At a recent commercialization pilot project working with universities, I noted something interesting. University-born ventures are often validated academically, not commercially. They are built to pass peer review, secure grant funding, and meet research standards. But the market plays by different rules. Customers don’t fund ideas because they are technically sound. They pay because the solution solves a problem they deeply care about. In several cases, we found brilliant innovations solving technically interesting problems but with limited real demand behind them. That meant going back to basics: Who is the customer? What are they willing to pay for? What needs to change before this can compete in the market? Commercialisation is not just about moving research out of the lab. it should translate into something customers understand, value, and buy. The lesson? Academic excellence and market readiness are not the same thing and both matter if innovation is to move from research to revenue. #SMEGrowth #AcademicResearch #ResearchCommercialization
Excellent advice. Services people need usually meet customer needs. A man in Uganda made a lot of money in the disposal of rubbish business. He met a need. Made it affordable and had a steady stream of income because people always have rubbish. Another guy started a pooper scooper business in the US cleaning up after dogs who mess up your yard. He had regular weekly clients and a steady income. Amazing what people will pay for. Great lesson to share.
That's why on the PIPE Platform the first stage is Disclosure & Validation (D&V) from which a report is produced stating 'Go/No Go' or 'Rework'. This is a standard approach to validation for ANY project, commercial or otherwise and relies on not just system derived research and positioning but empirical evidence of PIPE Associates who are field experts and determine how an innovation may work in situ. The D&V uses TRL as well as other system metrics (PRI, SRM, BOR) and relies on some curated AI and external data lookup, such as IP and Patent databases globally, to ascertain how a particular idea may fit, if it's unique, patentable and viable. PIPE often supports projects that are not classically supported by TTO/KE teams because our funding is NOT subject to having a patent in place, so we often work with projects that are much earlier stage, need more support and are not clearly defined. Happy to send anyone a sample D&V Output Report if you drop your email below, or DM me. I have attached a sample Candle Stick chart used in every D&V report that you can use to compare projects like for like as a guide. #SMEGrowth #AcademicResearch #ResearchCommercialization
I couldn't agree more, it is true that the gap between academic validation and market success is a failure of strategic alignment, where technical excellence is mistakenly treated as a substitute for a viable business strategy. Whereas research focuses on "Inside-Out" discovery, commercial success requires an "Outside-In" strategic framework that prioritizes the value proposition, market-fit execution, and the agility to pivot based on customer needs. From my experience with agribusiness in EastAfrican enterprises, commercialization occurs majorly when strategic planning bridges the divide between a laboratory capability and a scalable market solution, ensuring that innovation is not just technically sound, but strategically positioned to deliver measurable economic impact. International Association for Strategy Professionals is a credible linchpin in this area.