SDBN BUZZ

This episode was originally published on Life Science Marketing Radio. Scientist.com is an online marketplace where pharmaceutical companies can quickly source projects for almost every stage of their research, without having to go through a long bid and negotiation process. I talked to Mark Herbert, Chief Business Officer, about the value propositions for both sides in an online marketplace and how they had to overcome resistance to internal procurement departments. Why it works: They have done a lot of the routine work up front to make it easy for buyers and sellers. Contracts are standardized (although customization is allowed) and suppliers are well vetted for legal and regulatory compliance. Value for clients — enabled to keep projects moving quickly, especially during a disruptive pandemic Value for suppliers — the ability to directly market niche services to a buyer looking for your specific services. Key takeaway: For me, it was the idea of “how do you sell a service that seems to compete with an internal resource?” In this case, it was helping procurement officers to elevate their jobs and work more strategically as opposed to the idea of replacing them. Mark on LinkedIn Scientist.com

In a competitive biotech world, being first to market has advantages. This means you can't always wait for a product to be approved or at least show promise before investing in manufacturing capability. What happens when the science leads in a different direction? This is the conversation I had with Mark Gergen, President, and Chief Business Officer at Poseida Therapeutics, Inc. Poseida is a platform company working on cell and gene therapies. We talked about the science, which is interesting and then also the investment strategy. "The scientific advancements can outpace the pace of development of a specific product...  ...In that case, you really need to think about changing the technology you're using to develop those products." - Mark Gergen If you've invested millions of dollars in a manufacturing process it can be hard to change directions. Mark shared how Poseida has prepared for their near term manufacturing needs as well as a longer term scenario when newer products will replace their 1st generation products. Mark's articles on LinkedIn. Changing the Rules of the Game in Gene Therapy Genetic Editing: A Revelation Followed by An Evolution Genetic Engineering: It’s Harder Than It Sounds The Biotech Super-Collider: Science vs. Investment Harnessing the Full Power of the Immune System in Cancer Care Unconventional. Innovative. Disruptive. Unapologetic. Produced by Comprendia LLC and Life Science Marketing Radio

If you could capture greenhouse gases like CO2 or methane and turn them into usable products, what would you make?  There are a few challenges here. Which gas would you choose? What source would you use? And what market would you serve? This episode answers all of those questions. I interviewed Mark Herrema, CEO of Newlight Technologies about AirCarbon, a material also known as PHB (Polyhydroxybutyrate). You probably know that cows produce methane (by burping, it turns out - not the way you thought.) And methane is a more potent greenhouse gas than CO2. While it comes from cows, there are easier ways to collect it, like digesters.  Certain bacteria can use it to produce PHB, a compound found in many environments that can be melted and shaped into products like foodware (disposable utensils) or a leather replacement for the fashion industry. Other bacteria can produce it with CO2 as a starting point. Wherever it comes from, if it ends up in the ocean (don't throw your waste in there) it degrades quickly because the environment already "understands it". I found this interview fascinating from both a science and a startup perspective. Definitely give this one a listen. Newlight Technologies Mark Herrema Produced by Comprendia LLC and Life Science Marketing Radio

After many years with a focus on R&D, how does a biotech company then launch its first product with no track record in the market, no established relationships while essentially launching the company as a commercial operation at the same time? Frank Dolan, CEO of Arsenal Advisors, has been there and done that three times. In this episode, he talks about the ways you can possibly fail, and based on his experience, what has worked in terms of building trust in the marketplace including patients, providers and payers. Showing up to start that relationship with a customer when you finally have something to sell, I think is a way to possibly fail because there's no trust. And depending on how competitive that market space is. Do customers have a reason to believe your message? Do they have a reason to believe that if they have a problem with the product, that they can count on you? can they count on your messaging to be truthful? We covered a range of topics from how to connect with patient communities and the value of listening to measuring (or at least estimating) the ROI of upfront activity before revenue starts flowing. EVENT: Reimagine BioPharma Frank on LinkedIn Arsenal Advisors

I met Owen Swift at an online networking event. I didn't know what a sales agent was or why a company would choose to use one, so I invited him to the podcast to explain it to all of us. A sales agent is essentially the same as a manufacturer's rep. It differs from a distributor in that he gets paid a commission on the price of a sale as opposed to marking up and reselling products or services from the manufacturer. Owen explained to me the advantages for a company as well as himself as a salesperson as well as under what scenarios this model works best.  He points out that it's not an either/or decision. A company might have a full time salesperson in one territory and an agent in another. It gives flexibility to companies trying to grow in different areas without taking on full time employees. You should definitely give this one a listen. Swift Scientific LLC Owen on LinkedIn