Proof of Concept

Proof of Concept

Author: Gwyneth Jones

Publisher: Tordotcom

Published: 2017-04-11

Total Pages: 90

ISBN-13: 0765387360

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Proof of Concept is an action-adventure science fiction novella from Arthur C. Clarke Award-winning author Gwyneth Jones. On a desperately overcrowded future Earth, crippled by climate change, the most unlikely hope is better than none. Governments turn to Big Science to provide them with the dreams that will keep the masses compliant. The Needle is one such dream, an installation where the most abstruse theoretical science is being tested: science that might make human travel to a habitable exoplanet distantly feasible. When the Needle’s director offers her underground compound as a training base, Kir is thrilled to be invited to join the team, even though she knows it’s only because her brain is host to a quantum artificial intelligence called Altair. But Altair knows something he can’t tell. Kir, like all humans, is programmed to ignore future dangers. Between the artificial blocks in his mind, and the blocks evolution has built into his host, how is he going to convince her the sky is falling? At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.


Book Synopsis Proof of Concept by : Gwyneth Jones

Download or read book Proof of Concept written by Gwyneth Jones and published by Tordotcom. This book was released on 2017-04-11 with total page 90 pages. Available in PDF, EPUB and Kindle. Book excerpt: Proof of Concept is an action-adventure science fiction novella from Arthur C. Clarke Award-winning author Gwyneth Jones. On a desperately overcrowded future Earth, crippled by climate change, the most unlikely hope is better than none. Governments turn to Big Science to provide them with the dreams that will keep the masses compliant. The Needle is one such dream, an installation where the most abstruse theoretical science is being tested: science that might make human travel to a habitable exoplanet distantly feasible. When the Needle’s director offers her underground compound as a training base, Kir is thrilled to be invited to join the team, even though she knows it’s only because her brain is host to a quantum artificial intelligence called Altair. But Altair knows something he can’t tell. Kir, like all humans, is programmed to ignore future dangers. Between the artificial blocks in his mind, and the blocks evolution has built into his host, how is he going to convince her the sky is falling? At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.

The Essential Guide to Navigate Your Proof of Concept

The Essential Guide to Navigate Your Proof of Concept

Author: Tony Matos

Publisher:

Published: 2020-09

Total Pages: 140

ISBN-13:

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SETTING A STANDARDThe Essential Guide to Navigating Your Proof of Concept is your guide to understanding how to execute a world-class PoC. This book was released to document the essential best practices for managing a world-class Proof of Concept. By this, we mean we want to set a high standard for qualifying, defining, executing and closing a Proof of Concept. ELEVATING OUR GAMEThe Essential Guide to Navigate Your Proof of Concept proposes adopting methodologies and approaches to advance often haphazard approaches to conducting Proof of Concepts today. This book outlines a clear and common sense based thinking and practice in completing a Proof of Concept. A Proof of Concept is a strategic sales tool and not just a stop-gap measure. Understanding the strategic value of a PoC elevates its importance with your customers while influencing when and how a sales team uses a PoC to advance an opportunity towards a close. A sales team that takes this higher view of a PoC will project a different mindset and professional level with their customers. Although a PoC is often free to a customer, that doesn't mean it lacks value. Elevating how you conduct a PoC elevates your team's importance and investment in a PoC with your customers.A WORLD-CLASS APPROACH TO PROOF OF CONCEPTSIn The Essential Guide to Navigate Your Proof of Concept, it proposes that I propose that sales engineers set and maintain a higher standard when executing a PoC. There are identifiable traits which distinguish a "world-class PoC" including:*knowing how a PoC fits within the account and how it advances the opportunity*having a clear plan of execution*establishing a consistent feedback loop*executing a documented and published PoC*using project management practices that ensure the right things get done at the right time by the right resources*agreeing to success criteria before you start the PoC*designing a PoC with the customer in mind*ensuring a PoC is an illustration, not an implementation*using a PoC to showcase your team and culture*leveraging a PoC to build relationships and trust with your team and solution THE WAY OF EXECUTING A POC - GETTING THE WIN!The reason we execute a PoC is to win a customer towards our solution. Within the context of a PoC, as sales engineers, we are looking for a technical win. Acquiring a technical win means that a customer has reviewed your solution and selected it over others. This means that as a sales engineer, you have won the opportunity from a technical perspective. But that doesn't mean it leads to an actual purchase order.A New OutAn outcome of executing a world-class PoC is to ensure that we acquire the technical win to allow your sales lead to work towards the business win. A business win is defined as progressing a technical win into a purchase order - meaning the customer invests in your solution.The Essential Guide to Navigating Your Proof of Concept was written as a guide for sales engineers to execute a world-class PoC. Like a travel guide, this book was written to lead you through the planning and processes which lead you towards a world-class PoC.The proposed methodology is common sense concepts, practices and mindsets. Some of the foundational features of the proposed method include:*Thinking and planning your PoC in four stages*Knowing and engaging with all the PoC stakeholders*Using standard templates to document and manage a PoC*Understanding how to use a PoC to deepen your customer relationship *Learning when a PoC is off course and how to self-correct*Understanding when a PoC is not the right vehicle to advance an opportunityThe focus of The Essential Guide to Navigating Your Proof of Concept is to advance a clear and understandable methodology for executing a world-class PoC.


