Why Researchers Make Great Founders (and What You Need to Know to Start)

8 Apr

By Mariana Luis Castillo

5 min read · April 8, 2025

How Professor Vijay Sivaraman Took His Research to Market

At our March edition of the Research Pathways Meetup we heard firsthand from Professor Vijay Sivaraman, a UNSW academic and co-founder and CEO of Canopus Networks a deep-tech startup revolutionising how networks operate.
Hosted by Maddison McCoy, UNSW Founders Community Manager for the Faculty of Engineering, this conversation was packed with advice and insights for researchers considering the leap into entrepreneurship.

Here’s what we learned:

1. Researchers already have the mindset (they just don’t know it, yet)

You might not realise it, but if you’ve spent time in a lab, writing grants, or analysing data, you’re already building skills that transfer directly to startup life.

"Researchers underestimate themselves, your problem-solving skills, communication, and resilience make you a strong entrepreneur" Academics are wired to ask tough questions, test ideas, and keep pushing through uncertainty, all of which happen to be core ingredients for startup success.

2. Timing can make or break your startup

Your idea might be brilliant, but if the market isn’t ready, it won’t land. “You’ve got to get the timing right”, Vijay shared. "If the tide is going down and you’re trying to rise up, it’s a huge struggle. But if the tide is rising, it’s a lot easier to grow."

During his time in the U.S. at the height of the dot-com boom, and later at UNSW when AI and software-defined networking were on the rise, Vijay learned the importance of reading the market. and jumping in when the momentum is building.

3. Trust and brand matter more than you think

Researchers often lead with their tech, and while that’s important, Vijay emphasised that credibility and trust play a huge role when selling to industry, especially in complex B2B environments.

“When I go into a meeting being Cisco, I can talk about the tech in the first minute. But as a startup like Canopus, I spend 45 minutes just explaining who we are and why we’re trustworthy.”

The difference? Big brands come with built-in credibility. Startups need to earn it, often before anyone even listens to their solution. Whether it’s trade shows, partnerships, or simply showing up online, building your brand is just as critical as building your product.

4. Your team will shape your success

When Vijay’s future co-founder, Hamal, first joined him as an exchange student from India, neither of them knew they’d be starting a company together. But their shared vision, complementary skills, and trust made it work.

"No one will ever have as much passion for your idea as you do. That’s why having the right founding team, people who believe in the vision, is critical."

For researchers, that might mean partnering with someone who balances your strengths, or stepping into leadership yourself, and learning the rest as you go.

5. Communication is your superpower

You already know how to communicate complex ideas, whether it’s writing papers, presenting at conferences, or teaching students. That skill is incredibly valuable when you're pitching to investors, hiring a team, or selling your vision to a partner company.

"Researchers can communicate. We write a lot. We speak a lot. We explain complex things. Those skills translate directly."

And when it comes to building connections that count? “Never be ashamed to reach out to the CEO, there’s so much noise on LinkedIn. You have to stand out.”

6. Don’t wait for it to be perfect

Before Canopus Networks was even incorporated, Vijay and his team secured a paid trial with a major customer. That early traction helped them raise millions in seed funding. Their strategy? Build, test, talk to users, and iterate.

Entrepreneurship doesn’t require a polished pitch deck or a 5-year plan from day one. It just takes a problem worth solving, and the drive to keep going.