{"id":134671,"date":"2026-06-03T10:23:49","date_gmt":"2026-06-03T14:23:49","guid":{"rendered":"https:\/\/www.agribusinessglobal.com\/?p=134671"},"modified":"2026-06-03T13:35:45","modified_gmt":"2026-06-03T17:35:45","slug":"beyond-the-science-what-biological-startups-must-do-to-win-strategic-partnerships","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/es\/biologicals\/beyond-the-science-what-biological-startups-must-do-to-win-strategic-partnerships\/","title":{"rendered":"M\u00e1s all\u00e1 de la ciencia: lo que las empresas emergentes de biolog\u00eda deben hacer para conseguir alianzas estrat\u00e9gicas."},"content":{"rendered":"<p>En un seminario web reciente organizado por <strong>AgriBusiness Global<\/strong> titulado \u201c<a href=\"https:\/\/www.youtube.com\/watch?v=NvhhLAF82TA\" target=\"_blank\" rel=\"noopener\">Expansiones biol\u00f3gicas: C\u00f3mo mantenerse competitivo<\/a>,\u201d, los l\u00edderes de la industria exploraron una de las preguntas m\u00e1s apremiantes en el sector biol\u00f3gico: \u00bfc\u00f3mo pueden las empresas biol\u00f3gicas m\u00e1s peque\u00f1as y las startups posicionarse para atraer asociaciones con actores m\u00e1s grandes? Entre los panelistas se encontraba Sebastian Bachem, CEO de\u00a0<a href=\"https:\/\/www.accumont.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Acumont<\/a>, Jos\u00e9 Nolasco, Responsable de I+D Global de Bionutrici\u00f3n en\u00a0<a href=\"https:\/\/www.rovensanext.com\/en\/\" target=\"_blank\" rel=\"noopener noreferrer\">Rovensa Next<\/a>, Kevin Price, Jefe de Asuntos Corporativos en\u00a0<a href=\"http:\/\/certis%20belchim\/\" target=\"_blank\" rel=\"noopener noreferrer\">Certis Belchim<\/a>, e Ignacio Moyano C\u00f3rdoba es Vicepresidente de Desarrollo de Negocios, LATAM, para\u00a0<a href=\"https:\/\/dunhamtrimmer.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">DunhamTrimmer<\/a>.Estos expertos compartieron opiniones sinceras sobre lo que realmente buscan las grandes empresas y los inversores en el mercado de productos biol\u00f3gicos, cada vez m\u00e1s competitivo, de hoy en d\u00eda.<\/p>\n<p style=\"padding: 15px;background-color: #e5e5e5\"><a href=\"https:\/\/www.tradesummit.com\/global\/\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-106870\" src=\"https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2026\/05\/Trade-Summit-2026-logo-2.jpg\" alt=\"\" width=\"150\" height=\"61\" \/><\/a><a href=\"https:\/\/www.tradesummit.com\/global\/\" target=\"_blank\" rel=\"noopener\"><strong>Cumbre Global de Comercio Agroindustrial: Donde se conectan los mercados<\/strong><\/a><br \/>\n<strong>\u00danase a los l\u00edderes mundiales en protecci\u00f3n de cultivos y sanidad vegetal en Las Vegas en agosto para obtener informaci\u00f3n sobre abastecimiento, establecer contactos y obtener perspectivas del mercado.<\/strong> <strong><a href=\"https:\/\/www.tradesummit.com\/global\/\" target=\"_blank\" rel=\"noopener\">M\u00e1s informaci\u00f3n &gt;&gt;<\/a><\/strong><\/p>\n<p>A medida que los insumos biol\u00f3gicos para cultivos siguen ganando terreno a nivel mundial, las oportunidades de colaboraci\u00f3n se ampl\u00edan. Sin embargo, los panelistas coincidieron en que el inter\u00e9s de las grandes empresas ya no se basa \u00fanicamente en avances cient\u00edficos prometedores. Las empresas emergentes deben demostrar que sus tecnolog\u00edas son diferenciadas, escalables, comercialmente viables y capaces de reducir el riesgo para sus potenciales socios.<\/p>\n<h2>La diferenciaci\u00f3n comienza con la ciencia, pero no termina ah\u00ed.<\/h2>\n<p>Para Nolasco, la diferenciaci\u00f3n comienza con la ciencia, pero no puede quedarse ah\u00ed.<\/p>\n<p>\u201cSean sumamente selectivos\u201d, aconsej\u00f3 a las startups que buscan alianzas. \u201cDeben demostrar que tienen algo que las diferencia, no solo en su producto, sino tambi\u00e9n en su investigaci\u00f3n cient\u00edfica\u201d.\u201d<\/p>\n<p>Hizo hincapi\u00e9 en que la eficacia biol\u00f3gica, respaldada por una s\u00f3lida validaci\u00f3n de campo, es esencial, ya que los productos biol\u00f3gicos a menudo presentan una brecha significativa entre el rendimiento en el laboratorio y los resultados reales en el campo.