{"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\/pt\/biologicals\/beyond-the-science-what-biological-startups-must-do-to-win-strategic-partnerships\/","title":{"rendered":"Al\u00e9m da Ci\u00eancia: O que as startups de biologia precisam fazer para conquistar parcerias estrat\u00e9gicas"},"content":{"rendered":"

Em um webinar recente organizado por Agroneg\u00f3cio Global<\/strong> intitulado \u201cExpans\u00f5es Biol\u00f3gicas: Como Manter a Competitividade<\/a>,Em um painel de discuss\u00e3o, l\u00edderes do setor exploraram uma das quest\u00f5es mais prementes no ramo de biol\u00f3gicos: como pequenas empresas e startups do setor podem se posicionar para atrair parcerias com grandes empresas? Entre os participantes estava Sebastian Bachem, CEO da [nome da empresa\/organiza\u00e7\u00e3o].\u00a0Accumont<\/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>.Esses especialistas compartilharam informa\u00e7\u00f5es sinceras sobre o que as grandes empresas e os investidores realmente procuram no mercado de produtos biol\u00f3gicos, cada vez mais competitivo.<\/p>\n

\"\"<\/a>C\u00fapula Global de Com\u00e9rcio do Agroneg\u00f3cio: Onde os Mercados se Conectam<\/strong><\/a>
\nJunte-se aos l\u00edderes globais em prote\u00e7\u00e3o de cultivos e sa\u00fade vegetal em Las Vegas, em agosto, para oportunidades de networking, busca de fornecedores e insights de mercado.<\/strong> Saiba mais >><\/a><\/strong><\/p>\n

Com o crescente uso de insumos biol\u00f3gicos para agricultura em todo o mundo, as oportunidades de colabora\u00e7\u00e3o se expandem. No entanto, os participantes do painel concordaram que o interesse de grandes empresas n\u00e3o se baseia mais apenas em pesquisas cient\u00edficas promissoras. As startups precisam demonstrar que suas tecnologias s\u00e3o diferenciadas, escal\u00e1veis, comercialmente vi\u00e1veis e capazes de reduzir os riscos para potenciais parceiros.<\/p>\n

A diferencia\u00e7\u00e3o come\u00e7a com a ci\u00eancia \u2014 mas n\u00e3o termina a\u00ed.<\/h2>\n

Para Nolasco, a diferencia\u00e7\u00e3o come\u00e7a com a ci\u00eancia \u2014 mas n\u00e3o pode parar por a\u00ed.<\/p>\n

\u201cSejam extremamente seletivos\u201d, aconselhou ele \u00e0s startups que buscam parcerias. \u201cVoc\u00eas precisam demonstrar que possuem diferencia\u00e7\u00e3o, n\u00e3o apenas no produto, mas tamb\u00e9m na ci\u00eancia por tr\u00e1s dele.\u201d<\/p>\n

Ele enfatizou que a efic\u00e1cia biol\u00f3gica, comprovada por uma forte valida\u00e7\u00e3o em campo, \u00e9 essencial, pois os produtos biol\u00f3gicos frequentemente enfrentam uma lacuna significativa entre o desempenho em laborat\u00f3rio e os resultados obtidos em campo no mundo real.<\/p>\n

\u201cVoc\u00ea pode ter uma formula\u00e7\u00e3o biol\u00f3gica incr\u00edvel, mas no fim das contas ela n\u00e3o surte efeito algum no campo\u201d, disse Nolasco. \u201cEssa lacuna entre o laborat\u00f3rio e o campo \u00e9 um elemento crucial.\u201d<\/p>\n

Segundo Nolasco, as startups tamb\u00e9m precisam provar que conseguem escalar comercialmente. Muitas vezes, grandes empresas se deparam com startups com conceitos interessantes, mas sem capacidade de produ\u00e7\u00e3o ou um caminho operacional para a comercializa\u00e7\u00e3o.<\/p>\n

