High-growth technology case studies
Business leaders talk about their real-life cases at the High-growth technology business forums. Together with global expert panels, they discuss their success stories and the challenges that they had to overcome. They delve into the role and importance of intellectual assets, with a special emphasis on licensing, building to sell, growth financing and open innovation. Each case study provides practical key takeaways, especially for business decision-makers, on how to advance their business with intellectual assets as key value drivers.
Click on a topic to access more information and case study videos:
Licensing
- IonQ (IT Services - USA)
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Licensing in the era of quantum
IonQ's mission is to build the world's best quantum computers to solve the world's most complex problems. Established in 2015 and with stock listed on the NYSE in 2021, IonQ is the first listed pure-play quantum company in the world, working hard to release the full potential of quantum technology.
Francisco Castro, Chief IP Counsel at IonQ, will explore the IP and licensing story of a company operating in a very young industry. This licensing case touches on in-licensing, university relationships and IP-licensing aspects of potential business models in quantum industry.
Free online seminar on 1 June at 17.00 hrs CEST
- Unilab (pharmaceuticals - Philippines)
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Importance of licensing models in the pharma industry
Takeaways
- Always be transparent and operate in good faith. Infringement is not good business.
- Innovation is not just about technology, but also about strategy, playing by the rules and being smart.
- Licensing, as a means to leverage and grow, can be and is an effective model.
- You have to be able to understand your brand very well and look to the needs of your community at the same time, always thinking win-win.
- Companies should review their licensing strategies and become more versatile in licensing; combine different forms of IP; and partner more.
Technical field Country Main product Business model Pharmaceuticals Philippines Pharmaceutical solutions Licensing Unilab is the largest pharmaceutical company in Southeast Asia. It develops, manufactures and distributes pharmaceutical solutions. As of 2016, it has a market share of 25.1% in the Philippines, ahead of foreign multinational companies. This case study shows the industry dynamics and value chain in pharma, and highlights the importance of IP, collaboration and licensing models.
Type of material Download Video Live case study presentation by Jose Maria Ochave
HTB forum September 2021 - Dispelix (waveguide displays - Finland)
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Licensing as a great enabler of business efficiency
Takeaways
- Licensing as a business model is a great enabler of business efficiency.
- IP strategy is the starting point of business and plays an important role for the whole growth journey. Companies need to make sure the strategy is communicated well to stakeholders.
- Building a culture of innovation is both a bottom-up and a top-down approach. Be sure to use the work already done by others and the knowledge available.
- Ensure a good and clear long-term relationship with public research institutions. Public funding/subsidies for first patent filings and prototyping are very important local supports for start-up businesses.
Technical field Country Main product Business model Waveguide displays Finland Nanophotonics Licensing Dispelix will change the way nanophotonics are designed and manufactured. It is a designer and fabless manufacturer of the first truly mass-manufacturable diffractive waveguide displays, which are at the core of how people can visually experience augmented reality. The company was founded in 2015 as a spin-off from VTT Technical Research Centre of Finland. Dispelix employs 60 people and has raised over €30m of funding.
Dispelix designs, sells and supplies branded waveguide displays to product owners and their suppliers. The company also designs customised waveguide displays and licenses its intellectual property to selected customers that develop game-changing products for mainstream augmented reality markets, such as high-end AR eyewear.
Type of material Download Video Live case study presentation by Antti Sunnari
HTB forum February 2021
Digital Innovations
- Roseman Labs (encrypted computing, The Netherlands)
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Takeaways
The optimal IP strategy for a start-up depends heavily on its business case. Review your IP strategy regularly to make sure that you constantly align and adapt it to your business objectives (R&D, commercialization, raising capital, etc.). The IP strategy of any tech start-up needs to be driven by a sound understanding of all types of IP rights, as well as other IP considerations (e.g. open-source licenses, scientific publications, proprietary and open data sets, privacy issues related to such data, etc.). IP ownership is not the only path - licensing in and out is a must-have option. Patents versus trade secrets: try to evaluate the risks by thinking it through. Where trade secrets are valuable components of your IP portfolio, put processes and policies in place to identify, classify and protect them. Freedom to operate (FTO) analysis and opinions are critical to minimizing the risk of infringing third-party IP rights. When considering the Unitary Patent, carefully evaluate its advantages or pitfalls, taking into account the scope and strength of your main patent claims, the type of technology, the market for your product and the competitive landscape.
