Customer & Market Development · 2015. 10. 14. · being held in conjunction with InformEx 2016,...

Moderator Dan Daly Panelists Anita La Salle Christina Pellicane Jack Lesko Michael A. Blaustein

Customer & Market Development

Technology Adoption Lifecycle

NSF I-Corps Sites Chemicals and Materials Customer Discovery Program

Program Description NSF I-Corps Sites Chemicals and Materials Customer Discovery is a special program being held in conjunction with InformEx 2016, the leading fine and specialty chemical Industry innovation tradeshow February 2-4, 2016 in New Orleans, LA. Contact Information UA I-Corps contact Tulane I-Corps contact Dan Daly [email protected] (205) 348-3502 Lars Gilbertson [email protected] (504) 247-1917 Apply online at: http://icorps.ua.edu/2-day-workshop.html

mailto:[email protected]:[email protected]://icorps.ua.edu/2-day-workshop.htmlhttp://icorps.ua.edu/2-day-workshop.htmlhttp://icorps.ua.edu/2-day-workshop.htmlhttp://icorps.ua.edu/2-day-workshop.htmlhttp://icorps.ua.edu/2-day-workshop.html

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Anita J. La Salle NSF’s Innovation Corps Programs

Leveraging NSF’s Investments in Research – Support for Commercialization and Entrepreneurship

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Risk-Averse Culture Infects U.S. Workers, Entrepreneurs Through 2011 -- Updated June 2, 2013

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I-Corps is NSF’s Response … To Successfully Translate Innovations from

Lab to Market Leverage NSF’s investments and broaden the impact

of NSF-funded research Prepare scientists and engineers to expand their focus

beyond the laboratory into entrepreneurship and commercialization

Promote the commercial success and societal benefit of new technologies funded by the US Government

Turn ideas into companies Change the lives of researchers and the cultures of

academic institutions

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In its first 3 years, I-Corps achieved national recognition – President Obama included I-Corps in his 2015 budget message …

Accelerating and Institutionalizing Lab-to-Market Practices. The Budget reflects the Administration’s commitment to accelerating and improving the transfer of the results of Federally-funded research to the commercial marketplace by, for example proposing increased funding for the National Science Foundation’s public-private “Innovation Corps” program to bring discoveries ripe for innovation out of the university lab and increased funding at NIST to increase interagency lab-to-market efforts.

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Building the Nation’s I-Corps “Innovation Fabric”

I-Corps Nodes

I-Corps Sites

I-Corps Teams

I-Corps Mentors

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I-Corps Teams

The I-Corps “Grass-Roots “ Activity -- Teams

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NSF Innovation-Corps Teams Flow Diagram

Recruiting processes

(NSF)

Pool of eligible Teams (from NSF): • Entrepreneurial

Lead • PI • Mentor

Team Selection

(NSF)

Node Assignment

(NSF)

Awarded I-Corps Teams (NSF)

Curriculum Delivery &

Refinement (Nodes)

Customer Discovery

(Teams/Nodes)

Business Model

Canvasses (Teams)

“Go” Decision (Teams)

“No-Go” Decision (Teams)

Strategic Partnership

Private Capitalization

Public Funding (e.g., SBIR, STIR, …. )

