spme pattern analysis of academic startup ideas before going in search of funding

1. Le componenti di uno spin off
accademico
Checking a newChecking a new ssttaarrttuupp ideaidea

2. Technology transfer strategist from 2005
Lino GiustiLino Giusti
Supported the business modeling /launch of
11 academic spin off/start up projects
Supporting patenting and licensing of unitn inventions
Managing Intellectual property /software
Fundraising for applied research and spinoff/startups
Research and Technology transfer support DivisionResearch and Technology transfer support Division
Trento UniversityTrento University
Staff member of the Research and Technology
transfer support Division

3. DefinitionDefinition

5. 1.082 active spin offs in 2012
ItalyItaly
≈ 100 newborn every year
patronized by university
regulations
linked with research
project and public funding
researchers and universities
may be shareholders
low enterprise mortality
mostly based in Northern Italy
Source: Rapporto Netval 2013

6. Regions Start ups
LOMBARDIA 207
EMILIA-ROMAGNA 120
VENETO 106
PIEMONTE 104
LAZIO 102
TOSCANA 86
MARCHE 51
TRENTINO-ALTO ADIGE 51
FRIULI-VENEZIA GIULIA 47
CAMPANIA 43
SARDEGNA 30
SICILIA 27
PUGLIA 25
LIGURIA 23
CALABRIA 16
ABRUZZO 13
UMBRIA 9
BASILICATA 7
MOLISE 7
VALLE D'AOSTA 4
ITALIA 1078
43 in Trentino43 in Trentino
18 in Trento18 in Trento
10 in Rovereto10 in Rovereto
August 2013
Start up innovativeStart up innovative

7. 407 enterprises
3° place in EU after DE and UK
1°area oncology
Source: Rapporto Ernst Young
sulle biotecnologie in Italia
Biotech enterprises in Italy, 2012Biotech enterprises in Italy, 2012

9. Technological innovationTechnological innovation
Research results
Phd theses
Theses
Prototypes
Software
Inventions

10. PatentPatent
University patent
regulations
New materials, medicine,
mechanics, physics, chemistry…
Involvement of enterprises as
customers/competitors
Long term perspective:
10-20 years
Novelty, inventive step and
industriality
Useful in negotiating with VC

11. CopyrightCopyright
Proprietary software licenses
Open source software licences
Copyleft software licences (GPL)
Appliable to software
Protect the form
Compatible with patenting
Compatible with trade secret

12. Trade secretTrade secret
Linked to people
Can be paired with
patenting
Makes the separation
between researchers and
enterprise difficult
Enforced through confidentiality agreements

13. TeamTeam
Personnel devoted entirely
to the enterprise
Entrepreneurial experience/education
Technical experience/education
People who can focus on
enterprise’s bootstrap for 1-2 years
Network in the market sector

14. ResearchersResearchers
The enterprise’s bootstrap
slows the academic career
Less publications
Less research projects
Potential conflict of interest

15. Youngs with specialistic competencesYoungs with specialistic competences
Availability to
change job
Risk seeking attitude
Similar work ethic
Team
spirit
Possibility to skip salary
temporarely

16. Business planningBusiness planning
"a startup is a company that is confused"a startup is a company that is confused
about:about:
•what its product iswhat its product is
•who its customers arewho its customers are
•how to make money.how to make money.
As soon as it figures out all 3 things, itAs soon as it figures out all 3 things, it
ceases to be a startup and thenceases to be a startup and then
becomes a real business. Except mostbecomes a real business. Except most
times, that doesn’t happen".times, that doesn’t happen".
Dave McClureDave McClure

17. MarketMarket
How much people spend for a similar service/product?
Is the market growing?
There’s space for a new product?
Blu or red ocean strategy?

18. Products and servicesProducts and services
IP Company
Open source platform & services
Proprietary hardware and software technology
Social innovation

19. CompetitorsCompetitors
Benchmark for product development
No competitors no market
Patent database search

20. CustomersCustomers
Customers are more
important then products
Speak with customers as
soon as possible
Developing a product without having already a client is a very risky investment
If possible involve customers in product
definition through an MVP

22. Thanks for your attention
Lino Giusti
lino.giusti@unitn.it