Part 2 of 6 · The Entrepreneur’s Guide to University Tech Transfer
Reaching out to a university tech transfer office (TTO) isn’t like pitching a VC or emailing a startup accelerator. These TTOs have a different mission: helping researchers commercialize intellectual property. If you want a real conversation, you can’t just fire off a vague email and hope for the best.
If you’re just starting your journey, you may want to read Part 1: How to Find and Approach a Tech Transfer Office, which covers where to begin and why your alma mater might give you an advantage.
At Summit Venture Studio, we’ve licensed technologies from many universities and built startups around them. Along the way, we’ve learned a thing or two about what works (and what doesn’t) when you first start working with a university tech transfer office.
This post explains why clarity, credibility, and persistence are the keys to building traction with TTOs, and how founders can use these keys to move faster.
Act 1: First Outreach Often Falls Flat
Many founders make the mistake of starting with enthusiasm but little preparation. They send a one-line email like: “I’m an entrepreneur looking to learn about technologies at your university.”
The result? Silence.
Here’s why:
- TTO inboxes get flooded.
- Staff don’t know what you’re really asking for.
- If you don’t establish credibility, they won’t prioritize your request.
“On your first attempt, you’d probably get a few replies here and there, but bulk of the replies usually happen when you do a follow-up email… probably on the third or forth follow-up email.”
-Crisman Armenta, Summit Venture Studio
The problem isn’t lack of opportunity. It’s that your outreach doesn’t stand out.
Act 2: Missed Connections and Lost Time
When outreach falls flat, founders lose valuable weeks. That’s time you could have spent reviewing disclosures, meeting inventors, or assessing fit.
Even worse, vague or careless outreach can brand you as “unserious.” And in a small community of university tech managers, reputations travel fast.
“The more you make it easier for the project managers at the tech transfer offices, the higher the probability that they’ll respond.”
-Crisman, SVS
Without clarity, credibility, and persistence:
- Your emails sit unread.
- You never get connected to the right project manager.
- You miss the best technologies because they’re already being reviewed or licensed by someone else.
Working with a university tech transfer office is about making it easy for them to help you.
Act 3: Clarity, Credibility, Persistence
So how do you get traction with the TTO? Use this three-part playbook:
1. Lead with Clarity
- State your intent up front: “I’d like to explore opportunities to help commercialize technologies at [University].”
- Be specific about your area of interest (e.g., software, AI, healthcare, edtech).
- Avoid vague requests like “send me everything you’ve got.”
2. Establish Credibility
- Share your relevant experience or track record.
- Example: “I’ve worked in digital health startups for 7 years and co-founded one that raised $5M.”
- If you don’t yet have a tract record, highlight your skills, network, or partner organization.
3. Be Persistent (But Polite)
- Expect to follow up 3-4 times before getting a response.
- Each follow-up should add value (clarify your focus, restate your intent).
- Keep tone professional, not pushy.
Sample Outreach Sequence
Day 0 – First Email
Subject: Exploring software commercialization at [University]
Body: Introduce yourself, state your intent, give one line of credibility, request an intro call.
Day 3 – Follow-Up #1
Clarify what type of technologies interest you.
Day 7 – Follow-Up #2
Reinforce credibility, ask again for an intro call.
Day 14 – Follow-Up #3
Politely restate your ask: “I’d love to connect with the right project manager.”
Recap
Working with a university tech transfer office requires more than just an introduction. Show that you’re serious by being clear, demonstrating credibility, and staying persistent.
When you do, you’ll stand out from the noise and open the door to real opportunities.
Working with a university tech transfer office requires clarity, credibility, and persistence. Entrepreneurs should state their intent to help commercialize technologies, highlight their track record, and follow up consistently to build traction with TTOs.
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FAQ
Begin with a clear introduction: explain that you want to help commercialize technologies, specify your area of interest, and request an intro call. For more on what these offices do, check out AUTM’s overview of tech transfer.
Most replies come after 3-4 polite follow-ups. Each message should add value or clarity, not just repeat “checking in.”
Highlight your track record (e.g., startups founded, funds raised) or relevant experience. If you’re newer, focus on skills, network, or partners.
Vague requests get ignored. Specific asks (e.g., “I’m interested in AI software for healthcare”) make it easier for TTO staff to connect you with the right projects.
Email is best for a paper trail, but calls can break through if emails go unanswered. Use both if needed.