5-6 Weeks 7 Intensive Weeks

6 Months

http://www.google.com/imgres?imgurl=http://us.123rf.com/400wm/400/400/yuliaglam/yuliaglam1204/yuliaglam120400067/13213023-illustration-of-funnel.jpg&imgrefurl=http://www.123rf.com/photo_13213023_illustration-of-funnel.html&docid=RKsBaQZym_bZRM&tbnid=8sydBQdexKKtNM:&w=1200&h=1200&ei=GVp5UePQEqaE0QHqkoDoBA&ved=0CAIQxiAwAA&iact=ricshttp://www.google.com/imgres?imgurl=http://us.123rf.com/400wm/400/400/yuliaglam/yuliaglam1204/yuliaglam120400067/13213023-illustration-of-funnel.jpg&imgrefurl=http://www.123rf.com/photo_13213023_illustration-of-funnel.html&docid=RKsBaQZym_bZRM&tbnid=8sydBQdexKKtNM:&w=1200&h=1200&ei=GVp5UePQEqaE0QHqkoDoBA&ved=0CAIQxiAwAA&iact=ricshttp://www.google.com/imgres?imgurl=http://us.123rf.com/400wm/400/400/yuliaglam/yuliaglam1204/yuliaglam120400067/13213023-illustration-of-funnel.jpg&imgrefurl=http://www.123rf.com/photo_13213023_illustration-of-funnel.html&docid=RKsBaQZym_bZRM&tbnid=8sydBQdexKKtNM:&w=1200&h=1200&ei=GVp5UePQEqaE0QHqkoDoBA&ved=0CAIQxiAwAA&iact=ricshttp://www.google.com/url?sa=i&rct=j&q=windows+recycle+bin+icon&source=images&cd=&cad=rja&docid=lxXAzd5T2-9TZM&tbnid=ROfTvJ2CFJkfQM:&ved=0CAUQjRw&url=http://free-stuffonline.com/free-recycle-bin-icons/&ei=WD95UfzWIIav0AHdn4CQCA&bvm=bv.45645796,d.dmQ&psig=AFQjCNHQeTkvxJF-Prm0sLYZvGVqqe2FTQ&ust=1366986945548766

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~600Teams completed I-Corps in past 4 years >50% have already created start-up companies!!

Here are a few examples of I-Corps Team successes…

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New way to organize, browse and share your photos.

Acquired by Dropbox! Developed software to annotate a large number of images quickly and accurately

Combining human input with an annotation algorithm Facilitate image analysis

Founders Serge Belongie Professor at UC San Diego Peter Welinder Award-winning research in computer vision, machine learning and crowdsourcing. Boris Babenko Co-founder of @Anchovi Labs, Inc.

https://angel.co/serge-belongiehttps://angel.co/peter-welinderhttps://angel.co/boris-babenkohttps://angel.co/boris-babenkohttps://angel.co/anchovi-labs-2?save_req=mention_feedhttps://angel.co/anchovi-labs-2?save_req=mention_feedhttps://angel.co/anchovi-labs-2?save_req=mention_feedhttps://angel.co/anchovi-labs-2?save_req=mention_feedhttps://angel.co/serge-belongiehttps://angel.co/peter-welinderhttps://angel.co/boris-babenko

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“Smart and yummy educational animations, mini–games, and interactive tools that help mid-school learners better understand math concepts.” New Mexico State University

“One of the most exciting outcomes of the Math Snacks I-Corp efforts is the new focus of the PI's as we continue to seek funding. There is an increased interest in the distribution and commercialization of the products throughout the writing process. This has resulted in the team seeking out these partners and getting letters of support prior to submitting grants. For example, the NMSU Learning Games Lab, which produced Math Snacks was selected by Glass Labs at USC to be one of the game developers involved in a pilot study where teachers can go for a clearinghouse of gaming resources for the classroom. The I-Corp experience has made the education team and the development team realize how important this is to future development and funding.”

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… Bio-Adhesive Alliance was selected as the $25,000 grand prize winner. The start-up company is a spin-out from NC A&T State University that has developed an innovative technology to produce liquid asphalt from swine manure. According to the company, “This technology provides a sustainable and cost-effective solution to swine manure treatment while reducing pavement construction and maintenance cost.” The Bio-Adhesive Alliance team completed the National Science Foundation’s commercialization program known as I-Corps.

Bio-Adhesive Alliance

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A wall-climbing robot system based on the teams "City-Climber" technology for building façade inspection and glass wall cleaning applications. The current practice of manual inspection of building façade is time-consuming, expensive, and poses risk to human workers. The City-Climber technology provides a solution to meet a strong demand for automated inspection of building façades. In addition, the City-Climber robots can be modified to carry out tasks such as to clean glass walls and solar panels. Under prior funding, this team developed several wall-climbing robot prototypes, named City-Climber.

