ENTREP 7060 - Marketing Technology and Innovation

North Terrace Campus - Trimester 1 - 2017

Develops an understanding of the forces driving competition and demand in markets or technology-intensive products and services. Covers product management decisions (design, channels/logistics, pricing/promotions etc.) across stages of product life cycles affecting innovative and/or technology products. Enhances skills in analysing competitive trends, identifying threats and opportunities, designing new products, and/or marketing strategies. Students develop a marketing strategy and perform a market analysis to define potential markets for an innovation and/or a technology.

  • General Course Information
    Course Details
    Course Code ENTREP 7060
    Course Marketing Technology and Innovation
    Coordinating Unit Entrepreneurship, Commercialisation & Innov Centre
    Term Trimester 1
    Level Postgraduate Coursework
    Location/s North Terrace Campus
    Units 3
    Contact Intensive: 36-40 hours
    Available for Study Abroad and Exchange Y
    Assumed Knowledge ENTREP 5016 & ENTREP 5018
    Course Description Develops an understanding of the forces driving competition and demand in markets or technology-intensive products and services. Covers product management decisions (design, channels/logistics, pricing/promotions etc.) across stages of product life cycles affecting innovative and/or technology products. Enhances skills in analysing competitive trends, identifying threats and opportunities, designing new products, and/or marketing strategies. Students develop a marketing strategy and perform a market analysis to define potential markets for an innovation and/or a technology.
    Course Staff

    Course Coordinator: Professor Paul Steffens

    Program Director Contact Details:
    Innovation and Entrepreneurship (PG)
    Name: Prof Paul Steffens
    Phone: +61 8 8313 7512
    Email: paul.steffens@adelaide.edu.au


    Teaching staff

    Trimester 1 and Trimester 2
    Name:
    Peter Vroom

    Short Bio:
    Peter Vroom is Principal of Vroom & Associates, an Adelaide firm that specialises in working with early stage technology start ups and turning ideas and passion into business value.

    The firm has a track record of assisting clients with strategies to build their technology business as well as to achieve a successful business exit.

    Peter has a technology business building background since founding his first venture in the 1970s, an online computer service bureau business (nowadays known as ‘Software as a Service’ or ‘SaaS’). He has been involved in numerous technology ventures over the years as founder, investor, director, advisor, or mentor. His international experience covers doing business in Asia Pacific, the US, and Western Europe. Peter completed the Master of Science and Technology Commercialisation in 2000


    Email: peter.vroom@adelaide.edu.au

    Phone: 0412 830 830
    Course Timetable

    The full timetable of all activities for this course can be accessed from Course Planner.

    Opening intensive:
    Thursday 2nd and Friday 3rd March 2017
    9am to 6pm
    Napier, 210, Teaching Room

    Closing intensive:
    Thursday 20th and Friday 21st April 2017
    9am to 6pm
    Napier, 210, Teaching Room

  • Learning Outcomes
    Course Learning Outcomes

    On successful completion of this course, students will be able to:

    1 Explain and apply key aspects of effective ‘marketing’ for a technology/innovation that is new and different. 
    2 Conduct and analyse primary and secondary research and present results / recommendations critical to technology business issues within a limited timeframe.
    3 Apply key aspects of marketing technology and innovation in the practical simulation of an Individual and Team Role Play project.
    4 Conduct effective communication with people responsible for various business functions and across diverse cultures, using modern technology communication tools as appropriate.
    University Graduate Attributes

    This course will provide students with an opportunity to develop the Graduate Attribute(s) specified below:

    University Graduate Attribute Course Learning Outcome(s)
    Deep discipline knowledge
    • informed and infused by cutting edge research, scaffolded throughout their program of studies
    • acquired from personal interaction with research active educators, from year 1
    • accredited or validated against national or international standards (for relevant programs)
    2, 4
    Critical thinking and problem solving
    • steeped in research methods and rigor
    • based on empirical evidence and the scientific approach to knowledge development
    • demonstrated through appropriate and relevant assessment
    1,3
    Teamwork and communication skills
    • developed from, with, and via the SGDE
    • honed through assessment and practice throughout the program of studies
    • encouraged and valued in all aspects of learning
    3,4
    Career and leadership readiness
    • technology savvy
    • professional and, where relevant, fully accredited
    • forward thinking and well informed
    • tested and validated by work based experiences
    3,4
    Intercultural and ethical competency
    • adept at operating in other cultures
    • comfortable with different nationalities and social contexts
    • Able to determine and contribute to desirable social outcomes
    • demonstrated by study abroad or with an understanding of indigenous knowledges
    4
    Self-awareness and emotional intelligence
    • a capacity for self-reflection and a willingness to engage in self-appraisal
    • open to objective and constructive feedback from supervisors and peers
    • able to negotiate difficult social situations, defuse conflict and engage positively in purposeful debate
    3,4
  • Learning Resources
    Required Resources
    The University’s preferred textbook supplier is Unibooks: http://www.unibooks.com.au/