Book Synopsis The Essential Guide to Navigate Your Proof of Concept by : Tony Matos

Download or read book The Essential Guide to Navigate Your Proof of Concept written by Tony Matos and published by . This book was released on 2020-09 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: SETTING A STANDARDThe Essential Guide to Navigating Your Proof of Concept is your guide to understanding how to execute a world-class PoC. This book was released to document the essential best practices for managing a world-class Proof of Concept. By this, we mean we want to set a high standard for qualifying, defining, executing and closing a Proof of Concept. ELEVATING OUR GAMEThe Essential Guide to Navigate Your Proof of Concept proposes adopting methodologies and approaches to advance often haphazard approaches to conducting Proof of Concepts today. This book outlines a clear and common sense based thinking and practice in completing a Proof of Concept. A Proof of Concept is a strategic sales tool and not just a stop-gap measure. Understanding the strategic value of a PoC elevates its importance with your customers while influencing when and how a sales team uses a PoC to advance an opportunity towards a close. A sales team that takes this higher view of a PoC will project a different mindset and professional level with their customers. Although a PoC is often free to a customer, that doesn't mean it lacks value. Elevating how you conduct a PoC elevates your team's importance and investment in a PoC with your customers.A WORLD-CLASS APPROACH TO PROOF OF CONCEPTSIn The Essential Guide to Navigate Your Proof of Concept, it proposes that I propose that sales engineers set and maintain a higher standard when executing a PoC. There are identifiable traits which distinguish a "world-class PoC" including:*knowing how a PoC fits within the account and how it advances the opportunity*having a clear plan of execution*establishing a consistent feedback loop*executing a documented and published PoC*using project management practices that ensure the right things get done at the right time by the right resources*agreeing to success criteria before you start the PoC*designing a PoC with the customer in mind*ensuring a PoC is an illustration, not an implementation*using a PoC to showcase your team and culture*leveraging a PoC to build relationships and trust with your team and solution THE WAY OF EXECUTING A POC - GETTING THE WIN!The reason we execute a PoC is to win a customer towards our solution. Within the context of a PoC, as sales engineers, we are looking for a technical win. Acquiring a technical win means that a customer has reviewed your solution and selected it over others. This means that as a sales engineer, you have won the opportunity from a technical perspective. But that doesn't mean it leads to an actual purchase order.A New OutAn outcome of executing a world-class PoC is to ensure that we acquire the technical win to allow your sales lead to work towards the business win. A business win is defined as progressing a technical win into a purchase order - meaning the customer invests in your solution.The Essential Guide to Navigating Your Proof of Concept was written as a guide for sales engineers to execute a world-class PoC. Like a travel guide, this book was written to lead you through the planning and processes which lead you towards a world-class PoC.The proposed methodology is common sense concepts, practices and mindsets. Some of the foundational features of the proposed method include:*Thinking and planning your PoC in four stages*Knowing and engaging with all the PoC stakeholders*Using standard templates to document and manage a PoC*Understanding how to use a PoC to deepen your customer relationship *Learning when a PoC is off course and how to self-correct*Understanding when a PoC is not the right vehicle to advance an opportunityThe focus of The Essential Guide to Navigating Your Proof of Concept is to advance a clear and understandable methodology for executing a world-class PoC.

