Learning Center

    Build-to-Sell Learning Center

     

    We have put together a number of resources for business owners and business decision makers that would like to explore whether a Build-to-Sell process is for them. No matter if you choose to work with Globalator or do it yourself, we believe you will find these resources valuable.

     

    Live Case Study Webinar HTB-Forum “Build-to-Sell”

     

    The following list provides access to recordings from past High-Growth Technology Business Forum (HTB-Forum) events with the theme “Build-to-Sell”, organized by the European Patent Office (EPO) and the Licensing Executives Society International (LESI). Each event features a live case study speaker that has successfully sold their business, elaborating on some of their critical success factors. A global expert panel from the USA, Europe and Asia weigh-in with their thoughts, providing clear learnings to the audience. Each event ends with clear takeaway messages for business decision makers.

     

    Bender MedSystems (Biotech  / Austria)

    A demand-driven build-to-sell model for a successful exit.

    This live case study features Michael Schaude describing his journey from 1998 until 2009, building Bender MedSystems (BMS) from a small management buy-out into a leading entity in a small niche in the global research reagents market with a clear focus on moving towards an exit. Not only was the company successfully sold to eBioscience (USA) in 2009, but the Austrian entity also continued to flourish in its original location in Vienna (Austria) despite the sale of eBioscience to Affymetrix (USA) in 2011 and the sale of Affymetrix to Thermo Fisher (USA) in 2016. This case study addresses how building strong operational excellence combined with intellectual assets has not only laid the foundation for a successful sale of BMS, but has also secured the future of the employees beyond the exit until today. The future of BMS’ long-time employees and its continuation as an Austrian business were very important for Michael.

    Live case study presentation (1 of 3): www.youtube.com/watch?v=a4F5SBFO108

    Expert panel discussion (2 of 3): www.youtube.com/watch?v=vA87k8VyrrY

    Key takeaway messages (3 of 3): www.youtube.com/watch?v=XMvkDkaICGM

    Speakers: Dr. Michael Schaude (Founder & former CEO, Bender MedSystems), Florian Kandler (Serial Founder, Star-up Coach and Author), Ching-Cheng “James” Hou (Entrepreneur, IP Lawyer and Professor), Patrick Monroe (M&A Lawyer, Monroe Law), Dana Colarulli (Executive Director LESI), Juergen Graner (CEO, Globalator)

     

    Dr. Paul Atherton (Fiber Optics, Energy Storage, Biotech / UK)

    Passion as a driver for success.

    This live case study features Dr Paul Atherton and his life as one of the most successful serial technology entrepreneurs in the UK with serial exits. He has already sold four high-tech companies that he has built, and is currently building five more. One of his companies sold for over $200m, and one for over $500m. Paul shares his experience with three of his high-tech companies (Queensgate Instruments, Nexeon and Phasefocus): one with no patents and built around operational excellence; one built around a portfolio of patents; and one built around one core patent. Paul’s experience reflects how the company situation and the market should determine the ever-evolving patent strategy.

    Live case study presentation (1 of 3): www.youtube.com/watch?v=ArAa-oXwXbQ

    Expert panel discussion (2 of 3): www.youtube.com/watch?v=EmiyCBz2FPo

    Key takeaway messages (3 of 3): www.youtube.com/watch?v=rSYr4NEIbdM

    Speakers: Dr. Paul Atherton (Serial Technology Entrepreneur), Irene Fialka (CEO, Inits & Managing Director, Health Hub Vienna), Ching-Cheng “James” Hou (Entrepreneur, IP Lawyer and Professor), Patrick Monroe (M&A Lawyer, Monroe Law), Dana Colarulli (Executive Director LESI), Juergen Graner (CEO, Globalator)

     

    Kindred Bravely (Fashion, E-commerce / USA)

    Building a strong brand.

