Receiving an NIH STTR Phase I award for the ENVIR-OGT device for PFAS detection in water marked a major milestone for Kris Campbell and her team. Along the way, the team participated in the 2024 NSF I-Corps regional course, where customer discovery helped shape their commercialization strategy and informed the next steps in bringing their technology to market.

At the time, Kris was looking to better understand how research could move beyond the lab and into the hands of those who could benefit from it.

“I was hoping to get insight into the process of commercialization starting from the research in the lab,” Kris said. “I didn’t know how to locate people with potential interest in a research idea.”

Together with undergraduate researcher Lukas Crockett and small business collaborator Bamidele Omotowa, CEO of Pearlhill Technologies, Kris joined I-Corps to explore the commercial potential of their technology.

Customer Discovery Changed Their Perspective

Before I-Corps, the team believed they had developed a promising technology. Talking directly with potential customers gave them a deeper understanding of where their research could make the greatest impact.

“I knew we had a potential product, but it wasn’t until we reached out to the people working in the field that I started to appreciate just how significant our research was.”

Those conversations helped the team identify which features mattered most, understand how people were solving the problem today, and refine their commercialization strategy.

Just as importantly, customer discovery helped the team build lasting relationships.

“It was definitely the people we met during interviews and customer discovery. We have reached out to those people for advice many times in the past year as we developed our product.”

Those connections later provided letters of support for grant proposals, contributing to the team’s successful NIH STTR Phase I application.

Building on the Momentum

The lessons from I-Corps continued long after the course ended.

“We definitely had a sharper focus and knew the goals. We understood common pitfalls in what we were trying to achieve.”

Since completing the program, the team has published the first results for the ENVIR-OGT device, continues developing a prototype, and is now pursuing NIH STTR Phase II funding. Undergraduate researcher Lukas Crockett has also continued the work as he pursues his PhD.

Looking back, Kris encourages other researchers to consider I-Corps, even if commercialization is not their immediate goal.

“It will sharpen your understanding of the purpose of your research and help you focus it into a useful direction. Also, you’ll meet people that will help you along your journey in research or in commercialization.”

For Kris, customer discovery was about more than validating a technology. It was about understanding the people her research could serve, building relationships that continued well beyond the course, and gaining the insight to move confidently toward commercialization. Her journey shows how meaningful conversations can help transform promising research into real-world impact.

Ready to explore the commercial potential of your research? Learn how the NSF I-Corps Hub: Desert and Pacific Region can help you gain valuable customer insights, build meaningful connections, and take the next step toward real-world impact. Learn more and apply today.