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Business Case
Introducing a photonic sensor into European process industries
For a technology start-up, SURFEO tested the adoption of a photonic sensor in four process markets and defined the conditions for its introduction in Europe.
Photonics is extending measurement capabilities in industrial environments
The European Commission recognises photonics as a key European technology and highlights its applications in manufacturing, particularly where conventional technologies reach their limits in terms of speed, capacity or precision [1].
A Swiss start-up that had developed a photonic sensor at TRL 6 maturity wanted to assess adoption opportunities on the European market.
SURFEO studied four application markets, interviewed more than 50 customers, analysed the offer and the technology, identified customers and competitors, then mapped the contact points needed to introduce the solution.
Decision at stake
Determine which industrial uses justified adopting the sensor and how to organise access to decision-makers.
Scope
Europe · process · chemicals · petrochemicals · oil and gas.
A qualification based on usage needs and the adoption chain
Segment the applications
Compare measurement needs across four families of industrial markets.
Interview users
Conduct more than 50 interviews to qualify expectations, barriers and adoption criteria.
Analyse the ecosystem
Identify customers, competitors and alternative solutions on the European market.
Prepare market access
Map the contact points and formulate recommendations for market introduction.
Industrial adoption requires validation in real-world use and preparation for industrialisation
European milestones for going to market
The European “Photonics Innovation Factory” action covers pathways from concept to commercialisation, between TRL 2 and 7 [2].
A €25m call targets advanced sensors and their validation in realistic use cases [3].
The PHACTORY project plans to support 125 European SMEs, start-ups and innovators [4].
Validate in a realistic environment
European programmes expect trials on representative use cases before industrial roll-out [3].
Combine sensing and processing
Multimodal integration, data fusion and real-time analysis are among the areas supported [3].
Prepare the entire value chain
Access to skills, pilot lines, manufacturing and commercial support is a precondition for going to market [2][4].
A structured market-entry strategy for Europe
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[1] European Commission, “Photonics”, institutional page. https://digital-strategy.ec.europa.eu/en/policies/photonics
[2] CORDIS, “Photonics Innovation Factory for Europe”, 2024 call. https://cordis.europa.eu/programme/id/HORIZON_HORIZON-CL4-2024-DIGITAL-EMERGING-01-55
[3] CORDIS, “Advanced sensor technologies and multimodal sensor integration”, 2025 call. https://cordis.europa.eu/programme/id/HORIZON_HORIZON-CL4-2025-04-DIGITAL-EMERGING-01
[4] CORDIS, “PHACTORY”, project started on 1 January 2025. https://cordis.europa.eu/project/id/101189537
[5] Photonics21, “Photonics Partnership”, European ecosystem. https://www.photonics21.org/about-us/photonics-ppp/
[6] SURFEO internal project sheet, source for the assignment facts, figures and outcomes.