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	Sourcing Primary Research for Technology Transfer
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 Sourcing Primary Research for Technology Transfer

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This presentation was focused on tools and techniques on the importance of primary research for innovation, tech transfer and entrepreneurship.

This presentation was focused on tools and techniques on the importance of primary research for innovation, tech transfer and entrepreneurship.


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  • 1. TecMinho
    Voice of the Market Workshop
    Heath Naquin
    Technology Assessment Team Lead
    UTEN@Austin
  • 2. Biography
    • Heath Naquin, BBA, MSTC, PMP
    • 3. Technology Assessment Team Lead UTEN@Austin
    • 4. Leadership Experience with 4 Start Ups
    • 5. Currently Founder/COO of Green Technology Alliance
    • 6. Worked on Commercialization Initiatives for 7 Countries
    • 7. Presenter on Open Innovation @Licensing Executive Society
    • 8. Featured SME for Forbes, PMI and Microsoft
    • 9. Background in IT, Green Technology, Consumer Products, Green Technology, Clean Energy
    • 10. Initiator for Licensing Discussions with GSK, Costco and Siemens
  • Agenda
    • RapidScreen - An Overview
    • 11. Elevator Pitch Session
    • 12. Tools and Techniques for Interview Sourcing
    • 13. Mock Interview Workshop
    • 14. Next Steps
  • Why RapidScreen?
    To increase commercialization throughput
    To train entrepreneurs & commercialization professionals
    Assertion 1: Tens, and perhaps hundreds, of hours are invested in technologies or teams not ready to take the next step in commercialization.
    Assertion 2: Commercialization throughput can be substantially increased through rapid, effective early screening.
  • 15. Four to Eight-Hour Screening Process
    Inventor Interview
    Institution Interview
    1-2 Market Interviews
    Score the Technology
    NOTE: Interviews are 15 to 30 minutes.
  • 16. Screening Factors
    Our research indicates that these factors provide an early read on the real opportunity of an early stage technology.
    1
    3
    2
    6
    5
    4
    7
  • 17. Process: Inventor Interview
    The Inventor Interview is essential to uncover status, support, ownership and IP issues.
    Lack of inventor support is the #1 time waster in early commercialization.
  • 18. Process: Inventor Ratings
  • 19. Process: Institution Interview
  • 20. Ratings Definitions
    Ratings are Subjective to your Portfolio
    Ratings are Subject to Change at Any Time
    Should be Regularly Reviewed
    Discussion Concerning Ratings
  • 21. Market Interviews
    Focused on Individuals with Intimate Knowledge of the Technology/Market
    Academic is Good
    Industry is Better
  • 22. Where They Fit In
    • Provide Critical Impressions of the Market Inspective.
    • 23. Illustrate Current Pains of the Market
    • 24. From the Market Perspective
  • Steps & Deliverables
    Inventor Interview
    Institution Interview
    • Market Focused Technology Description
    1-2 Market Interviews
    Score the Technology
    • ½ Page Very Brief Summary
    • 25. Confirm File/Note Uploads to RapidScreen
  • Report Concerns
    Non Confidential in Nature
    Should Focus on Critical Elements
    Attempt to Capture and Use Market Inputs
    Discussion Concerning Findings
  • 26. Keys to Success
    SPEED
    • Don’t get bogged down
    FLEXIBILITY
    • This is Process, Not Law
    1-2 MARKET PERSPECTIVES
    • Get smart fast
    • 27. Leverage Contacts
    Share Findings With Client /Company
  • 28. Key Outcomes
    • Clear Understanding of the Technology as it pertains to the market.
    • 29. Go/No Go Decision
    • 30. As It Pertains to the Market
    • 31. Next Steps
    • 32. Recommendations
  • Q & A
  • 33. What's in a Pitch???
    Heath Naquin
    Technology Assessment Team Lead
    UTEN@Austin
  • 34. Agenda
    Definition
    Elements of An Effective Pitch
    Common Mistakes in Pitches
    Case Studies
    Audience Participation
    Discussion
    Things to Remember
  • 35. Pitch-Definition
    What is a Pitch??
    Vehicle by which an Innovator/Entrepreneur describes their venture/technology to others, focused on producing a targeted, tangible result.
    Source: Heath Naquin
  • 36. Why is This Important to TecMinho
    Provides Focus for Efforts
    Illustrates Goals
    Opens up Sales Cycle
    Opens Doors for Technology Discussion
  • 37. What Can Pitches Do for You??
    • Innovators/TTO’s
    • 38. Help Position Technology for Further Research
    • 39. Produce Research Partners
    • 40. Justify Ongoing Research
    • 41. Entrepreneurs
    • 42. Explain Venture to Others
    • 43. Critical Element of Sales Cycle
    • 44. Important for Partner/Investor Communications
