Sparksense Tech Talk: Recent Episodes
sparksense
A podcast by Entrepreneurs for B2B Tech Entrepreneurs to share street-smart, actionable insights how to bring technology to Market. Sparksense.co is an Entrepreneur-driven advisory specialized to bring technology to Market. We work every day with B2B Tech Entrepreneurs across Europe to accelerate their Startup. We execute business development, facilitate access to financing and craft technology partnerships.
What do 3D nano crystals characterization, mixed compound analytics and the simulation of a bioreactor mixing processes have in common? Advanced high-volume and high-speed data analytics! The life Science and speciality chemical industry has a huge opportunity to implement data-driven new materials and process development. This panel is for Entrereneurs, Decision-makers and researchers to uncover real-life applications. This interactive panel session tackles the latest developments in breakthrough data analytics. It is hosted at the Innovation Office of the University of Basel and online.
Sparksense brings together Experts from Q.ant, Eldico Scientific, Novartis, M-Star Simulations and Qnami, as well as University of Basel, Innovation Office.
- John Thomas and Johannes Wutz from M-Star Simulations. Prior to M-Star, John was a research professor at Johns Hopkins University. He holds a PhD from Carnegie Mellon University and an MBA from Georgetown University. Johannes Wutz is an Application Engineer holding a Dr.-Ing. degree. They are experts in developing computational tools for modeling momentum, energy, and mass transport within engineering and biological systems.
- Dr. rer. nat. Andreas Schürzinger is the Sales Lead at Q.ANT and shares his expertise in developing novel sensors and photonic computing chips for life sciences and specialty chemicals industries.
- Eric Hovestreydt is co-founder at Eldico Scientific and brings over 30 years of experience in product development and sales of single-crystal diffractometers. He worked on application consulting and development of customized solutions for Siemens and market leader Bruker AXS.
- Alessandro Mazzetti represents the Innovation Office of the University of Basel, responsible for industry-academia collaborations and strategic programs in entrepreneurship and innovation. With over 10 years of experience, he works at the interface between start-ups, academia and large corporations to develop innovative processes and products.
- Tobias Sjölander, a Quantum Engineer at Qnami, a Basel-based Startup, shares insights on its new quantum sensing technology from the lab work of Prof. Dr. Patrick Maletinsky at the University of Basel.
- Max Eggersdorfer leads a scientific modeling team in small molecule drug development at Novartis. He covers a broad range of topics from molecular and solid state modeling to process scale-up by CFD.
The primary goal of drug discovery is to find new molecules/candidates for medicines. Traditionally it takes screening of large libraries of molecules to find that one molecule that might have the potentiality to be a drug and treat a disease. This whole process is equally time and resource consuming.
A new generation of AI based technologies is changing the whole drug discovery process by rendering the hunt for new pharmaceutical ingredients faster, cheaper, and more effective against diseases.
$13.8 billion was invested in this Space in 2020, more than 4.5 times that invested in 2019. But fewer than 1,000 A.I. startups received funding compared with more than 4,000 in 2017, which was the high-water mark for the number of A.I. startups. The market race is on to execute on this promise.
This Podcast is for Entrepreneurs involved in AI based drug discovery and pharma companies to discuss hands-on tools and practical insights how to bring their solution to market.
We address questions like:
- How can AI be used in drug discovery?
- Which players you should address across the Drug Discovery market ?
- How we can bring a specific drug discovery tech/tool to the market?
- How to partner with industry and academia to accelerate your business?
- Focusing your technology around real-life customer problems
- How is regulation influencing the market readiness of specific solutions
- Future of AI in drug discovery from lab to the market.
We discuss with Arpita Roychoudhury, Business Development Associate at Sparksense. Biophysicist by training, working at the cusp of industry and academia. She is passionate about cutting edge structural, analytical and statistical methods in Biotechnology and communicating complex science in a simplified manner. Has a PhD in structural biology and nanotechnology.
From WERK1 Startup hub in Munich, we are excited to discuss the growing mobile robot market for manufacturing, Intralogistics and emerging outdoor applications. From global Robotics Clusters such as Zurich, Odense or Munich, many well financed Tech Startups are taking on this huge opportunity.
Today we discuss how these Entrepreneurs can accelerate their sales, set-up a robust business development and learn along the way.
We talk with an Entrepreneur, Gregor Modrijan, Founder and CEO of Mobotic in Munich. We also engage with both Mara Jitaru and Luca Rabezzana, who share their valuable experience of bringing Technology to robotics and automation Markets.