    This live case study features Deanne Akerson (co-founder and co-CEO of Kindred Bravely) and her journey from business creation to a partial exit to private equity. Kindred Bravely was born in 2015 out of a need to provide mothers with beautiful, practical and comfortable maternity and nursing clothing. Building a strong brand enabled the company to become one of the eight fastest-growing online retailers on Shopify and reach number 20 on the Inc. 5000 list of fastest-growing, privately-held companies in the United States. Perhaps unusually for a clothing company, patents have been an important value driver for the business. Selling part of the business to a private equity firm in 2021 has also helped to take the company to the next level.

    Live case study presentation (1 of 3):  www.youtube.com/watch?v=IKmudxnXNfs

    Expert panel discussion (2 of 3):  www.youtube.com/watch?v=sdsbRPDD0IQ

    Key takeaway messages (3 of 3):  www.youtube.com/watch?v=8o20Ak1rgGA

    Speakers: Deanne Akerson (Co-founder & CEO, Kindred Bravely), Irene Fialka (CEO, Inits & Managing Director, Health Hub Vienna), Audrey Yap (Managing Partner, Yusarn Audrey), Patrick Monroe (M&A Lawyer, Monroe Law), Dana Colarulli (Executive Director LESI), Juergen Graner (CEO, Globalator)

     

    3DT Holdings (Medical Technology / USA)

    Building an innovation system.

    This live case study features Ghassan Kassab (founder and chairman of 3DT Holdings) and his journey from selling his first invention for over $30 million to creating a highly successful innovation system that has resulted in four major technology licenses, six spin-offs and multiple IP options for future deals in the medical device arena. Ghassan holds an impressive 300+ issued and pending patents and 600+ publications and proceedings in his name. By combining a non-profit research organization (California Medical Innovations Institute) with a technology incubator (3DT Holdings) and a contract research organization (Acculabs), Ghassan has build a self-sustaining ecosystem to continuously invent and develop new medical devices.

    Live case study presentation (1 of 3):  www.youtube.com/watch?v=U7jL-H4trCs

    Expert panel discussion (2 of 3):  http://www.youtube.com/watch?v=Tg4FOhtwxJU

    Key takeaway messages (3 of 3):  http://www.youtube.com/watch?v=AqC0pdJdZYg

    Speakers: Ghassan Kassab (Founder & Chairman, 3DT Holdings), Irene Fialka (CEO, Inits & Managing Director, Health Hub Vienna), Audrey Yap (Managing Partner, Yusarn Audrey), Patrick Monroe (M&A Lawyer, Monroe Law), Dana Colarulli (Executive Director LESI), Juergen Graner (CEO, Globalator)

     

    ORIGIMM Biotechnology (Therapeutics / Austria)

    Build and hand over to big pharma.

    This live case study features Sanja Selak (founder, CEO and CSO of ORIGIMM Biotechnology) and her journey of building a vaccine antigen discovery platform as the basis for a vaccine against acne vulgaris. Sanja started her biotech company from scratch as a one-woman-show in a technology incubator. Although the company was still in the product development phase and not dealing with customers yet, building a brand within the life science community was done pro-actively and eventually lead to the sale of the company to Sanofi. After the exit Sanja stayed on board for about two years to ensure that the integration process to the large pharmaceutical company was on track.

    Live case study presentation (1 of 3): http://www.youtube.com/watch?v=1k9KVOwCU9M

    Expert panel discussion (2 of 3): http://www.youtube.com/watch?v=e6UZh985jjg

    Key takeaway messages (3 of 3): http://www.youtube.com/watch?v=l9Ofy2PcDf8

    Speakers:

    Sanja Selak (Founder, CEO and CSO, ORIGIMM Biotechnology), Irene Fialka (CEO, Inits & Managing Director, Health Hub Vienna), Audrey Yap (Managing Partner, Yusarn Audrey), Patrick Monroe (M&A Lawyer, Monroe Law), Dana Colarulli (Executive Director LESI), Juergen Graner (CEO, Globalator)

     

     

    Video Library

     

    Here are a few videos that could be of interest to business decision makers that are contemplating a Build-to-Sell strategy:

     

    HGE Assembly Executive Conference “Build-to-Sell Driven by Intellectual Assets”

    Successfully building a company for an exit.

