2-3 weeks
Timings depend on topic, quality of material, globality and availability
of internal / external experts
Process step
Duration
Activities ● Discussion of findings (Cross-BU?) Workshop
● Agreement on next steps Workshop / Meeting
● Documentation
Application Scouting report 3D matrix: Properties vs. application vs.
technology sources
Company XYZ Research institute ABC

10. Input / Output matrix and resource considerations
Information input Information analytics Output
● BU / R&D Strategy
● Target markets &
applications
● Comp. monitoring
● Do‘s and Don‘ts
● Existing / future
products
● Workshop(s)
● Interviews
innovation-3 / Florenus ● Market databases
● Patent databases
● Expert knowledge
● IP competitors
landscape
● Technology landscape
● IP Landscape
● Expert opinions
● Market trends
● Executive Summary
● Application Scouting
Report
● Shortlist of potential
targets
● Recommendation for
next steps
XXXXXX:
● Management
● Innovation
● R&D
● Business Development
● Target: Minimum resource allocation of XXXXXX staff for this project
● All process steps will be documented including a recommendation for the next steps
● Optionally: Use of IBM Connections

11. Contact 134
First steps 113
The process in detail 52
Process overview 31
- 11 -
Agenda

12. What we should do in order to get the project started
● Conclude NDA / Secrecy Agreement (Use XXXXXX Standard)
● Determine relevant material groups
● Discuss material groups / project outline
● Proposal
● Start of work Q1/2013
- 12 -

13. Contact 134
First steps 113
The process in detail 52
Process overview 31
- 13 -
Agenda

14. - 14 -
Kontakt
Frank Mattes
Founder and CEO
innovation-3 UG mbH
Grillparzerstr. 4 II / III
65187 Wiesbaden
Tel.: +49-(0)611-59057-0
frank.mattes@innovation-3.com
www.innovation-3.com
Benedikt Ahlers
Founder and Managing Partner
Florenus AG
Kurfürstendamm 136
10711 Berlin
Tel.: +49-(0)30-8871155-0
benedikt.ahlers@florenus.de
www.florenus.de