Lo SME instrument - Fase 1: i fattori di successo e gli errori da evitare. Antonio Sfiligoj

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1 Lo SME instrument - Fase 1: i fattori di successo e gli errori da evitare Antonio Sfiligoj

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6 Summary Evaluation Checklist (1/6) Criterion 1 - IMPACT Analysis of market conditions, total available market size / potential fit with expectations for growth Understanding target users / user groups Favorable competitive, regulatory, societal context Realistic explanation how the innovation will boost the SME growth Alignment with the overall strategy of the participating SME and the need for commercial and management experience, including understanding of the financial and organizational requirements for commercial exploitation European dimension both with respect to commercialisation and with respect to competitor / competition evaluation Description of status and strategy of knowledge protection, the need of "freedom to operate analysis Overall perception including other pertinent factors not covered by the above questions (25% weight in the assessment of this criterion)

7 Summary Evaluation Checklist (2/6) Criterion 1 - IMPACT OVERALL PERCEPTION Market attractiveness Industry trends / disruptors signal high impact potential Ability to attract early adopters (Letters of Intent) Value of offering to customers who are willing to pay Pricing differentiation vs. competitors and substitutes Expected competitor response SCALE-UP: Able to attract outside resources and build capabilities Sound selling strategy Time to market vs. window of opportunity Appropriate financial forecasts and requirements Clarify risks and uncertainties and mitigation measures

8 Summary Evaluation Checklist (3/6) Criterion 2 - EXCELLENCE The innovation aims at exploring new market opportunities addressing EU/global challenge Description of the current stage of development and added value of its innovation as well as an understanding of the competing solutions. Includes good comparison with state-of-the-art, known commercial solutions, including costs, environmental benefits, gender dimension, easeof-use and other features DISCUSSION OF TRL ACHIEVED The objectives for the feasibility study and the approach and activities to be developed are consistent with the expected impact of the project The expected performances of the innovation are convincing and have the potential to be relevant from a commercial point of view (Value for money). It is potentially better than alternatives The proposal reflects a very good understanding of both risks and opportunities related to a successful market introduction of the innovation, both from a technical, commercial point of view Overall perception including other pertinent factors not covered by the above questions (25% weight in the assessment of this criterion)

9 Summary Evaluation Checklist (4/6) Criterion 2 - EXCELLENCE OVERALL PERCEPTION Background experience Connections to industry/ecosystem Willingness to accept guidance Background experience of advisers/partners Access to needed services (e.g. Patent/Legal/Finance) External Reference checks (LoI)

10 Summary Evaluation Checklist (5/6) Criterion 3 - QUALITY AND EFFICIENCY OF IMPLEMENTATION the project has the relevant resources (personal, facilities, networks, etc.) to develop its activities in the most suitable conditions describes in a realistic way how key stakeholders / partners / subcontractors could be involved (VALUE-FOR-MONEY) A realistic time frame and a comprehensive description of work The team has relevant technical/scientific knowledge/management experience (includes a plan to acquire missing competences )

11 Summary Evaluation Checklist (6/6) Criterion 3 - QUALITY AND EFFICIENCY OF IMPLEMENTATION OVERALL PERCEPTION Background experience Connections to industry/ecosystem DO NOT DO ALL BY YOURSELF IF YOU DO NOT HAVE ADEQUATE BUSINESS SKILLS EXPLAIN «VALUE FOR MONEY» IN SUBCONTRACTING Access to needed services (e.g. Patent/Legal/Finance) Willingness to accept guidance Background experience of advisers/partners Reference checks IMPLEMENTATION: OBJECTIVES, WP STRUCTURE, BUDGET ALLOCATION QUALITY OF PRESENTATION: CHARTS/DATA/CLARITY OF LANGUAGE DISSEMINATION STRATEGY. WILL YOU PROMOTE SMEINST?

12 FINAL REMARKS Evaluation will take only 1 hr. Evaluator has Venture Capital background: USE BUSINESS / VC language Evaluator probably may know LITTLE about your market Evaluator probably may know VERY LITTLE about your technology WHERE ARE YOU? WHAT DO YOU INTEND TO DO? ARE YOU GOING TO BE INVESTMENT GRADE? EXPLAIN CLEARLY, BE TO THE POINT, (TRL, IP, COMMERCIALIZATION) METRICS, PLANS, CHARTS, PHOTOS BRING IN EXTERNAL REFERENCES (CLIENTS, AWARDS, EU INITIATIVES) MIMINUM EXPENDITURE IN TECHNOLOGY, IT IS ABOUT BUSINESS DEVELOPMENT LINKS TO SMEINST-2, LINKS TO RISK CAPITAL INVESTORS DO NOT DO ALL BY YOURSELF IF YOU DO NOT HAVE ADEQUATE BUSINESS SKILLS MUST BE AN OPPORTUNITY TO BRING IN EXTERNAL EXPERTISE CHECK THE COMPANY WEBSITE WILL YOU BE ABLE TO SCALE UP? ATTRACT PRIVATE INVESTORS? ELEGANT PACKAGE (TITLES, FONTS). A SELLING DOCUMENT. EACH WORD COUNTS