The Essential Guide to Navigate Your Proof of Concept

The Essential Guide to Navigate Your Proof of Concept

Author: Tony M Matos

Publisher: Independently Published

Published: 2020-09-02

Total Pages: 140

ISBN-13:

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SETTING A STANDARD: The Essential Guide to Navigating Your Proof of Concept is your guide to understanding how to execute a world-class PoC. This book was released to document the essential best practices for managing a world-class Proof of Concept. By this, we mean we want to set a high standard for qualifying, defining, executing and closing a Proof of Concept. ELEVATING OUR GAME: The Essential Guide to Navigate Your Proof of Concept promotes methodologies to counter and replace the often haphazard approach used to manage a proof of concept. This book outlines practical and applicable ways to ensure that your proof of concept is "world-class". The Essential Guide to Navigate Your Proof of Concept promotes a methodology and a new approach to increase your technical win-rate. Sales teams should leverage a Proof of Concept as a strategic sales tool to win business - but that is not always the case. To improve how your sales team leverages a Proof of Concept, learn and apply the book's principles. The Essential Guide to Navigate Your Proof of Concept proposes that a Proof of Concept execute at a "world-class" standard by equipping sales engineers on the best practices that elevate their approach, technique and processes when managing a Proof of Concept. This book was written for sales engineers by a sales engineer with real-world experience working in leading enterprise-scale organizations.The Essential Guide to Navigate Your Proof of Concept promotes a clear and understandable approach for managed a Proof of Concept using a four-step methodology. Along with purpose-built tools and templates, it enables a sales engineer to qualify, define, execute, and close a Proof of Concept. TAKING A WORLD-CLASS APPROACH: The Essential Guide to Navigate Your Proof of Concept provides a sales engineer with an approach to establishing and maintaining a high standard for executing a proof of concept. THE REASON FOR EXECUTING A POC IS TO GET THE WIN: For a sales engineer, it is critical to acquire the technical win from a proof of concept. Earning a technical win means that a customer has reviewed your solution and selected it over others. This means that as a sales engineer, you have won the opportunity from a technical perspective. But that doesn't mean it leads to an actual purchase order. Executing a world-class proof of concept also means that you set up the outcome of a PoC to also earn the business win (purchase order). A FRAMEWORK AND TOOLS TO GET THE JOB DONE: The Essential Guide to Navigating Your Proof of Concept is written to inform and guide sales engineers through the planning and process of high-quality proof of concept customer-centric experience.


Book Synopsis The Essential Guide to Navigate Your Proof of Concept by : Tony M Matos

Download or read book The Essential Guide to Navigate Your Proof of Concept written by Tony M Matos and published by Independently Published. This book was released on 2020-09-02 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: SETTING A STANDARD: The Essential Guide to Navigating Your Proof of Concept is your guide to understanding how to execute a world-class PoC. This book was released to document the essential best practices for managing a world-class Proof of Concept. By this, we mean we want to set a high standard for qualifying, defining, executing and closing a Proof of Concept. ELEVATING OUR GAME: The Essential Guide to Navigate Your Proof of Concept promotes methodologies to counter and replace the often haphazard approach used to manage a proof of concept. This book outlines practical and applicable ways to ensure that your proof of concept is "world-class". The Essential Guide to Navigate Your Proof of Concept promotes a methodology and a new approach to increase your technical win-rate. Sales teams should leverage a Proof of Concept as a strategic sales tool to win business - but that is not always the case. To improve how your sales team leverages a Proof of Concept, learn and apply the book's principles. The Essential Guide to Navigate Your Proof of Concept proposes that a Proof of Concept execute at a "world-class" standard by equipping sales engineers on the best practices that elevate their approach, technique and processes when managing a Proof of Concept. This book was written for sales engineers by a sales engineer with real-world experience working in leading enterprise-scale organizations.The Essential Guide to Navigate Your Proof of Concept promotes a clear and understandable approach for managed a Proof of Concept using a four-step methodology. Along with purpose-built tools and templates, it enables a sales engineer to qualify, define, execute, and close a Proof of Concept. TAKING A WORLD-CLASS APPROACH: The Essential Guide to Navigate Your Proof of Concept provides a sales engineer with an approach to establishing and maintaining a high standard for executing a proof of concept. THE REASON FOR EXECUTING A POC IS TO GET THE WIN: For a sales engineer, it is critical to acquire the technical win from a proof of concept. Earning a technical win means that a customer has reviewed your solution and selected it over others. This means that as a sales engineer, you have won the opportunity from a technical perspective. But that doesn't mean it leads to an actual purchase order. Executing a world-class proof of concept also means that you set up the outcome of a PoC to also earn the business win (purchase order). A FRAMEWORK AND TOOLS TO GET THE JOB DONE: The Essential Guide to Navigating Your Proof of Concept is written to inform and guide sales engineers through the planning and process of high-quality proof of concept customer-centric experience.

