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NIST GCR 02–841
Between Invention and Innovation
An Analysis of Funding for Early-Stage Technology Development

Annex II. COMPANY NARRATIVES

This section presents brief profiles of early-stage technology development in four of the companies whose representatives participated in Between Invention and Innovation workshops: Affymetrix (Ken Nussbacher), Energy Conversion Devices (Nancy Bacon), Marlow Industries (Hylan Lyon), and PolyStor Corporation (James Kaschmitter).

Four case studies, separately published, examine in detail the experiences of selected project participants in managing the process of transition from invention to innovation, providing specific examples with successful projects. The subjects (and authors) of those case studies are: Band of Angels (Jonathan Westrup); Caliper (Mona Ashiya); GE/Amorphous Silicon (Bob Kolasky); PPL Technologies (Thomas F. Livesey). Each of those full case studies provides an overview of the history of the firm or project group, a discussion of the evolution of the technology that forms the basis of the effort, a description of the enablers and constraints that the effort faced as it moved from invention to innovation, and a discussion of how this fits into the current thinking on public support of such work. The case studies are available on the Advanced Technology Program’s website, <http://www.atp.nist.gov>.

1. AFFYMETRIX

Affymetrix, located in Santa Clara, California, is a leader in the field of DNA chip technology. Affymetrix has developed its GeneChip system and related microarray technologies as a platform for acquiring, analyzing, and managing genetic information. Affymetrix sells its products directly to pharmaceutical and biotechnology companies, academic research groups, private foundations, and clinical laboratories in the United States and Europe. Affymetrix has more than 750 employees.

Affymetrix is a spin-off from Affymax. The latter was founded in 1988 by Dr. Alejandro Zaffaroni—who also launched Syntex Laboratories, Alza Corp. and Dnax Research Institute—to accelerate the drug discovery process. The traditional approach in drug discovery has been to synthesize or discover new candidate drugs and then test their activities one at a time. This is a tedious and cumbersome approach, so speeding up or automating this process is of substantial interest to pharmaceutical companies. To launch Affymax, Zaffaroni assembled a list of star scientists, including Carl Djerassi, Joshua Lederberg, and Peter Schulz. The firm’s board of scientific directors included four Nobel laureates. The combinatorial chemistry and high-throughput screening technology developed by Affymax combined synthetic chemistry and photolithography to enable synthesis and screening of compounds on chips.

A variant of this technology was developed by Steve Fodor and his colleagues at Affymax, using solid-phase chemistry and photolithography to achieve spatially addressable parallel chemical synthesis to yield a well-defined microarray of peptides or oligonucleotides. This formed the basis of Affymetrix’s technology. The team’s initial focus of using chips to synthesize peptides useful in the drug discovery process did not work very well, and Fodor shifted his attention to DNA probes, with extremely successful results. The work was published in Science in early 1991 in what is now considered a landmark paper. The original team that developed the idea—Fodor and his colleagues Pirrung, Read, and Stryer—won the Intellectual Property Owners Association’s Distinguished Inventor award in 1993. Affymax spun off Affymetrix the same year. The new firm raised $21 million in its Series A private placement, then another $39 million in its Series B placement. It went public in 1996 with a valuation of $300 million.

At the time of the spinoff, Affymetrix had no specific product—in fact, its principals did not even think of it as a product company. Through further development of this technology over the next five years, however, Affymetrix developed the initial versions of its first commercial product, the GeneChip system. Affymetrix’s R&D expenditures rose over this period from $1.57 million in 1991 to $6.57 million in 1993 and $12.42 million in 1995 (funded internally as well as through research contact and grants). The GeneChip system consisted of disposable DNA probe arrays containing gene sequences on a chip, instruments to process the probe arrays, and software to analyze and manage genetic information. The company commenced commercial sales of the GeneChip system and an HIV probe array for research use in 1996. As of March of that year, Affymetrix had been able to sell nine GeneChip systems, all intended solely for research use. Still, Affymetrix’s stated goal in its IPO prospectus was to establish the GeneChip system that it had developed as the platform of choice for acquiring, analyzing, and managing complex genetic information in order to improve the diagnosis, monitoring, and treatment of disease. By September 2001, the majority of the top pharmaceutical companies, over a dozen biotech firms, and more than 1,000 academic institutions were customers for the firm's GeneChip and other technologies. At the time of its public offering, all of Affymetrix's revenues had been derived from payments from collaborative research and development agreements and government research grants ($4.63 million in 1995). By 2000, Affymetrix's R&D expenses were $57.4 million and its product sales for that year were $173 million..

