This document provides information about licensing opportunities for corporations. It discusses the typical licensing process, key issues corporations should consider when evaluating potential licenses, and tips for making the process easy for corporations. The key issues discussed include assessing the credibility of the IP owner, determining strategic and business fit, evaluating claims and feasibility, understanding expectations, and developing valuation and funding plans. The document emphasizes that licensing agents can help identify high potential opportunities, create compelling presentations, increase valuations, identify suitable licensees, and negotiate deals.

1. A Primer For
Licensing To Corporations
(A Peek Under the Corporate Tent)
Presentation for:
JUNE, 2019
IACT

2. Founded in 1983
Marketing Consultancy
Specializing in:
New Business Development
New Product Development
Innovation
Licensing
Client Roster
Corporations
Small/mid-size Firms
Inventors & Entrepreneurs
BUSINESS DEVELOPMENT
RESOURCES, INC.
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3.  New Category/New Business
Assessments
 Strategic Marketing
Assessments For Acquisitions/
Alliances
Strategic
Due
Diligence
 Vision Creation
 New Businesses/New Product
Concept Development &
Qualification
 Positioning/Repositioning
 Opportunity Assessments
 Brand Development
Strategic
Growth
Opportunity
Identification
& Development
 Tech-KnowledgySM
Search
 Toys In The Attic
 Technology Leveraging
 Packaging Strategy
 On-Line Brainstorming
Technology
Development
 Brand Out-Licensing
 Brand In-Licensing
 Technology Out-Licensing
 Technology In-Licensing
Brand/
Technology
Licensing
Development
Innovative
Profitable
Solutions
We believe the answer to the innovation puzzle is a function of
blending technology with creative marketing
BUSINESS DEVELOPMENT
RESOURCES, INC.
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4. NO!! I can't be bothered to see any crazy salesman--- We've
got a battle to fight!!
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5. The Landscape 2008 – To Date
“An Innovators Perspective”
5

6. The Landscape 2008 – To Date
Great Recession Impact
• Companies Focused on CORE business
• Downsized R&D Personnel
• Brakes on Major New Development
• Cast-offs: Basements, Garages, Science
Parks a beehive of innovation activities &
collaboration
 Result
• Corporate New Product Pipelines Dried up
• Reservoir of External IP Expanded
• Meaningful connections for Growth &
Prosperity
 Have you received your fair share?
A Primer for
LicensingTo
Corporations
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7. Issue: To License or Build ?
License:
• Lower risk ~ Mailbox money
• Licensee Does Heavy Lifting
Build:
• Higher risk
• Value of proposition increases
with incremental validation
A Primer for Licensing
To Corporations
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8. A Primer for Licensing To
Corporations
Prototypical Process
Pre-Screening
No Interest Interest
Terminate Continue
No Go
Terminate
•Inventor
•Agent
•Gatekeeper
Due
Diligence
Initial Technology Opportunity Contact
Confidentiality Agreement Executed
Option Period
Go
Negotiations
Licensing Agreement
Technology Presentation
Internal Assessment
Follow-up Questions
Re-Convene
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9. 1. Issue: IP Owner Credibility
Company: Why should we meet?
-Go direct vs. agent
A Primer for Licensing
To Corporations
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10. 2. Issue: Does A Conflict Exist ?
If so, to what extent?
How to protect Company
interest?
A Primer For Licensing
To Corporations
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11. 3. Issue: Does it Fit
our Business?
Product improvement?
Line extension?
Entry strategy to new business?
• Product improvement & line
extension easier to assess
• New business more difficult to
evaluate
A Primer for Licensing
To Corporations
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12. A Primer for Licensing
To Corporations
4. Issue:
Among consumers or customers?
If so, to what extent?
What validation exists for support
Does it Solve an
Existing Problem?
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13. 5. Issue: How Feasible Is It? ?
Stage of development…difficult to
deal with early stage technology
Can it be reduced to practice?
Can it be scaled-up efficiently?
A Primer For Licensing
To Corporations
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14. 6. Issue: What Claims are
Available?
Have they been substantiated?
• If so, how and to what extent?
A Primer For Licensing
To Corporations
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15. 7. Issue: IP Owner
Expectations
IP Owner – ROI motives
Prospect – Affordability
• Internal Financial Hurdles
• Commercialization Expense
A Primer For Licensing
To Corporations
15

16. 8. Issue: Valuation
How to value the proposition
Hard data vs. subjective opinion
The “Win-Win” equation
A Primer For Licensing
To Corporations
16

17. 9. Issue: Funding
How to fund due diligence?
• Development priorities
underway…little or no
discretionary funds available
• What priority should be “short-
sheeted”?
How to fund commercialization
• Development priorities in place
today
A Primer For Licensing
To Corporations
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18. Overall Make It Easy
Objective: to Buy!
1. Validation of concept viability
Problem(s) it solves
Target audience
Benefits
2. Claim structure
Substantiation is key
3. Feasibility confirmation
Protocepts/prototypes/production
samples
A Primer For Licensing
To Corporations
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19. Overall Make It Easy
Objective: to Buy!
4. Preliminary economics
ProForma P&L’s
5. Competitive insulation
What & how long
6. Strategic fit
7. Valuation
8. Proposed deal
Preliminary term sheet
A Primer For Licensing
To Corporations
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20. Benefits of A Licensing Agent
1. Identify high potential and enduring
business propositions for the IP
Including NEW applications
2. Compelling, motivating presentations
3. Increase valuation
Integrate elements for "turn-key”
4. Identify high potential licensees
5. Assemble decision-making audience
CEO a key player
6. Negotiate the final term sheet
Structure a 'win-win' deal for both licensor
and licensee
A Primer For Licensing
To Corporations
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21. A Primer For Licensing
To Corporations
Do Don’t
Hire the best patent attorney
affordable
Prematurely disclose your idea
to anyone but a patent attorney
Budget for the second half of the
game – marketing!
Limit yourself to the obvious
licensing prospects
Make a protocept or prototype Pit one company against
another
Gather as much objective
consumer research as possible
Be greedy
• Must be a win-win for all
Mandate CDA’s be signed prior
to presentations
Leave any money on the table
• No need for rounding!
Request complete proposals from
licensing agents
• Costs
• Timing
• Deliverables
• References – CHECK THEM!
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22. 22
BDR INCENTIVE PROGRAM
GOAL: Maintain Robust Deal Flow
Strategy: Provide Monetary Incentives to
External Parties for referrals
Plan:
Referring party awarded ten
percent (10%) of future BDR
revenue stream from Option Fees,
Exclusivity Fees, and Royalties
received by BDR from Licensee.

23. 23
BDR SCREENING CRITERIA
 NEW CATEGORY
 NEW CATEGORY
SEGMENT
 DISRUPTIVE ENTRY

24. Never underestimate …
The competition.
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25. THANK YOU!
GOOD LUCK!
HAVE FUN!