UNDER THE RADAR/Dr Carl Jackson, SensL: WHAT IS the biggest single mistake that a technology start-up can make? The answer, says Dr Carl Jackson, an expert in low-light detection technology, is failing to engage with business people right from the start.
“It’s the downfall of so many good companies that their founders go into them with an exclusively ‘techie’ mindset. Then, a year or two later, they end up having that very business expertise imposed on them – frequently as a matter of survival.”
Jackson, an American who came to Ireland 11 years ago to do his PhD at what was then the National Micro-Electronics Research Centre – now the Tyndall Institute – at UCC, knows what it is like to commercialise a product developed on a university campus.
That’s where he set up his first company, Photon Detection Systems, in 2002, the year before he completed his doctorate. Then, in 2004, came SensL, where the shift from pure technology development to a market-driven customer-orientated business was complete.
“There’s a big, big difference between academia and the marketplace,” says Jackson (35). “There’s no point in being a researcher and simply following what’s going on elsewhere. You have to lead to be successful . . .
“But even if you are a leading technologist, you may emerge into the marketplace to find that your idea is going to take another five or 10 years to commercialise. That can be very frustrating and, if you don’t have a business mindset, it can be difficult to survive.”
Describing to a lay person exactly what SensL does takes all of Jackson’s teaching expertise.
Low light, he explains, is used in a host of hi-tech applications, many of them in the medical arena, such as cancer screening and blood tests, and some even in security.
“For example, in blood tests you introduce a light-emitting substance into the blood, it forms a chemical bond with the ailment that’s being tested for and that low light is identified using optical light detection techniques.
“In the past, low light detection typically used vacuum tube technology of the type which used to be found in old-fashioned televisions and computers.
“But vacuum-tube technology has gradually transformed into solid state technology and SensL has been a pioneer in the technology which allows low-light detection using solid state detectors.
“Solid state in this case simply means that now the product can be made with greater uniformity, in higher volumes and more cheaply. It’s almost like the leap from the days when a computer filled an entire room to having the same computing power in your mobile phone.”
With more than 10 patents pending, Jackson has, over the five years since he founded SensL, become something rather unique: a scientist who not alone runs a successful technology business but who is actively involved in its sales. That’s why he was a guest speaker recently at a UCC conference entitled Entrepreneurship – How to Create a Technology Start-up.
Having been through the hoops with his first company, Jackson knew exactly how he wanted to approach SensL. He set it up with his former PhD supervisor, Alan Matheson. The business expertise came from local entrepreneur Joe O’Keeffe.
The late Joe Gantly, former managing director of Apple Computers in Europe, became chairman and venture capital company, Delta Partners, were involved from day one.
SensL now employs 15 staff, with a turnover for 2008 of about €1 million. Despite the wariness of many start-ups about involving venture capital, Jackson says it’s been a wholly positive experience.
“I wanted VC involved from day one because I realised how hard it would be to commercialise the technology developed during my PhD. I knew that to really go after the market we’d need cash. To anyone else going the same route, I’d say that’s been one of the key lessons.”
ON THE RECORD
Name: Dr Carl Jackson
Company: SensL
www.sensl.com
Job: Founder and chief technology officer
Age: 35
Background: BSc and MSc from Clemson University, South Carolina, and PhD from the national microelectronics research centre at UCC in 2003.
Founded consultancy Photon Detection Systems in 2002. In 2004, set up SensL with his PhD supervisor, Alan Matheson, and businessman Joe O'Keeffe.
Venture capital company Delta Partners was involved from the start and former Apple boss, the late Joe Gantly, became chairman. Jackson has 10 patents pending and SensL now has a workforce of 15 and a turnover of about €1 million.
Challenges: "The economy is everybody's challenge. For us specifically, the key challenge is bringing a brand-new disruptive technology to the market, doing that from Ireland and selling it around the world."
Inspired by: "There are too many to mention. The most important thing is to pay attention to everything that's going on around you and to everyone you come into contact with and see what you can learn from them."
Most important thing learned so far: "The most important thing I've learned is that I'm never going to know everything. Know your limitations – and make sure you find the best people to fill the gaps."