http://www.google.com/url?sa=i&source=images&cd=&cad=rja&docid=yKS-oyWhz0-d6M&tbnid=-65OlgzVsKkIRM:&ved=0CAgQjRwwAA&url=http://nciia.org/node/509&ei=Fq7AUeb9O4ev4APk0IHQDg&psig=AFQjCNHltp6AXESpK3TLSOXOIrCKlzHKXw&ust=1371668375015575http://www.youtube.com/watch?v=U7dS-VSKlxMhttp://www.google.com/imgres?imgurl=http://robotics.ccny.cuny.edu/blog/sites/default/files/climber-wall.JPG&imgrefurl=http://robotics.ccny.cuny.edu/blog/Research&docid=FvpDWs_uAc2agM&tbnid=0SV6KD-dCT-crM&w=205&h=154&ei=Fq7AUeb9O4ev4APk0IHQDg&ved=0CAQQxiAwAg&iact=ricl

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Forbes "[...Neon] is now integrating her research into an algorithm that helps determine which online images produce the greatest number of clicks."

Sophie Lebrecht, Carnegie Mellon University, Entrepreneurial Lead; Mike Tarr, PI; Babs Carryer, Mentor Sophie Lebrecht identified that the brain computes a very rough, very rapid and automatic snapshot of perception in order to estimate the likability of an object. They had essentially discovered a way to predict the images people would be most attracted to, and that image discovery had huge market potential—anytime there is an image, and you want a human to relate to that image, the research is applicable.

NEON

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Magdy Iskander, University of Hawaii NSF Industry/University Collaborative Research Center (I/U CRC)

“All in all , ICORPS has been a most rewarding experience in my

over 35 years in academia. ICORPS is magic, transformative

and most effective, in a deceivingly simple way, in invigorating interstate in

commercialization and makes believers out of academic doubters. … We are most

grateful for the opportunity and wholeheartedly thank you for

having our team being a part of this outstanding program.”

Microwave Stethoscope

MiWa Technologies has developed the Cardiopulmonary Stethoscope, a low-cost, non-invasive integrated radio frequency-based system for lung water and vital sign measurements. Being able to closely monitor the changes in lung water, respiratory rate, and heart rate, are the foundation for proactively preventing worsening of patients’ heart failure.

http://www.google.com/url?sa=i&rct=j&q=magdy%20iskander&source=images&cd=&cad=rja&docid=D7N-8L7aojlsoM&tbnid=AX92__herKUieM:&ved=0CAUQjRw&url=http://www.ofdas.hawaii.edu/currentawardees.html&ei=BOc5UtD-DLGz4APnnoHwCQ&bvm=bv.52288139,d.dmg&psig=AFQjCNFFmHPNeyf4y5EsmtK6_c8dhRAd3A&ust=1379612800822850http://www.google.com/url?sa=i&rct=j&q=magdy%20iskander&source=images&cd=&cad=rja&docid=D7N-8L7aojlsoM&tbnid=AX92__herKUieM:&ved=0CAUQjRw&url=http://www.ofdas.hawaii.edu/currentawardees.html&ei=BOc5UtD-DLGz4APnnoHwCQ&bvm=bv.52288139,d.dmg&psig=AFQjCNFFmHPNeyf4y5EsmtK6_c8dhRAd3A&ust=1379612800822850http://www.google.com/url?sa=i&rct=j&q=magdy%20iskander&source=images&cd=&cad=rja&docid=D7N-8L7aojlsoM&tbnid=AX92__herKUieM:&ved=0CAUQjRw&url=http://www.ofdas.hawaii.edu/currentawardees.html&ei=BOc5UtD-DLGz4APnnoHwCQ&bvm=bv.52288139,d.dmg&psig=AFQjCNFFmHPNeyf4y5EsmtK6_c8dhRAd3A&ust=1379612800822850http://www.nsf.gov/discoveries/disc_summ.jsp?cntn_id=131816&org=NSF

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“Selected as a GigaOm "Best of the Best" finalist for new start-up”

“They've already received $1 mm in Angel financing and are going out for their series A round now.”

“Development model for web and mobile applications. AppScale is the open source implementation of Google App Engine cloud platform.

PI: Chandra Krintz University of California-Santa Barbara “AppScale -- Spurring Innovation Through Cloud Application Portability”

http://www.appscale.com/http://en.wikioffuture.org/w/index.php?title=Chandra_Krintz&action=edit&redlink=1

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Study cropping patterns over north Texas.