With the aim of broadening its product offerings, Affymetrix acquired firms such as Genetic Microsystems, to help it access the spotted array market, and Neomorphic, to advance its bioinformatics software and enhance chip design. Affymetrix also formed and financed Perlegen Sciences at a cost of about $10 million to leverage its technology to perform whole-genome scanning and assess genetic variance. Beyond its internal R&D efforts, Affymetrix entered into a variety of collaborative agreements and alliances with other firms to help develop and improve its products, even during its earlier stages. In late 1994, the company entered into a collaborative agreement with Hewlett-Packard to develop an advanced scanner for use with the GeneChip probe arrays. The firm had two agreements with the Genetics Institute in 1994 and 1995 relating to use of GeneChip technology to measure gene expression in order for the Genetics Institute to develop new therapeutic proteins. In 1996, Affymetrix entered into an agreement with Incyte Pharmaceuticals, Inc., to explore potential uses of DNA probe arrays in the area of gene expression. In the same year, Affymetrix entered into an agreement with Glaxo (now Glaxo-Wellcome) to design, test, and supply probe arrays to demonstrate use of the arrays in detecting polymorphisms in specific genes.

Affymetrix illustrates one stage of the innovation process, whereby a startup firm that is engaged in generating databases or creating software tools, even if these are not its ultimate product, enters into meaningful collaboration with larger firms that are in essence outsourcing part of their R&D to these startups. In Affymetrix’s case, this is not the business model that it is pursuing today, but it was a useful stream of revenue for it that time.

Building an intellectual property base is an important component of Affymetrix’s strategy. The company believes that its success depends in part on its ability to obtain patent protection for its products and processes, to preserve its copyrights and trade secrets, and to acquire licenses related to enabling technology or products used with the company’s GeneChip technology. At the end of the year 2000, Affymetrix had 105 patents. License fees and royalties also contributed about 10 percent of the firm’s income in that year.

Affymetrix also relied on numerous government grants for funding various components of its research program and technology development efforts. For example, the firm received over $500,000 in 1992 and 1993 under a Small Business Innovation Research grant from the Department of Energy (one of the many SBIR grants that it has received). The first phase of the grant helped demonstrate proof of the concept of using large arrays of DNA probes in genetic analysis. The Phase II grant was intended to assist Affymetrix in moving the technology towards commercialization. Scientists at Affymetrix also received several grants from the National Institutes of Health. For example, Fodor was a principal investigator on a three-year $5.5 million NIH grant. One component of this grant addressed the development of chip-based sequencing, resequencing, and sequence checking and physical, genetic, and functional mapping. A technology development component addressed the production of chips and the development of instrumentation and software specific to the chip applications. Affymetrix’s biggest government grant came from the Advanced Technology Program (ATP) of the National Institute of Standards and Technology (NIST). A consortium established by Affymetrix was awarded a $31.5 million, five-year grant in 1994 to develop miniaturized DNA diagnostic systems. Under this grant, Affymetrix directly received $21.5 million, some of which was used to fund activities at a number of collaborating institutions as subcontractors to the project. As part of this grant, Affymetrix and its partner Molecular Dynamics collaborated with researchers at the California Institute of Technology, Lawrence Livermore National Laboratory, Stanford University, the University of California at Berkeley, and the University of Washington to develop the next generation of diagnostic devices to capitalize on the advances of the Human Genome Project.