Technical field Country Main product Business model Encrypted computing Netherlands Data science solutions Digital Innovations Founded in 2020, Roseman Labs is a fast-growing deep-tech start-up active in the field of encrypted computing. Having raised 4 million euro in venture capital, Roseman Labs develops ground-breaking data science solutions in the field of cryptography, decentralised computing and federated learning. Their products allow customers to use sensitive data in a secure way, whilst safeguarding privacy. Applications can already be found in data-intensive industries such as healthcare, financial services and the energy sector.
Hear about Roseman Labs’ exciting journey and learn about designing an effective IP strategy and business model around digital innovations from their leadership team and a global panel of experts.
Type of material Download Video Live case study presentation by Roderick Rodenburg
HTB forum May 2024 Programme and speakers
Growth financing
- Lightyear (Automotive - The Netherlands)
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The first solar-powered production car
Takeaways
- To succeed in deep tech you have to do something hard; this requires a company culture based on world-class engineers, 10x innovation ambition and strong IP.
- Know the risks and take them; going the easy way does not create value.
- "Attack a place your competitors must recapture. You can divide the ground and yet defend it." (Sun Tzu)
- IP is a crucial building block for fundraising, but the real value comes from combining this with a team that knows how to deploy and develop it.
- IP is the biggest asset giving investors downside protection in deep tech. Develop an IP portfolio that provides optionality, so you can change your business model, pivot or restart the company if needed.
Technical field Country Main product Business model Automotive Germany Solar car Growth financing Lex Hoefsloot is the visionary, inspirational founder and (until recently) CEO of Lightyear – the developer of the first solar-powered production car. Started in 2016 by students winning the World Solar Challenge four times, the company designed and developed an efficient, well-designed family car, covered by solar panels. Series production started in 2022, with a triple-digit company valuation. In 2023, the company ran out of money, but pivoted and restarted with a focus on their world-leading solar-car roof technology.
Hear about the exciting journey from student team to full car OEM to leading component supplier, with many ups and downs. Learn about the key role that the IP portfolio played in raising substantial funding and in pivoting and restarting the company. A global panel of venture capital and IPR experts will discuss what learnings high-growth tech business leaders can get from this case study.
Type of material Download Video HTB forum May 2024 Programme and speakers - Roboze (additive manufacturing - Italy)
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Reshaping the manufacturing industry
Takeaways
Take charge of your IP strategy early on and regularly evaluate implementation. Integrate IP expertise into your company from the start. Protect your IP across both devices and consumables (razor and blade model) in line with market regulations and customer loyalty. Learn from history in the area of IP 3D printing to optimise patent-filing time in immature markets. Focus on continuous innovation. Build a team that recognises patentable technologies and uses short innovation cycles to deter copycats.
Technical field Country Main product Business model Additive manufacturing Italy 3D printing Growth financing Lex Hoefsloot is the visionary, inspirational founder and (until recently) CEO of Lightyear – the developer of the first solar-powered production car. Started in 2016 by students winning the World Solar Challenge four times, the company designed and developed an efficient, well-designed family car, covered by solar panels. Series production started in 2022, with a triple-digit company valuation. In 2023, the company ran out of money, but pivoted and restarted with a focus on their world-leading solar-car roof technology.
Hear about the exciting journey from student team to full car OEM to leading component supplier, with many ups and downs. Learn about the key role that the IP portfolio played in raising substantial funding and in pivoting and restarting the company. A global panel of venture capital and IPR experts will discuss what learnings high-growth tech business leaders can get from this case study.
Type of material Download Video Live case study presentation by Lex Hoefsloot
HTB forum April 2024 Programme and speakers - Plasmapp (medical electronics - South Korea)
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Using IP to create lasting value
Takeaways
- Treat IP as your "insurance policy" in case your business is not (yet) developing as planned.
- Hope for the best for your company, but plan for the worst: use IP to create lasting value.
