• UTEK Corporation
• Pan European Key Account Management

UTEK Corporation

UTEK® is the first market-driven technology transfer company that enables public companies to rapidly acquire innovative technologies from universities and research laboratories.

UTEK is the only company that facilitates the identification and acquisition of external technologies by clients in exchange for their equity, while allowing research institutions to receive 100% of the royalties, this process is called U2B®.

Our business model is both simple and elegant:
First, we form a strategic alliance and learn about your business. We then find, acquire and finance new technologies for you from the best universities and research centers worldwide.
Second, we empower you to acquire this technology from us for unregistered stock.
The result is a world of new opportunities to grow and expand your company's intellectual capital.
UTEK® is dedicated to building bridges between university-developed technologies and commercial organizations. UTEK, along with its TechEx, UVentures and Techno-L on-line services and PAX European subsidiary, identifies and transfers new technologies from universities and research centers to the marketplace. As a business development company, UTEK provides research-outsourcing services to commercial enterprises and technology-transfer services to research institutions.

UTEK® creates value for universities and laboratory research centers by transferring their intellectual capital to commercial partners. Technology firms benefit from having the opportunity to acquire and commercialize new technologies developed by universities, medical centers and federal research laboratories.

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Pan European Key Account Management

One of our current clients recently asked us to review their European Key Account Management structure and program.
Following our initial analysis we are currently executing their global accounting needs under the supervision and hands-on management of one of our founding partners, Freddy Nurski.

Tasks on execution by our dedicated team:

• Review current global account management processes and supporting systems incl. Key Account Plans and usage of Siebel
• Identify, select, implement and share Best Practices across the business to Add Value beyond the products
• Optimize interfaces with country organizations and support/animate cross-border cooperation in order to gain commitment to form a true global team
• Include other divisions into the team thinking
• Identify, sell and operationalize strategic sales alliances with large System Integrators
• Develop an International Key Accounts Cockpit to monitor progress with global accounts : growth, cross-selling, etc.
• Review and coach Account Plans for Top 10 accounts; Top 10 eroding accounts; Top 10 growing accounts
• IKA Growth Goals, Productivity Goals, Quality/Customer Satisfaction Goals.

The above methodology is fully supported and executed in close collaboration with the VP of Sales of our client.
The work plan is:

Phase 1: First 6 months

• Assess current situation, review IKA tools and information
• Learn about company in close collaboration with VP of Sales
• Identify 1 existing Key Account and work it through : Quick Qualification Sheet, Key Account Plan, Account Team Coordination, usage of Siebel
• Develop Commercial Cockpit template with Key Data on Top 25 accounts

Phase 2: Next 3 months

• Assess and review results of Phase 1
• Complete Top 25 Commercial Cockpit and start using it as a driver for sales strategy
• Assign account champions for each IKA and start working the new processes using Siebel
• Start gathering HR elements for development of IKA specific compensation plans.

Phase 3: Next 3 months

• Introduce IKA Commercial Cockpit as Management Tool at Executive Management Board
• Use only Siebel Reports to review IKAs
• Roll-out IKA-adjusted compensation program; including IKA Reward Program

The involvement of the N2Euro team was 3 days per week initially, gradually decreasing to 1 day per week; because of the available support, and good working relationship with key people, and degree of change management needed.

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