These kinds of collaborative research efforts are a deliberate strategy of Affymetrix, carried over from Affymax, to maintain simultaneously within the firm an entrepreneurial environment as well as an academic environment. The firm had a goal to attract preeminent researchers and convince them that the company was a place that was carrying out cutting-edge technology. Steve Fodor, for example, was persuaded to leave his postdoctoral research position at the University of California, Berkeley—despite his initial lack of interest in leaving academia—by the possibility of continuing to work with some the field’s brightest academics as well as having in-house funds with which to do research. The freedom to seek outside grants to pursue research peripheral to the company’s core strategies was also considered a very important tool in attracting very high-quality people to the project. It has been very valuable to Affymetrix to be able to attract staff who continue to keep their academic contacts through participation in preparing grant proposals, and who have the freedom to pursue ideas to which they have dedicated their career, while gradually migrating into a commercial environment where more tangible products can be generated. The exercise of building a consortium of other companies to work together under the ATP project, for example, fed a very collegial environment where researchers worked hard with the best people in their field around the world, pushing these technologies to a stage at which they could be commercialized successfully.

2. ENERGY CONVERSION DEVICES

Energy Conversion Devices, Inc. (ECD), is a technology and manufacturing company located in Troy, Michigan, and founded in 1960 by Stanford and Iris Ovshinsky. The firm is engaged in the invention, engineering, development, and commercialization of new materials, products and production technology with a focus on atomically engineered amorphous materials. ECD’s business strategy is technology-driven and focused on the development and commercialization of enabling technologies for use in new global markets and industries, such as alternative energy and information technology. ECD has just over 500 employees.
ECD has three core product areas:

  • energy storage—nickel metal hydride (NiMH) batteries and hydrogen storage systems;
  • energy generation—regenerative fuel cells and thin-film, flexible, low-cost (solar) photovoltaic (PV) products; and
  • information and data storage & retrieval—phase-change optical and electrical memory technology.

All of these core products are based on ECD’s proprietary materials and technologies in the area of disordered and amorphous materials.

ECD’s early-stage technology development often starts with some internal funding but is generally dependent, for carrying the R&D forward, on government/industry partnerships (involving, for example, the Department of Energy, the National Institute of Standards and Technology’s Advanced Technology Program, or other government agencies). ECD also routinely establishes joint ventures, licensing arrangements, and other strategic alliances with major companies around the world to bring its products to market and generate funds for R&D efforts. ECD’s direct R&D expenditures in the year ending June 2001 were $34.7 million, of which licensees, government agencies, and industrial partners accounted for $26.9 million and internal funds accounted for the rest. In the area of photovoltaics, for example, ECD formed a strategic alliance and joint venture in April 2000 with N.V. Bekaert S.A. from the Netherlands to manufacture and sell solar cells. United Solar, an ECD joint venture that will manufacture these PV-based products, is building a plant with an annual capacity of twenty-five MW. These products—for remote power applications, telecommunications, PV-powered lighting systems, and building-integrated PV systems—are based on a sophisticated multi-layer amorphous silicon thin-film solar cell developed originally by ECD. The spectrum-splitting technology of this cell allows it to convert the different visible and near-infrared wavelengths of sunlight efficiently. The United Solar spectrum-splitting multi-junction design now holds all the world’s records for amorphous silicon solar-cell efficiency. These solar cells are manufactured in a unique continuous “roll-to-roll” solar-cell deposition process, also developed by ECD, in which the thin-film semiconductor layers that comprise the cell are sequentially deposited in separate, dynamically isolated, plasma-enhanced chemical vapor deposition (PECVD) chambers as the stainless steel substrate progresses through the machine.

ECD began developing this thin-film PV technology as well as the roll-to-roll manufacturing process during the 1970s. The firm initially started its PV work with internal funding. ECD also had an agreement—essentially a license focused on R&D—in 1979 with Arco. At this time, ECD had small, laboratory-sized prototypes. Arco ended up withdrawing in 1982 from the relationship because the limited size of the PV market was unattractive. ECD then formed a joint venture with Standard Oil (SOHIO) in 1981 that built a pilot plant to test the roll-to-roll technology—the first time this was done on a pilot-plant basis. This joint venture was terminated after British Petroleum took over Standard Oil. Soon after this, ECD was approached by Canon, which was using amorphous silicon technology in its copiers. The usefulness of ECD’s amorphous silicon technology for copier drums, as well as Canon’s increasing interest in PV, resulted in the signing of a license agreement between the two firms that was basically a $15 million paid-up license providing ECD with funds for further research and development. In 1990, Canon and ECD upgraded their relationship to a joint venture, named United Solar, that was focused on market development. Eventually, Bekaert provided the funds by which ECD bought out Canon’s share of the joint venture.

