(Den 20 min. præsentation afholdes på engelsk, men resten er på dansk)
Fokus: forretningsudvikling
Punkter til sparring
Der ønskes sparring og input på følgende områder:
- Go-to-market strategy. How to select the best sales and marketing channel?
- What are the unique and unexpected challenges of selling to farm owners, operators, veterinarians?
- Are we focusing on the right customers?
- Partnering strategy. How to structure agreements with partners/suppliers?
- Have we chosen the relevant segmentation and best pricing strategy?
Branche: Agro, Agroindustri, Medtech
Udviklingsstadie: Proof of Concept
Dated diagnostic practices result in incorrect infection treatment with antibiotics of dairy cattle upwards of 50% of the time. The company has developed a novel diagnostic method based on newly discovered chemistry that enables a comprehensive and cost-effective diagnostic tool to reduce incorrect treatment.
The underlying technology allows an unprecedented flexibility in design of analyses (using DNA and non-DNA based biomarkers) and a 10x reduction in analysis time. The technique is particularly suited to working in remote locations where laboratory level cleanliness cannot be achieved, f.ex. on-farm.
The technology allows the company to bring the most recent advances from human medicine to the industrial veterinary practice.
The company’s first product targets the dairy industry. Incorrect usage of antibiotics alone results in net losses of 10 mio. DKK just in Denmark. The first goal of the company is to eliminate these losses. Worldwide, the first indication/commercial application is 6.7 Billion DKK problem.
Kompetencer
B2B
B2C
Distributionskanaler
Forretningsmodeller
Forretningsudvikling
Partnerskaber
Prissætning
Salg
Strategi og vækstplaner
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Problem
Dated diagnostic practices result in incorrect infection treatment with antibiotics of dairy cattle upwards of 50% of the time.
Solution
The company is developing a point-of-care solution based on newly discovered chemistry that enables a comprehensive and cost effective diagnostic tool to reduce incorrect treatment.
Opportunity
The first indication represents a 1.5 MUSD problem to the Danish Dairy Industry and a 1 Billion USD problem to the global dairy industry. Potential for growth is in adjacent applications, as the dairy industry itself is facing fundamental challenges and stagnant growth.
Business Model, Competition
The companies pricing is focused on savings generated by reduction of unnecessary treatments. The target customers are farm owners/operators.
Potential competition comes from established diagnostics companies (e.g. IDEXX), service laboratories (e.g. EuroFinns) and a variety of smaller diagnostics companies who are either openly working on the problem or are potential entrants.
Team
The team consists of two senior researchers that have been developing the technology over the course of 6 years and are both recognized as leaders in the field. A third member of the team brings the commercial profile having worked in Business Development for a large Danish biotech and as an entrepreneur.
Current financing
The project is funded by InnovationsFonden Denmark until Oct. 2020. A formal fundraising process is to be initiated at the end of January 2020, to which the Go-to-market and partnering strategy are critical.
Status of Technology
The production process for generating an assay is well established and documented. The company is working on a new “panel” specifically for the first commercial application and this is in late Proof-of-Concept stage.
Spørgsmål til panelet
Der ønskes sparring og input på følgende områder:
- Go-to-market strategy. How to select the best sales and marketing channel?
- What are the unique and unexpected challenges of selling to farm owners, operators, veterinarians?
- Are we focusing on the right customers?
- Partnering strategy. How to structure agreements with partners/suppliers?
- Have we chosen the relevant segmentation and best pricing strategy?
