Table 3b General Case Information for new cases
Case | Description |
Micronit
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Is a Dutch startup founded in 1999 by two recent university graduates. When the company first started it was mainly involved in the development of sensors to analyse fluids for medical and chemical purposes. Soon however, the focus shifted to the development, design and production of all-glass lab-on-chips. At this moment, NL-1 is the one of the few companies in the world that is able to rapidly deliver glass microchips in various dimensions, created with different techniques and different kinds of glass. From the beginning the founders had a clear global vision. They realised that the Dutch market would simply be too small to justify the necessary investments in R&D. At the same time their products offered clear added value to research labs around the world. Even though the founders explored possibilities in Asia and Eastern Europe, today the firm’s activities focus on Western Europe and North America, with international sales being the most important cross border activity. The company cooperates closely with some of its international partners in relation to product development. To date, resources are mainly sourced domestically. For instance venture capital was attracted from both the university and a regional participation company. Also, research facilities, technology (in the form of patents and licenses) and raw materials are obtained locally
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Nedclad
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Was founded in 2000 by a group of entrepreneurs after a series of discussions and a market research initiated by a Dutch University and the Dutch Oil Company regarding laser cladding. Laser cladding is a new technology that can be used for the revision of engines, etc. It soon became apparent that the actual production (cladding) would mainly focus on the domestic market as a result of the transportability of both the required equipment and the goods that needed the cladding. However, the entrepreneurs realised that the technology would have a global potential. Therefore, it was decided to split the company in two parts: one production firm and one research oriented company. The production company focusing on the domestic or (eu-)regional market, while the research company is currently setting up operations and is involved in discussions with potential global customers. To date however, the global potential of this company has not been reached; international activities remain limited to informal exchange of ideas with potential partners and customers
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Lionix
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Was founded in 2000 as a spin-off from a Dutch University. In April 2002 the company merged with a new business unit of another high tech firm. Today NL-3 is a leading player in the development and small to high volume production of leveraging and innovative products based on microsystems technology and MEMS. The core technologies are integrated optics and microfluidics. The firm’s customers operate in telecom, industrial process control, life sciences and space flight markets and include multinationals, as well as research institutions from around the world. By the end of 2003 the company was involved in several strategic alliances including both Dutch and foreign partners from Denmark, Norway and the UK. These alliances enable the firm to offer complete solutions, and control the process of development into production as well as the manufacturing of the final product that would not be achievable if the company were working on its own. Cooperation is based on subcontracting, licensing of IP and joint ventures. Furthermore, the firm has sales representatives in Israel, the UK and the US. Finally, the company staff includes several foreign employees, resulting in a multinational culture
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Sound Inc.
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Was founded in 1998 by a researcher and a former business consultant. Their main products are sound measurement devices based on a radical new technology. Because of the highly specialised nature of the product, the company operates in a niche market and competes mainly with suppliers of traditional microphones. In fact creating awareness, understanding, and acceptance of the technology is one of the key issues for this company. By 2002, the company had operations in more than 20 different countries. These activities range from selling products directly, setting up of a network of distributors to exchanging knowledge with researchers working at universities around the world. Interestingly, the company invites researchers from across the globe to work with the technology. This not only increases the awareness of the technology but may also lead to the discovery or development of new applications. This approach therefore can be seen as an innovative way of outsourcing R&D
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Illice Biotech
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Is a Spanish firm, founded in 2001, by a university professor. Active in the field of molecular biology, the firm prepares drugs discovered in the university laboratories for clinical testing. The research is being conducted at university facilities, since the entrepreneur is still working at the research centre. The entrepreneur clearly has a global vision. He is aware of the global nature of his market and does not feel that geographical borders restrain his activities. Already, he has been able to initiate several international operations including attracting financial resources, advice and practical support from foreign suppliers. Further, contacts have been made with a number of (potential) customers and partners. These activities are being undertaken in the EU, Australia and the US. Venture capital was found at a German investor. This venture capitalist is probably the firm’s most important partner. He provides the entrepreneur with practical assistance, for instance in writing business plans and building his network. Furthermore, the venture capitalist has pointed the entrepreneur to several opportunities.