  • How Are Pitches Delivered?
  • Elements of an Effective Pitch
    Accurate in Description
    Captures Essence of the Technology or Enterprise
    Targeted to the Audience
    Done in Laymen's Terms
    Takes NO more than 1 minute to Deliver
  • 47. Current Trends in Pitches
    • Focusing on how the technology works rather than what it can do.
    • 48. Trying to “sell technology” rather than “provide solutions.”
    • 49. Lack of customer understanding
    • 50. Needs/problems
    • 51. Decision-making processes
  • Market Perspective on Pitches
    • Industry Concerns
    • 52. Integration with Portfolio
    • 53. Terms and Conditions
    • 54. Elements of Technology
    • 55. Capital Market Concerns
    • 56. Opportunity/Return
    • 57. Terms and Conditions
    • 58. Elements of Technology
  • Things to Remember
    A Pitch is not an Abstract
    Explain your Technology/Enterprise Like You would to your Family
    Know your Goal
    Know your Audience
  • 59. Interactive Exercise
    • What is your Technology?
    • 60. What do you Want to Do with It?
    • 61. Who is your Target Audience?
    • 62. What is the State of the Technology?
  • Discussion
    • Experiences/Learning’s
    • 63. Lessons Learned
    • 64. Outcomes
    • 65. Positive and Negative
  • Final Thoughts on Pitches
    • Focus on What you Do Rather than How you Do It
    • 66. Keep Things Simple
    • 67. Know your Goal & Audience
    • 68. Convey Conviction
    • 69. Practice Makes Perfect
  • Q & A
  • 70. Interview Sourcing
    Heath Naquin
    Technology Assessment Team Lead
    UTEN@Austin
  • 71. What is in an Interview??
    • Innovator/TTO Perspective
    • 72. Difference between Good and Bad Interviews
    • 73. Aid in Business Development
    • 74. Aid in Future Product Development
    • 75. Provide Voice of Market
  • Importance of Effective Interviews
    • Preserve Critical Funds
    • 76. Shortens Development Lifecycle
    • 77. Provides Validation for Recommendations
    • 78. Aids in Path to Market
    • 79. Objectivity
  • Case Studies
    • Naga Machines
    • 80. RTR IC
    • 81. Cutting Edge
    • 82. ITT Bangalore
    • 83. 4x more effective than competitive platforms
  • Naga Machine Outcomes
  • TecMinho Case Studies
    • Any Past Experiences that Could Have Benefited from Effective Interviews???
  • Good Interview Basics
    • Understand the Market and Applications
    • 90. Know At Least 3
    • 91. Understand the Technology/Enterprise
    • 92. Ask the Hard Questions
  • A Word on Hard Questions
    • There is nothing that destroys credibility in an interview faster not being able to satisfactorily answer a material question.
  • Example Material Questions
    • What is the State of the Technology??
    • 93. Prototype vs. In Development
    • 94. What is the State of the Company??
    • 95. Formed/Not Formed
    • 96. What is the IP Status of the Technology??
  • Interview Sources
    Remember- WIIFM
  • 101. Personal Network
    • Maintain Rolodex
    • 102. Utilize Social Media
    • 103. Maintain Contact
    • 104. Don’t Overlook the Obvious
    • 105. Be a Resource to Your Contacts (WIIFM)
  • Personal Network
  • Associations
    • There is an Association for Everything (at least in the US)
    • 112. Can usually be Found through Internet Searches
    • 113. Most Helpful Associations
    • 114. Government
    • 115. National Level
  • Association Interview
    • Pros
    • 116. Generally Willing to Help
    • 117. Relatively Easy to Find
    • 118. Usually Have Extensive Industry Contacts
    • 119. Cons
    • 120. May Ask You to Join
    • 121. May be Limited on Data to Be Provided
    • 122. Some are Worthless
  • Academia
    • Good Scoping Interviews
    • 123. State of Technology
    • 124. Bad Market Interviews
    • 125. Usually Removed from the Market
    • 126. Can be Found Through
    • 127. Host Institution
    • 128. Other Institutions
  • Academic Interviews
  • Enterprise Interviews
    • Provide Critical Look at the Market
    • 135. Provide Business/Licensing Opportunities
    • 136. Hardest to Get
    • 137. Best to Have
  • How To Find Enterprise Interviews
  • Enterprise Targets
  • Enterprise SMB Specific Concerns
    • Generally Easier to Find Contact
    • 145. Limited Applicability
    • 146. Fewer Gatekeepers
  • Enterprise Large Business Concerns
    • Gatekeepers
    • 147. Hard to Identify Correct Area
    • 148. Typically takes 3-4 Calls to find Right Person
    • 149. Forget Email
    • 150. Broad Applicability
  • A Word On Gatekeepers
  • Enterprise Approaches
    Remember WIIFM
  • 161. Role Play
  • Things to Remember
  • LinkedIn Example
    • Give me a Technology
    • 170. Lets Find a Target
    • 171. Corroborate with Google Search
  • Q & A
  • 172. Thank You
    Heath Naquin
    hnaquin@ic2.utexas.edu
    Find me on LinkedIn
    Join UTEN on LinkedIn