    Textbooks:
    Blank, Steve & Dorf, Bob 2012, ‘The Startup Owner’s Manual’, K&S Ranch
    ISBN-10: 0984999302; ISBN-13: 978-0-9849993-0-9

    The following readings will be made available through MyUni:

    Week 1:
    Blank, S. ‘Customer Development’ in Stanford eCorner
    http://ecorner.stanford.edu/authorMaterialInfo.html?mid=2056
     
    Instagram Founders, ‘8 Startup Myths’ in Stanford eCorner
    http://ecorner.stanford.edu/authorMaterialInfo.html?mid=2735

    VC Experts, (2014). ‘Box Secures 150M’ in VC Experts Newsletter, (10 Jul 2014). PDF
    Bennett, R. (2014). ‘Status of Guerilla Warfare Marketing in 2014’ in Sandhill Business Strategy Newsletter, (May 14 2014) PDF


    Week 2:
    Adams, R., (2002). ‘You Don’t Know Your Customer As Well As You Think You Do’ in A Good Hard Kick In The Ass, (pp. 43-71). Crown Business,.

    Instagram Founders, ‘Finding the Problem is the Hard Part’
    http://ecorner.stanford.edu/authorMaterialInfo.html?mid=2738

     
    Week 3:
    Katsoros, J and Christy, P., (2008). ‘Knowing Where and How to Move’, in Getting It Right First Time, (pp. 73-96). Praeger,


    Week 4:
    Pricing Prophets, (2012). ‘Roadmap to Best in Class Pricing’ in Pricing Prophets Download Centre. www.pricingprophets.com  (requires free registration to download)

    Rangaswami, M. (2014). ‘Five Sources of Software Pricing Pressure’ in Sandhill Business Strategy Newsletter, (June 11 2014). PDF

     
    Week 5:
    Blank, S. (2006). ‘Customer Creation’ in The Four Steps to the Epiphany, (pp 121-157). Quad Graphics,


    Week 6:
    Kawasaki, G. (2014). ‘10 Tips to Evangelize your Product’  in StartupSmart Newsletter, (3 July 2014). PDF

     
    Week 7:
    Marshall, P. (2013). ‘80/20 Sales and Marketing, pp. 1-6, 163-170, 179-184. Entrepreneur Press


    Week 8
    Godin, Seth, (1999). ‘Chapters 1 to 4’ in Permission Marketing. Simon & Schuster. Available for free download at http://www.sethgodin.com/permission

    Lindegaard, Stefan. (2012). ‘Social Media for Corporate Innovators and Entrepreneurs’, Chapter 6 ‘Building your innovation brand through social media’, www.15inno.com

     
    Week 9:
    Rackham, N. and De Vincentis, J. (1998). ‘The New Selling’ in Rethinking the Sales Force’, pp.1-31. McGraw Hill

    Schultz, M. and Doerr J. (2014). ‘Sales Winners Sell Differently’ in Insight Selling, (pp. 1-23). Wiley

    Zoltners, A, Sinha, P. and Lorimer, S. (2004). ‘Sales Strategy’ in Sales Force Design for Strategic Advantage, (pp. 54-96). Palgrave Macmillan

    Jordan, J. and Vazzana, M. (2012). ‘What can we really Manage?’ in Cracking the Sales Management Code, (pp.13-35). McGraw Hill

     
    Week 10:
    Murphy, J  - ‘Product Managers in Startups: What’s their Role?’ http://www.pragmaticmarketing.com/resources/Creating-Product-Management-at-a-Startup

    Alvarez, C, 2014. ‘How-do-customer-development-and-product-management-fit-together’ in Your
    Favorite Posts Updated. PDF

    Cagan, M, ‘The Top 12 Product Management Mistakes’ in Silicon Valley Product Group. www.svproduct.com   PDF
    Recommended Resources
    There is a wide range of material on the course topic available. The following provide some additional reading guidance if you are interested in reading further on the topic:

