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When and How to Monetize Your IP by Selling Your Royalty Stream

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Presentation on theme: "When and How to Monetize Your IP by Selling Your Royalty Stream"— Presentation transcript:

1 When and How to Monetize Your IP by Selling Your Royalty Stream
Louis P. Berneman Christopher T. Cox

2 Louis P. Berneman, EdD, CLP
Managing Director of Texelerate, LLC, a tech transfer consultancy Cowen Healthcare Royalty Partners Osage University Partners From 1995 to 2005, Lou was the Managing Director, CTT at U Penn Past President of AUTM and former officer and trustee of LES Lou has founded technology-based entrepreneurial ventures and a new venture fund (Osage), serves as an expert witness in IP litigation, published articles, and been a frequent speaker Lou received his undergraduate degree from Penn State, a teaching credential from University of California, Santa Barbara, and masters and doctoral degrees from Columbia University

3 Christopher T. Cox Chris represents clients in a wide array of corporate and financial matters, with particular emphasis on mergers and acquisitions and corporate governance. He has represented public and private acquirers, targets, investment banks and private equity sponsors in connection with negotiated mergers and acquisitions, restructurings, joint ventures and proxy contests. He has also represented foreign and domestic entities in many aspects of cross-border business transactions. Chris counsels clients on a broad range of corporate, securities and business-related matters and matters affecting corporate policy and strategy, including directors’ duties and responsibilities and other aspects of corporate governance, disclosure issues, corporate compliance matters, issues related to Sarbanes-Oxley compliance and financing transactions. He is recognized for his work in Mergers, Acquisitions and Buyouts by The Legal 500. Chris received his undergraduate degree from the University of Missouri in 1987 and his J.D. in 1992 from the University of Missouri - Columbia Law School where he was a member of the Missouri Law Review.

4 Agenda Prepare for the institutional decision making process:
Threshold Considerations Preparatory Due Diligence Stakeholders’ Interests Review and Approval Process Selecting Advisors Review the key components of a monetization transaction: Most Active Investors (Buyers) Key Investment Criteria Valuation Issues Transaction Structure and Timing Due Diligence Process Transaction Documentation

5 AUTM Journal Tomorrow’s Technology Transfer Volume 1, Number 1 Fall 2008

6 Royalty Monetization Royalty Monetization
License Agreement Academic Institution IP Pharma Company Royalty Monetization $ Royalties $ Milestones A transaction that involves converting all or a portion of an IP asset that is expected to generate a stream of future income into a present lump sum and/or other contractually obligated payments Royalty Monetization License Agreement Academic Institution Pharma Company IP $ Royalties $ Milestones $ Royalties $ Upfront Payment $ Milestones Royalty Investor

7 Threshold Considerations
Royalty monetization should be a post-license value creation strategic consideration 30+ transactions in recent years; ~$4 billion realized Do you have a royalty stream to monetize? What, when and how to sell? Which stakeholders are interested? What are their needs/wants? Institutional approval players and process

8 University Stakeholders
Beneficiaries of License Income under Patent Policy Deans/Department Chairs/VPR/University TLO Inventors (personal share) / Inventors (lab share) Administration Finance and Administration General Counsel Trustees/President/Provost

9 Institutional Deal Team
Business (Tech Transfer) Legal (General Counsel) Financial (EVP F&A) Outside Advisors Legal (counsel with structured finance expertise) Forecast (business consultant re valuation model) Financial (bankers)

10 Pros of Monetization Convert long-term cash flows into current capital
Mitigate risks (diversify) and re-invest/re-deploy If you’ve been good/lucky enough… Market recognition of an academic achievement Flexible deal structure to achieve goals Transactions may be structured to preserve upside for seller

11 Cons of Monetization Possible discount in value Transaction costs
Financial Opportunity (time and energy) Depending on deal structure, potentially giving up a long term income stream Perception – reduced confidence in the underlying product

12 Preparing for the Deal Due Diligence (anticipate and address issues likely to be of concern to buyers) Analyze license agreement and patents Valuation model Seek stakeholders’ interest/commitment Determine institutional approval process and authorization Specify goals and objectives (needs/wants)

13 Due Diligence License Agreement
− What is licensed and what do applicable patents cover − Royalty basis, rate and duration − Net Sales definition − Royalty payment offsets (e.g., patent prosecution and enforcement expenses, settlement costs, tax withholding, payment clawbacks) − Assignability − Confidentiality obligations (e.g., ability to disclose license agreement, royalty reports and other relevant information) − Termination rights and events − Clarity of key terms Patents − Patent prosecution history and validity (strength of protection) − Patent term, opportunity for extension Market/Product − Revenue projections and risks − Competition and generic challenges − Regulatory risks and other obstacles to commercial success