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Table 4 Summary of Case findings in relation to the previously identified characteristics
Dimension__Ecofluid__Heartware__Logitech'>Dimension
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Ecofluid
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Heartware
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Logitech
|
Sci Tex
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ChipIdea
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Time to entry
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Preparation
|
Opportunity recognition
|
Opportunity recognition
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Preparation
|
|
Purpose
|
Resources and markets globally dispersed
|
Resources and market globally dispersed
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Pursue opportunities wherever they arise
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Pursue opportunity offered by technology and market
|
Pursue opportunity offered by technology
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Scope
|
Sourcing (financial investment) (P), R&D (OE) production (EO) sales (OE)
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Sourcing (OR), R&D (P), Marketing (OE), Sales (OE), Support (OE)
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Sourcing (OR), R&D (P), Marketing (OE), Sales (OE), Support (OE)
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Sourcing, R&D, Marketing, Sales, Support
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Sourcing, R&D, Marketing, Sales, Support
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Diversity
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Europe (ER), North America (ER)
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North America (OR), Europe (OR), Asia (OE), Middle East (OE)
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North America (P), Asia (OE), Europe (OR), Africa (OE), Australia (OE)
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North America (OR), Europe (OE), Middle East (P), Asia (OE)
|
Europe (OR), North America (P), Asia (OE), Middle East (OE)
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Entrepreneurial nature
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High level of EO
High growth
|
High level of EO
Temporary high growth
|
High Level of EO
High growth
|
High Level of EO
High growth
|
High Level of EO
Internationally confident entrepreneur
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Role of Entrepreneur
|
no hands-on international experience, former researcher
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some international experience
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some international experience and internationally composed team
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considerable international experience, idea discovered while working abroad, venture founded in home country
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no international experience, international confidence, research background
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Role of the Network
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Unclear, seems VC played an important role
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Partnership with Dutch University made startup possible and break up of alliance caused the end of the venture
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No evidence of strong partner
|
Limited evidence of strong partner
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Strong partner in the form of a University
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Dimension
|
Micronit
|
Nedclad
|
Lionix
|
Sound Inc
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Illice Biotech
|
Time to entry
|
Preparation
|
Preparation
|
Opportunity exploitation
|
Opportunity recognition
|
Preparation
|
Purpose
|
No resources and market found domestically
|
Resources and market globally dispersed
|
Pursue opportunities wherever they arise
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Pursue opportunities wherever they arise
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Pursue opportunity offered by technology and market
|
Scope
|
Sales (OE), R&D cooperation with North American professors (EO)
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Sales (OE), search for partners and alliances, licensees (P)
|
Sourcing (OR), R&D (OE), Marketing (OE), Sales (OE), Support (OE)
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Sourcing (OR), R&D (OR), Marketing (OE) Sales (OE), Support (OE)
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Sourcing, (OR) R&D (OE), Marketing (OE), Sales (OE) , Support (OE)
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Diversity
|
Europe (OR), North America (EO)
|
Europe (OR), some contacts in North and Latin America (OE)
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North America, Asia, Europe, Australia
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North America (OR), Asia (P), Australia (OE), Europe (OR), Latin America (OE)
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Europe (OR) contacts in North America (P)
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Entrepreneurial nature
|
High level of EO
Slow growth
|
High level of EO
Slow growth
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High Level of EO
Limited growth
|
High level of EO
Slow growth
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Limited Level of EO
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Role of Entrepreneur
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No international experience, international confidence
|
Limited international experience, internationally skilled and confident
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Strong, international experience + composition
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Team, one with research experience, the other with international, entrepreneurial and management experience
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No international experience, international confidence, research background
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Role of the Network
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Strong alliance with University of Twente
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Strong alliance with University of Twente + Mother firm
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Strong alliance with Dutch University
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Network built from University, originally scientific, quickly business community, highly international
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Strong dependence on relationship with Venture Capitalist
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