UK-based patent owner, BTG Plc, appointed Intralink to manage its licensing programmes in Asia through the non-litigious enforcement of its intellectual property rights. The objective was to establish an immediate local presence that could identify and engage with potential targets and navigate the path to commercial agreements.
Intralink worked with BTG to identify and qualify potential licensees and to prepare the essential collateral before engaging the target companies. Intralink secured meetings with senior managers at the IP departments of these companies, presented the relevant claims charts, and managed all aspects of the "licensing cycle" through to deal closure.
The key was to cultivate the personal relationships, while understanding the decision making process, and maintaining the right tempo for moving discussions forward.
Over a period of several years, BTG successfully concluded fully paid-up licence agreements worth many millions of dollars with some of Japan’s best-known companies, including NTT, Fujitsu, Hitachi and NEC. Intralink has secured similar deals for many of its other IP-related clients.