    This 2-hour mini-conference was provided on behalf of the Licensing Executive Society International and is very versatile in its delivery. After a couple of short lectures that provide a know-how foundation about the difference between a Build-to-Grow and a Build-to-Sell strategy, as well as the the impact of intellectual assets on the sales price of a company, the topic is further explored based on audience questions. Furthermore, a featured CEO will provide further insights into the company that he built and sold, which serves as a live case study foundation for further discussions amongst the extended expert panel that is guided by questions from the audience. The executive conference is closed by key takeaway messages for business decision makers (hint: for those that do not want to see all videos, you may fast forward and see the key takeaway messages right away).

    Lecture “Build-to-Sell: Driven by Intellectual Assets (1 of 6): www.youtube.com/watch?v=fQ-WIdrHYGQ

    Lecture “Earn What You’re Worth (2 of 6): www.youtube.com/watch?v=WSiPmOqsnfM

    Lecture Q&A (3 of 6): www.youtube.com/watch?v=uRQKQeJDT-w

    Live case study presentation (4 of 6): www.youtube.com/watch?v=X-m4ef6Bl88

    Expert panel discussion (5 of 6): www.youtube.com/watch?v=HEUlnjMwd_g

    Key takeaway messages (6 of 6): www.youtube.com/watch?v=hbbyY5t1yZA

    Speakers: Russ Scheppmann (Founder & former CEO, APS Technology Group), Ching-Cheng “James” Hou (Entrepreneur, IP Lawyer and Professor), Patrick Monroe (M&A Lawyer, Monroe Law),  Dana Colarulli (Executive Director LESI), Juergen Graner (CEO, Globalator)

     

     

    Articles

     

    Here are a few articles that could be of interest to business decision makers that are contemplating a Build-to-Sell strategy:

     

    Transactions Powered by Intellectual Assets, by Juergen Graner (CEO, Globalator)

    Decision‑makers in technology companies who embark on a high‑growth strategy for their company will likely engage in one or more of the following five strategic transaction types to optimize shareholder value: alliances, licensing, spin‑offs, acquisitions and divestments.

    Full utilization of key intellectual assets (technology, brand and operational excellence) as core drivers for strategic transactions ensures best results when executed properly. The common success enabler for any intellectual asset is the human factor. Technology intellectual property based on patents and trade secrets needs to be enabled with team know‑how. Brand intellectual property based on trademarks needs to be enabled with customer mindshare. Operational excellence intellectual property based on operational systems needs to be enabled with implementation skills.

    Moreover, in order to make strategic transactions successful, decision‑makers need to implement a continuous management process throughout all transaction phases. Solid preparation during the initial development phase and the proper management of the final implementation phase after a deal has been signed secure the ultimate value of a transaction.

    Download a free pdf copy of the article here:

    Transactions Powered by Intellectual Assets (letter format version): 2020-06-05 – Article Transactions Powered by IA – Letter

    Transactions Powered by Intellectual Assets (A4 format version): 2020-06-05 – Article Transactions Powered by IA – A4

     

    Build-to-Sell Powered by Intellectual Assets, by Juergen Graner (CEO, Globalator)

    Owners of high-growth technology businesses should decide at an early stage whether they are developing their company for continuation as in independent organization (build-to-grow) or for an exit (build-to-sell). The choice of one pathway over the other has a huge impact on the strategic decisions made when building a successful business.

    The three key intellectual assets – technology, brand, and operational excellence – are dominant value drivers for an exit deal in a build-to-sell process. Developing a sound portfolio of intellectual assets over many years before the exit will not only provide the business owners with an increased exit valuation, it will also give the company a sustainable competitive advantage in the event a planned exit does not take place or is delayed.

    When a Build-to-Sell choice is made, a dedicated board function should have the prime responsibility for the salability of the business, allowing the CEO to remain focused on the growth of the business. Continuous management of the exit process years in advance and for some time after the exit transaction is crucial for ultimate exit success.

    Build-to-Sell Powered by Intellectual Assets (letter format version): 2022-07-07 – Article BTS Powered by IA – Letter

    Build-to-Sell Powered by Intellectual Assets (A4 format version): 2022-07-07 – Article BTS Powered by IA – A4