Introduction
Let’s start by defining “innovation.”
Horizon Europe defines innovation as any result from R&D activities or other initiatives, including new uses or combinations of existing technological advancements, business models, or user interaction methods. Innovation can be social, disruptive, or breakthrough in nature. From this definition alone, we see that there is no single path to exploitation, just as there is no single form of innovation. Understanding your type of result and its potential use is crucial.
This article outlines the concrete exploitation steps to help EU-funded research teams move from idea to impact.
Understanding the Explore–Exploit Continuum
Before diving into the exploitation steps, it’s important to understand the Explore–Exploit Continuum.
Creating new growth engines and managing existing businesses lie on opposite ends of this spectrum. A better understanding of this continuum can help researchers and innovators bring their solutions to people, rather than remaining stuck in development mode.
Many innovation teams, especially highly technical ones, lack leadership that can transition from exploration to exploitation. Without this, they may fall into what we call the “tech for tech’s sake” trap. Engineers so often may become so fascinated with a cool new technology, that they can stay in the bliss of the exploration phase forever. The exploitation process requires a leader with both the skill set and culture that will drive the consortium from exploration to exploitation.
“Wooow, this tech is amazing! It could help with so many real issues. But hold on – first, let’s get it working perfectly for everyone, everywhere. Because even if we don’t know exactly what problem it could solve and for whom, it’s certainly for problems people have, and we know everyone has problems!”
Does this sound familiar?
This is the beginning of the end.
Don’t fall into this trap.
Don’t wait until the end of the project to start thinking about exploitation. Start planning and implementing exploitation activities early on to maximize the project’s potential impact.
Here’s how you do it.
Exploitation Steps: From Research to Real-World Use
1. Identify Key Exploitable Results (KERs)
KERs are not always software. They can take the form of:
- Roadmaps
- Prototypes
- Frameworks
- Data sets
- Curricula
- Policy recommendations
- Other intellectual property (IP) formats
2. Define Ownership of Results
As a beneficiary, you are the initial owner of the results (often considered intellectual property) generated during the project.
3. Identify Relevant Stakeholders
These may include:
- Industry partners
- Policymakers
- Early adopters
4. Identify End-Users
Your outcomes may serve:
- Companies
- Citizens and consumers
5. Describe the Value Proposition
Define how your KER creates value for both stakeholders and end-users.
6. Conduct Market Analysis
Assess how your results could be applied in real-world contexts. Identify where they fit and who needs them.
7. Decide on Licensing
Determine what license you would like to release your IP under.
TIP: Organize Exploitation Workshops
Workshops help ensure all partners—technical, academic, or industrial—are equipped to:
- Identify and protect results
- Align on exploitation strategy
- Plan beyond the project
When to Hold Them: Month 6 (M6), Month 18 (M18), Month 30 (M30)
Use these sessions to:
- Train partners on exploitation concepts (KERs, IPR, TRL, market readiness)
- Build a shared vision for each result
- Share tools and templates (plans, maps, fact sheets)
- Encourage joint exploitation or licensing strategies
- Align with dissemination and communication efforts
“The support from Future Needs was transformative. They offered practical, actionable guidance and a structured approach to exploitation that empowered our team to think beyond research and towards real-world application. Thanks to their involvement, we are now much better positioned to maximize the impact of the TANGO project and contribute to a more secure and sustainable digital future.” – TANGO Project Partner.
Note: A big misunderstanding related to exploitation of innovation is that exploitation means commercialization. That is only partially true. So let’s take a look at what else could exploitation look like.
8. Pick the right Direct Exploitation path for your type of KER: Depending on the format of your IP and its TRL level, decide which exploitation strategy is most suitable for your KER, the commercial or non-commercial route.
Commercial Exploitation
Includes:
- Product development
- Service creation
- Process improvement
- Marketing and sales
Non-Commercial Exploitation
Includes:
- Further research
- Training and education
- Open-source roadmapping
- Standardization efforts
Important: Exploitation ≠ commercialization. Commercial routes are only one option. Non-commercial pathways can be just as impactful.
Case Study: Future Needs and the ENTRUST Project
Future Needs successfully pursued a non-commercial exploitation strategy by focusing on open-source road-mapping and standardization for secure connected medical devices. Through this approach, Future Needs delivered substantial value to the research and innovation community, including academia, industry, and standardization bodies.
A key achievement was the development of a detailed plan for the open-source release of the ENTRUST trustworthiness reference architecture. Future Needs also designed a minimum viable product (MVP) strategy, which included training on open-source engagement, defining IPR and licensing terms, and validating contributions from the community.
By actively promoting participation in engagement events, Future Needs strengthened end-user adoption and accelerated the broader deployment of the ENTRUST framework, showcasing the impact and scalability of a non-commercial exploitation pathway.
9. Explore Indirect Exploitation. If direct exploitation isn’t feasible:
- Transfer ownership (sell IP)
- Grant licenses (retain ownership but allow usage)
Also consider:
- Follow-up funding
- Long-term partnerships beyond the project lifecycle
10. Identify follow-up funding or financing opportunities as an exploitation strategy and secure partnerships beyond the project’s lifecycle.
EU Tools Supporting Exploitation Activities
Public funding must produce tangible benefits for society and the economy. To support this, the European Commission provides tools like:
Conclusion: Bring results into the world
Exploitation is not a final step.
It’s a core part of any EU-funded research strategy. Whether your project pursues commercial, open-source, or policy-oriented impact, your responsibility is clear: bring results out of the lab and into the world.
FAQ
- What does exploitation mean in Horizon EU projects?
Exploitation refers to the process of using research results to create real-world impact, either through commercialization or non-commercial routes like policy, training, or open-source tools. - Are all exploitable results software or tech-based?
No. KERs can include roadmaps, frameworks, policy documents, data, and more. - What’s the difference between exploitation and dissemination?
Dissemination is about sharing results; exploitation is about applying them for impact. - Can I exploit results without commercializing them?
Yes. Non-commercial exploitation is encouraged through standardization, further research, or educational use. - When should exploitation planning start?
As early as possible, ideally from the project’s start (e.g., M1). - What tools can help with EU exploitation activities?
The EC provides support via the Horizon Results Booster, Innovation Radar, Horizon Results Platform, and IPR Helpdesk. - Who can help me with this?
Reach out to exploitation experts or organizations like Future Needs who specialize in guiding consortia toward strategic impact.
About the authors
Anna Palaiologk, the founder of Future Needs, is a Research & Innovation Consultant with 18 years of experience in proposal writing and project management. She has worked as a project Coordinator and Work Package leader in 30+ EU projects and has authored 50+ successful proposals. Her research background is in economics, business development and policy-making. Email Anna at anna@futureneeds.eu.
Lina Giannivasili is an Innovation Project Manager with experience in proposal writing and project management across Horizon Europe’s Cluster 1: Health; Cluster 4: Digital, Industry & Space; Cluster 5: Climate, Energy & Mobility; and Research Infrastructures. Her background is in economics and gender equality, and she focuses on integrating these perspectives to strengthen the societal impact of EU-funded projects. Email Lina at lina@futureneeds.eu.