The United Solar joint venture built a five-MW plant that was based on roll-to-roll technology that had been refined enough to set up a production line. The triple-junction solar cells produced by this plant were the result of R&D efforts on solar-cell design over the past decade. The relationship with Bekaert is the latest step, then, in what has been a long road to the development and commercialization of ECD’s advanced photovoltaic technologies. Bekaert’s total investment commitment relating to this strategic alliance is $84 million, which includes $24 million provided to ECD as partial payment to purchase Canon’s stock in United Solar and an investment of $60 million in United Solar and in Bekaert ECD Solar Systems, another joint venture that assembles and sells the solar panels and systems manufactured by United Solar. ECD has also benefited from technology development contracts with the U.S. Department of Energy (through, for example, the PV:BONUS, the Thin Film partnership, and the PVMAT program ) and the Department of Defense.

Based on R&D that ECD conducted in the 1980s, ECD and United Solar have developed, and United Solar and Bekaert ECD Solar Systems are manufacturing and selling, products for the building industry. These include photovoltaic PV shingles, metal roofing products, and PV laminate products that emulate conventional roofing materials. United Solar received the Popular Science 1996 Best of What’s New Grand Award and the Discover Magazine 1997 Technology Innovation Award for its flexible solar shingles.

Protecting its leadership position in the science and technology of new materials, products, and production systems is an important component of ECD’s strategy. As of early 2001, it had 354 valid and current United States patents and 832 foreign patents. Its proprietary PV technology is protected by 165 U.S. and 622 foreign patents. In 1982, it had thirty-five U.S. patents in this area; by 1986 it had 52 patents; by 1988 it had 107 patents; and by 1990, 122 patents. Thus its patent portfolio has grown along with its technical and business development of amorphous silicon PV technology.

U.S. government agencies have played many other key roles in ECD’s early-stage technology development by helping the company get to a point where it can prove feasibility of its technologies and develop prototypes so that it can attract strategic alliances, partnerships and joint ventures. For example, ECD received a grant from ATP to demonstrate a new optical disk manufacturing technology that allowed it to apply its expertise in roll-to-roll vacuum manufacturing and phase-change materials to develop a process technology that both formats and coats DVD disks as part of a continuous, low-cost manufacturing system. The technology developed with the help of this project eventually led to a joint venture with General Electric. The evolution of work done under another ATP grant between 1997 and 2001 to develop advanced materials technology for future low-cost, high-energy-density improved NiMH batteries using magnesium-based hydrogen storage materials eventually led ECD to build a relationship with Texaco on hydrogen storage technology. ECD was also part of the U.S. Advanced Batteries Consortium through which it received about $30 million for its work on NiMH batteries that resulted, in part, in a joint venture with General Motors.

3. MARLOW INDUSTRIES

Marlow Industries is the global leader in thermoelectric cooling technology. Established in 1973 in Dallas, Texas, as a spin-off from Texas Instruments, Marlow Industries has developed and manufactured thermoelectric coolers (TECs) and subsystems for the military, aerospace, medical, high-speed integrated circuits, and telecommunications markets. It is a technology leader; its materials are the most efficient, about 15 percent above the average of all other firms’ offerings, including those in Russia, Japan, and the United States. Marlow has over 700 employees.

The basic idea underlying thermoelectric devices is fairly old. Thermoelectric coolers are solid-state heat pumps that operate on the Peltier effect, first observed in 1834. Major advances in thermoelectrics, however, did not come until the 1950s; advances in thermoelectric materials became possible following burgeoning research into semiconductors, since these materials share many of the same characteristics. Lack of significant advances in efficiency of thermoelectric devices led to a cutback in basic research in thermoelectrics in the mid-1960s and a stagnation until the early 1990s, when new research jump-started the field.

About the same time, the curiosity of Raymond Marlow, the founder of Marlow Industries, was piqued by customers asking why the efficiency of thermoelectric materials seemed to have reached a limit. He and his researchers wanted to improve their theoretical understanding of the problem and renew the search for materials that might break this barrier.

