Category Archives: Licensing and Deal Making

The Problem with Startup Metrics: Kicking Off the “Metrics Monday” Blog Series

iStock_000024202877SmallSeveral months ago, a read an article called “Are Universities Creating Too Many Biotech Startups?” At the time I thought: The question is not how many startups should a university do, but why are they doing them? Since then, I’ve seen more and more stories in the industry news about universities focusing heavily on startups, particularly within the context of job creation and helping the local economy. Not surprisingly, some of these efforts are emerging from state government and/or economic development agencies. I myself have been invited to participate on several panels and task forces related to this topic. Their recurring mantra has been: “We want to increase startups and licensing revenue.” My response always is:… Continue reading

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Tech Transfer Deal Valuation: Negotiating a Reasonable Royalty Rate

Win-Win-Notes_iStock_000016549417SmallWhat’s a reasonable royalty rate when licensing a technology? Good question! Those of you with years of experience negotiating licensing or other technology transfer agreements know that there are many approaches for determining the value of a potential deal and therefore what the royalty rate should be. Which method is best? When we provide deal-making support to our clients, Fuentek uses a combination of three deal valuation techniques: market assessments, cost assessments, and income evaluations. Let’s consider each element. Continue reading

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Worth Reading: Penn State Auctions IP, TB Alliance Makes Lemonade, Research on the SRA-Licensing Effect, and a #TechTransferTrends Chat

Online reading of technology transfer newsToday’s “Worth Reading” post runs the gamut from traditional print journalism to online blogging and to a tweet chat on technology transfer trends. Prospects for Penn State Patent Auction May Not Be That Bright: This commentary on the Intellectual Asset Management (IAM) blog relates to the announcement that Pennsylvania State University will be auctioning off some of its intellectual property (IP) to the highest bidder. The IAM blog post is worth reading because of its insights, which were spot on. Here are my thoughts about it: Continue reading

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Universities’ Shifting View of IP in SRAs

Laura's fellow panelists (l to r): Kevin Wozniak, Holly Meadows, and Carla Lema TomeLast week I was invited to participate on a panel at the 2014 AUTM® national meeting. The focus: How university technology transfer offices (TTOs) are shifting their view of intellectual property (IP) terms when securing R&D funding through sponsored research agreements (SRAs). My fellow panelists and I discussed the current models at various universities. Here’s an overview. Continue reading

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Working the Negotiating Table to Your Advantage: A Free Webcast

Valuation-webcast-Why-prepare-iconUnderstanding how prospects perceive value will help you gauge their true interest in a potential licensing deal. Just because you’ve designed a cool widget doesn’t mean somebody out there is willing to invest in commercializing it. Potential licensees will be interested only if the technology delivers meaningful value for their company. For the best results, licensing managers should be able to identify the key factors that influence prospects’ decision-making processes — a good bit of which is already on hand if a market-based assessment of the technology was conducted. There’s no substitute for being prepared as you head into negotiations. I explain further in our new “Why Prepare for Licensing Negotiations” webcast, which also includes tips for the kind of research you should conduct in advance. (The webcast is free — all you have to do is register.) Continue reading

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AUTM Annual Meeting: 6 Networking Tips for Industry and TTOs

Preparation ChecklistThanks to the proactive efforts by AUTM® the past few years, the national meeting will have significant industry representation, including key new participants from outside the life sciences such as Samsung and Raytheon. This provides an ideal opportunity for university technology transfer offices (TTOs) and high-tech companies to lay the groundwork for establishing mutually beneficial collaborations and licenses. To make the most of your time at the AUTM meeting, I recommend taking these six actions right away. Continue reading

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Navigating the Nuances of Complex Collaborative University-Industry Partnerships: Key Best Practices

iStock_000016133531XSmallOver the past several years, I have noticed an emerging trend in university-industry partnerships, and it has begun to create new challenges for technology transfer professionals. Companies are beginning to forge ever more complex collaborations with universities and university consortia while relying less often on the more standard agreements, such as sponsored research agreements (SRAs) and material transfer agreements (MTAs). These collaborations may…. Continue reading

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Open Innovation “Loser” Redux: More thoughts, new webcast

L is for loserOne of the items in my last “worth reading” post — Stefan Lindegaard’s blog post “Are Universities, Tech Transfer Units Open Innovation Losers?” — is getting a lot of attention, including a Technology Transfer Tactics blog post. Given the discussions in several tech transfer groups across LinkedIn (including AUTM, Techno-L, and Technology Transfer – Valorisation), I’d like to offer some further thoughts here. Open innovation refers to the spin-in as well as the spin-out of ideas, technology, etc. Approaching these two “directions” in concert and proactively — what we’ve called Symbiotic Innovation — is an essential component for revolutionizing technology transfer. Continue reading

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Worth Reading: IP Negotiations Advice, Universities as Open Innovation “Losers,” the Need for Better Tech Transfer Metrics, Royalty-Based Fiscal Cliffs, and Crowdsourced Soldiers in the War on Patent Trolls

Online reading of technology transfer news Is your new year’s resolution to better keep up with the latest in the technology transfer industry? Then consider this blog post a helping hand. And if you have opinions about these tech transfer “good reads” or fav articles/blogs of your own, share them by posting a comment below or sending me a private message. Continue reading

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Streamlined/Low-Cost Licensing: Making Sure Faster and Cheaper Are Better

Sealing the deal with time to spareI read with interest two recent news stories about technology transfer offices (TTOs) looking to increase licensing deals by addressing two oft-cited barriers: high costs and long negotiation times. The logic: Offering intellectual property (IP) at a super low cost (or even for free) and/or through non-negotiation, ready-to-sign license agreements will result in more technologies getting to market faster. These types of programs have been around for a bit (see my prior posts about free IP and ready-to-sign licenses) and the trend seems to be growing. So let’s look at the two recent examples and consider how to make these types of programs successful. Continue reading

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