May 28, 2013 ... Technology Transition Manager, Physical Sciences Inc. Presented at National
SBIR Conference. May 15, 2013. Does My Technology Have.
5/28/2013
Physical Sciences Inc.
Does My Technology Have Varied Agency Applications? How Can I Find Out? Mark Druy Technology Transition Manager, Physical Sciences Inc. Presented at National SBIR Conference May 15, 2013 Physical Sciences Inc.
20 New England Business Center
Andover, MA 01810
Who We Are Physical Sciences Inc. 2013 National SBIR Meeting-1
A growing 40 year-old company of 180 talented scientists, engineers and administrative personnel
PSI is headquartered in Andover, MA, with operations in Bedford, MA; Dayton, OH; Lanham, MD; Princeton, NJ and Pleasanton, CA Q-Peak manufactures lasers and optical devices Research Support Instruments supports space ops Faraday Technology develops industrial processes Laser Light Engines is our 4th commercial spin-out
PSI is a 100% employee owned company
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What We Do Physical Sciences Inc. 2013 National SBIR Meeting-2
Applied research and development for all major agencies of the U.S. government Technology transition and product development for government and industrial customers Prototyping for commercial applications Production of specialized instruments Technology and product licensing to many strategic partners and four spin-outs to date
PSI Customers Physical Sciences Inc. 2013 National SBIR Meeting-3
Commercial DARPA
Air Force
Other - Gov’t NIH/NSF
NASA DOE Army Classified DoD Navy
K-4811
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SBIR Funds PSI’s Technology Pipeline Physical Sciences Inc.
A successful multiple award winner Transition technology then move to next 2013 National SBIR Meeting-4
Health (NIH)
Warfighter Protection (DOE, AF) >2000 units shipped as part of Multi $B aircraft survivability equipment upgrade, recognized as Star Performer by prime
Improved ophthalmic diagnosis Partner $400M sales
Military Cost Savings (Navy) Aircraft & fuel monitor $1M/carrier/yr JSF ceramic machining $22M/yr in tool costs
Physical Sciences Inc.
Laser Light Engines spinout (AF)
$3 for every $1 SBIR
Next gen projection technology for digital cinema $19M VC funding, 27 jobs
Natural Gas Infrastructure (EPA)
Next Generation Technology Chem standoff detector (Army) Missile defense (MDA, AF) Orbital material testbed (NASA)
Remote Methane Leak Detector (RMLD) – over 2000 units sold Partner $30M sales R&D 100 Award
RMLD Case Study & Participants Physical Sciences Inc. 2013 National SBIR Meeting-5
Physical Sciences Inc. – Developer Heath Consultants Inc. – Manufacturer/ Distributor Funding Agencies/Companies: – – – – – –
US Environmental Protection Agency Northeast Gas Association (formerly NYGAS) Member Companies US Department of Energy/National Energy Technology Laboratory Public Service Electric and Gas Keyspan Energy Delivery Co. Southern California Gas Co.
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SBIR Path to Product Physical Sciences Inc. 2013 National SBIR Meeting-6
1999: Novel extension of proven technology – Phase I SBIR (EPA) – proof of concept + market study from Foresight Science & Technology – Novel engineering challenge: reduce size, weight, and power of existing technology by 10x
2000: Market need and sales channels identified (Foresight) 2000: Partnerships established with:
– manufacturing/marketing partner (Heath) – private sector funding sources (NYSEARCH)
2001: Phase II SBIR (EPA) + private funding + DoE grant: – first prototype, field tests – second prototype, user field tests
2003: User fieldtests, User feedback, product specification 2004: Beta prototype, limited pre-production sales 2005: Product release Initial Key to Success Was Identifying The Market Application
Keys to Success Physical Sciences Inc. 2013 National SBIR Meeting-7
Identification of a market ready to adopt new technology Underlying technology sufficiently mature to address market need Experienced and dedicated technical development, accounting, contract, and legal team User testing and design input at each stage of development Product specified and engineered to meet user requirements – easier to use than existing leak survey technology and permitted access to denied environments – engineered to meet market acceptable price – detailed attention to ergonomics and ease of use – eliminates operational complexity of traditional laser-based gas sensors
Funding sources, developers, and users worked collectively towards success Everyone involved really wanted to make this happen
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Success Breeds Success Physical Sciences Inc. 2013 National SBIR Meeting-8
Initial product success – what next? Identify other market applications for gas sensing – Market studies for commercial applications • Understand the attributes of your technology and its value in the marketplace – a $15,000 solution is not going to fit a $1000 market • Identified trade shows that enable seekers of new technology to connect with purveyors of technology – Participate in Beyond SBIR, Navy Opportunity Forum, Air Force Technology Interchanges, etc. for DoD applications
Understand how to partner with others – – – –
Value your technology appropriately Understand your potential partner’s business Understand risk Identify what you want out of the partnership • Sale of the technology? • License the technology?
Derivative Products Physical Sciences Inc. 2013 National SBIR Meeting-9
Oxygen Sensor for Fuel Tank Ullage TDLAS
Optical Moisture Analyzer XTDL-HT™ Heat Treating Applications
Water Vapor Analyzer for Industrial Processes (Commercial Partner)
Annealing Brazing Carburizing Carbonitriding Hardening Sintering
Proprietary Hazardous Gas Detection (Commercial Partner)
The XTDL-HT™ is designed with a new proprietary optical sampling system for the dirty blanket gases in your Heat Treating applications that causes other analyzers to be damaged, readings to drift and a measurement that cannot be trusted as reported by our many customers after 30 years in this business. Without accurate, repeatable and reliable moisture dew point measurement of these gases, your ability to control the finish of the parts will be inconsistent and loose revenue due to reworking the undesired finishes.
MOISTURE DEW POINT ANALYZER
– Developed through Air Force SBIR funding – Now working with a Prime Contractor to transition to aircraft platform
Rev.1 Jan 23,2011
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Take Home Message Physical Sciences Inc. 2013 National SBIR Meeting-10
Invest in market research and take advantage of market research made available through SBIR programs Understand how your technology “fits” in the market Network, network, network – Attend trade shows – Attend SBIR transition workshops, one on one’s – Persistence pays off
Know your company culture – Are you going to be a product developer, manufacturer, or a technology provider – Successful transition will change your company
Find a good partner – Be treated as an equal not a vendor!
Be a good partner – Deliver what you promise when you promise! – Disagreements will happen, work through them
Questions Physical Sciences Inc. 2013 National SBIR Meeting-11
Dr. Mark Druy Technology Transition Manager Physical Sciences Inc. Tel – (978) 738-8195 Email:
[email protected] www.psicorp.com
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