In the rapidly evolving aerospace industry, the path from innovation to market can be challenging and complex. Two primary strategies guide this journey: the "Technology to Market" (TTM) approach, where innovation begins with a technological breakthrough, and the "Market to Technology" (MTT) approach, where innovation is driven by market needs. Both methods have distinct strengths, challenges, and contexts in which they are most effective. This article explores these approaches, particularly within the aerospace sector, offering insights into their application and how startups can balance them for optimal success.

What is The Technology to Market (TTM) Approach?

In the TTM approach, the innovation process starts with a new technology or scientific breakthrough. The challenge then becomes finding or creating a market for it. This approach is often driven by research and development (R&D)-focused organizations, universities, or tech-savvy startups. In the aerospace industry, Technology to Market is generally more suitable for startups, particularly when funding is not a challenge. Here's why:

1. Technology-Driven Nature of Aerospace

• Cutting-Edge Innovation: Aerospace is inherently a technology-intensive industry, relying on breakthroughs in engineering, materials science, avionics, propulsion systems, and software. Startups in this space often emerge from research institutions or from the development of novel technologies. Therefore, a TTM approach, where the primary focus is on pushing technological boundaries, aligns well with the core nature of the industry.

• Regulatory and Certification Processes: Aerospace startups often need to pass through rigorous regulatory approvals (e.g., FAA, EASA certifications), and these processes tend to be technology-driven rather than market-driven. Technologies must meet stringent safety, environmental, and performance standards before they are allowed to enter the market.

2. Long Product Development Cycles

• Extended Timeframes: Aerospace products, whether they are classic aircraft, drones, or urban air mobility systems, typically have long development cycles.. TTM allows startups to focus on creating robust, high-performance solutions without the pressure to constantly iterate to meet near-term market demands.

• Investment in R&D: When funding is not an issue, startups can afford to invest in longer R&D cycles, focusing on deep technological innovation. This can help them build intellectual property (IP) and develop unique solutions that offer a significant competitive advantage.

3. Potential for Disruptive Innovation

• High Barrier to Entry: Aerospace is an industry where breakthrough technologies can create entirely new markets or disrupt existing ones. A TTM approach enables startups to focus on pioneering innovations - such as electric propulsion, supersonic flight, or autonomous drones - that have the potential to redefine entire sectors within aerospace.

• Strategic Partnerships: Many aerospace startups aim to partner with larger industry players (e.g., Boeing, Airbus, Lockheed Martin) or government agencies (e.g., NASA, European Space Agency).

  These partnerships are often based on the strength of a startup’s technology, not its market traction. Developing a groundbreaking technology is likely to open more doors for collaboration or acquisition in the aerospace ecosystem.

4. Complex, Specialized Markets

• Niche Applications: The aerospace market is highly specialized and fragmented, with different segments (e.g., urban air mobility, satellite communication, aerial monitoring) having distinct needs. Finding a market fit in such a specialized industry can be complex. With TTM, a startup can develop a technological solution that could apply across multiple markets or industries from defense, to space exploration, and commercial aviation) once the technology matures, increasing its long-term potential.

5. Emerging Trends in Aerospace

• Sustainability and New Technologies: The aerospace industry is undergoing significant shifts, driven by sustainability concerns (e.g., reducing carbon emissions), electrification, and autonomous systems. A TTM strategy enables startups to focus on developing technologies like hydrogen-powered propulsion, electric aircraft, or AI-powered air traffic management systems—innovations that are likely to define the future of aviation, even before the market fully matures for these products.

• Urban Air Mobility (UAM): The UAM sector, which includes electric Vertical Take-Off and Landing (eVTOL) aircraft and autonomous drones, is still in its infancy. Developing the necessary technologies, such as advanced batteries, autonomous flight systems, or new materials, often takes precedence over immediate market needs. A TTM approach allows for the creation of the underlying tech that will eventually drive mass adoption of UAM solutions.

What is The Market to Technology (MTT) Approach?

The MTT approach begins with identifying a clear market need, and then focuses on developing or sourcing the technology to address it. This strategy is typically employed by companies with strong market insights or those operating in rapidly evolving sectors.

Key Challenges of a pure MTT approach in Aerospace:

• Innovation Constraints: The emphasis on meeting current market demands can limit the scope of innovation, often leading to incremental rather than groundbreaking advancements. For example, focusing solely on extending drone battery life might result in missed opportunities to develop new energy technologies.

