Zero to £22m in Licensing Revenue: Tony Cochrane's Ceres Power Journey

Lab to Market Leadership with Chris Reichhelm

Generating revenue from the licensing of IP sounds great in principle but is notoriously difficult to pull off – especially for start-ups. On this week’s episode, Chris interviews Tony Cochrane, Chief Commercial Officer of Ceres Power, the UK-based fuel cell company. Tony talks about how he and his team were able to grow from £0 - £22m in licensing and services revenue, building relationships with some of the world’s leading industrial companies along the way.
00:00 Introduction to Value Chain in Technology
00:54 Welcome to Lab to Market Leadership Podcast
01:46 Meet Tony Cochrane: Chief Commercial Officer of Ceres Power
02:19 The Journey of Ceres Power: Challenges and Strategies
05:50 Defining and Implementing a Licensing Business Model
11:55 Securing the First Contract: Challenges and Strategies
29:10 Building a Successful Commercial Organisation
32:07 Securing Strategic Partners and Expanding Globally
55:02 Lessons Learned and Future Outlook
57:52 Conclusion and Final Thoughts

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Podcast Production: Beauxhaus

Chapter

1. Zero to £22m in Licensing Revenue: Tony Cochrane's Ceres Power Journey (00:00:00)

2. Meet Tony Cochrane, Chief Commercial Officer of Ceres Power (00:01:46)

3. The Journey of Ceres Power: Challenges and Strategies (00:02:19)

4. Defining and Implementing a Licensing Business Model (00:05:50)

5. Securing the First Contract: Challenges and Strategies (00:11:55)

6. Building a Successful Commercial Organisation (00:29:10)

7. Securing Strategic Partners and Expanding Globally (00:32:07)

8. Lessons Learned and Future Outlook (00:55:02)

9. Conclusion and Final Thoughts (00:57:22)