Selling and buying water rights NSF Innovation Corps awardees founded the company Mammoth Trading to provide a neutral, centralized resource Trying to sell or buy water rights can be a complicated exercise. Scientists at the University of Nebraska and the University of Illinois at Urbana-Champaign have developed an algorithm that can match potential buyers and sellers, sift through the complexity of local physical and regulatory systems, and reach a fair deal designed especially for them. It also allows the negotiating parties to provide information confidentially during the process. "It's a different way of matching buyers and sellers in places where there aren't established markets," says Nicholas Brozovic, director of policy at the Robert B. Daugherty Water for Food Institute and associate professor of agricultural economics at the University of Nebraska. "It's a different way of building a market for potential buyers and sellers of natural resources. It maintains confidentiality and it is structured in a way that is neutral and fair."

Richael Young and Nick Brozovic received an NSF Innovation Corps award.

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I-Corps Sites

The I-Corps Local Institutional-Level Activity -- Sites

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NSF Innovation-Corps Flow Diagram


(NSF)



Team Selection

(NSF)

Node Assignment

(NSF)



Refinement (Nodes)

Customer Discovery

(Teams/Nodes)

Business Model

Canvasses (Teams)







6 Months


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Motivation for I-Corps Sites Program: • A need to increase the pool of potential NSF I-Corps Teams by supporting local teams

whose projects are likely candidates for commercialization. • Leverage intellectual assets of academic institutions and instill a culture of

entrepreneurship in universities Sites are funded at single academic institutions:

• with already existing innovation or entrepreneurial units, • to enable them to nurture teams of students and/or faculty who are engaged in

projects having the potential to be transitioned into the marketplace. Sites can be funded up to $100,000/year for up to 3 yrs. Sites provide:

• infrastructure, advice, resources, networking opportunities, training, and • modest funding ($1,000 to $3,000 total to individual teams) to enable groups to

transition their work into the marketplace or into becoming I-Corps Team. Approx. 30 teams per institution per year. Sites can serve as “feeders” to produce I-Corps-eligible teams

I-Corps Sites

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Year 1 – 4 Sites Awards: • University of Toledo • UCSD • University of Akron • University of Illinois -- Urbana-Champaign

Year 2 – 11 Sites Awards: • CMU • MIT • RIT • San Diego State • University of Southern Cal • University of Central Florida • University of Chicago • University of Delaware • University of Minnesota • University of Texas – SA • University of Utah

I-Corps Sites

A couple of examples of Site innovations …

Year 3 – 21 Sites Awards: • Brigham Young University • Howard and Hampton Universities • Michigan Technological University • New Jersey Institute of Technology • Oregon State University • Purdue University • SUNY at Stony Brook • Tulane University • University of Alabama Tuscaloosa • University of California-Los Angeles • University of Connecticut • University of Houston • University of Iowa • University of Louisville • University of North Carolina at Charlotte • University of Pennsylvania • University of Pittsburgh • University of Rochester • University of South Florida • University of Washington • University of Wisconsin-Milwaukee

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MotionSavvy – A Tablet App That Understands Sign Language: translate American Sign Language into English and vice versa. The entire development team is deaf. 3D motion recognition system detects when a person is using ASL and converts it to text or voice. The software also has voice recognition through the tablet’s mic, which allows a hearing person to respond with voice to the person signing. It then converts their voice into text, which the hearing-impaired receiver can understand.