\u201cEm um segundo voc\u00ea percebe que eles n\u00e3o s\u00e3o capazes de fazer nada porque n\u00e3o h\u00e1 f\u00e1brica, nenhum processo, nada \u2014 apenas uma ideia e um laborat\u00f3rio\u201d, disse ele.<\/p>\n

Al\u00e9m da escalabilidade, ele identificou a propriedade intelectual e a prontid\u00e3o regulat\u00f3ria como pontos de verifica\u00e7\u00e3o cr\u00edticos. As empresas devem demonstrar claramente que det\u00eam a propriedade ou o controle de sua tecnologia e que compreendem o caminho regulat\u00f3rio necess\u00e1rio para a comercializa\u00e7\u00e3o.<\/p>\n

Mais importante ainda, as startups devem definir claramente a proposta de valor para os produtores.<\/p>\n

\u201cQual \u00e9 o retorno do investimento para o agricultor?\u201d, perguntou Nolasco. \u201cEste \u00e9 o elemento crucial.\u201d<\/p>\n

Ele resumiu as prioridades das grandes empresas de forma sucinta: \u201cGrandes empresas nunca compram um produto. A empresa compra redu\u00e7\u00e3o de riscos, acelera\u00e7\u00e3o do acesso ao mercado e alinhamento estrat\u00e9gico.\u201d<\/p>\n

Grandes empresas precisam de mais do que uma tecnologia promissora.<\/h2>\n

Essa \u00eanfase no valor pr\u00e1tico para os neg\u00f3cios foi reiterada por Price, que observou que grandes empresas s\u00e3o constantemente abordadas por startups que afirmam possuir tecnologias inovadoras.<\/p>\n

\u201cO nosso problema \u00e9 como diferenciar um do outro? Como saber em qual cavalo apostar?\u201d, disse ele.<\/p><\/blockquote>\n

Para que as startups se destaquem, explicou Price, elas precisam chegar com um entendimento bem desenvolvido da oportunidade de mercado e do problema espec\u00edfico do produtor que est\u00e3o resolvendo.<\/p>\n

\u201cIsso realmente atende a uma necessidade n\u00e3o atendida?\u201d, perguntou ele. \u201cIsso resolve um desafio que os produtores enfrentam atualmente ou enfrentar\u00e3o no futuro?\u201d<\/p>\n

Ele acrescentou que entender a proposta de valor para o produtor \u00e9 fundamental, pois desenvolvedores e profissionais de marketing dependem muito das informa\u00e7\u00f5es fornecidas pelas startups durante as discuss\u00f5es iniciais.<\/p>\n

\u201cN\u00e3o basta apenas apresentar uma descri\u00e7\u00e3o dessa nova tecnologia\u201d, disse Price. \u201cPrecisamos de muito mais do que isso.\u201d<\/p>\n

A viabilidade econ\u00f4mica tamb\u00e9m desempenha um papel importante nas decis\u00f5es de parceria. Grandes empresas avaliam os custos de produ\u00e7\u00e3o, os pre\u00e7os de mercado, o posicionamento competitivo e o potencial de lucratividade geral antes de prosseguirem com a parceria.<\/p>\n

Valida\u00e7\u00e3o em campo e foco no mercado s\u00e3o importantes.<\/h2>\n

Sebastian Bachem enfatizou a import\u00e2ncia dos dados de testes de campo e da manuten\u00e7\u00e3o de uma estrat\u00e9gia comercial focada desde o in\u00edcio do desenvolvimento.<\/p>\n

\u201cQuando as empresas v\u00eam \u00e0 Accumont, perguntamos a elas: qual \u00e9 a sua prova de conceito em campo?\u201d, disse ele.<\/p>\n

Bachem alertou as startups para que n\u00e3o tentassem abranger muitos mercados ou aplica\u00e7\u00f5es simultaneamente. Em vez disso, ele incentivou as empresas a se concentrarem em um segmento de nicho onde possam estabelecer credibilidade e demonstrar valor claro.<\/p>\n