• Competitive Pressures: Responding to well-defined market needs can lead to intense competition, with multiple players developing similar solutions, which might result in a race to the bottom in terms of pricing.

• Dependence on Market Trends: Overreliance on current trends can make technologies vulnerable to market shifts, such as regulatory changes or new competitors, which can render them obsolete.

• Potential for Technology Gaps: The technology developed may be narrowly tailored to current market needs, lacking flexibility for future adaptations. An aerial monitoring system designed for existing regulations might struggle if stricter environmental rules are introduced.

• Integration Challenges: Technologies developed to meet market demands might face significant integration issues with existing systems, leading to delays or additional costs.

Aerospace Success Starts with Technology to Market, balanced with Market to Technology

Successful innovation often requires balancing elements of both TTM and MTT approaches. For example, TTM can drive breakthrough innovations that later find a market through strategic pivots, while MTT can ensure that development efforts are always aligned with market needs. Companies that can integrate both approaches may be better positioned to innovate while staying responsive to market dynamics.

There is no definitive study that conclusively determines whether the "Technology to Market" (TTM) or "Market to Technology" (MTT) approach is more valuable in the long run across all industries and contexts. However, several studies and analyses provide insights into the advantages and challenges of each approach, as well as the circumstances under which each might be more successful. The general consensus in the literature suggests that the effectiveness of either approach depends heavily on the specific industry, the nature of the innovation, and the company's strategic goals.

Successful aerospace startups often find that balancing TTM and MTT approaches leads to more sustainable innovation. For instance, companies like SpaceX and Joby Aviation initially focused on pioneering technologies but adapted their products based on market feedback. This hybrid strategy allows startups to push technological boundaries while staying responsive to evolving market demands.

Courtesy of JobyAviation. (c) Joby Aero, Inc.

Key Insights from Studies and Research:

Innovation Strategy and Market Dynamics

Christensen's Theory of Disruptive Innovation highlights that breakthrough innovations often arise from a TTM approach, where new technologies create entirely new markets or disrupt existing ones. However, these innovations also carry higher risks, as they may take time to find a viable market. In contrast, MTT approaches often lead to sustaining innovations that improve upon existing products and services, making them more predictable but potentially less revolutionary.

R&D Intensity and Industry Context:

R&D-Driven Industries: In industries where technological advances are crucial (e.g., pharmaceuticals, aerospace, and semiconductors), TTM is often more prevalent. A study by Pisano and Teece (2007) suggests that firms in R&D-intensive industries that pursue a TTM approach can achieve long-term competitive advantage if they effectively manage the risks and costs associated with early-stage innovation. However, they also note that these firms must eventually align their technology with market needs to be successful.

Market-Driven Industries: In contrast, industries with rapid product cycles and strong customer demand signals (e.g., consumer electronics, software) may benefit more from an MTT approach. Here, the ability to quickly respond to market needs is crucial. A study by von Hippel (2005) on "lead users" and user-driven innovation shows that companies that closely monitor and respond to user needs can often achieve significant market success with more incremental innovations.

Longitudinal Studies on Innovation Success:

Balancing TTM and MTT: A study by Cooper and Edgett (2008) on new product development (NPD) success rates found that companies combining both approaches - starting with technological innovation and then refining it based on market feedback - tend to outperform those that strictly adhere to one method. This suggests that long-term success may be more about balance and adaptability than choosing one approach over the other.

Strategic Flexibility and Business Models:

Open Innovation: Chesbrough's work on open innovation argues that firms that integrate both TTM and MTT approaches, and are open to external inputs, tend to innovate more successfully in the long run. By allowing external market insights to shape technology development (and vice versa), firms can create more sustainable innovation ecosystems.

Advantages of Technology to Market in Strong Academic Ecosystems such Switzerland

1. Cutting-Edge Research and Innovation

• Access to Breakthroughs: Universities and research institutions are often at the forefront of scientific discovery and technological innovation. In Zürich, institutions like ETH Zürich and the University of Zürich are globally recognized for their research excellence, particularly in fields such as robotics, artificial intelligence, material science, and aerospace engineering. The TTM approach thrives in this environment because startups can leverage these cutting-edge technologies, often before they’re widely available or commercialized, giving them a significant competitive edge.

The ETH Zürich spin-off, Wingtra, developed a unique vertical take-off and landing (VTOL) drone for aerial mapping. The technology behind Wingtra was born out of advanced research in robotics and aerodynamics at ETH Zürich, illustrating how strong academic ties can lead to pioneering products in aerospace.

