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