JLM client Dualis brings in ReliantHeart
Dualis MedTech and ReliantHeart Partner on Fully Implantable TET System for the HeartAssist5® LVAD
ReliantHeart, Inc., an innovative supplier of advanced mechanical circulatory assist technologies, and Dualis MedTech GmbH, a provider of wireless energy and charging technology, have joined together to implement a wireless, Transcutaneous Energy Transfer system (TET) exclusively for the HeartAssist5® Ventricular Assist Device.
Dualis has agreed to integrate its wireless energy transfer technology MedBase® with the HeartAssist5® VAD. ReliantHeart’s novel HeartAssist5® (HA5) is the most energy efficient LVAD available.
In its new configuration, the HA5 will draw less than half of the energy of any other full flow LVAD. ReliantHeart refers to this energy efficient pump as being Forward Compatible with future product introduction, including the wireless Transcutaneous Energy Transfer system (TET).
Dualis is an integral part of a Forward Compatibility team formed by ReliantHeart to cooperate on an assembly of technologies intended to reduce adverse events associated with LVADs. The team includes several other companies: Lynium, Kollmorgen, Device Solutions, Transonic, Revel Engineering, Numerex, Cathtek, and Yarborough Electronics.
Several months of collaboration culminated in Houston last month, where engineers and product managers from these companies shared a behind-the-scenes tour of the Johnson Space Center, an appropriate setting for both Dualis and ReliantHeart whose roots stem from the aerospace industry. Dualis was formed from the German Centre for Aeronautics and Aerospace, and now implements its technologies for the medical device industry. ReliantHeart’s ventricular pump was developed with NASA technology and was awarded the NASA Invention of the Year.
According to ReliantHeart CEO Rodger Ford; “Dualis is heads and shoulders above most similar teams of its kind. Our partnership is more than just collaboration, it is a crusade to reduce adverse events in the LVAD field. Our mission is to compress time and accelerate beneficial outcomes. Artificial heart pumps need power but running wires through the skin leads to infection and patient discomfort. The solution is to invent a device to transfer power without wires.”
Dualis MedBase® technology will provide this solution by using magnetic coils to transfer power from outside to inside the body with no wires that penetrate the body. It sounds like science fiction, and yet will be available in 2016. Patients with a ReliantHeart HA5 will be able to upgrade to the wireless system without exchanging the pump, thereby eliminating driveline infection. “Patients will be able to enjoy the physical and social activities that are limitless without a wire,” Ford said.
Dualis MedTech GmbH started research and development of the MedBase® technology in 2006 and has since gained a substantial lead in wireless power technology, and conducted successful animal trials. Stephan Sagolla, CEO of Dualis indicated, “The internal coil is about two inches in diameter and will communicate with an internal battery and power management much like a pacemaker system. The patient will be wireless.”
ReliantHeart, Inc. is an innovative supplier of advanced mechanical circulatory assist technologies that are changing the approach to the treatment of advanced heart failure. It develops and manufactures the HeartAssist5® Ventricular Assist Device. ReliantHeart’s roots are in Houston, Texas, where it has been generously influenced by the transplant centers of Texas Heart, Methodist DeBakey and Memorial Hermann, and its technology originally inspired by NASA, the Johnson Space Center and Baylor School of Medicine.
Dualis MedTech GmbH is an innovative development service provider which supports its customers from the idea stage right through to the certification of tailor-made systems and products. As a spin-off of the Deutsches Zentrum für Luft- und Raumfahrt (DLR e. V., German Centre for Aeronautics and Aerospace), the company has transferred technology used in aeronautics and applied it to medical technology and also provide services to other sectors such as the automotive supply industry, consumer electronics and machine and plant construction.
Dualis offers manufacturers of medical devices and active implants a fully comprehensive service package for the production, integration and adjustment of MedBase® to their proprietary products. Dualis complies with the extremely demanding regulatory requirements for medical devices.
Agency aims to help startups tap the U.S. market
EE Times News and Analysis • Colin Holland
LONDON — A company is looking for European electronics startups that want to exploit the world-wide market will be organizing a series of launch events at CES 2009 in Las Vegas in January for executives wishing to meet with key decision makers at Fortune 500 companies.
