Background
A national health and wellness organization that offers health insurance and care delivery was approached by the life sciences research arm of a multinational technology company. The goal was to build an integrated digital health platform together.
Engagement
The licensor organization engaged Ocean Tomo, a part of J.S. Held, as financial advisor on the data licensing and pricing negotiation. The task was to provide an independent, supportable view of data value before terms were set.
The Ocean Tomo team applied the five-step framework. It analyzed each party’s contributions to the planned platform, reviewed available comparable agreements and partnerships, and assessed the economics and feasibility of each side’s alternatives.
Results
Ocean Tomo’s report supported a double-digit royalty rate 50% to 100% higher than the counterparty’s initial offer. The client entered negotiations with an independent, defensible assessment of value, setting the rate instead of accepting it.