- IP provides optionality - your initial business plans might not work out as expected, but an IP portfolio will give you options.
- It's not the number of patents that makes your portfolio valuable, but rather the solidity of your patent strategy.
- Use IP as a pillar to build your business on while developing great products and bringing them to market.
- Policymakers should not focus on giving money to high-growth tech businesses, but should instead provide them with IP expertise and strategy support.
Technical field Country Main product Business model Medical electronics South Korea Plasma technologies Growth financing Plasmapp is an innovative manufacturing company specialising in plasma technologies and originated at the Korea Advanced Institute of Science and Technology (KAIST). Based on this technology, Plasmapp has devised a novel plasma steriliser for medical tools. This technology is made possible by packaging pouches, which feature a fast sterilisation cycle time, and allow sterilisation to be completed at a low temperature. Furthermore, plasma sterilisation is free from toxic gas, making the process eco-friendly and harmless. Plasmapp was founded in 2015 and has attracted $50m in funding. Plasmapp has submitted 128 patent applications in Asia, Europe and the USA, with 43 patents registered to date, and was commended by the Korean Ministry of Trade, Industry and Energy for Excellence in IP Management.
Type of material Download Video Live case study presentation by SeungJin (Aiden) Han
HTB forum October 2021 - DyeMansion (additive manufacturing - Germany)
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IP as key currency
Takeaways
- Treat IP as your key currency, creating and protecting value for your company, helping to attract investments and defending against competitors.
- Invest time and effort in building an IP portfolio as early as possible. Make sure you have someone in the team to drive this and get support from experts.
- Don't postpone protecting your inventions until your product is ready or even validated in the market - it might be too late.
- Carefully consider how to protect your IP: through patents, trade secrets, etc., or defensive publication.
- Use a cost-effective IP protection strategy, leveraging the international treaties on priority filing of patents.
- Approach investors that appreciate your IP strategy. First patent filings and prototyping are very important local supports for start-up businesses.
Technical field Country Main product Business model Additive manufacturing Germany Colouring system for 3D-printed plastics Growth financing DyeMansion is a 3D printing company turning raw materials into high-value products. DyeMansion launched the first industrial colouring system for 3D-printed plastics in 2015. Today, DyeMansion has become one of the leaders in additive manufacturing finishing systems for 3D-printed plastics, delivering a full print-to-product workflow (hardware and processes) to "turn 3D-printed raw parts into high-value products". From perfect-fit eyewear to personalised car interiors, their technology establishes 3D-printed products as a part of our everyday lives.
Type of material Download Video Live case study presentation by Philipp Kramer
HTB forum February 2021
Build-to-sell
- ORIGIMM Biotechnology (therapeutics – Austria)
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Preventing and treating acne through vaccination
Takeaways
- The right team and company culture can multiply the effectiveness of a start-up; this includes the IP strategy.
- Clear vision and strong buy-in by the founder, including social and technical objectives, is fundamental to creating a team that delivers operational excellence.
- Building a great technology business requires not only great science and IP, but also trust-based relationships with the team and partners.
- To be successful, a company needs both valuable intellectual property and operational excellence.
- Establish an exit-friendly company structure early on when building your business; it can broaden your deal options.
Technical field Country Main product Business model Therapeutics Austria Vaccine Build to sell Our case study speaker Sanja Selak took a global pathway to entrepreneurial success. Born in Bosnia, she obtained her PhD in medical science in Canada, pursued postdoctoral research in neuroscience in Spain and gained additional industrial experience before founding the company Origimm Biotechnology in Austria. She later sold Origimm to a French company in 2021. Dr Selak elaborates on how she built Origimm with a strong focus on team and culture that empowered operational excellence with benchmark character. She also talks about the experience of selling her company to the global pharmaceutical corporation Sanofi, and how she supported its transition and integration with the new owner. Throughout this journey from start-up to merging into a large corporation, patents played an important role in enabling this pathway. Together with Dr Selak and our global panel of experts from Europe, Asia and North America, we discuss potential challenges that arise when a nimble business is sold to a global giant, and what it means for an entrepreneur to become an employee.