14 Risks Around Forecast Revenue

15 Inventors have caught on…
If They Only Knew… 1991 MSKCC and Amgen re Neupogen Before Andy Maslow and before an efficient market 2005 Emory, RP, and Gilead Sciences re Emtriva 2008 Childrens Hospital of Philadelphia re rotavirus vaccine RotaTeq (Merck) Inventors have caught on…

16 Timing Risk: BMS – Zerit®
Approved in 1994 for the treatment of HIV/AIDS July Yale University sold 70% of its royalty on Zerit for $115MM Analyst Average 2000 (time of deal) Black Box Warning 01/05/01: BMS issued a letter to alert health care professionals to the potential increased risk of fatal lactic acidosis and liver damage in pregnant women treated with the combination of Zerit and Videx Actual Sales Source: BMS historical 10Ks; Washington CORE Mar 2004

17 Ramp Risk - Cervarix® and Gardasil®
Combined Cervarix® and Gardasil® Sales Projections ($MM) Valuation Gap High Expectations Commercial Reality Sets In Source: Equity Research

18 Lesson Learned: Deal Structure Trumps Timing
Conventional wisdom Monetizing early vs later (approaching peak sales) Sell the sizzle or steak Why not achieve both? Virtue of the ‘horizontal strip’ structure

19 Horizontal (Safe) Strip
Investment Date : November 2005 Committed Amount: $45 million Marketer: Merck Product: RotaTeq Indication: Rotavirus Prevention Counterparty: The Wistar Institute Financing provided cash and mitigated commercial risk Situation Overview Benefits of Financing Wistar wanted cash to fund expansion and new research projects Transaction Structure $45 million: $1 million upfront (pre FDA approval) $44 million upon US approval Wistar retains all royalties on sales over $300 million

20 Summary—Threshold Considerations
Assemble the right teams Inside and outside advisors Understand stakeholders’ goals, needs and wants Prepare (internal due diligence) Consider counter-party risks Simplicity is a virtue Deal structure trumps timing

21 Key Components of a RM Transaction
Most Active Investors (Buyers) Key Investment Criteria Valuation Issues Transaction Structure and Timing Due Diligence Process Transaction Documentation

22 Most Active Buyers Capital Royalty Cowen Healthcare Royalty Partners
DRI Paul Capital Partners Royalty Pharma Licensee/sublicensee (royalty payor)

23 Key Investment Criteria
Regulatory approval/risk Royalty stream of sufficient size to make transaction cost-effective for both parties Strong IP protection Stable or growing royalty stream through maturity Strong licensee/sublicensee Stable supply source Product well positioned in the market

24 Deal Structure of a Sale

25 What Interest is Being Sold?
Straight Sale A sale of all of the royalty interest Structured Sale All royalties up to a sales threshold (horizontal strip) % of royalties Sale up to a cap on payments or investment returns Sale of royalties of certain products, in certain countries, for a certain period of time

26 Purchase Agreement Considerations
Treatment of Payment Stream Assignment to Buyer Remittance by University Lockbox Accounts Scope of License Agreement Information to be Provided to Buyer Royalty reports Results of audits/inspections Copies of notices/correspondence Treatment of privileged information Amendments/Termination/ Assignment of License Consent rights of Buyer Allocation of costs/proceeds Allowing for further monetizations Preservation of rights for future Buyers (in case of partial sale)

27 Purchase Agreement Considerations
Audits Triggering audit Selection of auditor Timing of audit/inspection rights Allocations of costs Enforcement of License Agreement/Patents Control over bringing/directing proceedings Choice of counsel Control over settlements

28 The Auction Process Confidentiality Agreements with Bidders
Process Letter CDA Often two rounds of bidding Indications of interest (first round) Binding bids (second round) Information Memorandum License Agreement Royalty reports Draft Royalty Purchase Agreement Independent Consultant’s Report (if applicable)

29 Louis P. Berneman, EdD, CLP
Texelerate, LLC 2119 Delancey Place, Suite 400 Philadelphia, PA phone fax

30 Cahill Gordon & Reindel LLP Eighty Pine Street
Christopher T. Cox Cahill Gordon & Reindel LLP Eighty Pine Street New York, NY Phone Fax

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