Some companies say they have already successfully gone down this route using J Lyons Marketing (JLM) including Powercast (Pittsburgh) which won the CES emerging new technology for 2007 award. “We were just coming out of stealth mode and, with JLM connections, we exploded at CES,” said John Shearer, co-founder of Powercast. In 2008, JLM brought senior directors from 22 companies around the world together to meet and do business. “It was an incredibly cost effective way for us to meet with the right people and get the feedback needed to finish final development,” added Shearer.
“Our company was boosted with immediate value and credibility. It is a great service and beats the alternative of travelling round booths hoping to find someone who might be interested in us,” added Tolga Katas, Founder and Director of en2go International Inc. a California-based company, that looks beyond web 2.0 in the creation of digital entertainment and technology intelligence and added Steve Wozniak to its board of directors earlier this year.
Getting started in the huge American market can be a daunting challenge for European technology companies, especially start ups. St Davids, Pennsylvania-based J Lyons Marketing (JLM) has over twenty years of experience of introducing European companies to the decision makers at prospective Fortune 500 customer organisations with over a billion dollars of design win successes into products ranging from cell phones to automatic utility meter readers. “We know the CTOs of major American technology companies on first name terms,” explained John Lyons, President and Founder of JLM. “By keeping in regular contact we know exactly what technology challenges they are facing both now and in the future. This means that when we call them with a possible solution from one of our clients, they listen because we have track record of delivering exactly what they need for years and years.”
“It is a matchmaking process based on intimate understanding of both technology needs and technology solutions. It would be very hard for European company to cold call and hope to find decision maker who happened to have a problem that their technology could solve,” added Lyons.
Most of the clients that JLM represents are European because, as Lyons explained, Europe has a tremendous pool of engineers creating innovative technologies and products but they lack the contacts to crack the lucrative American market.
Peratech, the leader in new materials designed for touch technology solutions, is one of the clients that JLM has recently started working with. Martin Kingdon, Peratech’s Sales Manager, said, “JLM gets doors open at a senior level with customers and gets to the right people very quickly.” Another success story for JLM was with Maxell, and saw its Lithium Thionyl chloride batteries used in utility meters and in set top boxes while its lithium-ion prismatic cells have enjoyed huge success with cell phone manufacturers. “JLM has helped us become one of the world’s leading manufacturers of speciality batteries,” said Bob Meadows, National Sales Manager at Maxell.
Bolaji Ojo, Editor in Chief, EBN, The Premier Online Community for Global Supply Chain Profeessionals
The electronics industry likes to celebrate success, touting the unusual circumstances under which many of its biggest companies were founded -- the garage is a favorite location.
It often fails to mention the hundreds, possibly thousands of other technological innovations that died unsung because the entrepreneurs either couldn't get anyone to pay attention to their ideas or failed to secure critical funding.
The stories many of us will ever get to know about events in the technology world are those of the successful companies, enterprises like Amazon, Apple, Facebook, Google, Hewlett-Packard, and Yahoo. But many others never get to Wall Street because their products failed to make it to Main Street. So, how can startups and innovators give their ideas and products the opportunity to get included in the narratives of successful companies?
The hurdles are certainly numerous. Many technological innovations die on the vine due to a variety of factors, the top reasons being lack of funding, failure to attract the right type or any sort of viable partnerships, insufficient marketing, management missteps resulting from inexperience, insurmountable competitive opposition, poor product timing, supply chain challenges such as inability to attract the patronage of suppliers, contract manufacturers and other third-party support services providers, and simply poor design of a potentially great product.
In the electronics industry, one of the toughest obstacles to the success of a new product -- in the case of components -- is failure to find a home for the parts in existing products. The industry jargon for this is "design win," which refers to the possibility of getting the component included in the list of components used by the engineer when designing the end-equipment.
A "win" on a major OEM's platform, printed-circuit board, software, or enclosure is a highly coveted victory for a startup. Scoring a "design-win," for example, on products from Apple Inc. (Nasdaq: AAPL), could translate literally into tens of millions in sales for a startup and give its products greater visibility with other manufacturers.
But how can a startup in southern France, central UK, or the Midwest of the United States score such a win? How can an innovative enterprise even get its products before the top procurement and supply chain executives at companies that control tens of billions in purchasing expenses per year? What will it take for Apple to review a component vendor's latest innovation when the manufacturer does not have a history of supplying components to the world's biggest consumer electronics company and has no direct links with its supply chain boss?