<\/p>\n<p>\u201cPuedes tener una formulaci\u00f3n biol\u00f3gica incre\u00edble, pero al final no da resultado en el campo\u201d, dijo Nolasco. \u201cEsta brecha entre el laboratorio y el campo es un elemento clave\u201d.\u201d<\/p>\n<p>Seg\u00fan Nolasco, las startups tambi\u00e9n deben demostrar que pueden escalar comercialmente. Con demasiada frecuencia, las grandes empresas se topan con startups que tienen ideas interesantes pero carecen de capacidad de fabricaci\u00f3n o de un plan operativo para su comercializaci\u00f3n.<\/p>\n<p>\u201cEn un segundo te das cuenta de que no pueden hacer nada porque no hay f\u00e1brica, ni proceso, nada; solo una idea y un laboratorio\u201d, dijo.<\/p>\n<p>M\u00e1s all\u00e1 de la escalabilidad, identific\u00f3 la propiedad intelectual y la preparaci\u00f3n regulatoria como puntos de control cruciales. Las empresas deben demostrar claramente que poseen o controlan su tecnolog\u00eda y comprender el proceso regulatorio necesario para su comercializaci\u00f3n.<\/p>\n<p>Sin embargo, lo m\u00e1s importante es que las empresas emergentes deben definir claramente la propuesta de valor para los productores.<\/p>\n<p>\u201c\u00bfCu\u00e1l es el retorno de la inversi\u00f3n para el agricultor?\u201d, pregunt\u00f3 Nolasco. \u201cEse es el elemento crucial\u201d.\u201d<\/p>\n<p>Resumi\u00f3 sucintamente las prioridades de las grandes empresas: \u201cLas grandes empresas nunca compran un producto. La empresa compra reducci\u00f3n de riesgos, aceleraci\u00f3n del acceso al mercado y adecuaci\u00f3n estrat\u00e9gica\u201d.\u201d<\/p>\n<h2>Las grandes empresas necesitan algo m\u00e1s que una tecnolog\u00eda prometedora.<\/h2>\n<p>Price se hizo eco de ese enfoque en el valor pr\u00e1ctico para el negocio, se\u00f1alando que las empresas emergentes se acercan constantemente a las grandes compa\u00f1\u00edas afirmando tener tecnolog\u00edas revolucionarias.<\/p>\n<blockquote><p>\u201cNuestro problema es c\u00f3mo diferenciar entre uno y el otro. \u00bfC\u00f3mo sabemos a qu\u00e9 caballo apostar?\u201d, dijo.<\/p><\/blockquote>\n<p>Seg\u00fan explic\u00f3 Price, para que las empresas emergentes destaquen, deben llegar con un conocimiento profundo de la oportunidad de mercado y del problema espec\u00edfico de los agricultores que est\u00e1n resolviendo.<\/p>\n<p>\u201c\u00bfEsto realmente satisface una necesidad no cubierta?\u201d, pregunt\u00f3. \u201c\u00bfAborda un desaf\u00edo que los agricultores enfrentan actualmente o enfrentar\u00e1n en el futuro?\u201d<\/p>\n<p>A\u00f1adi\u00f3 que comprender la propuesta de valor para el productor es fundamental, ya que los desarrolladores y los responsables de marketing dependen en gran medida de la informaci\u00f3n que proporcionan las empresas emergentes durante las conversaciones iniciales.<\/p>\n<p>\u201cNo basta con ofrecer una descripci\u00f3n de esta nueva tecnolog\u00eda\u201d, dijo Price. \u201cNecesitamos mucho m\u00e1s que eso\u201d.\u201d<\/p>\n<p>La viabilidad econ\u00f3mica tambi\u00e9n juega un papel fundamental en las decisiones de asociaci\u00f3n. Las grandes empresas eval\u00faan los costos de producci\u00f3n, los precios de mercado, el posicionamiento competitivo y el potencial de rentabilidad general antes de seguir adelante.<\/p>\n<h2>La validaci\u00f3n en campo y el enfoque de mercado son importantes.<\/h2>\n<p>Sebastian Bachem hizo hincapi\u00e9 en la importancia de los datos de los ensayos de campo y de mantener una estrategia comercial bien definida desde las primeras etapas del desarrollo.<\/p>\n<p>\u201cCuando las empresas vienen a Accumont, les preguntamos: \u00bfcu\u00e1l es su prueba de concepto sobre el terreno?\u201d, dijo.<\/p>\n<p>Bachem advirti\u00f3 a las startups que no intentaran abarcar demasiados mercados o aplicaciones a la vez. En cambio, las anim\u00f3 a centrarse en un nicho de mercado donde puedan establecer credibilidad y demostrar un valor claro.<\/p>\n<p>\u201cNo se puede hervir el oc\u00e9ano\u201d, dijo.<\/p>\n<p>La diferenciaci\u00f3n sigue siendo esencial, pero Bachem hizo hincapi\u00e9 en que las empresas emergentes tambi\u00e9n necesitan comprender el panorama competitivo m\u00e1s amplio, incluidas las tecnolog\u00edas adyacentes que podr\u00edan, con el tiempo, desestabilizar su soluci\u00f3n.