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This I-Corps Site Team developed an improved otoscope that enables physicians to quickly and accurately diagnose middle ear infections during routine examinations. In contrast to the traditional otoscope, which hasn’t changed in over a century since its inception, the PhotoniCare CLEARVIEW™ allows the physician to look through the ear drum to directly observe and characterize effusions and biofilms responsible for infection in the middle ear.

http://www.photonicareinc.com/

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I-Corps Nodes

The I-Corps “Regional Activity -- Nodes

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(NSF)



Team Selection

(NSF)

Node Assignment

(NSF)



Refinement (Nodes)

Customer Discovery

(Teams/Nodes)

Business Model

Canvasses (Teams)







6 Months


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I-CorpsTM Nodes

Level 1 – Regional Training

Level 2 – Develop Tools and Resources

Level 3 – Blue Sky Research + +

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I-Corps Mentors

The I-Corps “National Resource Activity -- Mentors

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(NSF)



Team Selection

(NSF)

Node Assignment

(NSF)



Refinement (Nodes)

Customer Discovery

(Teams/Nodes)

Business Model

Canvasses (Teams)







6 Months


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Mentor-Related Developments • LinkedIn • ~500Mentors • Re-cycling among Mentors! • Mentor Focus-Session at Immersion-Curricula

Venues • DC/MD/VA Node: Developing Resources for

Mentors and a National Mentors Network

I-Corps Mentors

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Scaling to Other Federal Agencies ARPA-E USDA DHS NSA NIH …

States and Educational Leadership State Legislatures (NY, Ohio, CA, …) Academic Leadership National Sites Curriculum …

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After 4 years of I-Corps …. It’s clear that the program is having a tremendous impact … stay tuned for more. Think about how I-Corps may support commercialization of your ideas …

Christina Pellicane, MBS Executive Manager, NYC Regional Innovation Node

City University of New York

The Northeast I-Corps Node:

NYC Regional Innovation Node (NYCRIN)

NYCRIN led by CUNY with NYU & Columbia

Network of 25+ leading universities in the New York, New Jersey, Connecticut, & Pennsylvania

~$4M to offer I-Corps trainings, regional activities & develop entrepreneurship best practices

New York City Regional Innovation Node

"A collaborative Node providing entrepreneurship education, a

regional ecosystem, and state-of-the-art research for the national

innovation network"

Regional Activities

NYCRIN I-Corps for non-NSF funded research

Regional trainings held with network institutions

Train the trainer for other universities to learn to teach LLP

Annual Network Meeting for entire region

Provide network connections

GrOE program for I-Corps graduates

NYCRIN Trainings

3 National NSF cohorts – 66 teams 2 NYCRIN cohorts – 22 teams

Spring Observers included the Directors of the NIH I-Corps program

10 regional cohorts – 81 teams PowerBridgeNY clean tech I-Corps Undergraduate/Graduate Engineering I-Corps Graduate for-credit Engineering/MBA Lean LaunchPad NYU Summer LaunchPad, Startup Bootcamp, Venture Fellows Zahn Innovation Center Kaylie Prize, Summer Social Entrepreneurship

Lean LaunchPad Columbia Res Inc., Engineering Venture Competition, Startup Columbia,

NYC Next Idea NYSERDA Clean Tech I-Corps

169 teams! Over 650 participants!

Program Curriculum

Lean Launchpad Methodology Business-model discovery to address market risk Leverages scientific method – form hypotheses,

run experiments, iterate to search for repeatable & scalable business model

Learn how to secure substantial customer feedback before building & launching your product

Flipped Classroom Online lectures via Udacity “Classroom” time spent reviewing progress Interview ~15 customers & partners/week Weekly teaching team office hours

Build a Regional Innovation Ecosystem!

NYS Innovation Hot Spots

NYS Certified Business Incubators

Clean Energy Incubators Proof of Concept Centers

Certified Business Incubators Innovation Hot Spots

NYCRIN chosen to manage NYC REDC Innovation Hot Spot

Contact Us!

[email protected]

Facebook.com/NYCRIN

Twitter.com/NYCRIN

NYC Regional Innovation Node group

NYCRIN.org

http://www.linkedin.com/pub/christina-pellicane/43/b71/52

Edmund Pendleton Director,

Lead Instructor UMD

http://www.dcicorps.com

Dean Chang PI, Instructor Assoc VP I&E,

UMD

Jim Chung PI, Instructor Exec Dir I&E,

GWU

Jack Lesko PI, Instructor

Assoc Dean, VT

Dan Kunitz Director of

Accelerator, Instructor

GWU

Lindsey Mitchell Program Manager

VT

Elizabeth Good Instructor

Director Ventures, JHU

• 100+ teams in national programs

• 150+ teams in regional/university programs

• 200+ teams in NSF SBIR and HHS programs

• 25+ teams in I-Corps for Learning

• 40+ teams in I-Corps Introductory Course

• 30 international teams trained

• Spread I-Corps methodology to other university courses (VT The StartUp Class, VT WESS, GW Startup class, UMD Fearless Founders, UMD Center for Social Value Creation, UMD Academy for I&E, Georgetown E-MBA class)

