Field validation, scalability, IP protection, and demonstrated grower value matter more than strong science alone
In a recent discussion at the Agribusiness Global Trade Summit, industry leaders from Accumont, Rovensa Next, Certis Belchim, and DunhamTrimmer shared what separates a promising biological startup from one that secures investment or a strategic partnership.
The panel, featuring Sebastian Bachem (CEO of Accumont), José Nolasco (Head of Global R&D Bionutrition at Rovensa Next), Kevin Price (Head of Corporate Affairs at Certis Belchim), and Ignacio Moyano Córdoba (Vice President of Business Development for Latin America at DunhamTrimmer), explained that strong science alone is no longer enough to stand out in today’s biologicals market.
What large companies look for
Field validation is non-negotiable. Large companies want to see real-world results, not just lab data. Startups must demonstrate that their products work under actual growing conditions across different geographies and crops.
Scalability matters as much as efficacy. A product that works in small trials but cannot be manufactured at commercial scale will not attract investment. Companies evaluate whether the startup has the production capacity and supply chain to meet market demand.
Intellectual property protection is critical. Large companies want to see a clear IP strategy—patents, trade secrets, or other mechanisms that prevent competitors from copying the technology.
Regulatory readiness separates serious startups from hobbyists. Companies look for startups that understand the regulatory pathway and have already begun the registration process or have a clear plan for getting products approved in key markets.
Market fit determines whether a product has a real commercial opportunity. Startups need to demonstrate a clear understanding of their target market, customer pain points, and how their product fits into existing farming practices.
Demonstrated grower value is the ultimate test. Products must show clear return on investment for farmers—higher yields, reduced input costs, better pest control, or improved soil health that translates into economic benefits.
Why science alone isn’t enough
The panel emphasized that while strong science is the foundation, it is no longer sufficient to attract investment. The biologicals market has matured, and large companies are looking for startups that combine excellent science with business acumen, regulatory strategy, and market understanding.
“In today’s competitive landscape, startups need to show they can navigate the entire journey from lab to field to market,” one panelist noted.
