Author: Editor

Posted on March 17, 2017 By: Reda El Alami, Analyst

From March 13th to 16th I attended the 2017 AUTM Annual Meeting in Hollywood, FL. As a newbie to AUTM, my experience during this conference was a series of first times followed by moments of reflection. I had anticipated that the conference would be a smaller and more intimate setting, but it was far from what I had imagined, with nearly 2,000 attendees from all around the world. My expectation was shattered on Day 1.. What I thought would be a small and intimate learning experience turned out to be a massive production with several tracks and several sessions simultaneously taking place. All components of the Technology Transfer process were represented in their own professional capacity; from licensing associates, to technology scouts, to IP attorneys, to the cloud-based platforms designed to match inventions with investors, and everything in between. My concern of being one of the only attendees there was quickly appeased when I started noticing “First Time Attendee” ribbons on people’s badges. This small, and very welcoming ribbon was key to my success in learning to approach other attendees, learning about their background and their company and building a small network of professionals with the sole purpose of getting as much out of this conference as possible. As the hours rolled and the learning grew, I built the confidence to approach some of the more veteran attendees and just poked their brain on what they do, and which piece of the tech transfer process their organization fits in. It fascinated me to learn that so many people had already heard of Foresight from across the globe and some even owned Dr. Speser’s book ‘The Art and Science of Technology Transfer’. Although a lot of AUTM content was geared toward university professionals, the information delivered and emphasis to support attendees in learning and networking provided me with an invaluable experience.

March 1-2, 2017, Foresight held a two-day training for a Canadian University technology transfer office staff on marketing. Like many universities, this university has a large portfolio of technologies for which they are seeking more cost-efficient and effective marketing. The Foresight trainers Phyllis Speser, J.D., Ph.D. R.T.T.P., founder and Vice Chair of the Board, and Konstantin Izvolsky, Ph.D., Director of Assessment and Consulting Services, provided a two-day course on the subject. The course focused on how to covert technology-push into market-pull marketing.  Included was a session on how to evaluate technologies in order to determine the more productive ways to market them, discovering applications where demand pull exists, understanding how to succeed in those markets, finding and opening discussions with potential licenses and funding sources, leveraging alumni and donation offices, allocating scarce human and financial resources efficiently, and getting to “yes!”. One of the unique advantages of Foresight training is the mix of informative and attention-grabbing seminars with hands-on exercises involving technologies currently being marketed by the TTO. The pedagogical literature confirms that people learn best when they can practice what they have just learned in meaningful exercises. Another unique advantage of Foresight’s approach to training is the emphasis on sharing “tricks of the trade” from leveraging social networking media to cold calling. In a class like this one, where many of the “students” were actually seasoned professionals with over 10 years of experience, Phyllis and Konstantin bring a knowledge sharing approach in which everyone is encouraged to share best practices and to bring up technology transfer challenges for group discussion and problem solving. The result was  1) new perspective on how to better bring technologies to market, 2) new skills and capabilities to make their marketing more productive, and 3) a renewed appreciation for how regular knowledge sharing/problem solving sessions can accelerate successful outcomes.

Please contact Konstantin at 1-401-273-4844, ext. 4003, Konstantin.Izvolsky@ForesightST.com to discuss customized training for your staff.

By: Norton Kaplan, President & COO

On December 1, 2016 I had the pleasure of participating in a panel presentation at the SBIR/STTR Innovation Summit in Austin TX. Dr. Carlos Kemeny, Assistant Director, Office of Innovation and Strategic Investment, The University of Texas System chaired the panel titled “Partnering to Create a Successful Pipeline.” The focus was on encouraging the development of technologies, products, and services by University faculty and students that meet current and future market needs and objectives. We all know that this is a challenge, especially for Universities, so the creation of a comprehensive support program that begins with the voice of the market, identifying funding opportunities and then assisting with market entry strategies has been created. As presented by Christopher Taylor, I-Corps is being utilized to address the market need and voice of the end-users. The I-Corps program provides some funding, coaching and most importantly a methodical approach. Foresight is providing faculty/student startups with the identification and selection of specific funding opportunities that will advance the development of the technology and its value proposition to a market acceptable level. Foresight is also guiding the “company” through the funding application process and providing the market data and additional contacts to validate the approach being proposed. Jim Greenwood, Greenwood Consulting Group, emphasized that an approach that includes partnering with existing small and medium companies may be viable. And Atul Varadhachary, Fannin, added the value for companies to have support and a methodology to approach the market throughout the entire process increases the likelihood of success.

My thoughts on the overall challenges in creating this “pipeline” start with the faculty. Providing incentives to move from the University environment to the open market is an issue. There is risk and reward but the typical success rate is not as high as one may like to see. This is possibly addressed with the students and Ph.D. candidates. The faculty and University can be in a support or partnership position. An STTR opportunity may be considered as a funding source to move beyond the I-Corps program. Another approach is considering a Spin-Up model as Foresight has been utilizing to advance the development of technologies in preparation for market entry. Technical and financial risk is managed reducing the exposure to the individuals involved. The more than 35 years of experience also increases the probability of commercialization that an individual or start-up may not experience on their own. A program such as the one being employed at The University of Texas System is a great starting point as continuity, support and opportunity is sometimes all that is need to excite new entrepreneurs on the pathway to the market.

By: Thom Abbott, International Business Development

Our 4th year supporting Techinnovation, and our 1st going solely as a service provider, gave a slightly different perspective on this hugely successful and well attended event. Between Techinnovation and the concurrent SLUSH and Techventure events the NRF estimated a total 5000 people went through the doors over the two days. Having the events running at the same time, gave a good spread of entrepreneurs from all parts of business, from competitors to Foresight, early stage technology developers and researchers, through to investors and government bodies.

Due to be being very busy at our booth, I did not have too much chance to have a look round the event though it was clear IPI’s reach to different technology providers continues to grow, with a number of universities and research institutes coming from even further afield, to show their technologies. It was great to have a chance to see some of this and have some of the initial discussions that will hopefully lead to further business in the region for Foresight.

By: Alyssa Nacewicz, Director of Sales & Marketing

Last week, Foresight sponsored and hosted a booth at the ASTP-Proton Annual Conference in Copenhagen, Denmark. Among the number of sessions and events I attended while there, some comments from the opening plenary really stood out for me.

One of the speakers, Soren Frandsen (Chairman, Danish National Network of Technology Transfer) said, “In technology transfer trust is a competitive advantage.” This is a powerful statement which we are finding to be extremely true, as building and maintaining relationships is becoming increasingly important in this community. Creating a working relationship where the innovator and industry contact can exchange input and ideas will strengthen your advantage in the market. And as stated by Henrik Jorgen Anderson (Senior R&D manager, Arla Foods Ingredients Group), “The shelf life of knowledge is decreasing”, so having that competitive advantage is important when racing competitors to the market.

At Foresight, we always say “it is never too early to reach out to industry.” Even if you feel that your technology is not mature enough at this time to pursue partnerships, it is important to establish lines of communication and keep them open so as not to lose out on an opportunity for partnering.