    ·        Adams, Rob, 2002, A Good Hard Kick In The Ass, Crown Business
    ·        Godin, Seth 1999, Permission Marketing, Simon & Schuster
    ·        Rackham, Neil and De Vincentis, John, 1998, Rethinking the Sales Force, McGraw Hill
    ·        Schultz, M. and Doerr J. (2014). Insight Selling, Wiley
    ·        Zoltners, A, Sinha, P., and Lorimer, S, (2004). Sales Force Design for Strategic Advantage. Palgrave Macmillan
    ·        Jordan, J. and Vazzana, M. (2012). Cracking the Sales Management Code. McGraw Hill
    ·        Cagan, M. 2008. Inspired: How To Create Products Customers Love. Amazon
    ·       Marshall, P. (2013). 80/20 Sales and Marketing. Entrepreneur Press
    ·        Mohr, J., Sengupta, S. & Slater, S. (2009) Marketing High-Technology Products and  Innovations. 3rd.ed. Pearson Prentice Hall
    ·        Jolly, V.K. (1997) Commercialising New Technologies. Harvard Business School Press.
    ·        Viardot, E. (2004) Successful Marketing Strategy for High Tech Firms. 3rd.ed. Artech House, Boston, USA.
    ·        Millier, P. (1999). Marketing the Unknown. Wiley.
    ·        Rogers, E. M. (2003) The Diffusion of Innovations. Free Press.


    Library Resources
    The University of Adelaide’s Barr Smith Library provides a range of learning resources including texts, journals, periodicals, magazines, and access to online databases and information services. It also offers a virtual library which is accessible via the University’s website. Access to the Library's electronic resources.
    Online Learning
    MyUni is the University of Adelaide's online learning environment. It is used to support traditional face-to-face lectures, tutorials and workshops at the University. MyUni provides access to various features including announcements, course materials, discussion boards and assessments for each online course of study.
  • Learning & Teaching Activities
    Learning & Teaching Modes
    This course is offered in blended learning mode with the face-to-face component offered as intensives.
    Workload

    The information below is provided as a guide to assist students in engaging appropriately with the course requirements.

    As a guide, a 3 unit course comprises a total of 156 hours work (this includes face-to-face contact, any online components, and self directed study).
    Learning Activities Summary
    This is a draft schedule and session dates are a guide only. The timetable may be changed during the course delivery if necessary.
    Week  Topics Readings and Activities
    1

    27Feb
    to
    5Mar
    First Intensive session 2-3 March 2017

    Introductions to Program and Participants

    Overview of Course

    Marketing in a Technology/Innovation Startup environment

    Preliminary Reading (before Week 1)
    • Textbook: Introduction, Chapter 1 & 2
    Blank and Dorf (2012)
    Readings (Week 1)
    • Lecture slides and notes
    • Watch videos: 
      - Course Timelines Explained
      - Team Roles Explained
      - Cash Flow Explained
      - Steve Blank - Customer Development
      - Instagram Founders - 8 Startup Myths

    Activities:
    • Class Discussion Forum
    • Team/Role Play Project – Familiarise yourself with Timelines,
    Objectives, Allocate Teams/Roles, Cash Flow, Access your
    Team’s Google Drive Files

    2

    6Mar 
    to
    12Mar
    Customer Discovery Readings:
    • Lecture slides and notes
    • Textbook: Chapter 3-7
    Blank and Dorf (2012)
    • Article: Rob Adams (2002)

    Activities:
    • Discussion Forum
    • Online Q&A, Thursday 8pm CST
    • Team/Role Play Project - Allocate Team Roles, familiarise with Interview Schedule, Plan for Q1 to Q6
    3

    13Mar
    to
    19Mar
    Customer Validation
    Readings:
    • Lecture slides and notes
    • Textbook: Chapter 8-12
    Blank and Dorf (2012)
    • Article: Karsaros & Christy (2005)

    Activities:
    • Discussion Forum
    • Online Q&A, Thursday 8pm CST
    • Customer Discovery Interview, Thursday 9pm CST
    • Team/Role Play Project- Q1
    • Submit Team/Role Play – Group Report 1
    4

    20Mar
    to
    26Mar
    Pricing for Value
    Readings:
    • Lecture slides and notes
    • Textbook: pp. 182-185, 236, 240-242, 375 Blank and Dorf (2012)
    • Article: Roadmap to Best in Class Pricing (2012)
    • Article: Five Sources of Software Pricing Pressure
    (2014)

    Activities:
    • Discussion Forum
    • Online Q&A, Thursday 8pm CST
    • Customer Validation Interview, Thursday 9pm CST
    • Team/Role Play Project Q2
    • Submit Team/Role Play Project – Individual Report 1
    5

    27Mar
    to
    2Apr
    Sending the Right Messages Readings:
    • Lecture slides and notes
    • Article: Blank, The Four Steps to the Epiphany (2005) pp. 147-152

    Activities:
    • Discussion Forum
    • Online Q&A, Thursday 8pm CST
    • Investor Interview (Soong) Thursday 9pm CST
    • Team/Role Play Project Q3
    • Submit Team/Role Play – Group Report 2
    6

    3Apr
    to
    9Apr
    Initial Customer Creation Readings:
    • Lecture slides and notes
    • Textbook: pp. 375-410, Blank and Dorf (2012)
    • Article: Kawasaki (2014)