PoC or GTFO

PoC or GTFO

Author: Manul Laphroaig

Publisher: No Starch Press

Published: 2017-10-31

Total Pages: 792

ISBN-13: 1593278802

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This highly anticipated print collection gathers articles published in the much-loved International Journal of Proof-of-Concept or Get The Fuck Out. PoC||GTFO follows in the tradition of Phrack and Uninformed by publishing on the subjects of offensive security research, reverse engineering, and file format internals. Until now, the journal has only been available online or printed and distributed for free at hacker conferences worldwide. Consistent with the journal's quirky, biblical style, this book comes with all the trimmings: a leatherette cover, ribbon bookmark, bible paper, and gilt-edged pages. The book features more than 80 technical essays from numerous famous hackers, authors of classics like "Reliable Code Execution on a Tamagotchi," "ELFs are Dorky, Elves are Cool," "Burning a Phone," "Forget Not the Humble Timing Attack," and "A Sermon on Hacker Privilege." Twenty-four full-color pages by Ange Albertini illustrate many of the clever tricks described in the text.


Book Synopsis PoC or GTFO by : Manul Laphroaig

Download or read book PoC or GTFO written by Manul Laphroaig and published by No Starch Press. This book was released on 2017-10-31 with total page 792 pages. Available in PDF, EPUB and Kindle. Book excerpt: This highly anticipated print collection gathers articles published in the much-loved International Journal of Proof-of-Concept or Get The Fuck Out. PoC||GTFO follows in the tradition of Phrack and Uninformed by publishing on the subjects of offensive security research, reverse engineering, and file format internals. Until now, the journal has only been available online or printed and distributed for free at hacker conferences worldwide. Consistent with the journal's quirky, biblical style, this book comes with all the trimmings: a leatherette cover, ribbon bookmark, bible paper, and gilt-edged pages. The book features more than 80 technical essays from numerous famous hackers, authors of classics like "Reliable Code Execution on a Tamagotchi," "ELFs are Dorky, Elves are Cool," "Burning a Phone," "Forget Not the Humble Timing Attack," and "A Sermon on Hacker Privilege." Twenty-four full-color pages by Ange Albertini illustrate many of the clever tricks described in the text.

Proof of Concept: Writing the Short Script

Proof of Concept: Writing the Short Script

Author: Juliet Giglio

Publisher:

Published: 2017-12-30

Total Pages: 0

ISBN-13: 9781524930233

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Book Synopsis Proof of Concept: Writing the Short Script by : Juliet Giglio

Download or read book Proof of Concept: Writing the Short Script written by Juliet Giglio and published by . This book was released on 2017-12-30 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Achieving Proof of Concept in Drug Discovery and Development

Achieving Proof of Concept in Drug Discovery and Development

Author: Helen Yu

Publisher: Edward Elgar Publishing

Published: 2016-11-25

Total Pages: 281

ISBN-13: 1785369377

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One of the major shortcomings of the current drug discovery and development process is the inability to bridge the gap between early stage discoveries and pre-clinical research in order to advance innovations beyond the discovery phase. This book examines a drug discovery and development model, where the respective expertise of academia and industry are brought together to take promising discoveries through to proof of concept, providing a means to de-risk the drug discovery and development process.


