SRI International’s innovation legacy includes the first computer mouse, malaria drugs, the first telerobotic system, and the U.S. Department of Education’s technology plan. Founded in 1946 as Stanford Research Institute, SRI was spun off from the university as an independent research organization in 1970 and now has more than 4,000 issued patents. SRI’s Education business unit focuses on providing a range of clients—from educators and private foundations to nonprofits—with research-based solutions to technological and societal challenges.

SRI Education came to Presence with the idea of creating new services, platforms, and products needed in the marketplace. They saw a gap in the market for helping educational organizations rapidly improve teaching and learning products and environments, and knew they could leverage their existing learning science and analytics assets, and on-the-ground institutional experience. But to secure the investment necessary to build out the service offering, they needed a validated business roadmap to showcase the market opportunity to SRI’s senior management.

Presence began a five-week process that took SRI Education through extensive business model mapping sessions, covering a variety of market segments. Early on, it became clear that the original segments identified by SRI had to be broken down further into sub-segments that highlighted additional discrete needs and areas of opportunity.

This deeper understanding allowed the joint SRI and Presence team to develop sophisticated value propositions and client-market hypotheses for each sub-segment and market. These propositions were put on a roadmap, then validated against primary and secondary research insights. As business opportunities took shape, the team prioritized them using filters such as brand mission and vision alignment, financial viability, size of investment needed, and competitive advantages. Finally, Presence put everything together: a series of detailed, validated service offerings with a complete business model roadmap.

SRI Education now has the roadmap of execution to launch and grow the new enterprise, bringing them a step closer to realizing their vision; a world where all students are immersed in effective learning opportunities tailored for each individual.