    Activities:
    • Discussion Forum
    • Online Q&A, Thursday 8pm CST
    • Investor Interview (Jones), Thursday 9pm CST
    • Team/Role Play Project- Q4
    7

    10Apr
    to
    16Apr
    Marketing and Sales Model Readings:
    • Lecture slides and notes
    • Textbook: Chapter 12 Blank and Dorf (2012)
    · Godin, Permission marketing, (1999)
    • Article: Marshall, 80/20 Sales and Marketing (2013)

    Activities:
    • Discussion Forum
    • Team/Role Play Project Q5
    • Submit Team/Role Play – Group Report 3
    8

    17Apr
    to
    23Apr

    Final Intensive session 20-21 April 2017

    Marketing Activities and Campaigns

    Readings:
    • Lecture slides and notes
    • Textbook: pp. 41-42, 134, 150-154, 163, 296-303, 381, 402, Blank and Dorgf (2012)
    • Article: Stefan Lindegaard via website
    • Article: Kawasaki on PowerPoint (Presentations)

    Activities:
    • Discussion Forum
    • Customer Sales Creation Interview (Redarc), during Intensive
    • Team/Role Play Project, Q6
    9

    24Apr
    to
    30Apr

    Sales and Sales Management
     
    Team / Role Play Group Presentations
    (see also FAQ at end of Learning Activities Summary)

    Readings:
    Lecture slides and notes
    • 
    Article: Rackham (1999)
    • Article: Schultz, Doerr (2014)
    •  Article: Zoltners, etc (2004)
    •  Article: Jordan (2012)  

    Activities:
    • Discussion Forum
    • Online Q&A, Thursday 8pm CST
    • Team/Role Play Project
    • Submit Team/Role Play Project – Presentation online or via PPT with voice over
    10

    1May
    to
    7May
    Product Management Readings:
    • Lecture slides and notes
    • Article: Murphy (2014)
    • Article: Alvarez (2014)
    • Article: Cagan (2014)

    Activities:
    • Discussion Forum
    • Online Q&A, Thursday 8pm CST
    • Team/Role Play Project
    • Submit Team/Role Play – Group Report 4
    • Submit Team/Role Play – Individual Report 2
    Frequently Asked Questions
    Q: If we are unable to give our presentation during an intensive or online session due to scheduling constraints or some other understandable reason, how do we record audio over our slides and submit as a movie file?

    A: Adding audio to PowerPoint presentations is actually quite easy. Explore the following resources to help you get started. When you are finished creating your presentation with recorded audio simply go to “File” > “Save as Movie…”

    http://office.com/en-us/powerpoint-help/add-sound-and-video-to-a-powerpoint-presentation-HA001159312.aspx

    http://www.gcflearnfree.org/powerpoint
    Specific Course Requirements

    In addition to the Learning Actties Summary in 4.3 above, the additional activety requirements can be found in two places:

    • The Discussion Board will have weekly lecture topic threads.

    Each week the Discussion Board will focus on a topic and will have notes on that topic as well as associated tasks / questions.

    The Discussion Board activity is an important aspect of the course and you are expected to be an active participant. It forms a significant part of the assessment.

    • In Course Materials there will be summary document (PDF) containing the slides and supplementatry notes for Course Topics 1 to 10.

    Small Group Discovery Experience
    The Group Project involves application of the theory taught in the Course in the form of Team / Role Play.

    You will be part of a small group, typically 4 students, and assume a business role and play that role in a simulation of a new startup / spinout business. There will be a given set of 'facts' regarding the simulated business and you and your team will be expected to achieve a set of defined objectives for the advancement of the businesss by the end of the project.

    The project will involve experience of the dangers of relying on preconceived / untested data as assumptions relevant to taking a new technology product or service to market, e.g. how much a customer is prepared to pay. Relying on untested assumptions is a major cause of new business failure.

    Instead, you and your team will pursue testing key assumptions relevant to the business through research, including discovery of customer and other stakeholder business needs and values by following a precribed discovery and validation methodology/activities.

    As part of the Team / Role Play, you will do your primary research through interviews of simulated customers and other relevant parties. You will analyse and synthesise your 'discovered data' at each stage and update relevant key assumptions. 

    You will use your assumption research findings or 'tested assumption' to focus your business on a particular market/segment.

    You will also use your research findings to craft and deliver marketing messages, and set value based pricing that resonate with the target market/segment.

    You will use your assumptions research to devise a viable business model, using a Business Model Canvas, and also devise a set of viable Cashflow projections for your proposed Marketing and Sales activities, the results of which, i.e. paying customers, are the life blood of any new business.

