{"id":134670,"date":"2026-05-21T13:43:15","date_gmt":"2026-05-21T17:43:15","guid":{"rendered":"https:\/\/www.agribusinessglobal.com\/?p=134670"},"modified":"2026-05-11T13:43:36","modified_gmt":"2026-05-11T17:43:36","slug":"why-partnerships-are-becoming-essential-in-the-biologicals-market","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/pt\/biopesticides\/why-partnerships-are-becoming-essential-in-the-biologicals-market\/","title":{"rendered":"Por que as parcerias est\u00e3o se tornando essenciais no mercado de produtos biol\u00f3gicos"},"content":{"rendered":"

\u00c0 medida que a ind\u00fastria de produtos biol\u00f3gicos continua sua r\u00e1pida expans\u00e3o global, as parcerias emergem cada vez mais como um dos principais impulsionadores de crescimento do setor. Durante uma recente \u201cExpans\u00f5es Biol\u00f3gicas: Como Manter a Competitividade<\/a>\u201dWebinar organizado por Agroneg\u00f3cio Global<\/strong>, Especialistas do setor exploraram o papel em constante evolu\u00e7\u00e3o das parcerias para ajudar empresas de produtos biol\u00f3gicos a expandir a inova\u00e7\u00e3o, acessar novos mercados e manter a competitividade em um mercado cada vez mais concorrido.<\/p>\n

Entre os participantes do painel estava Sebastian Bachem, CEO da Accumont<\/a>, Jos\u00e9 Nolasco, Chefe de P&D Global de Bionutri\u00e7\u00e3o da\u00a0Rovensa Pr\u00f3ximo<\/a>, Kevin Price, Diretor de Assuntos Corporativos da\u00a0Certis Belchim<\/a>, E Ignacio Moyano C\u00f3rdoba \u00e9 Vice-Presidente de Desenvolvimento de Neg\u00f3cios para a Am\u00e9rica Latina da empresa.\u00a0Aparador de Dunham<\/a>. Embora os palestrantes concordassem que as parcerias s\u00e3o agora fundamentais para o crescimento do mercado de produtos biol\u00f3gicos, eles tamb\u00e9m enfatizaram que as colabora\u00e7\u00f5es bem-sucedidas exigem alinhamento, confian\u00e7a, suporte t\u00e9cnico e investimento compartilhado.<\/p>\n

Empresas diferentes, objetivos diferentes<\/h2>\n

De acordo com Moyano C\u00f3rdoba, o mercado de produtos biol\u00f3gicos criou um ambiente em que empresas de todos os portes buscam alian\u00e7as estrat\u00e9gicas \u2014 mas, frequentemente, por motivos diferentes.<\/p>\n

\u201cPara as grandes empresas multinacionais, muitas est\u00e3o buscando fortalecer a diferencia\u00e7\u00e3o de seu portf\u00f3lio\u201d, explicou ele. \u201cElas querem complementar a qu\u00edmica tradicional com solu\u00e7\u00f5es biol\u00f3gicas, oferecer programas mais integrados aos produtores e manter-se competitivas \u00e0 medida que a agricultura evolui.\u201d<\/p>\n

Enquanto isso, empresas de biotecnologia de m\u00e9dio porte frequentemente buscam acesso a regi\u00f5es de alto crescimento, como o Brasil e a Am\u00e9rica Latina em geral, onde lidar com regulamenta\u00e7\u00f5es, distribui\u00e7\u00e3o e aceita\u00e7\u00e3o por parte dos produtores pode ser complexo.<\/p>\n

As empresas locais tamb\u00e9m desempenham um papel crucial no ecossistema. Moyano C\u00f3rdoba observou que muitas empresas regionais j\u00e1 possuem fortes rela\u00e7\u00f5es com clientes, experi\u00eancia regulat\u00f3ria e redes de distribui\u00e7\u00e3o, o que as torna parceiras atraentes para empresas internacionais que buscam entrar em novos mercados.<\/p>\n

