Tech Transfer Central
Tech Transfer eNews

Tech Transfer E-News provides a weekly round-up of current news and information in the world of tech transfer, delivered every Wednesday (sign up here). It is published by Technology Transfer Tactics newsletter, which is available as a monthly subscription. For more information or to order a subscription click here, or for a sample issue, click here.

How tech transfer offices can prioritize their prospective licensees

In her recent blog post, Laura Schoppe, founder and president of tech transfer firm Fuentek, offers advice on how university tech transfer offices can prioritize their licensing prospects.

“A large percentage of university and government technologies have niche applications, so it’s a treat to have an innovation with broad market potential,” says Schoppe. “So how do you identify the potential licensees? And which do you contact first?”

Schoppe recommends starting with a list of already identified prospective licensees. At the top of that list should be those who expressed interest in the technology during its early marketing stage. From there, solid market research will reveal other potential licensees as well as the right people within the company to contact. “The market research will also give you insight into the sizes of the different markets and the easiest/best applicability of your technology to each sector,” writes Schoppe.

If a technology is broadly applicable, you can divide the list according to the market and licensing strategy. As a general rule, Schoppe says there should be three stratified lists of potential licensees for a given technology — the A, B, and C lists.

“When reaching out to individual prospects, it pays to be strategic,” she writes. “The order in which you contact potential licensees can greatly affect the outcome of the marketing effort.”

The A-List, then, should have your ideal licensees on it, whether it’s a company with the largest share of the market or a company that has the right capabilities for a collaborative project. “Whatever the criteria,” says Schoppe, “the A-List is where to expend the greatest share of your marketing resources.”

Companies on the B-List are perfectly acceptable, but are not necessarily your first choice. They most likely will lack the strategic advantages that your A-List companies offer. You don’t need the personal touch of a phone call with these licensees — reach out to them via e-mail until you deplete all possible A-Listers.

Only after everyone from the A and B lists have turned you down should reach for the C List. But don’t burn through your marketing resources to do it. Respond to those who contact you in response to the online technology listing. “In fact, you may be able to leverage a C-Lister’s interest in the technology when reaching out to your A-List,” says Schoppe. “A dream prospect may be more likely to consider your technology if someone else — especially a competitor — has expressed interest in it.”

Source: Fuentek

Royalty Rates for Medical Devices & Diagnostics, 2016 Edition

The just-released Royalty Rates for Medical Devices & Diagnostics, 2016 Edition provides scores of real-deal royalty rates, an expanded section on royalty rate development, and expert guidance covering royalty audits. Click here for details >>

Posted under: Tech Transfer e-News