    There is a comprehensive document on the Team / Role Play Project that you will need to make yourself thoroughly familiar with as from Week 1 of the Course. The Group Project starts in Week 1 with the formation of teams. Attendance at the First Intensive is very important for you and your Team to get off to an early and positive start.
  • Assessment

    The University's policy on Assessment for Coursework Programs is based on the following four principles:

    1. Assessment must encourage and reinforce learning.
    2. Assessment must enable robust and fair judgements about student performance.
    3. Assessment practices must be fair and equitable to students and give them the opportunity to demonstrate what they have learned.
    4. Assessment must maintain academic standards.

    Assessment Summary
    An overview of the course assessment appears in the following Table. Details appear in the following section:
    #Assessment TaskTask TypeLengthWeightDue Date/WeekLearning Outcomes
    1 Forum Discussion and Participation Individual 3,000 words in aggregate 30% Ongoing 1, 4
    2 Team / Role Play Project Reports x 2 Individual Reports x 2: 3,000 words in aggregate 40% Week 6 1-4
    3&4 Team / Role Play Project Group Reports x 4:
    4,500 words in aggregate
    Presentation: 9-10 slides
    30 %
    (Reports 24%, Presentation 6%)
    Week 10 1, 4
    Total 100%
    Assessment Related Requirements
    Students should attend all classes in order to pass the course. There is considerable experiential learning in workshops during the intensive classes that build your knowledge and thus enable you to be
    successful in this course.  

    Course results are subject to moderation by the ECIC Board of Examiners

    Assessment Detail

    Assessment 1: Forum Discussion and Participation
    Weighting: 30%
    Due Dates: see MyUni
    Submission Details: Via discussion prompts on the Discussion forum in MyUni

    Task:
    Contribute to Online Forum for the whole Class i.e. all students.

    The Discussion Forum scenario for your feedback and discussion relates to the study Topic for the week.

    Grades for discussion responses for Weeks 1-5 will be posted in Week 6.

    Grades for discussion responses for Weeks 6-10 will be posted at the end of the course

    Length and Presentation:
    Constructive and concise feedback to the imaginary team that are part of the scenario for the week, based on your learnings in this course and complemented by sharing any practical insights into the scenario / topic that you have from past work or other experience or study. 

    Submissions should be 100-300 words, and students need to post at least 2 – 3 substantive responses, including constructive comments  on oter students posts each week. However, students should not be limited in the number of discussion postings that they contribute each week.

    The forum requires you to ‘post first’ with your response/feedback to the weekly scenario/topic before you can see or join the other discussion.

    Criteria by which your assignment will be marked:

    Discussion
    Response demonstrates critical thinking and insight.
    Response indicates you understand the weekly topic, and the underlying concepts and application thereof.
    Student response to question met minimum substantive expectations.
    Demonstrated appropriate writing style and language choice.

    Participation
    Your initial post each week, and subsequent responses to posts of your classmates, or to responses to your initial post are substantive in nature (100-300 words).

    Learning objectives with this assessment (refer to section 2.1): 1, 4
    ___________________________________________________________________________________________________________

    Introduction to Team / Role Play Project

    In the Team / Role Play Project, students will work in teams, with each team being assigned to an imaginary ‘startup company’ by the name of DataSpread that has decided to take its technology / innovation to market.

    The market relevant to this project is the business (B2B) market, and the focus is on small/medium business customers.

    There will be a given set of initial ‘facts’ about the ‘startup company’ and the ‘technology / innovation’ developed by the ‘startup company’. This will include the broad nature of the technology / innovation and actual or potential applications and uses, as well as certain information about staffing, funding (available cash), markets, and customers.

    As part of the Team / Role Play Project, the team will simulate the marketing and sales related strategy, steps, and activities designed to take its technology / innovation to one or more markets. This may involve amending the strategy as required, as may also happen in real life.

    The project will require Team / Role Play activities and assignments on the part of each student. Each student will be assigned a Team and one or more ‘roles’ in one of the startup company key strategic early stage activities, in particular roles relevant to ‘Customer Development’. Each student will work through and contribute to the project as if actually working in the assigned role(s) in the ‘startup company’. Each student will complete two Individual Report assignments outlining their personal contributions to the project, interaction with Team members and third parties, and their evaluation of personal learnings/insights gained.

    The collective Team will also have activities including Team meetings and assignments. The latter are in the way of Group Reports and a and a Team presentation.

    The Business Objectives to be met by the Team at the end of the Project are defined up front. Teams must demonstrate and report on progress achieved towards these Objectives during the course and at the end of the Project.

    ____________________________________________________________________________________________________________

    Assessment 2: Team / Role Play Project (Individual Report 1)
    Weighting: 20%
    Due Date: see MyUni
    Submission Details: Online through MyUni via above Turnitin link

    Task
    :
    Based on introduction above and guides found on MYUNI, submit the following at the two stages during the course:

    Team/Role Play Individual Report Template to be completed by each Team member.

