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Team 40 | INTERVIEWS THIS WEEK: 9 TOTAL INTERVIEWS: 112
Karen Burg (PI)
Sarah Rowlinson(EL)
Richard Potter(M)
Timothy Burg (M)
* Formerly Flipped Research Mentoring
Team 40 | INTERVIEWS THIS WEEK: 9 TOTAL INTERVIEWS: 112
Karen Burg (PI)
Sarah Rowlinson(EL)
Richard Potter(M)
Timothy Burg (M)
* Formerly Flipped Research Mentoring
Team 40 |Original Business Model Canvas
Product features instead of VP’s Very broad customer segments
Team 40 | Here’s What We Did
Research Enterprise
Researchers
Government
STEMIndustry
Professional Organizations
Institution
Higher Ed Industry
Team 40 | Here’s What We Found
Customer Segment
Babies don’t buy baby food, parents buy baby food“The students don’t matter”
End User
Influencer
Buyer
(8) total
Primary (2)
Secondary (6)Primary (2)
Value Propositions
Customer pains = critical metrics for defining institution success Success increased # & quality of student and faculty recruitment, more $
Product Features
Broad metrics
Peer institution
University Central
Administration
State
Federal
Industry
AlumniStudents
Faculty
Staff
Team 40 | Customer Archetypes
Central Admin Characteristics-- Multi-faceted pressures-- Establishing “visions” and
initiatives for university-- Has been promoted
through university structure-- Has $ to allocate-- Needs faculty buy-in
Team 40 | VP Canvas
Central Administration
Jobs1. Long-term
vision2. Management
Pains1. University rankings2. Limited resources ($,
space, personnel) 3. Lack of STEM diversity4. Current academia
incentive structure (research over all else)
Gains1. University Prestige2. Competitive recruitment of
students, faculty and staff3. Timely degree completion4. Student retention
Products & ServicesA curriculum that combines an introductory research experience with mentoring.
Pain RelieversEngages faculty, graduate students and undergraduate students in a relationship that is reflective and intentional1. Increased freshman to
sophomore student retention
Gain CreatorProgress towards research project because of student hands-on opportunity
Team 40 | Customer Archetypes
Program Director Characteristics-- Either full-time staff or researcher
with part-time appointment-- Broad understanding of research-- May or may not have $-- Likely has influence in decision
Program Director
Faculty
Research Centers
Chairs
Deans
Team 40 | VP Canvas
Research Program Director
Jobs1. Program
Development2. Coordinating
engagement3. Matching 4. Facilitating 5. Assessment
Pains1. Concerns of mentoring
relationship quality2. Recruitment of
students and faculty3. Limited resources ($,
space, personnel) 4. Lack of STEM diversity5. Current academia
incentive structure (research over all else)
Gains1. Students gain valuable
hands-on experience2. Timely degree completion3. Student retention4. Program receives positive
publicity and fundingProducts & ServicesA curriculum that combines an introductory research experience with mentoring.
Pain RelieversEngages faculty, graduate students and undergraduate students in a relationship that is reflective and intentional1. Increased freshman to
sophomore student retention
Gain CreatorProgress towards research project because of student hands-on opportunity
Team 40 | End-User Archetype
Pain Points-- limited time-- limited resources-- oversees lab safety/liability -- unrealistic expectations of
student researchers-- bad communication-- bad management of lab
members
Team 40 | End-User Archetype
Pain Points-- unrealistic expectations of
student researchers-- bad communication-- bad management of lab
members-- overwhelmed
Team 40 | End-User Archetype
Pain Points-- Belonging uncertainty -- Not being competitive STEM graduates-- Switching majors / flunking out-- Discomfort approaching faculty/grad-- Classes -- Organizations/clubs-- Jobs
Team 40 | Mid-Point Business Model Canvas
Team 40 | Here’s What We Did
Research Enterprise
Researchers
Government
STEMIndustry
Professional Organizations
Institution
Higher Ed Industry
Team 40 | Here’s What We Found
STEM – related Industry
Concerned about STEM workforce pipeline (# and quality of employees) Care about undergraduate experience and T-shaped studentsHigh importance on mentoring (in company culture)
HigherEd – related Industry
ChannelsHow do they reach buyers in institutions?
