Innovation Days

Pitch Camp

Tom GardnerCommercialization ConsultantUTEN@Austin

Heath NaquinTechnology Assessment TeamLeadUTEN@Austin

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

Goals of Pitch Camp?

Our Primary focus is to aid Researchers in understanding a Market Oriented Mindset.

Agenda

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

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.

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

How Are Pitches Delivered?

• Email/Written

• Phone

• Face to Face

Elements of an Effective Pitch

1. Accurate in Description

2. Captures Essence of the Technology or Enterprise

3. Targeted to the Audience

4. Done in Laymen's Terms

5. Takes NO more than 1 minute to Deliver

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

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

Things to Remember

1. A Pitch is not an Abstract

2. Explain your Technology/Enterprise Like You would to your Family

3. Know your Goal

4. Know your Audience

Case Studies

Biopulp – The Hook

Aequorea – The Pain

Antibiotic Microspheres – The Technology

• The Hook – make sure you have them at “hello” (Jerry Maguire)

Case Study #1

• 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.

Case Study #2

• The Technology – your product is the answer to the ‘pain’.

Case Study #3

Audience Participation

• Your Chance to Deliver a Pitch for Your Technology/Enterprise

• Feedback

• Experience

Discussion

• Experiences/Learning’s

• Lessons Learned

• Outcomes

• Positive and Negative

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

Q & A

Thank You

Heath Naquin

hnaquin@ic2.utexas.edu

Tom Gardner

tomgardner2007@mac.com