That's where folks like John Lyons come in. A veteran of the electronics industry, Lyons is CEO of J Lyons Marketing, a technology matchmaking firm that assists developers in bridging the wide gulf separating them from the companies that can benefit from and help market their products.
Lyons told me in an interview that his company's specialty is hooking developers up with Fortune 500 enterprises. "If the technology can do what the manufacturer wants, we'll help you find a home for it," Lyons said. It's not quite that simple, though. The first step to scoring that design win is convincing technology matchmakers like Lyons that the innovation is worth hawking around. Matchmakers are valued by OEMs especially because they would have already done much of the vetting that the enterprise would have to do if the middleman wasn't involved. Lyons said in a statement he emailed to me:
Over the years, we have been responsible for matchmaking hundreds of technology deals worth over a billion dollars. On one hand, we keep in constant contact with the CTOs of Fortune 500 companies so that we know the problems that they are trying to solve. It would be extremely hard for companies in Europe to know exactly which person in any number of vast US companies might be interested in their new technology but we do. Not only that but these guys will take our call because they know we deliver solutions time after time.
The products introduced to equipment manufacturers for consideration by technology marketers like Lyon must have already passed muster with the middleman who require have a deep knowledge of the customer's products and may even be aware of its product roadmap. In order to sustain the relationship on both sides, Lyons and his team are constantly in touch with CTOs at equipment vendors and spend a great deal of time hunting for valuable innovations.
An introduction by Lyons to a Fortune 500 company is not a guarantee of success, though. He admits to scoring wins regularly but added that many of the innovations he considers may not get past the front door at the equipment vendor. Lyons counts amongst "his successes a camera chip design win of 50 million units and counting, a battery design win for a Set Top Box worth $400 million, and a new disposable sample gathering device used in diagnostic testing with the potential to sell millions of units a year."
Of course, if matchmakers like Lyons cannot deliver the goods, there are other avenues technology innovators and startups can pursue. They can leverage the strength of funding partners, tap the vast knowledge and contacts available at distributors, and if all else fails, there's always the chance cold calling the OEMs might elicit some interest. It's a long shot but it may just be worth trying -- after all, both parties are always on the lookout for something different, something that improves their competitiveness.
Technology Matchmaker, J Lyons Marketing, hired as Technology Scout
by Fortune 500 company to bring European innovation to the US
Wayne, Pennsylvania – J Lyons Marketing (JLM) has been hired as a Technology Scout by a Fortune 500 company and will be responsible for sourcing innovative technologies from Europe. JLM has over 25 years’ experience in working with European high technology companies as a Technology Representative in the US.
“We have been working with this Fortune 500 company for a number of years,” explained John Lyons, CEO of J Lyons Marketing, “bringing new technologies to them from clients that I represent. Being hired as a Technology Scout, is a first for us and reverses the whole process. We will be working closely with the CTO and the company road maps to determine exactly what new technologies will be needed to enable the company to execute on its product strategies. Having worked with dozens of European companies and start-ups over the years and numerous research institutes, we know where to go looking for solutions that are game changers that could enable billion dollar sales. They are currently a $19 billion company and they want to double in size within a few years through innovation and acquisitions – they are buying European companies at the rate of ten a year and want us to help find the right ones to buy be they start ups or well established companies.”
According to the Global Innovation Index 2012, seven of the top countries for innovation are European and the USA is in tenth place. “Europe is an amazing source of innovation,” added John Lyons, “and the US is number one for acquiring new technologies. Key sources of innovation are the universities doing blue sky research that then spin out companies to commercialise the new technologies. This non-VC based model is working well in today’s financially challenged times and is enabling Europe to be an innovative powerhouse. Our close connection with the incubator facilities at universities ensures that we know what new technologies are coming down the pipe at a really early stage so we can match-make them to the technology requirements of US companies, who can often provide financial support and advice as the lead customer to speed the development.”
John Lyons concluded, “A company’s road map is its crown jewels. By being an external Technology Scout, we can provide our client with anonymity during the search process so that rivals don’t know who is looking for what, preserving the secrecy of or client’s road map strategy.”
J Lyons Marketing focusses on high technology in the areas of Consumer Electronics, Life Sciences, medical devices, drug delivery systems, diagnostics, energy, building automation, and clean technology.
Further information can be found at www.jlyonsmarketing.com