<\/p>\n<p>\u201cRealmente tienes que entender todo el \u00e1mbito en el que trabajas\u201d, explic\u00f3. \u201c\u00bfPor qu\u00e9 esto resultar\u00e1 atractivo para las empresas que realmente se interesar\u00e1n?\u201d<\/p>\n<p>Se\u00f1al\u00f3 que tecnolog\u00edas como las variedades de cultivos resistentes o las soluciones alternativas para el control de plagas podr\u00edan modificar r\u00e1pidamente la demanda del mercado, lo que hace que el posicionamiento estrat\u00e9gico sea a\u00fan m\u00e1s importante.<\/p>\n<h2>Los inversores buscan &quot;camellos&quot;, no unicornios.<\/h2>\n<p>Moyano C\u00f3rdoba coincidi\u00f3 en que el mercado de productos biol\u00f3gicos ha madurado significativamente, lo que ha hecho que los inversores y las empresas multinacionales sean mucho m\u00e1s selectivos que hace tan solo unos a\u00f1os.<\/p>\n<p>\u201cYa no buscan simplemente un producto sencillo con una historia interesante\u201d, afirm\u00f3.<\/p>\n<p>Actualmente, las grandes empresas buscan cada vez m\u00e1s plataformas tecnol\u00f3gicas capaces de soportar m\u00faltiples aplicaciones e integrarse en programas m\u00e1s amplios de gesti\u00f3n de cultivos.<\/p>\n<blockquote><p>\u201cLa innovaci\u00f3n por s\u00ed sola no basta\u201d, afirm\u00f3 Moyano C\u00f3rdoba. \u201cNecesitan demostrar una validaci\u00f3n real en el campo, resultados agron\u00f3micos medibles, consistencia en todos los cultivos, regiones y temporadas, y un claro beneficio econ\u00f3mico para los agricultores\u201d.\u201d<\/p><\/blockquote>\n<p>A\u00f1adi\u00f3 que las empresas emergentes tambi\u00e9n deben demostrar su capacidad operativa, incluyendo la estabilidad de la formulaci\u00f3n, el control de calidad, la fiabilidad de la fabricaci\u00f3n y la capacidad de suministro.<\/p>\n<p>Igualmente importante es presentar un plan de negocios completo que describa el tama\u00f1o del mercado, el potencial de adopci\u00f3n, los cultivos objetivo, las tasas de aplicaci\u00f3n y la compatibilidad de la cartera de productos.<\/p>\n<p>\u201cHoy en d\u00eda, un buen producto por s\u00ed solo no es suficiente\u201d, afirm\u00f3. \u201cLas empresas buscan soluciones integradas que reduzcan el riesgo, complementen la estrategia y tengan escalabilidad comercial\u201d.\u201d<\/p>\n<p>Moyano C\u00f3rdoba concluy\u00f3 con una met\u00e1fora cada vez m\u00e1s escuchada entre los inversores que eval\u00faan las empresas emergentes de agrobiotecnolog\u00eda.<\/p>\n<p>\u201cMuchos inversores hoy en d\u00eda ya no buscan un unicornio\u201d, dijo. \u201cBuscan un camello: una empresa que utilice el capital con mucha cautela, sobreviva a ciclos dif\u00edciles y pueda atravesar largos desiertos antes de alcanzar el \u00e9xito\u201d.\u201d<\/p>\n<h2>La ejecuci\u00f3n definir\u00e1 a la pr\u00f3xima generaci\u00f3n de ganadores.<\/h2>\n<p>A medida que el sector de los productos biol\u00f3gicos contin\u00faa su r\u00e1pida evoluci\u00f3n, el mensaje de los l\u00edderes de la industria se est\u00e1 volviendo claro: las empresas emergentes exitosas ser\u00e1n aquellas que combinen una s\u00f3lida base cient\u00edfica con una ejecuci\u00f3n disciplinada, conocimiento del mercado y preparaci\u00f3n comercial.<\/p>\n<p><strong>Para escuchar la discusi\u00f3n completa y obtener informaci\u00f3n adicional de los panelistas, <a href=\"https:\/\/www.youtube.com\/watch?v=NvhhLAF82TA\" target=\"_blank\" rel=\"noopener\">Vea el seminario web completo aqu\u00ed.<\/a><\/strong><\/p>","protected":false},"excerpt":{"rendered":"<p>Los l\u00edderes del sector afirman que la validaci\u00f3n, la escalabilidad y la disciplina comercial son ahora esenciales para atraer a socios m\u00e1s importantes en el mercado de los productos biol\u00f3gicos.<\/p>","protected":false},"author":110,"featured_media":75614,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1917,1786,1848,5],"tags":[],"class_list":["post-134671","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-abg-update-feature","category-biologicals","category-executive-outlook","category-markets"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Beyond the Science: What Biological Startups Must Do to Win Strategic Partnerships - 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