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