External technology commercialisation projects: objectives,processes and a typology

Firms increasingly consider external technology commercialisation (ETC) – the commercialisation of technology assets – as an important part of their strategies. ETC goes beyond the marginal activity of commercialising residual technologies, yet prior research has not systematically analysed its monetary and strategic benefits, nor has much been published about the process of managing ETC. Accordingly this paper offers a classification of ETC objectives based on case studies of 25 technology-oriented companies. A detailed segmentation of the process of managing these projects is established by focussing on large industrial companies whose main business is internal technology exploitation (i.e. the application of technologies in their own products and/or services). Based on these classifications, four types of external technology exploitation projects are identified and the different managerial challenges are described along the process segmentation.