Type of material Download Video Live case study presentation by Sanja Selak HTB forum February 2024 Programme and speakers - 3DT Holdings (medical technology - USA)
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Building an innovation system
Takeaways
- Medical technology should be based on a solid scientific foundation supported by interdisciplinary collaboration linking research and development, including researchers, engineers, and clinicians.
- Knowing your IP portfolio and leveraging it effectively at each point of growth is key.
- Combining a research component with a development component and creating an innovation system that feeds an array of commercialization pathways is a great strategy for succeeding in healthcare.
- Creating intellectual property that can be protected, captures a real market need and that has commercial value, can have an outsized impact on a company’s value and its ability to enter into strategic transaction with high financial returns.
- An exit, where money is realized, does not always require a sale of the whole business. It can be done through technology divestments, licensing and spin-off venturing as well.
Technical field Country Main product Business model Medical technology USA Medical devices Build to sell The case study speaker Dr. Ghassan Kassab has 300+ issued and pending patents and 600+ publications/proceedings in his name. He is founder and Chairman of 3DT Holdings (development organization & technology incubator), the California Medical Innovations Institute (research organisation), and Acculab Life Sciences (CRO – contract research organization), all located in San Diego, USA. Ghassan elaborates on how he has built an innovation system in the medical field that has resulted in one technology divestment, several exclusive technology licenses and multiple spin-off ventures to date. Ghassan and the global expert panel from Europe, Asia and North America discuss how a high-tech company can serve as a platform for serial exit pathways (technology divestment, licensing, spin-off venturing), all based on a strong intellectual asset portfolio.
Type of material Download Video HTB forum June 2023 Programme and speakers - Kindred Bravely (fashion, e-commerce - USA)
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Building a strong brand
Takeaways
- You should cherish your customers, not just your products and services.
- Patents aren't exclusive to rocket science - any product that solves a problem can be patented, even an item of clothing. This is an important step to owning your innovation.
- The best way to build a company and create substantial sale value is to develop an IP portfolio, combining brand, patents and team operational excellence.
- A customer-focused culture supported by a strong team enables companies to grow over and above what owners alone can achieve.
- Private equity investment allows owners to secure a portion of their company's value while continuing to build up the company for either a larger, more sustainable exit or an IPO.
- Start early on with creating intellectual assets and ring-fencing your key products in target markets.
- Innovating is all about trial and error. Only after you've dared to try something can you think about how to protect it. Some innovations will succeed, and some will not, and that's perfectly OK.
- Getting patents early, and using "patent pending", can extend the life of your invention and help attract investors or buyers for your company.
- Understanding and meeting unmet customer needs underpins innovation and can be the driver for successful entrepreneurship and business development.
- Sustainable success is not just about getting the core business fundamentals right, but also about getting the human dimension of your team right.
Technical field Country Main product Business model Fashion, e-commerce USA Nursing clothing Build to sell Kindred Bravely was born in 2015 out of a need to provide mothers with beautiful, practical and comfortable maternity and nursing clothing. Building a strong brand enabled the company to become one of the eight fastest-growing online retailers on Shopify and reach number 20 on the Inc. 5000 list of fastest-growing, privately-held companies in the United States. Perhaps unusually for a clothing company, patents have been an important value driver for the business. Selling part of the business to a private equity firm in 2021 has also helped to take the company to the next level.
Type of material Download Video Live case study presentation by Deeanne Akerson
HTB forum March 2022 Programme and speakers - Dr Paul Atherton (fibre optics, energy storage, biotechnology - UK)
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Passion as a driver for success
Takeaways
- When it comes to patent enforcement, you need to choose your battles wisely - know when to fight and when to fold and make a deal.
- Proactive patent litigation can be a powerful tool to achieve business results, provided that you consider the situation of your counterpart and your financial capabilities to sustain a fight.
- Disputes over intellectual property should be less about who is right or wrong, or who wins or loses, and more about achieving a workable outcome that will create value.
- The passion of founders for their businesses can be an important driver of success.
- Serial entrepreneurship as an "investing chairman" can be a highly rewarding pathway for founders who have sold their first business.
