1 1 valley of death: how to cross and live to tell about it nttc/nasa small business innovative...
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Valley of Death: How to Cross and Live to Tell About It
NTTC/NASA Small Business Innovative Partnerships (SBIP) Program
September 17, 2008
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Technology Infusion• SBIR• STTR• IPP Seed Fund
Innovation Incubator• Centennial Challenges• FAST• Innovation Transfusion
Partnership Development• Technology Transfer• Intellectual Property Management• New Innovative Partnerships• Spinoff
NASA Innovative Partnerships Program
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Small Business Innovative Partnerships (SBIP) Program
Goals and Objectives• Foster more effective awareness and utilization of the SBIR/STTR Program within NASA.
• Facilitate adoption of SBIR/STTR Program technologies by technology users within NASA.
• Provide SBIR Phase II companies with necessary support to transition to SBIR Phase III.
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Crossing the Chasm
“To enter the mainstream market is an act of aggression. The companies who have already established relationships with your target customer will resent your intrusion and do everything they can to shut you out. The customers themselves will be suspicious of you as a new and untried player in their marketplace. No one wants your presence. You are an invader (pp. 65).”
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Planning
• Identify potential partners early • Identify potential obstacles in your valley
– Technical – Market – Funding
• What is your plan for protecting the IP• Does the company have a business plan
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Plan for Manufacturing • Is the product able to be manufactured?• How much will it cost to manufacture?• Proactively manage your suppliers • Start thinking about manufacturing as early as
possible
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Seek Professional Assistance Sooner Rather than Later
• When applying for assistance take it seriously• Do not assume that you deserve assistance• Do not assume that your technology will speak
for itself• If a solicitation asks for something in specific,
answer it clearly • Be professional