    NOTE: The Word document title must show as follows:

    Family Name____________ First Name_______________ Team ____ Date ___________ Individual Report # 1

    Summarise / analyse your individual research efforts on the Team / Role Play Project
    Summarise / analyse your individual contribution towards working papers, reports and presentations for the Team / Role Play Project
    Summarise / analyse your interactions with your Team members, and any third parties (Customer, Investor, other)
    Briefly evaluate how it’s going from your individual perspective (learning insights, teaming issues, etc)

    Length and Presentation:
    1,500 word limit

    Criteria by which your assignment will be marked:

    Adherence to specified report requirements
    Ability to summarise / analyse personal contribution to project
    Ability to summarise / analyse personal interaction with Team members and others
    Ability to evaluate progress and flag issues as well as propose solutions (as evidenced in Team Forum also)
    Clarity of expression

    Learning objectives with this assessment (refer to section 2.1): 1, 2, 3, 4

    _______________________________________________________________________________________________________

    Assessment 2: Team / Role Play Project (Individual Report 2)
    Weighting: 20%
    Due Date: see MyUni
    Submission Details: Online through MyUni via above Turnitin link

    Task
    :
    Based on introduction above and guides found on MYUNI, submit the following at the two stages during the course:

    Team/Role Play Individual Report Template to be completed by each Team member.

    NOTE: The Word document title must show as follows:

    Family Name____________ First Name_______________ Team ____ Date ___________ Individual Report # 2

    Summarise / analyse your individual research efforts on the Team / Role Play Project since your Individual Report 1
    Summarise / analyse your individual contrubution towards working papers, reports and presentations for the Team / Role Play Project since your Individual Report 1
    Summarise / analyse your interactions with your Team members, and any others since your Individual Report 1
    Summarise your personal learning insights, teaming issues, including how these may have altered since your Individual Report 1

    Length and Presentation:
    1,500 word limit

    Criteria by which your assignment will be marked:

    Adherence to specified report requirements
    Ability to summarise / analyse personal contribution to project
    Ability to summarise / analyse personal interaction with Team members
    Ability to evaluate progress and flag issues as well as propose solutions (as evidenced in Team Forum also)
    Clarity of expression

    Learning objectives with this assessment (refer to section 2.1): 1, 2, 3, 4

    • ________________________________________________________________________________________________________

      Assessment 3: Team / Role Play Project (Group Report 1)
      Weighting: 6%
      Due Dates: see MyUni
      Submission Details: Online through MyUni via above Turnitin link

      Task:
      Based on the introduction above and guides found on MyUni, as a team submit the following at the dates listed above:

      ASSIGNMENT W3: Team Role/Play Goup Report 1
      Team/Role Play Group Report Template to be completed by each Team.

      NOTE: The Word document title must show as follows:

      Team _____________ Date _____________ Group Report # 1

      • Identify the roles and key responsibilities of each of the Team members as per the Team Roles Chart. On what basis did you assign specifc roles? 
      • Outline the assumptions the Team is making regarding the company and its situation. What new or changes to assumptions have been made over and above the ‘given’ ones in the initial company profile? What was the basis for changes to or new assumptions? How did you reach agreement on these assumptions as a team?

      Length and Presentation:
      1,000 word limit

      Criteria by which your assignment will be marked:

      Adherence to specified report requirements
      Ability to summarise / consolidate Team member Role Play contributions in a cohesive and clear manner
      Ability to evaluate progress and flag issues, as well as propose solutions
      Clarity of expression

      Learning objectives with this assessment (refer to section 2.1): 1, 4
      ________________________________________________________________________________________________________

      Assessment 3: Team / Role Play Project (Group Report 2)
      Weighting: 6%
      Due Date: see MyUni
      Submission Details: Online through MyUni via above Turnitin link

      Task:
      Based on the introduction above and guides found on MyUni, as a team submit the following at the dates listed above:

      ASSIGNMENT W5: Team Role/Play Goup Report 2
      Team/Role Play Group Report Template to be completed by each Team.

      NOTE: The Word document title must show as follows:

      Team _____________ Date _____________ Group Report # 2


      • Summarise and analyse your team's progress towards the Team‘s Project Objectives (6 Objectives as stated)
      • List the tools, processes and class based knowledge the Team has used, and analyse their value to the progress made
      • Summarise and analyse your expenditure of resources and / or your efforts to secure new resources to date


      Length and Presentation:
      1,000 word limit

      Criteria by which your assignment will be marked:

      Adherence to specified report requirements
      Ability to summarise / consolidate Team member Role Play contributions in a cohesive and clear manner
      Ability to evaluate progress and flag issues, as well as propose solutions
      Clarity of expression

      Learning objectives with this assessment (refer to section 2.1): 1, 4
      _______________________________________________________________________________________________________

      Assessment 3: Team / Role Play Project (Group Report 3)
      Weighting: 6%
      Due Date: see MyUni
      Submission Details: Online through MyUni via above Turnitin link

      Task:
      Based on the introduction above and guides found on MyUni, as a team submit the following at the dates listed above:

      ASSIGNMENT W7: Team Role/Play Goup Report 3
      Team/Role Play Group Report Template to be completed by each Team.

