When thinking about the value of a licensing agreement, it’s easy to focus on the financial terms, such as up-front payments and royalty rates. However, licensing revenue isn’t the only area to negotiate financial terms. And in many cases, non-financial terms can have significant value. Financial terms beyond licensing revenue are pretty straightforward to negotiate. For a university…
Today for the final installment in our Marketing Mondays series, I’m going to talk about cultivating your leads. The advice and examples offered here are designed to help your technology transfer office (TTO) stay in the sweet spot of putting in enough time to develop a qualified prospect without wasting time trying to force something that’s not meant to be.
As the tech transfer profession has evolved, we have developed new insights that we would like to share. So we’ve decided to get our readers caught up by offering a systematic treatment of the topic in our new series: Marketing Mondays. We will discuss developing effective collateral, strategically reaching out to prospects, and converting the qualified leads into licensees. Of course, any discussion of technology marketing has to begin with the AMMO…
Earlier this spring, NASA’s Armstrong Flight Research Center (AFRC) signed a license allowing Vigilant Aerospace Systems to integrate its patent-pending sense-and-avoid system into the startup company’s FlightHorizon™ avionics platform. This deal is noteworthy not only because it may improve flight safety for all kinds of aircraft, including UAVs/drones, but also because it provides a valuable tech transfer case study.
What’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.
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