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Innovation Days Pitch Camp

Innovation Days Pitch Camp. Heath Naquin Technology Assessment Team Lead UTEN@Austin. Tom Gardner Commercialization Consultant UTEN@Austin. Biography. Heath Naquin, BBA, MSTC, PMP Technology Assessment Team Lead UTEN@Austin Leadership Experience with 4 Start Ups

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Innovation Days Pitch Camp

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  1. Innovation Days Pitch Camp Heath Naquin Technology Assessment Team Lead UTEN@Austin Tom Gardner Commercialization Consultant UTEN@Austin

  2. Biography • Heath Naquin, BBA, MSTC, PMP • Technology Assessment Team Lead UTEN@Austin • Leadership Experience with 4 Start Ups • Commercialization Consulting with 7 Countries • Tom Gardner, BS, MSTC • 20+ Years Biomedical and Pharmaceutical Experience • Commercialization Consultant – President BellaVentures Consulting • Former Research and Development Senior Scientist and New Product/Process Development Coordinator

  3. Goals of Pitch Camp? Our Primary focus is to aid Researchers in understanding a Market Oriented Mindset.

  4. Agenda • Definition • Elements of An Effective Pitch • Common Mistakes in Pitches • Case Studies • Audience Participation • Discussion • Things to Remember

  5. 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.

  6. What Can Pitches Do for You?? • Innovators • 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

  7. How Are Pitches Delivered? • Email/Written • Phone • Face to Face

  8. 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

  9. Current Trends in Pitches • 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

  10. Target Market Perspective • Industry Concerns • Integration with Portfolio • Terms and Conditions • Elements of Technology • Capital Market Concerns • Opportunity/Return • Terms and Conditions • Elements of Technology

  11. 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

  12. Case Studies • Biopulp – The Hook • Aequorea – The Pain • Antibiotic Microspheres – The Technology

  13. Case Study #1 • The Hook – make sure you have them at “hello” (Jerry Maguire)

  14. Case Study #2 • The Pain – make sure they understand the need for your technology. * 471,000 new cases of Cervical Cancer are diagnosed each year… World Health Org.

  15. Case Study #3 • The Technology – your product is the answer to the ‘pain’.

  16. Audience Participation • Your Chance to Deliver a Pitch for Your Technology/Enterprise • Feedback • Experience

  17. Discussion • Experiences/Learning’s • Lessons Learned • Outcomes • Positive and Negative

  18. Final Learnings • Focus on What you Do Rather than How you Do It • Keep Things Simple • Know your Goal & Audience • Convey Conviction • Practice Makes Perfect

  19. Q & A

  20. Thank You Heath Naquin hnaquin@ic2.utexas.edu Tom Gardner tomgardner2007@mac.com

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