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Case History 9902
Accelerating commercialization of a new water purification system.
The principal of this start-up firm had developed a new water purification technology. He believed that systems enabled by this technology would have cost and performance advantages over systems employing traditional technology.
Problem
Although there were many potential application areas, the
firm's limited resources meant that a few very focused,
high-potential markets had to be discovered. Furthermore,
the firm needed short-term sales opportunities in order to
demonstrate to new customers the technical superiority of
the new technology.
Solution
Program planning by ISIS and the sponsor led to the assembly
of opinion leaders from North America, Europe and the Middle
East into an ISIS Summit conference panel. Some panelists
were concerned with waste water management, others with the
production of potable water.
Outcome
The panel identified specific applications where the new
technology could deliver immediate performance and financial
benefits; mapped out a host of short and long term
applications for the technology; and within two months of
the Summit conference, initiated preliminary negotiations
for joint development projects.
Results
1. Over half the panelists offered to commit significant
technical and marketing resources to application development
and testing, provided they could benefit from a lead time
advantage in their industries.
2. The Summit System provided the rationale and support needed by the sponsor to raise several million dollars for scale-up.
3. The firm was immediately able to form alliances with at least two panel companies to accelerate international commercialization.