In collaboration with Werk1 – the most startup-friendly place in Munich - we discuss tried and tested, street-smart approach to Boost customer acquisition for your B2B Tech Startup. You will gain hands-on guidance on how to execute an efficient business development process from initial contact all the way to qualification.
Marlene Eder, Head of Events & Services at Werk1, welcomes Hervé Flutto - a B2B Tech Entrepreneur - who launched Sparksense in 2017 to contribute his experience, energy and drive to help grow Tech startups. With his team, he works each day with early stage and growth startups to bring their technology to market.
Getting early stage Tech financing is tough!You are launching a unique Technology solution in Robotics & Automation and seeking to raise initial Capital from Investors?
This session is for Early Stage Entrepreneurs involved in Machine Vision, Ultrasound, laser, sound or camera-based sensors, autonomous motion-learning, robot programming, force sensing or Advanced drive & control hardware.
Based on real Venture cases, what you will learn from this session:
- Engage with Customers to accelerate your Product Readiness
- Which inbound & outbound actions to drive Market access
- How Technology can boost your competitive advantage
- Deliver proven Sales predictability and reduce Technology risk
- Organize your sales team & roles for growth
- Tackle international markets from USA, Europe or Asia
We talk with Frank Demmler, dubbed "[Pittsburgh's] startup whisperer" by Inc. Magazine. Actively engaged in Pittsburgh's technology-based entrepreneurial community for decades with Carnegie Mellon University to create, strengthen, and grow the entrepreneurial culture. He shares his experience drawn from over 400 first-time funding of companies.
The Robotic markets see the rapid emergence of advanced technologies for Sense of Touch, autonomous navigation, simplified programming, material handling automation, enhanced safety and more.
This session is for Entrepreneurs involved in Machine Vision, Ultrasound, laser, sound or camera-based sensors, autonomous motion-learning, robot programming, force sensing or Advanced drive & control hardware.
We address questions like:
- Should you sell a Component or a Product?
- Where are you in the food chain between OEMs, Integrators and End Users?
- How to best organise your sales organisation for growth?
- Differences in tackling international markets from USA, Europe or Asia?
- Ways to capturing value through Value-added benefits and pricing
Our guest is Tomi Väänänen, an experienced international sales manager. He brings hands-on knowledge and years of experience leading sales development incl. for smart sensor technology and industrial automation. Tomi draws from his real-life experience managing sales across industries in Europe, India and China.
Hiring talents for Startups and SME's can be a challenge!You are launching a unique solution and looking to access the most relevant talents?
We address questions like:
- What kind of staffing for which stage of business development?
- How to best balance flexibility, value for money and access to specialized skills?
- What are different models to work with external service providers?
- How to ensure you get the most value working with an external partner?
- Which particular roles can be staffed internally vs. externally?
Winning first customer is tough! You are launching a unique Data Analytics Software or SaaS solution and looking to access the most attractive markets? This is an interactive session on how to execute an efficient business development process to capitalize on data and build a scalable software business.
We talk with Ignacio Barrios Baños , CEO & Co-founder at Kido Dynamics, generating deep knowledge about the mobility behavior of millions of people through machine learning technologies. Ignacio draws from his real-life experience from early startup days to now managing customers across 10 countries.
We tackle questions like:
- When is the right time to launch Sales outreach vs. Product Development?
- What it takes to access and monetize data across various applications?
- How to structure your product and pricing to drive scalable growth ?
- Can I adapt my geographical footprint to specific market response?
- What to expect from Social Media or Press Relations?
Winning first customer is tough! You are launching a unique Robotic, Sensor, Software Analytics or Industrial Automation solution and looking to access the most attractive markets?
This podcast covers tried and tested, street-smart approach to Boost customer acquisition for your B2B Tech Startup. We talk with Luca Rabezzana, Business Development Associate at Sparksense. He draws from his real-life experience working with start-ups and shares his passion for Machine vision, robotics and markets.
"Social-distancing directives, (...) could prompt more industries to accelerate their use of automation. And long-simmering worries about job losses or a broad unease about having machines control vital aspects of daily life could dissipate as society sees the benefits of restructuring workplaces in ways that minimize close human contact..” New York Times, April 2020
Contrary to Silicon Valley, where 2 out of 3 startups are consumer oriented, 60% of European scaleups are B2B focused.
Initiating, building and maintaining productive relationships with large customers is a challenge for many startups: focus on Return on Investment, IP protection, importance of relationship building and scattered decision making authority are substantial differences from traditional consumer markets.
This podcast provides hands-on, practical insights and tools how to drive Key Account sales:
- How to evaluate and get access to relevant prospects?
