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"With the right IP tools in place, what worked well for us was over communication and we were able to do this because we had filed patents and protect ourselves from copying. This brought us to the attention of the French national state-owned railway company, SNCF. Collaborations with Enedis, the organisation responsible for the transport of electricity in France, and the German group BayWa followed. The fact that we are working with France Brevets and have a number patents to protect our ideas and, the investments behind them, reassures clients and partners about our stability as a company. Owning patents also makes collaboration more interesting for us: they are a strategic bargaining tool and can be used to generate revenue through licensing". Arnaud de la Fouchardière, CEO, Vitirover.