Book Synopsis Achieving Proof of Concept in Drug Discovery and Development by : Helen Yu

Download or read book Achieving Proof of Concept in Drug Discovery and Development written by Helen Yu and published by Edward Elgar Publishing. This book was released on 2016-11-25 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of the major shortcomings of the current drug discovery and development process is the inability to bridge the gap between early stage discoveries and pre-clinical research in order to advance innovations beyond the discovery phase. This book examines a drug discovery and development model, where the respective expertise of academia and industry are brought together to take promising discoveries through to proof of concept, providing a means to de-risk the drug discovery and development process.

Applied Signal Processing

Applied Signal Processing

Author: Thierry Dutoit

Publisher: Springer Science & Business Media

Published: 2010-06-10

Total Pages: 456

ISBN-13: 0387745351

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Applied Signal Processing: A MATLAB-Based Proof of Concept benefits readers by including the teaching background of experts in various applied signal processing fields and presenting them in a project-oriented framework. Unlike many other MATLAB-based textbooks which only use MATLAB to illustrate theoretical aspects, this book provides fully commented MATLAB code for working proofs-of-concept. The MATLAB code provided on the accompanying online files is the very heart of the material. In addition each chapter offers a functional introduction to the theory required to understand the code as well as a formatted presentation of the contents and outputs of the MATLAB code. Each chapter exposes how digital signal processing is applied for solving a real engineering problem used in a consumer product. The chapters are organized with a description of the problem in its applicative context and a functional review of the theory related to its solution appearing first. Equations are only used for a precise description of the problem and its final solutions. Then a step-by-step MATLAB-based proof of concept, with full code, graphs, and comments follows. The solutions are simple enough for readers with general signal processing background to understand and they use state-of-the-art signal processing principles. Applied Signal Processing: A MATLAB-Based Proof of Concept is an ideal companion for most signal processing course books. It can be used for preparing student labs and projects.


Book Synopsis Applied Signal Processing by : Thierry Dutoit

Download or read book Applied Signal Processing written by Thierry Dutoit and published by Springer Science & Business Media. This book was released on 2010-06-10 with total page 456 pages. Available in PDF, EPUB and Kindle. Book excerpt: Applied Signal Processing: A MATLAB-Based Proof of Concept benefits readers by including the teaching background of experts in various applied signal processing fields and presenting them in a project-oriented framework. Unlike many other MATLAB-based textbooks which only use MATLAB to illustrate theoretical aspects, this book provides fully commented MATLAB code for working proofs-of-concept. The MATLAB code provided on the accompanying online files is the very heart of the material. In addition each chapter offers a functional introduction to the theory required to understand the code as well as a formatted presentation of the contents and outputs of the MATLAB code. Each chapter exposes how digital signal processing is applied for solving a real engineering problem used in a consumer product. The chapters are organized with a description of the problem in its applicative context and a functional review of the theory related to its solution appearing first. Equations are only used for a precise description of the problem and its final solutions. Then a step-by-step MATLAB-based proof of concept, with full code, graphs, and comments follows. The solutions are simple enough for readers with general signal processing background to understand and they use state-of-the-art signal processing principles. Applied Signal Processing: A MATLAB-Based Proof of Concept is an ideal companion for most signal processing course books. It can be used for preparing student labs and projects.

PoC or GTFO, Volume 3

PoC or GTFO, Volume 3

Author: Manul Laphroaig

Publisher: No Starch Press

Published: 2021-01-29

Total Pages: 804

ISBN-13: 1718500645

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Volume 3 of the PoC || GTFO collection--read as Proof of Concept or Get the Fuck Out--continues the series of wildly popular collections of this hacker journal. Contributions range from humorous poems to deeply technical essays bound in the form of a bible. The International Journal of Proof-of-Concept or Get The Fuck Out is a celebrated collection of short essays on computer security, reverse engineering and retrocomputing topics by many of the world's most famous hackers. This third volume contains all articles from releases 14 to 18 in the form of an actual, bound bible. Topics include how to dump the ROM from one of the most secure Sega Genesis games ever created; how to create a PDF that is also a Git repository; how to extract the Game Boy Advance BIOS ROM; how to sniff Bluetooth Low Energy communications with the BCC Micro:Bit; how to conceal ZIP Files in NES Cartridges; how to remotely exploit a TetriNET Server; and more. The journal exists to remind us of what a clever engineer can build from a box of parts and a bit of free time. Not to showcase what others have done, but to explain how they did it so that readers can do these and other clever things themselves.


