COMMERCIAL IN CONFIDENCE © Copyright 2010 Fujitsu (Ireland) Limited

Collaborate to Innovate How to Create a Successful Collaboration

Anthony McCauley,

Head of Innovation

Fujitsu October 23rd, 2012

Copyright 2009 FUJITSU LIMITED 1

Fujitsu Ireland – Who we are, What we do

1

Established: 1935

Tokyo, Japan

R&D spend: US$ 2.6B

Fujitsu Headquarters

Tokyo, Japan

175,000 employees

70 country operations

Established: 1969

Ireland

Revenue: €80M

350 employees

HQ Dublin

Infrastructure

Services

Customer

Services

Platforms

(Wintel, Solaris)

IT & Business

Consulting

Application

Services

Finance (Insurance and Banking)

Telecommunications and Utilities

Government

Utilities

Fujitsu Ireland

Dublin, Swords

2

Fujitsu Laboratories

3

Fujitsu’s Motivation

Opening New Markets – Health HSE, Utilities

ESB

Test Bed and Centre of Competence for Globalisation of Solutions

Fujitsu Ireland become a Smart economy leader

Gain insights to next generation R&D aligned to local expertise

Ireland

Insight to new R&D perspectives aligned to

Fujitsu Labs research areas

Opportunity to collaborate with World Class Researchers

Develop Unique Collaborative Synergies Across Fujitsu Labs and IRL Research Groups

Fujitsu

Laboratories

4

Choosing Your Research Partner

Dedicate a single point of contact within your organisation to

establishing the collaboration – “we took a hands on approach”

Define your business drivers for initiating a research project

How can the research reinforce your business and open new market potential

“Research Prioritisation Steering Group” – may guide your decisions

Decide whether it’s a collaboration or contract research

Do you want to grow your own expertise or outsource the expertise

Develop a set of selection criteria aligned to your business requirements

and research needs

Identify a single point of contact to guide you through the maze – IDA,

Enterprise Ireland – “a strong relationship is key”

Form an Expert Group and get advice from different perspectives

Undertake a Top-Down and Bottom-Up assessment of the research groups

Attend events and get a broad understanding of the research from a

number of perspectives http://www.isin.ie

5

Working with Academia

There are many research groups, what impressed us

Size, maturity, internationalism, engagement model, IP framework

Accept that Industry and Academia have different strengths

Merge the innovation of research with commercial realities

Work with ‘your company researchers’ to develop a research outline

Aligned to furthering the industrial research roadmap

But has a commercial focus

Assess the project planning capability of the research group

Accept that project planning may not be their strong suite

Organise planning workshops to refine the outline and define the

research project

Allow researchers to explore and don’t stifle the creativity

Design a project that meets academic and commercial requirements

A commercial solution that will expand your revenue potential

Opportunity to publish and enhance their reputation

Be patient, ground-breaking research takes time to evolve

6

Funding Options

Know the boundaries of your budget

Based on the funding options there’ll be consequences for IP ownership

University overheads need to be factored into calculations

Understand the various grants and allowances that are available based

on the research you’re undertaking

IDA Grants

R&D Tax Credit

FP7/Marie Curie Funding

Expert advice is key when accessing the appropriateness of each

funding option

Understand what is involved to avail of the various grants– EI & IDA

Tax Advise probably needed when considering R&D Tax Credit

There may be grants available to help with the costs of writing the

proposals to avail of larger grants

Hiring Researchers from Abroad – talk to Irish Universities Association

about Hosting Agreements

7

The Impact

At this early stage our collaborations are already delivering

value;

Identify what’s shaping the market of tomorrow - new

trends and challenges

Plan 5-10 years ahead to shape Fujitsu technology,

products and services

Bring new thinking to existing R&D

Open new markets through development of new

technologies

New technologies to exploit the delivery of existing or new

services

Access to near-commercial solutions

Access to a wider “family of experts” and “dreamers”

It’s Worth All the Effort!

8 Copyright (c) 2012, Fujitsu Laboratories Ltd.