Business models in technology transfer: how to structure the Business Model Canvas for science and innovation

For a technology developed in the laboratory to have real impact on society and the market, scientific rigor and protected patents are not enough. The real challenge of technology transfer lies in defining a sustainable commercialization strategy: a clear business model that turns research into economic, social and environmental value.

1. What is a business model and why does it matter for science?

A business model is the set of interrelated elements that shape an economic activity. In applied science and science- and technology-based companies (EBCT), the business model answers fundamental strategic questions: What value does the technology create? Who is the customer or end user? How is revenue structured? And what are the channels to market?

Unlike a traditional business plan, the business model is an agile tool that defines the strategy clearly, adapts to market uncertainty and allows pivoting as the technology moves up the readiness scale (TRL).

2. The Business Model Canvas (BMC) applied to technologies

The most widely used tool worldwide for designing business models is the Business Model Canvas (developed by Alexander Osterwalder). It is made up of 9 strategic blocks grouped into four main areas:

• Value proposition: The unique, differentiating benefit the technology brings to solve a specific pain point or inefficiency in the industry.
• Customers and channels: Who will adopt the solution and through which commercial channels the product or service will be delivered.
• Relationships and revenue: How customers are won and under which financial scheme (direct sales, royalties or licenses).
• Key infrastructure: The activities, resources (patents, laboratories) and strategic partnerships needed to operate.

3. One technology, two routes to market

A technology development at an advanced TRL and protected by patents can reach society through two different business models:

• Direct licensing model: The university or R&D center keeps the intellectual property and transfers the exploitation rights to an established company in exchange for upfront payments and royalties.
• Entrepreneurship model (EBCT / spin-off): A new technology company is created that takes on engineering, production, pre-sales and commercialization, structuring its own revenue model and fundraising.

At Know Hub Chile, we help researchers and entrepreneurs analyze these alternatives, providing early validation methodologies (Customer Discovery) so that each project can choose the highest-impact route on its own.