2. Talent and Knowledge Transfer

• Highly Skilled Workforce: Academic hubs attract top talent - students, researchers, and professors who are experts in their fields. For startups following a TTM strategy, this means access to a highly skilled workforce capable of advancing complex technologies. Moreover, these institutions often foster a culture of innovation and entrepreneurship, where knowledge transfer from academia to industry is actively encouraged.

H55, a Swiss startup, specializes in electric propulsion systems for aviation. Emerging from Switzerland’s strong innovation ecosystem and collaboration with institutions like EPFL, H55 leverages cutting-edge research to develop sustainable aircraft technologies. Their electric propulsion systems, validated through extensive testing and partnerships, are now paving the way for cleaner, more efficient air travel, reinforcing Switzerland's leadership in aerospace innovation.

3. Strong Support Ecosystem

• Innovation Hubs and Incubators: Cities like Zürich have a robust ecosystem that supports tech commercialization, including university-affiliated incubators, accelerators, and technology transfer offices (TTOs). These entities help bridge the gap between academia and industry, providing startups with the resources they need to move from the lab to the market.

Venture Kick, Innovation Park Zürich, and Swiss Aerospace Ventures are notable examples of initiatives that provide funding, mentoring, and networking opportunities to university spin-offs, helping them navigate the TTM process more effectively.

Switzerland as a Global Innovation Spike is the Best Location for Technology to Market Approach

1. The World is Spiky: Concentration of Innovation

Global Innovation Hubs: The concept that "the world is spiky" suggests that innovation, talent, and economic growth are not evenly distributed globally, but rather concentrated in certain "spikes"—cities or regions that lead in innovation and technology development. Switzerland, particularly Zürich, represents one of these spikes due to its dense concentration of research institutions, innovative companies, and a supportive regulatory environment.

Switzerland consistently ranks at the top of the Global Innovation Index, a testament to its strong focus on R&D, education, and industry collaboration. Zurich, as a key innovation hub within Switzerland, plays a central role in maintaining this status, making it an ideal environment for TTM strategies to flourish.

2. High R&D Investment and Patenting Activity

Strong R&D Investment: Switzerland’s high investment in research and development (R&D) as a percentage of GDP underscores its commitment to maintaining a leadership position in innovation. This investment is channeled into universities, public research institutions, and private sector collaborations, fostering an environment where groundbreaking technologies can emerge.

Switzerland also has one of the highest rates of patenting per capita in the world. This is indicative of the robust innovation pipeline coming out of the country, where new technologies are not only developed but also protected and prepared for commercialization. Startups in a TTM environment benefit immensely from this, as they can leverage patented technologies as a foundation for creating unique, market-leading products.

3. Supportive Regulatory and Business Environment

Ease of Doing Business: Switzerland’s regulatory environment is known for being business-friendly, with clear pathways for startup formation, intellectual property protection, and technology commercialization. This supportive environment reduces the barriers to market entry for new technologies, making it easier for startups to navigate the TTM process.

The Swiss government's active support for innovation, through initiatives like Innosuisse (the Swiss Innovation Agency), provides startups with funding, coaching, and connections to industry partners, further accelerating the TTM process. Additionally, Switzerland’s Federal Office of Civil Aviation (FOCA) offers a more agile regulatory environment compared to other EASA countries, enabling aerospace startups to expedite testing, certification, and market entry.

Conclusion

In conclusion, the aerospace industry is at a pivotal point where innovation and speed to market are crucial for success. The Technology to Market (TTM) approach is particularly advantageous for aerospace startups founded in Switzerland, where they benefit from a robust academic environment, strong institutional support from entities like Innosuisse, and an agile regulatory framework provided by FOCA. Furthermore, Swiss Aerospace Ventures plays a key role in this ecosystem by offering tailored support that accelerates the TTM process. By providing mentorship, strategic partnerships, and access to funding, Swiss Aerospace Ventures helps startups achieve faster commercialization.

As KPMG highlights, meeting today’s grand innovation challenges in aerospace requires not just technological advancements but also strategic coordination and ecosystem support. Switzerland's unique combination of academic excellence, government support, and industry-specific ventures like Swiss Aerospace Ventures positions its startups to lead globally. By balancing the force and capital intensive Technology to Market with a responsive Market to Technology strategy, Swiss aerospace startups can rapidly bring groundbreaking innovations to market, ensuring they remain competitive in an increasingly demanding industry.