Industry partnerships can look very different depending on which side of the table you’re sitting on. For technology transfer professionals, the work often centers on preparing the opportunity, supporting the inventor, protecting the IP, and finding the right commercial partner. For companies like Thermo Fisher Scientific, the question is slightly different: does this technology solve a real problem, fit an existing product area, improve on something already in the market, or open the door to a new capability?

My guest today is Hsiaoli Chen, Senior Manager of Corporate Innovation Partnerships at Thermo Fisher Scientific. Hsiaoli brings nearly 20 years of experience in business development, technology scouting, and licensing across the life sciences and pharmaceutical industries in the U.S. and Europe. She started her career as a biomedical researcher, and that scientific foundation still shapes how she evaluates new opportunities, talks with inventors, and looks at the evidence behind an emerging technology.

In this conversation, Hsiaoli shares how Thermo Fisher works with universities, startups, researchers, and tech transfer offices to identify promising technologies and build productive partnerships. We talk about what catches her attention in a technology offering, why benchmarking against an existing product can make a disclosure easier to evaluate, and how validation data helps industry partners understand what still needs to happen before a technology can move forward.

We also get into the practical side of licensing, including timelines, royalty expectations, contract templates, and the flexibility needed to get deals done. Hsiaoli also shares her perspective on global differences in university partnerships, the technology trends she’s watching in AI, automation, proteomics, spatial biology, and cell and gene therapy, and the simple things TTOs can do to stand out as strong, prepared, and collaborative industry partners.

In This Episode:

[02:03] Hsiaoli Chen shares how her path from academic biomedical research to a startup in Munich opened the door to business development, licensing, and technology commercialization.

[03:31] Her research background still shapes how she evaluates new technologies, especially when looking at the science, experiments, and validation behind an invention.

[05:12] Thermo Fisher’s university partnerships often begin through researchers who already use the company’s products or through introductions from tech transfer offices.

[07:06] Benchmarking a university technology against an existing Thermo Fisher product can help the right internal team quickly understand where the opportunity fits.

[08:42] Early-stage academic technologies may still be worth evaluating when inventors can clearly identify what additional validation or development work is needed.

[10:02] Licensing conversations with Thermo Fisher often look different from biopharma deals because many technologies may reach the market within 12 to 24 months.

[11:28] Royalty expectations, contribution from multiple technologies, and royalty management mechanisms can all affect whether a university deal makes commercial sense.

[12:36] Flexibility around contract templates can help reduce friction and move licensing conversations forward more efficiently.

[14:03] Global partnership structures vary, with U.S. tech transfer offices often taking the lead while some European inventors may have more direct influence over commercialization.

[15:48] AI, automation, and predictive models for peptides, proteins, and antibodies are becoming increasingly important in chemistry and biology screening.

[16:52] Proteomics, single-cell analysis, spatial biology, and cell and gene therapy manufacturing workflows are among the university research trends Thermo Fisher is watching closely.

[18:39] Thermo Fisher uses a robust internal funnel to evaluate technologies coming from universities, startups, biotechs, and even other companies.

[19:34] Product managers, R&D colleagues, IP counsel, business teams, and legal partners may all become part of the evaluation process as an opportunity advances.

[21:07] A strong tech transfer partner often provides complete information up front, including benchmarking, publications, and public patent details when available.

[22:21] Some promising technologies do not move forward because exclusivity is unavailable, consortium terms are limiting, or the deal structure does not fit the business needs.

[23:38] A technology that looks strong on paper may still fail to advance if it does not perform well under Thermo Fisher’s internal technical evaluation conditions.

[24:36] Hsiaoli’s advice for tech transfer professionals is to prepare clear, concise technology offerings, stay flexible on negotiation terms, and keep building relationships through conferences and direct engagement.

Resources:

AUTM

Hsiaoli Chen - LinkedIn

Thermo Fisher Scientific