This led Marlow to hire Hylan Lyon, a chemist by training, to set up a research program to tackle these issues. Before Lyon was hired in 1993, Marlow Industries had no research on thermoelectrics to speak of. It was a specialty manufacturer of thermoelectric devices and its strengths were engineering and manufacturing; it was then, as it is now, the leading supplier of thermoelectric devices in the world.

Lyon started the research program with a focus on developing new materials with a higher “figure of merit” (a measure of the efficiency of the device that can be built using this material). There were a number of directions the research program could have gone at that point, and Lyon’s choice was to explore a number of options simultaneously. The firm now has a unique proprietary position in a number of areas. New materials developed by Marlow are generating earnings and the firm is in the position to increase its revenues significantly. Lyon also started looking at new manufacturing processes and eventually the focus of his research and development including production.

The firm started the research program with its own funding to begin with. Marlow is in the fortunate position of being a specialty manufacturer with higher margins than most commodity manufacturers. It is privately held and has little debt and thus could start the research with its own funds. It had a contract with NASA to develop and improve refrigerators it was using in the space station and other applications. While this did not force much of a shift in the firm’s technology, the revenue stream from this contract allowed the company to hire some researchers. Marlow applied successfully for a number of SBIR grants at a number of agencies such as NASA and DARPA. Overall, it obtained about eight Phase I grants in the range of $75,000–100,000 each. These grants were mostly of different but inter-related topics, all little pieces of the overall development plan.

While it received very good reviews and were recommended for Phase II on essentially all of these grants, due to other factors (such as programmatic constraints in the funding agencies or bureaucratic reasons) the company received only three Phase II grants. Still, this amounted to a substantial level of research funds. Marlow has also received funds from the DOE in the form of research grants as well as a Cooperative Research and Development Agreement (CRADA) through the Oak Ridge National Laboratory. Marlow also applied for two ATP grants, although these applications were unsuccessful. The first time, says Lyon, it was told that its proposal was too risky and the second time that it was not risky enough.

An important benefit of raising money from competitive government programs was to increase the credibility of the R&D team with the company’s senior management. The fact that funding was obtained from government agencies in multiple cases in a very competitive environment improved the team’s standing. The share of the R&D that is funded internally has been steadily increasing. In fact, Lyon is in the process of doubling its R&D budget, the number of people, and the equipment budget.

Marlow also tried to raise money by approaching as strategic partners those who would have the most to gain if the firm succeeded, such as refrigerator manufacturers and chip coolers. While these partners expressed interest, ultimately they were unable to provide funding to Marlow. Conversations with venture capitalists and family funds were also unsuccessful, in large part because it was difficult for these entities to assess the risks associated with this unusual technology.

One of the problems faced by Marlow in the funds that it raised from agencies was the lead times involved. One of the NASA programs had a 22-month gap from the time Marlow bid to the time it got its first cash. In another case, an NSF Phase II process went on for a year and half before a final decision was made. In such cases, it would have been impossible to hold the team together without internal resources. In many other SBIRs, though, there is only a small lag between finding out that one has been awarded a grant and being able to obtain funds from the agency.

An important strategy for Marlow has been to fund external researchers on retainer. For example, some researchers at the Jet Propulsion Laboratories (JPL) were about to be laid off because of a short-term cash problem, so Marlow covered their salaries for three months through a technology-associated agreement to keep them there and assure the continued growth of the department. This has resulted in a very fruitful partnership.

4. POLYSTOR CORPORATION

PolyStor Corporation, a privately held company based in Livermore, California, designs, develops, and manufactures rechargeable lithium-ion and lithium-ion polymer batteries for mobile devices and portable electronic products. The firm was founded in 1993 to bring to the market technology that was developed by its founders in the 1980s when they were at the Lawrence Livermore National Labs (LLNL) and engaged in the development of lithium-ion (Li-ion) technology for the Strategic Defense Initiative (“Star Wars”) defense program. After suffering a sharp decline for its products in 2001, tied to a global decline in demand for cell phones, PolyStor ceased operations in winter 2002.