Technical field Country Main product Business model Fibre optics, energy storage, biotechnology UK High-tech companies Build-to-sell The live case study features Dr Paul Atherton and his life as one of the most successful serial technology entrepreneurs in the UK with serial exits. He has already sold four high-tech companies that he has built, and is currently building five more. One of his companies sold for over $200m, and one for over $500m. Paul shares his experience with three of his high-tech companies (Queensgate Instruments, Nexeon and Phasefocus): one with no patents and built around operational excellence; one built around a portfolio of patents; and one built around one core patent. Paul's experience reflects how the company situation and the market should determine the ever-evolving patent strategy.
Type of material Download Video Live case study presentation by Dr Paul Atherton
HTB forum November 2021 - APS Technology Group (electrical machinery, software - USA)
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Successfully building a company for an exit
Takeaways
- Hire the best people possible early on and pay them well.
- Building to sell allows you to increase purchase price, reduce escrow holdback and secure an earnout.
- Intellectual asset management is the key to successful technology commercialisation, no matter whether the goal is the sale of your products, or the sale of your company.
- Intellectual assets can have a massive impact on the money received from an exit.
Technical field Country Main product Business model Electrical machinery, software USA Measurement and drilling solutions Build-to-sell The live case study features Russ Scheppmann and his experience in building APS Technology Group (APS) from a small start-up into a global enterprise and a global player in the space of shipping container automation over 11 years. Russ talks about how APS developed and acquired its intellectual assets and built its management team and operational excellence, and how and why he decided to spin off and keep part of his business for himself, all in an effort to attract ABB, a leading global technology company. Russ highlights his best decisions and offers insights on how to successfully prepare a business for an exit. The live case study is preceded by two lectures and an expert panel discussion related to the build-to-sell topic.
Type of material Download Video Lecture "Build to sell: driven by intellectual assets"
Lecture "Earn what you're worth"
Live case study presentation by Russ Scheppmann
HGE Assembly Executive Conference 2021 Programme and speakers - Bender MedSystems (biotechnology - Austria)
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A demand-driven build-to-sell model for a successful exit
Takeaways
- Selling your company and creating a future for your employees are not mutually exclusive.
- Investing early on in solid future-proof scalable systems and processes in high-growth technology businesses pays off in the long run.
- A successful exit requires a demand-driven build-to-sell model, where the needs of the potential buyers, like a solid intellectual asset portfolio, are put at the centre of the business strategy.
- A company that can run itself without the owner is far more valuable and attractive than one that is dependent on the owner.
- Operational excellence including trade secrets is the key intellectual asset to secure the future of your employees after an exit.
Technical field Country Main product Business model Biotechnology Austria Reagents Build-to-sell The live case study features Michael Schaude describing his journey from 1998 until 2009, building Bender MedSystems (BMS) from a small management buy-out into a leading entity in a small niche in the global research reagents market with a clear focus on moving towards an exit. Not only was the company successfully sold to eBioscience (USA) in 2009, but the Austrian entity also continued to flourish in its original location in Vienna (Austria) despite the sale of eBioscience to Affymetrix (USA) in 2011 and the sale of Affymetrix to Thermo Fisher (USA) in 2016. This case study addresses how building strong operational excellence combined with intellectual assets has not only laid the foundation for a successful sale of BMS, but has also secured the future of the employees beyond the exit until today. The future of BMS' long-time employees and its continuation as an Austrian business were very important for Michael.
Type of material Download Article Intellectual assets for value creation and tech exits Video Live case study presentation by Dr Michael Schaude
HTB forum February 2021
Open innovation
- Philips (Medical devices - The Netherlands)
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Creating a culture of collaboration to drive open innovation
One key area of open innovation for technology SMEs is collaborating with large firms in their industry. Philips has for many years had an open innovation ecosystem designed to foster collaboration with small technology firms as a source innovation. In this case study, Stephanie van Wermeskerken, Head of HealthTech at Philips, will explore the open innovation collaboration between Philips and a technology SME and discuss the IP management issues that are needed to support the business goals of both firms.
Free online seminar on 15 June at 15.00 hrs CEST.
The live case studies have been featured at the EPO-LESI High-growth technology business (HTB) forums.
Disclaimer: Any opinions expressed in the case studies are those of the speakers or the companies concerned and not necessarily those of the European Patent Office.