ESPRIT Project 29049
Exploitation plan
for a MARVIN Service Provider
28 August 2000
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Business Idea
• Establish a company that shall offer an Internet based
workspace for ship repair and maintenance.
• The company shall add value to its customers by
reducing out-of -service time and costs through
1) advanced search tool
2) workflow automation
3) reduced transaction costs
4) all-in-one communication tool
• The virtual workspace represents a one-stop solution
combining Internet search agents and product model
technologies
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Main customers
• Ship yards
• Ship owners
• Classification societies
• Tug companies
• Maintenance and repair companies
• Insurance companies
• P&I club
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DET NORSKE VERITAS
We need a brief description of the
situation/challenges
• For ship repair yards
• Ship owners
• For classification societies
knowledge about ship condition unsatisfactory
documentation like certificates, drawings etc. are not
available or too late
paperwork is piling up - reports to customers are late
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Is MARVIN the right answer?
How?
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Strategies to test the business idea:
• Demonstrations to the business community
• Market research to investigate market potential
• Run pilot tests – few users, simple technology
• Make simple functionality available at frequently
visited maritime portals
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Alternative Strategies:
1. Service provider in direct contact with the users
2. Technology provider
SW modules
virtual assistants
data exchange formats
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Potential partners:
• e4marine
• e-steel
• Marine Provider
• ShipyardXchange
• Etc
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Potential competitors:
?
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Added value:
• Advanced search (by means of virtual assistants)
• Structured work process
• Fast and precise exchange of technical and
commercial data
• All-in one communication tool
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Revenue model:
• Software sales:
• Fee per hit:
• Subscription:
• Turnover fee (1%?):
• Consulting/training:
Must be discussed from the different
users’ point of view.
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Business development candidate:
• To be decided within 2000
• Neutral
• Venture funded company - dedicated, flexible, start small
• European, preferably Norwegian company
• Based on maritime business competence (buy software)
• Exclusive rights?
• Pay royalty/compensation to the consortium.
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Exploitation rights - alternatives
1. One exclusive business development
candidate
2. Each consortium member free to develop a
MARVIN Service Provider business.
3. All partners are invited to invest in a service
provider.
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Business development plan:
• R&D: Nov. 1998 - Nov. 2001
• Identify candidate: May - December 2000
• Pilot testing within consortium: Jan. - Nov. 2001
• Feasibility study
• Development
• Marketing
• Operation
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The MARVIN solution depends on
the following technologies:
1. Internet (via satellite to ship)
2. International ship model standards (due in
2002?)
3. Internet agents
4. Availability of off-the-shelf SW modules
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Pilot business concept:
To be decided
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Further actions:
• Consortium agree on formula for
ownership
• Market research
• Further dialog with ship owners
• Estimate market potential
• Identify and make agreement with MSP
• Technology transfer between partners
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Project strategy
Value added services
(Professional services)
Integrated business
systems (e-biz, CRM)
Application support
Platform/operations
Network services
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