\u201cAs parcerias podem acelerar o acesso ao mercado, complementar os portf\u00f3lios e ajudar ambos os lados a crescerem mais rapidamente do que conseguiriam sozinhos\u201d, afirmou.<\/p><\/blockquote>\n

Parcerias impulsionam a inova\u00e7\u00e3o e a escalabilidade.<\/h2>\n

Nolasco descreveu as parcerias como "um dos maiores motores de crescimento" no setor de produtos biol\u00f3gicos atualmente.<\/p>\n

Para startups e empresas inovadoras de menor porte, as colabora\u00e7\u00f5es com empresas maiores podem proporcionar capacidade de produ\u00e7\u00e3o, conhecimento especializado em regulamenta\u00e7\u00e3o e alcance comercial global. Ao mesmo tempo, as empresas multinacionais obt\u00eam acesso a ciclos de inova\u00e7\u00e3o mais r\u00e1pidos e a tecnologias emergentes.<\/p>\n

\u201cA expans\u00e3o do neg\u00f3cio \u00e9 uma grande oportunidade em uma parceria\u201d, disse Nolasco.<\/p><\/blockquote>\n

Ele tamb\u00e9m enfatizou que as parcerias ajudam a distribuir o risco \u2014 um fator importante em produtos biol\u00f3gicos, onde o desempenho do produto pode variar significativamente dependendo das condi\u00e7\u00f5es ambientais e das pr\u00e1ticas de manejo no campo.<\/p>\n

\u201cNos produtos biol\u00f3gicos, o risco \u00e9 maior porque o desempenho precisa ser demonstrado diariamente em campo\u201d, explicou ele.<\/p>\n

Essa realidade torna a comercializa\u00e7\u00e3o muito mais complexa do que simplesmente obter o registro do produto.<\/p>\n

\u201cA festa come\u00e7a de verdade depois do registro\u201d, acrescentou Nolasco.<\/p>\n

Os produtos biol\u00f3gicos exigem mais do que apenas distribui\u00e7\u00e3o.<\/h2>\n

Um tema recorrente ao longo do webinar foi que os produtos biol\u00f3gicos n\u00e3o podem ser tratados como os produtos fitossanit\u00e1rios tradicionais.<\/p>\n

\u201cO modelo antigo de enviar um produto, deix\u00e1-lo com um distribuidor e devolv\u00ea-lo um ano depois \u2014 isso n\u00e3o funciona mais\u201d, disse Moyano C\u00f3rdoba.<\/p>\n

Em vez disso, os participantes do painel enfatizaram que os produtos biol\u00f3gicos exigem amplo desenvolvimento de mercado, posicionamento t\u00e9cnico, cria\u00e7\u00e3o de demanda e educa\u00e7\u00e3o dos produtores.<\/p>\n

\u201cEnviar o produto \u00e9 f\u00e1cil. Criar demanda \u00e9 a parte dif\u00edcil\u201d, disse Moyano C\u00f3rdoba.<\/p><\/blockquote>\n

Price concordou, explicando que a estrutura de suporte em torno dos produtos biol\u00f3gicos vai muito al\u00e9m do fabricante.<\/p>\n

\u201cTemos que convencer nossos distribuidores, que por sua vez precisam convencer os produtores\u201d, disse ele. \u201cO suporte necess\u00e1rio se estende at\u00e9 o consumidor final.\u201d<\/p>\n

Devido a essa complexidade, parcerias bem-sucedidas devem ser constru\u00eddas sobre confian\u00e7a, transpar\u00eancia e comunica\u00e7\u00e3o cont\u00ednua.<\/p>\n

\u201cO caminho para o desenvolvimento de um produto biol\u00f3gico n\u00e3o \u00e9 simples\u201d, disse Price. \u201cRequer uma rela\u00e7\u00e3o baseada na confian\u00e7a, onde a comunica\u00e7\u00e3o \u00e9 fundamental.\u201d<\/p>\n

