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An initiative of the CGIAR Generation Challenge Programme (GCP)
Commercial Plans Stewart Andrews
Business Manager IBP
2014 GRM 10th October 2014
Basic (original) principles of the IBP
The core objectives and values of the IBP remain and continue throughout phase 2 inclusive to 2019
Free access to those in need (public research in Latin America, Africa and most of Asia)
Support and capacity building activities co-ordinated by IBP staff in association with the regional hubs.
Phase 2 sees significant money (and in-kind resource, Ndeye, Mark….) committed to supporting the hubs and our community at large.
Available (freely) to all? Our tools, we believe, are amongst the best available,
free or otherwise I hear:
Surely everyone should have access, irrespective of their geographic and financial situation?
Why charge at all?
Key objective: provide sustainable solutions for all users beyond 2019 to establish a long lasting legacy – can we/should we rely on donor funding for Phase 3?
Must bear in mind: If free to everyone, is this the proper use of donor funds? If free to everyone, is this uncompetitive with the existing
commercial market?
“Free is not good”
So, who should pay?
We have provided a generous (global coverage) free eligibility criteria. All BMS revenues to be re-invested back
to IBP as we seek sustainability Those that pay will be: Commercial companies, globally Education and government institutes in North
America, Europe, Australasia and parts of Asia
If some have to pay, who should pay and how much?
No doubt, accessing the BMS portal will be the least cost incurred by any adopting organisation – true for everyone, “free” or not.
Costs such as equipment (hardware/ peripherals) staff (systems/data management). All more expensive than software licences.
We realise that cost for access must not be seen as prohibitively expensive.
Projected BMS user sites 2019 Com NAR IARI Edu. Total
Africa 14 28 8 18 68 Asia 57 80 2 60 199 Latin America 16 35 1 17 69 Europe 44 19 11 74 North America 17 8 8 33 Oceania 5 3 3 11 Totals 153 173 11 117 454
Around 12% global market share from all sectors and geographies
Projected user organisation analysis
55:45 between free and paid subscription 57% of target commercial companies from
the developing world Global commercial users about 9% market
share (Almost) as many NARS in the developing
world as commercial globally A clear opportunity to work with hubs to
network with their commercial partners
If you have to pay what do you get? Unrestricted access across all the tools for an unlimited number
of users within the paying organisation Expert technical and commercial staff to undertake on-site
presentations covering all the major tools within the BMS In conjunction with the users we will prepare a basic systems
review and recommended deployment of the BMS Once completed, a detailed implementation schedule will include:
Full quotation for all software and associated services Some advice on systems and staffing requirements Initial training, any additional or on-going training required as
identified by the pre-implementation audit Software and technical support, maintenance and future
upgrades
Collaboration – key to our success A small team of commercial professionals
with experience in selling VSNi products and services, supported by Experts from this group to achieve global
collaborative coverage, with Specific scientific tools knowledge Language and time-zones
Professor Morakot’s talk emphasised: Hubs already work with commerce Perfect demonstrator partners for our tools
So, how can you help? Share your networks Introductions to commercial prospects Assist with presentations and demonstrations Help with support
Become champions within your region Showcase your successes and improvements
made Become the real centre of excellence within
your region Let me know and we can progress ideas
“Free is not good”
So how much money do we plan to charge? Commercial large scale, multi-site/crop…. down to small
company, developing world, single site/crop…. Circa $10,000 to $100,000 per annum
Government institution Circa $15,000 to $30,000 per annum
University with teaching From free to Circa $5,000 per annum
University just research Circa $10,000 per annum
Extremely competitive within the market and for so much more