Acquisition / revenueWhat business model was effective for them?
University Corporation
Mutually beneficial partnershipStrengthen relationship
Learn from their experiences
Team 40 | Final Business Model Canvas
institutions
institutions
as measured by exiting survey
as measured by exiting survey
Functions Questionnaire by 10 %
graduate student research mentors
Team 40 | Final Business Model Canvas
Team 40 | Final Business Model Canvas
Team 40 | Market Size
4 year institutions awarding bachelors degrees in STEM
Freshmen and Sophomore participants
Universities lacking student retention / student engagement (during
graduation analysis)
Original Market Size
Universities that have REU programs
(59)
Universities that are
members of CUR(598)
Universities that are
members of AASCU(419)
Student Focused
Institution Focused
Current Market Size
(11)
REU = Research Experience for Undergraduates
AASCU = American Association for State and College Universities
CUR = Council on Undergraduate Research
Team 40 | Market Size
Universities that have REU programs
(59)
Universities that are
members of CUR(598)
Universities that are
members of AASCU(419)
0
1
2
3
4
5
0-10K 10K-20K 20K-30K 30K +
Under Grad Enrollment (in thousands)
Undergraduate Enrollment
0
1
2
3
4
5
6
0-2K 2K-4K 4K-6K 6K-8K +
Grad Enrollment (in thousands)
Graduate Enrollment
0
1
2
3
4
5
6
0-10K 10K-20K 20K-30K 30K +
TOTAL Enrollment (in thousands)
Total Enrollment
Team 40 | Distribution Channel Diagram
CHANNELS1. Internal 2. Professional
Organizations3. Industry/Corporate
Partnerships4. Publishing 5. Consultants6. Funding
agency
1. Purchasing power2. Institutional support
and enforcement3. Widespread adoption
Central Administration
Program Directors
Department Chairs
Faculty
Graduate Students
Undergraduate Students
End Users
Messaging/purchasing
Adoption
Team 40 | Competitive PlayersCompetitive Players1. Mentoring Books2. NIH National Research Mentoring Network, University of Wisconsin-Madison Mentor
Training Core3. Howard Hughes 4. National Mentoring Partnership
- “How-to” for youth mentoring program5. Center for Mentoring Excellence
- Books, tookits- On-sight training and workshops
6. Systran- Industrial “train-the-mentor” program workshop - Consulting
7. Management Mentors - Consulting - Training - Certificates and accreditation
Saboteur – blocking adoption (not having an open mindset)- Professional organizations have resources on websites- Naïve assuming it reaches the people
Team 40 | Summary
Video Links:2-Minute http://youtu.be/4Zia1tilPfA1-Minute http://youtu.be/J34MGLI_9go
We learned: -- There are numerous institutional barriers to adoption-- Need to reach a critical mass of supporters in a university, or “early evangelists”-- Universities have a lot of pressure to increase quality of education-- Time and $ are limiting factors for customer segments and end users-- Understanding individual institutional goals will help with alignment of VP’s
-- 46 peer comments, thank you!
Team 40 | Revenue Model
Free
(~5) Universities Big-name, user endorsement
Campus License
Flat cost model per university/year$1000
Campus License &ConsultingFlat cost model per university/year
Reach # of studentsin validation study
Free consulting workshops at conferences
I-Corps L budget
Registered Copyright ~ $200
TrademarkTravel costs, Publishing
Spring 2016 Fall 2016 Fall 2017
IT integration
Paid advertisement space in email
newsletter
NSF EAGER budget
Sarah (dev, marketing) Tim (dev, and marketing)Karen (marketing)Richard (advising)
Sarah (dev, marketing, sales) Tim (dev, and marketing)Karen (marketing)Richard (advising)
Sarah (dev, marketing, sales) Tim (dev, and marketing)Karen (marketing)Richard (advising)
No cost royaltyNegotiate 1% cost royalty