Download - Sbir commercialization slides
Jed Taylor 5/30/2013
SBIR: Commercialization Plan
AgendaIntroductionObjectivesSections of Commercialization PlanPitfallsOpticsPanel Discussion
IntroductionEntrepreneur-in-residenceAssistant Director at Technology
Entrepreneur CenterPattern Insight6/6 on SBIRsSpoke at 2009 NSF SBIR Conference on
Commercialization
My Goals in WritingAppearance of Phase IIB companyAppearance as a winnerGain their trustRisky venture and you need their help (not
just equity free financing)Customer centric (iStart example)Building momentum in PI for PII
Sections of PlanMarket Need
Be compellingClearly define problemUse a real world examplesShow lots of data
Sections of PlanSBIR Project and Expected Outcomes
Key Functionality and Benefits (pain points)
Results from Phase I point to commercialization
Sections of PlanIndustry Overview
Work in customer & competitorsShow that you understand industryidentify niches
Sections of PlanMarket
Niche vs. marketLots of data
Commercialization StrategyShow your planConsistency with your industryRefer to other models
Sections of PlanTeam
OriginTell a compelling storyHighlight customer demand if possible
Description
Sections of PlanManagement Team
Show that you’re more than academicsMake them feel that you’ll be successfulShow a board
Sections of PlanProduct/Technology
Highlight value propositionShow customer feedback and value
CompetitionBe realistic and believableShow a standard competition slide
Sections of PlanIP Landscape
Show that you have IP and a planFinance and Revenue Model
Be consistent with other documentsBe realisticShow high growthBackup with realistic assumptions
Sections of PlanEvidence of Support
Purchase OrdersCustomers in generalInvestors
FinancialsDocument assumptionsBe reasonable
Pitfalls
We are in a 20 billion dollar market and all we need to achieve is a .01% share
then we will be successful.
Market Size
Pitfalls
We are entering the teleconference market and after year 1 we will have 25% market
share.
Market Size
Pitfalls
We have no competitors
No competitors
Pitfalls
Unbelievable competitor list
Pitfalls
Dr. John Doe, CEO – PhD from Harvard, Distinguished Researcher Award, 25 patents, 37 conference papers ……..
All academics
PitfallsLack of Customer Involvement
PitfallsFocusing on Technology
OpticsBold key pointsBullet pointsTables and DataMake first sentence countWork in customers and users feedback
Take AwaysGive the impression that you’re going to be
successfulFocus on CustomersTeam is in Place to ExecuteShow High Growth
Panel Discussion
Potential Panel QuestionsIf you only had time to focus on 2 points for
your commercialization plan, which two points would it be?
Top two pitfalls when putting commercialization plan together.
Are there key differences to the commercialization plan when applying to different agencies?
How important is it to build a solid relationship with the Program Manager?
Tips on letters of support?