Tough times call for tough marketing decisions; it appears that some cash-starved start-ups are selling prized patents in order to raise enough money to stay in business. For example, VocalTec Communications Ltd. CEO Ido Gur says he needed to sell 15 of the Israeli company’s 22 inventions to raise money to market its main Internet phone software. “I needed the money,” says Gur, who agreed to become CEO on condition that VocalTec, which reported $5.8 million in 2007 revenue, would dispose of its consumer phone patents to focus on sales to clients such as Deutsche Telekom AG. “I would be able to recover VocalTec only when I had cash in hand.” After reaching a licensing agreement that gives the company future access to the patents it sold, VocalTec wants to spend the proceeds on research, marketing and expanding its 65-person workforce, Gur says. The company posted a first-half net loss of $3.8 million and was depleting its remaining $2 million in cash before the patent sales, which generated $15.4 million. Gur says that Irvine Sensors Corp., whose infrared camera technology is used by the U.S. military, and TurfTrax Plc, a U.K. owner of patents for monitoring horse races, are also selling or considering a sale of rights to stem a slump in revenue. Statistics from the Patient and Trademark Office show that applications for IP transfers in the U.S. climbed 20% in the second half of 2008; in the U.K., the number of requests rose by 41%. “They can essentially raise cash without diluting existing investors,” explains Andrew Ramer, managing director of the transaction practice at Ocean Tomo LLC, a Chicago-based merchant bank that auctions IP collections for smaller businesses and individuals. “Selling their patents and keeping a license back allows companies to have their cake and eat it, too.”
Go to: International Herald Tribune
Posted January 20th, 2009 under Intellectual Property Marketing
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