      NOTE: The Word document title must show as follows:

      Team _____________ Date _____________ Group Report # 3


      MESSAGES:
      Briefly explain how you are approaching the creation of your key messages and why?

      Hint: outline your approach to developing appropriate messages by illustrating how you progressed from customer discovery and validation, and the analysis of what you heard from customers, through to providing examples of messages that reflect what you had learnt from those customer interviews and other sources

      Avoid talking message and promotional generalities if you want to show your ability to identify issues and come up with solutions, as this is a key assessment criterion.

      PRICING:
      Briefly explain how you are approaching the basis of your proposed customer pricing, and why?

      Hint: outline your learnings on how to apply tools such as a ready reckoner, and interview analysis to identify quantify and justify other factors as comprising of value to the customer, with the potential to be used as a basis for your approach to pricing.

      Avoid talking pricing generalities if you want to show your ability to identify issues and come up with solutions, as this is a key assessment criterion

      FLYER:
      Develop a 1 page 'Flyer' setting out an appropriate message to potential customers, as well as the basis of your proposed pricing.

      Hint: Content is most important, but setting out your content, including customer need, solution benefit and value related messages clearly and simply is important to your first Sales Creation call(s).

      Length and Presentation:
      1,000 word limit

      Criteria by which your assignment will be marked:

      Adherence to specified report requirements
      Ability to summarise / consolidate Team member Role Play contributions in a cohesive and clear manner
      Ability to evaluate progress and flag issues as well as propose solutions
      Clarity of expression

      Learning objectives with this assessment (refer to section 2.1): 1, 4

      _______________________________________________________________________________________________________

      Assessment 3: Team / Role Play Project (Group Presentation)
      Weighting: 6%
      Due Date: see MyUni
      Submission Details: Online through MyUni via above Turnitin link

      Task:
      Based on the introduction above and guides found on MyUni, as a team submit the following at the dates listed above:

      ASSIGNMENT W9: Team Presentation

      Team Project Presentation during pre arranged sessions with the lecturer during Week 9

      NOTE: The PowerPoint document title must show as follows:

      Team _____________ Date _____________ Group Presentation 

      Team presentation is to the lecturer.

      Simple, informative format! Take note of what Guy Kawasaki says about PowerPoint! Do not waste time on fancy graphics.

      For more effective and higher rated PowerPoint presentations see Guy Kawasaki’s article, ‘How to Change the World: The
      10/20/30 Rule of Power Point.

      Focus on key points using short messages. Talk to your short messages, and show your grasp of your subject. Do not compose text on slides and then just read the text! Your audience will read ahead and you will lose them, and not get your message across.

      Online presentations will be limited to 15 minutes per presentation, 5 minutes Q&A and feedback. 9-10 slides. recorded presentations will have written feedback only. Number in brackets indicates maximum number of slides per sub topic. Each team member to take responsibility for, and to personally present 1-3 slides.

      Submit your Teams presentation via MyUni for assessment, and also post your presentation on the Major Project Class Forum to share the approaches to the project, and insights and learnings from it between teams.

      9-10 slides in total:
      · Cover page, listing team and team members, and project (1)
      · Project Summary (1)
      · Team Roles and learnings (1)
      · Key Assumptions and changes to / new assumptions made (1)
      · Processes and learnings gained (1)
      · Project Objectives and progress made on each (1)
      · Summary of failures and learnings, key insights gained (1-2)
      · Ways to improve if you had to do it again (1-2)

      Criteria by which your assignment will be marked:

      Adherence to specified presentation requirements
      Clarity of PPT presentation, including audible voice over if used
      Clarity of personal presentation by each team member
      Ability to engage audience
      Ability to deal with audience questions effectively

      Learning objectives with this assessment (refer to section 2.1): 1, 4

      _______________________________________________________________________________________________________

      Assessment 3: Team / Role Play Project (Group Report 4)
      Weighting: 6%
      Due Date: see MyUni
      Submission Details: Online through MyUni via above Turnitin link

      Task:
      Based on the introduction above and guides found on MyUni, as a team submit the following at the dates listed above:

      ASSIGNMENT W10: Final Team/Role Play Group Report
      Team/Role Play Group Report Template to be completed by each Team.