PolyStor was the first Li-ion battery producer in the United States and the first to use a nickel cobalt oxide cathode that delivers the highest capacity and energy density in the industry. Based on an exclusive license for technology developed by Motorola, the firm also produced the world’s first commercially available curved Li-ion polymer battery. In winter 2001 the firm employed roughly 150 people, with a staff of 35 in research and development.

The founders of PolyStor were interested in spinning out the technology in the early 1990s at the end of the Cold War when government funding for military projects such as the one they were engaged in was starting to go down. At the same time, they had been able to develop some very successful cells and had also applied for patents to protect this technology. Concerns about conflicts of interest between inventors and commercial users were avoided by spinning out PolyStor through a Defense Advanced Research Projects Agency (DARPA) Technology Reinvestment Project (TRP) grant in which LLNL was also a participant. Commercial companies such as Rockwell were also partners in this project.

This DARPA contract was for development of an ultracapacitor. The Aerogel capacitor, which also utilized technology developed by another group at LLNL, was one of the firm’s early products. The research on this capacitor was related, through the underlying chemistry, to the basic technology of the company’s proprietary cells. For the first year, the company was funded by the DARPA contract as well as by the founders’ own money. This was followed by seed funding from a Korean firm that allowed the firm to build its program further based on a successful demonstration of the company’s battery. The development of the firm’s lithium-ion cell took about two or three years after this point, and it took another year once the cell had reached production to ensure that the product was safe and would pass UL testing. It ultimately did and has been tested by Motorola and other major manufacturers. By 1996, the firm was producing these lithium-ion cells. At that time, though, PolyStor did not have its own manufacturing capabilities—it made the components in the United States and then shipped them to Korea for assembly.

Soon after, Polystor received an SBIR grant from the Ballistic Missile Defense Organization. This grant allowed the firm to carry out further research on a cell with a nickel-cobalt (Ni-Co) chemistry. Developing the Ni-Co chemistry was important for PolyStor’s ability to access the market because it differentiated the company from Japanese companies that were manufacturing cells with cobalt chemistries. The Ni-Co cells also offered the advantages of higher energy density and lower costs, although getting them to work right in production presented significant technical hurdles.

About the same time PolyStor received the SBIR grant from the BMDO, it also obtained funding from a British company that allowed it to build its own plant in Livermore for which it ordered high-volume, automated production lines from Sony of Japan. The firm still needed to work out some issues relating to the production of its cells for which it needed more resources; it experienced a brief lapse in funding here. In 1998, the firm signed a contract with the U.S. Army CECOM group for Li-ion batteries. The firm began mass production in 1999 with its 8-millimeter-thick Li-ion prismatic cells.

The same year, it also won a major $9.5 million grant from the United States Advanced Battery Consortium (USABC), part of the government-industry Partnership for a New Generation of Vehicles (PNGV). The technology that had been developed by PolyStor worked very well for pure-electric or hybrid vehicles that are driven by battery-powered motors. The larger cell developed by PolyStor for these applications can deliver a high current (150 amperes) and using a stack of cells (to get the right voltage) in a car will allow for improved acceleration. PolyStor also won a grant in late 2000 from the National Institute of Standards and Technology’s (NIST) Advanced Technology Program (ATP) to help it to develop a safe, ultrahigh-capacity rechargeable battery based on Li-ion polymer gel technology. The objective of this grant was to allow PolyStor to develop the next generation of safe, ultra-light batteries for the handheld rechargeable battery market.

Overall, government funding played a central role in PolyStor’s formation and technology development efforts. The firm might not have been started but for the DARPA funding. The SBIR from the BMDO underpinned the research on the Ni-Co chemistry. The firm would not have had the resources to develop the advanced car batteries without PNGV funding—the development of these larger cells at PolyStor was completely subsidized by the government funding. Most of its venture funding was focused on meeting near-term financial goals, ramping up production, and marketing. The government funds were also helpful because these funds gave the company better leverage in negotiating over other funding. Government contracts also were useful to PolyStor because they allowed the firm to develop partnerships. Subcontractors involved in Polystor’s ATP grant included groups at Argonne National Laboratory, Entek International, and the Illinois Institute of Technology.

Return to Table of Contents. or go to Annex III. Agendas for Workshops and Participant Biographies.

Date created: February 14, 2003
Last updated: August 2, 2005

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