Phase C

Step 7: Execute your go-to-market strategy, including sourcing resources and negotiating conditions for use

Step 7 will help you understand how to:

• Pitch the value of your technology solution to potential customers, clients and investors.
• Negotiate conditions of use for different types of intellectual property.
• Finalise legal contracts that protect your solution, align with your impact goals and support your organisation and legal responsibilities as well as aligning with your impact goals and organisational/legal responsibilities.
• Build partnerships that support your commercialisation goals.

Discover what Assoc. Prof. Tran Thi Dinh (Viet Nam National University of Agriculture) learned about the importance of listening and being open and adaptive when negotiating with customers.

Step 8: Manage your commercialisation relationships to optimise opportunities

Step 8 will help you understand:

• How to build and nurture trusting relationships.
• The importance of continued engagement and open communication with partners.
• How to create new opportunities for commercialisation and impact from research.

Listen to Dr Truong Minh Thai (Can Tho University) explain why you should maintain good relationships with customers and clients.

Step 9: Evaluate the contribution of your technology solution to sustainable development impacts (social, environmental and economic)

After launching to market, Step 9 will help you understand:

• The contribution that your technology solution has made to society, the environment and the economy (positive and negative).
• How to build credibility and legitimacy as an organisation/research team as a reliable source of commercialisation success.

Listen to Ms. Nguyen Phuong Thao (Nguyen Khoi Green Joint Stock Company) explain the value of an impact assessment, which demonstrated that their model has contributed to sustainable development and further commercialisation opportunities.