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About
Editor-in-Chief, Anatole Krattiger
Editorial Board
Concept Foundation
PIPRA
Fiocruz, Brazil
bioDevelopments- Institute
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KEILLER, Todd S
Todd S. Keiller has more than 30 years of licensing, business development, and marketing experience. He has worked for 16 years in the industrial sector in a variety of sales, marketing, and business development roles, ten of which were in the Science and Medical Products Divisions of Corning Glass Works. He has over 16 years of academic licensing experience and is the former Vice President, Ventures of the Brigham and Women’s Hospital in Boston. In 1998, Todd joined the University of Vermont and assisted the College of Medicine in technology affairs. In 1999, he was appointed Director of Technology Transfer for the entire University. He also handles technology transfer for Maine Medical Center, Caritas St. Elizabeth’s Medical Center of Boston, and Boston Biomedical Research Institute. Mr. Keiller has contributed to the foundation of seven companies, the most recent of which are Nephromics (a company focused on the diagnosis of preeclampsia), Vascular Genetics, Inc. (a gene therapy company, now traded publicly under the name of CorAutus), and Tolerance Pharmaceuticals (a diagnostic and therapeutic company devoted to transplantation, which was purchased by Roche). Mr. Keiller holds an A.B. from Dartmouth College and an M.B.A. from the Tuck School of Business Administration.
Abstract
The IP Sales Process
Abstract:
Marketing an institution’s intellectual property (IP) is essential but challenging work. This chapter provides helpful information about how to locate potential licensees, how to determine whether or not they are qualified to manage a particular technology, and how to persuade them to begin licensing negotiations. The chapter stresses the importance of self-knowledge: having a clear sense of your institution’s own IP goals, as well as the institution’s strengths and weaknesses. Having this awareness makes it possible for a technology transfer office to choose wisely when it evaluates the strengths and weaknesses of potential marketing targets. Indeed, the chapter, rather than simply providing a basic overview of the marketing process, offers concrete suggestions and tough questions for those who aim to successfully market academic intellectual property.
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