Marketing From All Angles With Michael Salgaller

I’m so excited to welcome today’s guest, Dr. Michael Salgaller. He leads the Invention Development and Marketing Unit at the National Cancer Institute’s Technology Transfer Center, where he draws on more than 20 years of experience in science, business, and investment to help develop and commercialize cutting-edge technologies. His work helps build connections between the NCI, NIH, and industry partners to foster licensing and collaboration.  

Michael’s career is nothing short of fascinating. Before returning to NCI, he was a Vice President at The Conafay Group, where he worked on healthcare alliances. He also served as President of Biologics Consulting Group, spent time as a venture capitalist investing in early-stage life science companies, and led groundbreaking cancer therapy research as Vice President of R&D at Northwest Biotherapeutics.  

He started his career at NCI as a Senior Scientist working with Dr. Steve Rosenberg and has since gone on to do so much more. He’s the author of Biotechnology Entrepreneurship: From Science to Solutions, teaches entrepreneurship at NIH, and even supports pediatric and veterinary cancer research through his work with Canines-N-Kids. Oh, and he’s published over 70 scientific and business articles—just to round it all out!  

In this conversation, Michael shares some of the marketing strategies he uses at NCI and offers tips anyone can use to improve how they communicate, whether in a lab, an office, or beyond.  

In This Episode:

[02:02] Balancing marketing to such a vast array of different audiences. They get background on which stakeholder group they are a part of providing information to make the conversation as interesting as possible.

[03:11] Because there's so much sensitive data, they only market publicly available information.

[03:53] His team has two full-time people and a series of postdocs and postbacs that help with the effort. They're in one of the nine satellite technology transfer offices at the NIH.

[04:43] They don't speak for all of NIH, but they like to help all of NIH.

[05:35] Marketing tips and strategies include making an effort to communicate at the level of your audience. Understand what they're interested in before you pitch.

[08:36] The importance of checking in and closing the communication loop.

[11:10] Michael talks about mentoring inventors on how to approach industry.

[14:27] We learn about the technology analysis and marketing unit and what Michael has termed as inside and outside in marketing.

[18:17] They also hold information webinars.

[19:05] Michael shares the New Technology Showcase that usually features cancer technology. The primary purpose is to attract 

partners and licensees.

[21:40] One of the biggest challenges is awareness.

[25:27] They want to talk to companies about how amazing scientists and technologists can help the company.

[27:01] Michael talks about changes that he's seen over the last 20 years.

[30:24] Michael gives a tip on reaching out to new people and new connections when you attend conferences to broaden your network. Look for attendees that will be potential collaborators and licensees.

[31:46] Learn about your technology area and how to be attractive to the business side.

Resources: 

Michael Salgaller NIH 240-276-5476

michael.salgaller@nih.gov

Michael Salgaller LinkedIn

Biotechnology Entrepreneurship from Science to Solutions

2024 Technology Showcase