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Value drivers in licensing deals

Nature Biotechnology volume 20, pages 1085–1089 (2002)Cite this article

Various valuation formulae do not explain the valuation of many licensing deals, indicating that persuasive negotiators play an influential role.

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Figure 1: Deals analyzed in this study ordered by size and date (105 deals covering the period 1992–2001).
Figure 2
Figure 3: Schematic explaining the influence of intellectual property on a company's strategy.

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Authors and Affiliations

  1. a marketing manager at Guidant, Santa Clara, CA

    Katie Arnold

  2. a consultant for L.E.K., Chicago, IL

    Anthony Coia

  3. a strategic marketing manager for Genitope, Redwood City, CA

    Scott Saywell

  4. a marketing manager for the First Genetic Trust, Deerfield, IL

    Ty Smith

  5. a partner at Arch Ventures, Seattle, WA

    Scott Minick

  6. a professor and director of the Center for Biotechnology at the Kellogg School of Management, Northwestern University, 2001 Sheridan Road, Evanston, 60208, IL

    Alicia Löffler

  7. MBA students at the Kellogg School of Management,

    Katie Arnold, Anthony Coia, Scott Saywell & Ty Smith

Authors
  1. Katie Arnold
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  2. Anthony Coia
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  3. Scott Saywell
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  4. Ty Smith
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  6. Alicia Löffler
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Correspondence to Alicia Löffler.

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Arnold, K., Coia, A., Saywell, S. et al. Value drivers in licensing deals. Nat Biotechnol 20, 1085–1089 (2002). https://doi.org/10.1038/nbt1102-1085

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