      NOTE: The Word document title must show as follows:

      Team __________ Date ______________ Group Report # 4

      Summary of Team and Role Play project based on the team's assessment of the degree to which each of the 6 stated Project Objectives have been achieved by the team
      Short summary and longer analysis of Team / Role Play process and efforts - research, interviews, analysis, tools, reports, agreements, negotiations, etc
      What worked and why? What tools and processes were best / most useful?
      Comments on insights, concerns, ways to improve - your team project and / or the course
      Appendices (Sales and Marketing Projections from Cashflow, Working Papers/Links)

      Length and Presentation:
      1,500 word limit, excluding appendices

      Criteria by which your assignment will be marked:

      Collective Team Role Play Reports Grading Criteria
      Adherence to specified report requirements
      Ability to summarise / consolidate Team member Role Play contributions in a cohesive and clear manner
      Ability to evaluate progress and flag issues as well as propose solutions
      Clarity of expression

      Learning objectives with this assessment (refer to section 2.1): 1, 4
    Submission
    All text based assignments must be submitted via MyUni.
    Please refer to step by step instructions: MyUni Learning Centre

    There are a few points to note about the submission of assignments:
    • Assignment Submission:  Assignments should not be emailed to the instructor; they must be lodged via the MyUni Course site (unless specified to do both). Note that assignments may be processed via TURNITIN, which is an online plagiarism prevention tool.
    • Cover Sheet:  Please submit, separate to your assignment, the completed University of Adelaide Assessment Cover Sheet providing details of yourself and your team members (if applicable), your assignment, the course, date submitted, etc. as well as the declaration signed by you that this is your (your team’s) work.  Note that the declaration on any electronically submitted assignment will be deemed to have the same authority as a signed declaration.
    • Backup Copy of Assignments:  You are advised to keep a copy of your assignments in case the submitted copy goes missing.  Please ensure that all assignment pages are numbered. If your assignment contains confidential information, you should discuss any concerns with the Course Lecturer prior to submission.
    • Extensions of Time:  Any request for an extension of time for the submission of an assignment should be made well before the due date of the assignment to the Course Lecturer.  Normally, extensions will only be granted for a maximum of two weeks from the original assignment submission date.  Extensions will only be granted in cases of genuine extenuating circumstances and proof, such as a doctor’s certificate, may be required.
    • Failure to submit: Failure to submit an assignment on time or by the agreed extension deadline may result in penalties and may incur a fail grade.  Note that a late penalty of 5% of the total available marks for that assessment item will be incurred each day an assignment is handed in late (Unless otherwise stated in 'Assessment Related Requirements' or 'Assessment Detail' above) Assignments handed in after 14 days from the due submission date will fail even if a 100% mark is granted for the work.

    Resubmission & Remarking

    Resubmission of an assignment for remarking after reworking it to obtain a better mark will not normally be accepted.  Approval for resubmission will only be granted on medical or compassionate grounds.
    Course Grading

    Grades for your performance in this course will be awarded in accordance with the following scheme:

    M10 (Coursework Mark Scheme)
    Grade Mark Description
    FNS   Fail No Submission
    F 1-49 Fail
    P 50-64 Pass
    C 65-74 Credit
    D 75-84 Distinction
    HD 85-100 High Distinction
    CN   Continuing
    NFE   No Formal Examination
    RP   Result Pending

    Further details of the grades/results can be obtained from Examinations.

    Grade Descriptors are available which provide a general guide to the standard of work that is expected at each grade level. More information at Assessment for Coursework Programs.

    Final results for this course will be made available through Access Adelaide.

  • Student Feedback

    The University places a high priority on approaches to learning and teaching that enhance the student experience. Feedback is sought from students in a variety of ways including on-going engagement with staff, the use of online discussion boards and the use of Student Experience of Learning and Teaching (SELT) surveys as well as GOS surveys and Program reviews.

    SELTs are an important source of information to inform individual teaching practice, decisions about teaching duties, and course and program curriculum design. They enable the University to assess how effectively its learning environments and teaching practices facilitate student engagement and learning outcomes. Under the current SELT Policy (http://www.adelaide.edu.au/policies/101/) course SELTs are mandated and must be conducted at the conclusion of each term/semester/trimester for every course offering. Feedback on issues raised through course SELT surveys is made available to enrolled students through various resources (e.g. MyUni). In addition aggregated course SELT data is available.

  • Student Support
  • Policies & Guidelines
  • Fraud Awareness

    Students are reminded that in order to maintain the academic integrity of all programs and courses, the university has a zero-tolerance approach to students offering money or significant value goods or services to any staff member who is involved in their teaching or assessment. Students offering lecturers or tutors or professional staff anything more than a small token of appreciation is totally unacceptable, in any circumstances. Staff members are obliged to report all such incidents to their supervisor/manager, who will refer them for action under the university's student’s disciplinary procedures.

The University of Adelaide is committed to regular reviews of the courses and programs it offers to students. The University of Adelaide therefore reserves the right to discontinue or vary programs and courses without notice. Please read the important information contained in the disclaimer.