• Matched grad students & Fed Lab tech in I-Corps course

DC I-Corps By The Numbers

The Startup Class

ENGE 4214 The Startup Class

• An interdisciplinary experiential course • Deploys the Lean LaunchPad – NSF I-Corps

process and curriculum • Part of a developing minor/certificate in

general education • Broad mentor engagement (VT Alums)

Study, Work, and Live in the National Capital Region May 26 – August 13, 2015 The Washington Entrepreneurs Summer Semester (WESS) offers Virginia Tech rising juniors and seniors a new, interdisciplinary experience in the Washington, D.C. metro area while earning credit toward a degree.

Washington Entrepreneurs Summer Semester

The 11-week experience integrates four core entrepreneurial components:

•Entrepreneurial Internship • Identifying Entrepreneurial Opportunities:

Start-Up Projects / I-Corps •Seminar in Entrepreneurship •Communication and Critical Thinking Skills

http://ncr.vt.edu/wess/Wess.html

http://ncr.vt.edu/wess/Wess.htmhttp://ncr.vt.edu/wess/Wess.htmlhttp://ncr.vt.edu/wess/Wess.htmlhttp://ncr.vt.edu/wess/Wess.html

The I-Corps Transformation

NSF I-Corps Teams Training Go

No-Go

Assessment of I-Corps Cohorts

Mean Score Pre

Mean Score Post t-value p-value

I have adequately assessed my technology's readiness for commercialization. 3.04 3.623 4.002 .000

I have identified a viable commercialization path for my technology. 2.94 3.574 4.645 .000

I have developed a scalable business model. 2.46 3.185 5.646 .000 I will apply for SBIR funding for my technology in the next 12 months. 3.61 3.815 1.561 .125

I will seek other funding or investment for my technology within the next 12 months. 4.22 4.241 .168 .868

I am interested in starting my own company. 4.80 4.593 1.797 .078 I am interested in working in a technology-based start up. 4.68 4.566 1.062 .293

I have defined a minimum viable prototype for my product. 3.47 3.943 2.683 .010

I have identified and validated the market for a product based on my technology. 2.87 3.852 6.232 .000

Preliminary assessment report by Dr. Catherine Amelink

Faculty Mindset: Entrepreneurial Intentions and Self-Efficacy (N=54)

LETS GET SOME PRACTICE IN INTERVIEWING

Slide Number 1Slide Number 2Slide Number 3Slide Number 4Slide Number 5I-Corps is NSF’s Response …�To Successfully Translate Innovations from Lab to MarketSlide Number 7Slide Number 8Slide Number 9Slide Number 10��~600Teams completed I-Corps in past 4 years�>50% have already created start-up companies!!��Here are a few examples of I-Corps Team successes…Slide Number 12Slide Number 13Slide Number 14Slide Number 15Slide Number 16Slide Number 17Slide Number 18Slide Number 19Slide Number 20Slide Number 21Slide Number 22Slide Number 23Slide Number 24Slide Number 25Slide Number 26Slide Number 27I-CorpsTM NodesSlide Number 29Slide Number 30Slide Number 31Scaling to Other Federal AgenciesSlide Number 33Slide Number 34New York City Regional Innovation NodeRegional ActivitiesNYCRIN TrainingsProgram CurriculumSlide Number 39Slide Number 40Slide Number 41Slide Number 42DC I-Corps By The NumbersThe Startup ClassSlide Number 45The I-Corps TransformationAssessment of I-Corps CohortsLets get some practice in interviewingSlide Number 49

Customer & Market Development · 2015. 10. 14. · being held in conjunction with InformEx 2016,...

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Transcript of Customer & Market Development · 2015. 10. 14. · being held in conjunction with InformEx 2016,...