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Current Trends in European Technology Transfer
Date : June 17 2008Time : 10:15 a. m.Speaker : Stephane MottolaDirector of international development,
FIST SA, Paris, France
Current Trends in European Technology Transfer
Date : June 17 2008Time : 10:15 a. m.Speaker : Stephane MottolaDirector of international development,
FIST SA, Paris, France
FIST S.A. Paris
Who we are?
• FIST S.A. France Innovation Scientifique Transfert
• Private Tech Transfer Company created in 1992
• Subsidiary of CNRS, Centre National de Recherche Scientifique (CNRS)
• Principal client is CNRS but no exclusivity towards CNRS
CNRS
Centre National de la Recherche Scientifique
• Founded in 1939, largest publicly funded research institute• 13 Nobel laureates : Monod, Jacob, Lehn, Joliot-Curie• Multifaculty (life sciences, physical and social science)• 30 000 permanent employees • 11 600 researchers • 1260 research units• Budget : $ 3.8 billions (2007)• Life Science
– 326 research units – 3000 researchers
CNRSHistorical sites as well as large new research centers
Gif campus (Paris) Luminy campus (Marseille)
FIST key figures
• 44 employees: 16 TT officers , 5 Lawyers , 5 Patent Managers
• 3 200 patents - $12,5 millions in 2007 (IP costs)• 900 licenses - $ 100 millions Royalties in 2007• 2 blockbusters :
– Taxotere (Sanofi Aventis) – Navelbine (Pierre Fabre)
• 150/200 new patents each year• 100 new exploitation agreements signed per year
France52%
Europe19%
USA19%
ROW10%
Multinationalcompanies
60%SME / SMI20%
Start up20%
Licensing profile
How do we work?
– Clear licensing policy– Use of Term sheets– Flexibility on licensing terms– Freedom to establish terms of deals– TT officers negotiate entire agreement– Focus on increasing the number of
deals
TT Trends in France
• Multiple TT offices, increase of co-ownership of IP, clear rules between co-owners.
• Focus on marketing activity in TTOs• Better remuneration of TT officers• Funding through TTOs dedicated to proof
of concept
FIST S.A. and Europe
• FIST is a major player in European TT• Many cultural variables in deal-making
(country, company and individual)• Consider that Europe is made of 27
countries, 23 languages
-> Some tips to deal with European diversity
How is time handled?Monochronic
•Time linear, scheduled •One thing at a time•Take time commitments seriously•Fixed planning
Polychronic
•Time flexible•Many things at once•Comitted to relationships•Change plans easily
Negotiation styles in Europe
Negotiation styles in Europe
Negotiation styles in Europe
Map of the virtues
Keep in mind…
Conclusion
• Difference of cultures are significant in Europe and impact the ease of doing a deal
• Important to be aware of cultural diversity and differing attitudes within Europe
BUT
• TT Deals have been harmonized in Europe in terms of structure, legal and IP aspects
Contact
• Dr Stephane Mottola• Director of International Development• FIST S.A.• 83 Bd Exelmans• 75 016 PARIS• France• Tel : 00 33 (0)1 40 51 00 90• E-mail : Stephane.mottola@fist.fr
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