Book Synopsis PoC or GTFO, Volume 3 by : Manul Laphroaig

Download or read book PoC or GTFO, Volume 3 written by Manul Laphroaig and published by No Starch Press. This book was released on 2021-01-29 with total page 804 pages. Available in PDF, EPUB and Kindle. Book excerpt: Volume 3 of the PoC || GTFO collection--read as Proof of Concept or Get the Fuck Out--continues the series of wildly popular collections of this hacker journal. Contributions range from humorous poems to deeply technical essays bound in the form of a bible. The International Journal of Proof-of-Concept or Get The Fuck Out is a celebrated collection of short essays on computer security, reverse engineering and retrocomputing topics by many of the world's most famous hackers. This third volume contains all articles from releases 14 to 18 in the form of an actual, bound bible. Topics include how to dump the ROM from one of the most secure Sega Genesis games ever created; how to create a PDF that is also a Git repository; how to extract the Game Boy Advance BIOS ROM; how to sniff Bluetooth Low Energy communications with the BCC Micro:Bit; how to conceal ZIP Files in NES Cartridges; how to remotely exploit a TetriNET Server; and more. The journal exists to remind us of what a clever engineer can build from a box of parts and a bit of free time. Not to showcase what others have done, but to explain how they did it so that readers can do these and other clever things themselves.

Innovation Finance and Technology Transfer

Innovation Finance and Technology Transfer

Author: Andrea Alunni

Publisher: Routledge

Published: 2019

Total Pages: 80

ISBN-13: 9780429278778

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Offering proof-of-concept (POC) to inventors is often a difficult task for most Technology Transfer Offices (TTOs). Through an in-depth analysis of 15 years of IP portfolio management by Oxford University Innovation (OUI), this book identifies the salient aspects of the technology transfer evolution and the role that technology transfer managers (TTMs) play in closing the gap between academia and business. Innovation Finance and Technology Transfer: Funding Proof of Concept seeks to prove that a well-managed POC Fund can achieve positive financial results and that the chances for an IP portfolio management to be "in the money" increases if the TTO is attached to an entrepreneurial University. This work illustrates how innovation based on Intellectual Property Rights protected and managed by a highly-skilled group of technology transfer managers succeeds in technology transfer. It offers a vademecum to practitioners to follow a step by step best practice procedure embraced by the Oxford TTO to manage the POC investment process. This book is valuable reading for intellectual property scholars, business school students, social sciences researchers, investment professionals and technology transfer practitioners, as well as those working in innovation think tanks and policy circles.


Book Synopsis Innovation Finance and Technology Transfer by : Andrea Alunni

Download or read book Innovation Finance and Technology Transfer written by Andrea Alunni and published by Routledge. This book was released on 2019 with total page 80 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offering proof-of-concept (POC) to inventors is often a difficult task for most Technology Transfer Offices (TTOs). Through an in-depth analysis of 15 years of IP portfolio management by Oxford University Innovation (OUI), this book identifies the salient aspects of the technology transfer evolution and the role that technology transfer managers (TTMs) play in closing the gap between academia and business. Innovation Finance and Technology Transfer: Funding Proof of Concept seeks to prove that a well-managed POC Fund can achieve positive financial results and that the chances for an IP portfolio management to be "in the money" increases if the TTO is attached to an entrepreneurial University. This work illustrates how innovation based on Intellectual Property Rights protected and managed by a highly-skilled group of technology transfer managers succeeds in technology transfer. It offers a vademecum to practitioners to follow a step by step best practice procedure embraced by the Oxford TTO to manage the POC investment process. This book is valuable reading for intellectual property scholars, business school students, social sciences researchers, investment professionals and technology transfer practitioners, as well as those working in innovation think tanks and policy circles.

Mastering Technical Sales

Mastering Technical Sales

Author: John Care

Publisher: Artech House

Published: 2008

Total Pages: 360

ISBN-13: 1596933402

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This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.


Book Synopsis Mastering Technical Sales by : John Care

Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.