TecMinho<br />Voice of the Market Workshop<br />Heath Naquin<br />Technology Assessment Team Lead<br />UTEN@Austin<br />
Biography<br /><ul><li>Heath Naquin, BBA, MSTC, PMP
Technology Assessment Team Lead  UTEN@Austin
Leadership Experience with 4 Start Ups
Currently  Founder/COO of Green Technology Alliance
Worked on Commercialization Initiatives for 7 Countries
Presenter on Open Innovation @Licensing Executive Society
Featured SME for Forbes, PMI and Microsoft
Background in IT, Green Technology, Consumer Products, Green Technology, Clean Energy
Initiator for Licensing Discussions with GSK, Costco and Siemens</li></li></ul><li>Agenda<br /><ul><li>RapidScreen - An Ov...
Elevator Pitch Session
Tools and Techniques for Interview Sourcing
Mock Interview Workshop
Next Steps</li></li></ul><li>Why RapidScreen?<br />To increase commercialization throughput<br />To train entrepreneurs & ...
Four to Eight-Hour Screening Process<br />Inventor Interview<br />Institution Interview<br />1-2 Market Interviews<br />Sc...
Screening Factors<br />Our research indicates that these factors provide an early read on the real opportunity of an early...
Process:  Inventor Interview<br />The Inventor Interview is essential to uncover status, support, ownership and IP issues....
Process:  Inventor Ratings<br />
Process: Institution Interview<br />
Ratings Definitions<br />Ratings are Subjective to your Portfolio<br />Ratings are Subject to Change at Any Time<br />Shou...
Market Interviews<br />Focused on Individuals with Intimate Knowledge of the Technology/Market<br />Academic is Good<br />...
Where They Fit In<br /><ul><li>Provide Critical Impressions of the Market Inspective.
Illustrate Current Pains of the Market
From the Market Perspective</li></li></ul><li>Steps & Deliverables<br />Inventor Interview<br />Institution Interview<br /...
Confirm File/Note Uploads to RapidScreen</li></li></ul><li>Report Concerns<br />Non Confidential in Nature<br />Should Foc...
Keys to Success<br />SPEED<br /><ul><li>Don’t get bogged down</li></ul>FLEXIBILITY<br /><ul><li>This is Process, Not Law</...
Leverage Contacts</li></ul>Share Findings With Client /Company<br />
Key Outcomes<br /><ul><li>Clear Understanding of the Technology as it pertains to the market.
Go/No Go Decision
As It Pertains to the Market
Next Steps
Recommendations</li></li></ul><li>Q & A<br />
What&apos;s in a Pitch???<br />Heath Naquin<br />Technology Assessment Team Lead<br />UTEN@Austin<br />
Agenda<br />Definition<br />Elements of An Effective Pitch<br />Common Mistakes in Pitches<br />Case Studies<br />Audience...
Pitch-Definition<br />What is a Pitch??<br />	Vehicle by which an Innovator/Entrepreneur describes their venture/technolog...
Why is This Important to TecMinho<br />Provides Focus for Efforts<br />Illustrates Goals<br />Opens up Sales Cycle<br />Op...
What Can Pitches Do for You??<br /><ul><li>Innovators/TTO’s
Help Position Technology for Further Research
Produce Research Partners
Justify Ongoing Research
Entrepreneurs
Explain Venture to Others
Critical Element of Sales Cycle
Important for Partner/Investor Communications</li></li></ul><li>How Are Pitches Delivered?<br /><ul><li>Email/Written
Phone
Face to Face</li></li></ul><li>Elements of an Effective Pitch<br />Accurate in Description<br />Captures Essence of the Te...
Current Trends in Pitches<br /><ul><li>Focusing on how the technology works rather than what it can do.
Trying to “sell technology” rather than “provide solutions.”
Lack of customer understanding
Needs/problems
Decision-making processes</li></li></ul><li>Market Perspective on Pitches<br /><ul><li>Industry Concerns
Integration with Portfolio
Terms and Conditions
Elements of Technology
Capital Market Concerns
Opportunity/Return
Terms and Conditions
Elements of Technology</li></li></ul><li>Things to Remember<br />A Pitch is not an Abstract<br />Explain your Technology/E...
Interactive Exercise<br /><ul><li>What is your Technology?
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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.

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 Sourcing Primary Research for Technology Transfer

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

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