Alinhamento e execu\u00e7\u00e3o s\u00e3o cruciais.<\/h2>\n

Apesar das oportunidades criadas pelas parcerias, os participantes do painel alertaram que muitas colabora\u00e7\u00f5es fracassam porque as expectativas n\u00e3o est\u00e3o alinhadas desde o in\u00edcio.<\/p>\n

\u201cAlinhar expectativas \u00e9 a raiz de todos os problemas\u201d, disse Nolasco, observando que as empresas frequentemente divergem em prioridades, como metas de vendas de curto prazo versus estrat\u00e9gias de desenvolvimento de longo prazo.<\/p>\n

As diferen\u00e7as culturais entre startups e grandes corpora\u00e7\u00f5es tamb\u00e9m podem gerar atritos.<\/p>\n

\u201cA agilidade de uma startup versus o comportamento mais estruturado de grandes empresas \u2014 isso \u00e9 preto no branco\u201d, explicou Nolasco.<\/p>\n

Ele acrescentou que as empresas frequentemente subestimam a complexidade de ampliar a produ\u00e7\u00e3o de produtos biol\u00f3gicos ap\u00f3s o registro, especialmente quando s\u00e3o necess\u00e1rios acompanhamento t\u00e9cnico e capacita\u00e7\u00e3o dos produtores.<\/p>\n

A titularidade dos dados, os direitos de propriedade intelectual e as responsabilidades de tomada de decis\u00e3o claramente definidas tamb\u00e9m foram destacados como componentes essenciais para o sucesso dos acordos.<\/p>\n

Comece pequeno, construa estrategicamente.<\/h2>\n

Bachem incentivou as startups de biotecnologia a resistirem \u00e0 tenta\u00e7\u00e3o de buscar uma expans\u00e3o global muito r\u00e1pida.<\/p>\n

\u201cMuitas startups falam sobre o mercado global e seus bilh\u00f5es\u201d, disse ele. \u201cMas, na verdade, o importante \u00e9 inserir seu produto no mercado local.\u201d<\/p>\n

Em vez de tentar um lan\u00e7amento amplo, Bachem recomendou focar primeiro em culturas, pa\u00edses e regi\u00f5es espec\u00edficos para estabelecer a prova de conceito e construir parcerias de confian\u00e7a.<\/p>\n

\u201cN\u00e3o tente engolir o elefante inteiro\u201d, disse ele. \u201cComece aos poucos.\u201d<\/p>\n

Bachem tamb\u00e9m destacou a crescente import\u00e2ncia das tecnologias facilitadoras, incluindo ferramentas de agricultura digital que apoiam a aplica\u00e7\u00e3o de precis\u00e3o, a identifica\u00e7\u00e3o de pragas e a gest\u00e3o biol\u00f3gica.<\/p>\n

\u00c0 medida que o mercado de produtos biol\u00f3gicos amadurece, os participantes do painel concordaram que as parcerias continuar\u00e3o a moldar o futuro do setor. No entanto, as empresas que tiverem sucesso ser\u00e3o aquelas dispostas a investir n\u00e3o apenas em inova\u00e7\u00e3o, mas tamb\u00e9m em colabora\u00e7\u00e3o de longo prazo, execu\u00e7\u00e3o t\u00e9cnica e confian\u00e7a dos produtores.<\/p>\n

Para ouvir a discuss\u00e3o completa e obter perspectivas adicionais de l\u00edderes do setor, os leitores s\u00e3o encorajados a assistir ao webinar completo em [link para o webinar]. Agroneg\u00f3cio Global<\/a>.<\/strong><\/p>","protected":false},"excerpt":{"rendered":"

L\u00edderes do setor de produtos biol\u00f3gicos explicam como parcerias, confian\u00e7a, suporte t\u00e9cnico e alinhamento estrat\u00e9gico impulsionam o crescimento em um mercado cada vez mais competitivo.<\/p>","protected":false},"author":110,"featured_media":70915,"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":[1917,1786,22,1848],"tags":[],"class_list":["post-134670","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-abg-update-feature","category-biologicals","category-biopesticides","category-executive-outlook"],"yoast_head":"\nWhy Partnerships Are 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