专利许可谈判

Good morning, Sarah. Thanks for coming. As you know, we're very interested in exploring a licensing agreement for your AI-powered diagnostic platform.

Good morning, Mark. It's a pleasure to be here. We believe our platform holds significant potential for your market segment, especially with its accuracy rates.

Indeed. We've been impressed. Let's discuss the core terms. Firstly, regarding the scope of the license, are you envisioning an exclusive or non-exclusive arrangement?

Ideally, we'd prefer an exclusive license for the North American market, at least for the initial term, to really commit our resources to its market penetration. However, we're open to discussing a non-exclusive model if the royalty structure reflects it.

An exclusive license for North America is a significant ask. That would naturally impact the upfront fee and royalty percentage. What are you thinking in terms of royalty rates for a non-exclusive deal?

For a non-exclusive arrangement, we were considering a tiered royalty structure, perhaps starting at 3% for the first $10 million in sales, graduating to 2% beyond that. And a one-time upfront payment of $500,000.

That's an interesting proposal. The tiered approach is something we can explore. However, the upfront payment is a bit lower than we anticipated for a technology of this caliber. We were thinking closer to $1 million, given the development costs and proven efficacy.

We understand your position. Perhaps we could meet in the middle on the upfront fee, say $750,000, and then revisit the royalty tiers at a slightly higher base, perhaps 3.5% for the first tier? This would reflect our confidence in scaling your technology.

That's a point of negotiation we can work with. Let's also clarify the term of the license. Are you looking for a five-year initial term with renewal options?

Exactly, a five-year initial term with an automatic renewal clause contingent on meeting certain performance milestones. We want to ensure a long-term partnership.

Good. This gives us a solid foundation for the draft agreement. My team will incorporate these points and send over a term sheet by the end of the week for your review.

Perfect. We look forward to reviewing it. Thank you for your time, Mark.