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Intellectual Property

How to Use Value Chain Analysis to Identify Potential Licensees

Authors

  • Senior Consultant TechPipeline

Summary

  • Map before you market: Define the full value chain from raw inputs to end user before pursuing any licensing prospects — the best candidates often aren’t the most obvious ones.
  • Look upstream and sideways: Trace the chain beyond the first level of suppliers and identify complementary players; enabling technologies frequently create the most value at non-obvious positions in the ecosystem.
  • Let the value chain shape the deal: Use your chain analysis to determine whether to license exclusively or broadly, at what position to negotiate, and how to structure royalties for maximum return.

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