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HIIT Retreat Group I: How to sell Quality Products of HIIT ARU?

HIIT Retreat Group I: Research project preparation, coordination and management of results in HIIT ARU. HIIT Retreat Group I: How to sell Quality Products of HIIT ARU?. HIIT sales channel . Three approaches: Director of Research Projects Research Themes Research Theme Research Area

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HIIT Retreat Group I: How to sell Quality Products of HIIT ARU?

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  1. HIIT RetreatGroup I:Research project preparation, coordination and management of results in HIIT ARU

  2. HIIT RetreatGroup I:How to sellQuality ProductsofHIIT ARU?

  3. HIIT sales channel • Three approaches: • Director of Research • Projects • Research Themes • Research Theme • Research Area • Tutkimusohjelma • All the same… …but exactly what?

  4. HIIT Organisation • Acceleration, rapid expansion is now behind • We have not reach the plateau yet • Good moment to re-consider mood of operation and organisation • organisation having groups working on themes • organisation with processes having themes • Quality control

  5. Research Themes • Each theme is defined in a white-paper • defines the theme and its focus • describes the research challenges • Pre-requisite: Core Project has to be located in ARU • Future: a number of research groups working in one thematic area • well-defined communication protocol must exist between themes

  6. Pros of research themes • Prevents • HIIT internal ’cannibalism’ • competition with • BRU • HUT • University of Helsinki • Makes it easier to • understand structure of HIIT • contact points • approach HIIT • post-docs

  7. HIIT Role • To see further in time and • Have global understanding • Companies do not have resources to do this • Contact to talent of current and emerging tech • Large variety of experts to discuss with • about future scenarios • enterprise time-span / research time-span • To create a shared understanding of the big picture of the future • Single non-optimal success of a project is not a threat

  8. HIIT Quality and Brand • Internal • All research projects will get funded • External • HIIT research project • is a precious and scarce resource • HIIT watermark: proof-of-quality in itself

  9. Proposal • HIIT’s strategy is implemented in a number research themes • Theme time frame is 3-5 years • Themes have projects • Projects have life-span of 0,5-2 years • There’s a senior leader for each of the theme • The round table of theme leaders • HIIT strategy for a specific research program (NETS/FENIX) • How projects differ from each other (sales-wise)

  10. Proposal • More flexibility inside themes • Currently: project centric resource management • Resource roaming inside themes • Budget for research themes • HUT, UH • Companies • the original idea of HIIT • Helsinki Area Innovation Funding?

  11. Proposal: Roles in sales • Director of Research • Head of sales, as well • Research Theme Leaders • Coordinator / Suunnittelija • Sales skills: ‘HIIT show’ or ‘Theme show’ • Controls ‘sales tool-box’ of HIIT • Less pressure for project managers • Project Manager • Researcher

  12. Proposal: research deliverable templates • Set of pre-defined deliverables • Research work results are defined as products • Project picks up the most suitable ones • Scientific papers, software, IPR, seminars …are results of… • more or less painful experience • How to deliver experience to companies • research Values and industrial Values • Technical Report vs. Business Report

  13. Proposal: possible products • Seminar – for a number of companies • Demo Day – exhibition like • Workshop • Company visit (company might give the subject inside the research subject) • Team work • Discussion and case exercises with one partner • HIIT Game • Scenario-based, business tournament with one partner

  14. Group 1 thanks for Your attention

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