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Business	Sense	• IP	MattersBusiness	Sense	• IP	Matters 1
Boot	Camp:	Patent	Sales
Russ	Binns CEO,	Allied	Security	Trust
Ed	Fish Co-Head	Technology	and	IP	Advisory,
Houlihan Lokey
Kent	Richardson Partner,	Richardson	Oliver	Law	Group
Ray	Strimaitis VP	and	Deputy	GC,	Yahoo
Contact	Information:
+1	(650)	967-6555
kent@richardsonoliver.com
Copyright	2017	ROL
Business	Sense	• IP	Matters
What’s	the	Secondary	Patent	Market?
2
Seller Buyer
Copyright	2017	ROL
Business	Sense	• IP	Matters
Where	Is	the	Patent	Market	Today?
3Copyright	2017	ROL
Business	Sense	• IP	Matters
Deal	Flow	
4
Sellers
Buyers
Direct	Sales
>1000	deals	per	year	hit	the	market
Copyright	2017	ROL
Business	Sense	• IP	Matters
How	Big	Is	the	Patent	Market?
5
$0
$2
$4
$6
$8
$10
$12
$14
2011-Q1 2012-Q1 2013-Q1 2014-Q1 2015-Q1 2016-Q1 2017-Q1
ROL	Group	Tracked	Secondary	Patent	Market	($B)
$11	billion	plus	in	patent	packages
90	thousand	plus	patent	assets	
100	technology	categories
Copyright	2017	ROL
Unsold
Sold
Business	Sense	• IP	Matters
Corporate	Patent	Selling	Top	10
1. Gather	and	use	your	
internal	resources	to	help	
sell	and	establish	buy-in
2. Find	out	what	people	need
3. Define	what	you	can	and	
can’t	sell
4. Define	what	a	successful	
sale	looks	like
5. Price	the	assets	using	
objective	data
6. Simplify	the	early	
engagement	(e.g.,	simple	
NDA)
7. Be	clear	and	reasonable	
about	expectations	and	
communications
8. Use	your	network
9. Read	the	expected	reps	
and	warranties	– develop	a	
process	for	clearing	them
10. Adjust	your	plans	to	reflect	
the	changing	market
6

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