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Strategic Licensing Achieving Maximum Leverage

Strategic Licensing Achieving Maximum Leverage. Define Clear Grants Establish Consistent Business Practices Founded on Ethical Principles Builds Relationships Achieves Maximum Leverage. Strategic Licensing Achieving Maximum Leverage. Define Clear Grants

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Strategic Licensing Achieving Maximum Leverage

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  1. Strategic Licensing Achieving Maximum Leverage • Define Clear Grants • Establish Consistent Business Practices • Founded on Ethical Principles • Builds Relationships • Achieves Maximum Leverage

  2. Strategic Licensing Achieving Maximum Leverage • Define Clear Grants • View the License as an extension of the product • A grant is a product feature • Each feature has a value • Know the client’s objectives • Translate objectives into grants

  3. Strategic Licensing Achieving Maximum Leverage • Define Clear Grants • Define the client • Broadly/Narrowly? • Define the product • Specificity is critical! • Define Access, Use and Benefit • Who can access, use & benefit?

  4. Strategic Licensing Achieving Maximum Leverage • Define Clear Grants • Define the market • Segmentation • Geographic • Demographic • Value-based • What’s the term? • Active period • Renewal

  5. Strategic Licensing Achieving Maximum Leverage • Define Clear Grants • Handling Mod’s & Enhancements? • Who makes? • Who owns? • Exclusivity • Good or bad? • Deep pockets? • With fences?

  6. Strategic Licensing Achieving Maximum Leverage • Define Clear Grants • Payment • Who pays? • How will they pay? • When will they pay? • Audits? • Price increases • Protection • Sharing

  7. Strategic Licensing Achieving Maximum Leverage • Establish Consistent Business Practices • Avoid Gunslingers • Avoid the Moving Financial Model • Avoid Client Confusion • Don’t sell futures!

  8. Strategic Licensing Achieving Maximum Leverage • Establish Consistent Business Practices • Equal Treatment • Product Presentation • Pricing Guidelines • Licensing Guidelines • Delivery Expectations • Industry Practices

  9. Strategic Licensing Achieving Maximum Leverage • Establish Consistent Business Practices • Client Lifetime Value equals: Your best prospect should be your current client

  10. Strategic Licensing Achieving Maximum Leverage • Establish Consistent Business Practices • Rules of Revenue Recognition Differ • License fee • Royalty fee • Enhancement fee • Maintenance fee • Consulting fee

  11. Strategic Licensing Achieving Maximum Leverage • Founded on Ethical Principles • Branding Begins Here • Employee First • Be the de facto standard for quality • Educate the customer

  12. Strategic Licensing Achieving Maximum Leverage • Builds Relationships • Establish Trust & Credibility • People buy from People • Beat Expectations • Avoid Surprises

  13. Strategic Licensing Achieving Maximum Leverage • Builds Relationships • People Change • Get it in Writing • Markets Change • Miniaturization • Generic • The Law • China

  14. Strategic Licensing Achieving Maximum Leverage • Achieves Mutual Benefit • Clear Understanding of Agreement • Agreement Matches Objectives • Open to Evolution • Excellent Value Proposition

  15. Exit Strategies (Parting Friends) • Mutual exit clause • Time based reevaluation and renewal • Minimum financial milestones • Goal based technology development

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