- Key steps towards a great first customer meeting and the first purchase order
- Critical ways how to take the relationship further and get more purchase orders
We talk with Roberto Magnifico, Chief Commercial Officer with the Startup ActLight SA. He draws from his broad key account sales and senior management experience to provide exciting insights, practical examples and answer live questions.
We receive many investment requests from Technology Startups, Impact investing to even ICO’s. Some have great businesses to share; others underestimate the fundraising trap.
We talk with Balz Roth, is a professional Business Angel, investor and board member for SMEs and technology startups. Various successful exits of technology startups to companies like Intel (Lemoptix), Monolithic Power Systems (Sensima) and Everyware (Safe Swiss Cloud). Balz is also a Venture Partner at Go Beyond, an international business Angel Network.
This podcast provides hands-on, practical insights and tools towards a successful Fundraising:
- Do I really need 3rd party money to achieve my goals?
- Which Investors are most likely to be a good fit for my Business and development stage?
- Key steps towards a great first Investor meeting and the first Term Sheet
- Critical ways how to take the relationship further and get through Closing
We draw from our broad investment and Entrepreneurship experience to provide exciting insights, practical examples and answer live questions.
While the launch of a tech startup is exciting, each entrepreneur needs to establish a strong legal foundation to protect itself and its intellectual property (IP) and tech innovation. Intellectual Property (patents, designs, trademarks, copyrights, trade secrets) is a key driver in a company’s commercial success.
The value and success of a start-up is usually directly linked to two aspects of intellectual property:
First, the protection of own intellectual property.
In many cases, start-ups are initially not in the position to challenge the top dogs due to their financial power, reputation, market penetration and relationships to other players in the market. Therefore, to make a great idea into an economic success, the idea needs effective legal protection.
Second, the protection against third party’s intellectual property.
Intellectual property rights create monopolies. The owners of intellectual property rights use them to fend off competition. Third party’s intellectual property can be a show-stopper. Therefore, in view of the limited funds of start-ups to use in legal matters, start-ups need to navigate through this complexity and have a strategy in place to avoid such pitfalls very early on.
This podcast provides hands-on, practical insights on how to protect your intellectual property effectively. It also provides guidance on how to deal with third parties’ intellectual property. It includes answers to questions like:
- Which type of intellectual property is best suited for my business?
- Is it better to patent or to maintain secrecy?
- Which third party intellectual property rights are relevant for my business?
- How can I reach reasonable certainty with regards to third party’s intellectual property rights?
We talk with Daniel Hoppe, Certified IP Specialist Lawyer with the German based IP law firm PREU BOHLIG & PARTNER. He draws both from his experience in advising start-ups in matters of intellectual property and in intellectual property litigation to provide exciting insights, practical examples and answer live questions.
Winning first customer is tough! You are launching a unique tech solution and looking to access the most attractive markets? It is not “sales”! Many tech startups struggle to identify, attract, train and retain qualified Business Developers. In addition, a “sales” approach can backfire if you are starting to sell while a client is still in “education” mode.
"If the economy continues to head south, what does it mean for entrepreneurs ready to scale their business? Should they hold off on growing sales? Should they take a more conservative approach? My answer is no. In my view, a down economy is the best time to build a sales team.”
Mark Roberge leading Sales at HubSpot during the 2008 crisis.
This podcast is an opportunity to discuss tried and tested, street-smart approach to Boost customer acquisition for your B2B Tech Startup. The success of a start-up sales activities is directly linked to two aspects of Business Development:
First, the Team skillset and attitude.
Selling novel, unique solutions is not business as usual. Salespeople need both product knowledge and market knowledge—an understanding of market trends and customer buying patterns. They bring a strong understanding of the technology, combined with great listening skills. They are also resilient, acknowledging that this is a marathon, not a sprint.
Second, the good tools and methods.
A great team strives for executing a robust business development process, which is very selective and focused to capitalize and protect your unique value proposition. You want to foster efficiency from the initial market segmentation, target focus, initial outreach all the way to the lead qualification. This also requires discipline to delete less promising prospects.
This podcast provides practical insights on how to build and manage a team with the right attitude. It also provides hands-on guidance on how to execute an efficient business development process. It includes answers to questions like:
- How should I organize and prioritize my customer outreach?
- Is it best to go wide and shallow or focused and deep?
- Can I adapt my outreach depending on product complexity and sales cycle?
- How do I get in touch with the right decision maker?
- What does it really mean to qualify a lead?
We talk with Lugas Raka Adrianto, Business Development Associate at Sparksense. He draws from his real-life experience working with start-ups and share his passion for sustainable technology to provide exciting insights, practical examples and answer live questions.