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

1. TecMinho Voice of the Market Workshop Heath Naquin Technology Assessment Team Lead UTEN@Austin

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

11. Elevator Pitch Session

12. Tools and Techniques for Interview Sourcing

13. Mock Interview Workshop

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

23. Illustrate Current Pains of the Market

27. Leverage ContactsShare Findings With Client /Company

29. Go/No Go Decision

30. As It Pertains to the Market

31. Next Steps

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

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

45. Phone

48. Trying to “sell technology” rather than “provide solutions.”

49. Lack of customer understanding

50. Needs/problems

52. Integration with Portfolio

53. Terms and Conditions

54. Elements of Technology

55. Capital Market Concerns

56. Opportunity/Return

57. Terms and Conditions

60. What do you Want to Do with It?

61. Who is your Target Audience?

63. Lessons Learned

64. Outcomes

66. Keep Things Simple

67. Know your Goal & Audience

68. Convey Conviction

70. Interview Sourcing Heath Naquin Technology Assessment Team Lead UTEN@Austin

72. Difference between Good and Bad Interviews

73. Aid in Business Development

74. Aid in Future Product Development

76. Shortens Development Lifecycle

77. Provides Validation for Recommendations

78. Aids in Path to Market

80. RTR IC

81. Cutting Edge

82. ITT Bangalore

84. Significant Development Time

85. Improper Path to Market

86. Outcomes

87. No Interest

88. Competitive IP

90. Know At Least 3

91. Understand the Technology/Enterprise

93. Prototype vs. In Development

94. What is the State of the Company??

95. Formed/Not Formed

97. CRITICALLY IMPORTANT

98. Associations

99. Academia

100. Enterprise Remember- WIIFM

102. Utilize Social Media

103. Maintain Contact

104. Don’t Overlook the Obvious

106. Willing to Help

107. Easy to Contact

108. Provide Their Contacts Readily

109. Cons

110. May be Less Knowledgeable

112. Can usually be Found through Internet Searches

113. Most Helpful Associations

114. Government

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

123. State of Technology

124. Bad Market Interviews

125. Usually Removed from the Market

126. Can be Found Through

127. Host Institution

129. Generally Willing to Help

130. Relatively Easy to Contact

131. Are Willing to Talk

132. Cons

133. Conflicting Research Goals

135. Provide Business/Licensing Opportunities

136. Hardest to Get

138. Social Media

139. USE LINKEDIN

140. From the Inventor

142. Chief Scientist

143. Sales Department

145. Limited Applicability

147. Hard to Identify Correct Area

148. Typically takes 3-4 Calls to find Right Person

149. Forget Email

151. Establish Rapport

152. Can be Very Helpful

153. Send Thank You Email

154. Don’t Underestimate

156. You are Not Selling

157. Even When You Are

158. Ask for Help

159. Stroke the Ego

160. Organic in Nature Remember WIIFM

162. Association

163. VP of Research

165. Ego is King

166. Establish Rapport

167. Use Gatekeepers

168. Maintain Contacts

170. Lets Find a Target

172. Thank You Heath Naquin hnaquin@ic2.utexas.edu Find me on LinkedIn Join UTEN on LinkedIn