\u201cN\u00e3o se pode ferver o oceano\u201d, disse ele.<\/p>\n

A diferencia\u00e7\u00e3o continua sendo essencial, mas Bachem enfatizou que as startups tamb\u00e9m precisam entender o cen\u00e1rio competitivo mais amplo, incluindo tecnologias adjacentes que podem eventualmente desestabilizar sua solu\u00e7\u00e3o.<\/p>\n

\u201cVoc\u00ea realmente precisa entender toda a \u00e1rea em que est\u00e1 trabalhando\u201d, explicou ele. \u201cPor que isso seria atraente para empresas que realmente prestariam aten\u00e7\u00e3o?\u201d<\/p>\n

Ele observou que tecnologias como variedades de culturas resistentes ou solu\u00e7\u00f5es alternativas para o controle de pragas podem alterar rapidamente a demanda do mercado, tornando o posicionamento estrat\u00e9gico ainda mais importante.<\/p>\n

Os investidores procuram "camelos", n\u00e3o unic\u00f3rnios.<\/h2>\n

Moyano C\u00f3rdoba concordou que o mercado de produtos biol\u00f3gicos amadureceu significativamente, tornando os investidores e as empresas multinacionais muito mais seletivos do que eram h\u00e1 apenas alguns anos.<\/p>\n

\u201cEles n\u00e3o est\u00e3o mais buscando apenas um produto simples com uma hist\u00f3ria interessante\u201d, disse ele.<\/p>\n

Hoje em dia, as grandes empresas est\u00e3o cada vez mais \u00e0 procura de plataformas tecnol\u00f3gicas capazes de suportar m\u00faltiplas aplica\u00e7\u00f5es e de se integrarem em programas mais abrangentes de gest\u00e3o de culturas.<\/p>\n

\u201cA inova\u00e7\u00e3o por si s\u00f3 n\u00e3o basta\u201d, disse Moyano C\u00f3rdoba. \u201c\u00c9 preciso demonstrar valida\u00e7\u00e3o real no campo, resultados agron\u00f4micos mensur\u00e1veis, consist\u00eancia entre culturas, regi\u00f5es e esta\u00e7\u00f5es, e um claro benef\u00edcio econ\u00f4mico para os agricultores.\u201d<\/p><\/blockquote>\n

Ele acrescentou que as startups tamb\u00e9m devem demonstrar prontid\u00e3o operacional, incluindo estabilidade da formula\u00e7\u00e3o, controle de qualidade, confiabilidade da fabrica\u00e7\u00e3o e capacidade de fornecimento.<\/p>\n

Igualmente importante \u00e9 apresentar um estudo de caso completo que descreva o tamanho do mercado, o potencial de ado\u00e7\u00e3o, as culturas-alvo, as taxas de aplica\u00e7\u00e3o e a compatibilidade do portf\u00f3lio.<\/p>\n

\u201cHoje em dia, um bom produto por si s\u00f3 n\u00e3o basta\u201d, disse ele. \u201cAs empresas buscam solu\u00e7\u00f5es integradas que reduzam os riscos, complementem a estrat\u00e9gia e possam ser escaladas comercialmente.\u201d<\/p>\n

Moyano C\u00f3rdoba encerrou com uma met\u00e1fora cada vez mais ouvida entre investidores que avaliam startups de agrobiotecnologia.<\/p>\n

\u201cHoje em dia, muitos investidores j\u00e1 n\u00e3o procuram um unic\u00f3rnio\u201d, disse ele. \u201cEles procuram um camelo \u2014 uma empresa que utiliza o capital com muita cautela, sobrevive a ciclos dif\u00edceis e consegue atravessar longos desertos antes de alcan\u00e7ar o sucesso.\u201d<\/p>\n

A execu\u00e7\u00e3o definir\u00e1 a pr\u00f3xima gera\u00e7\u00e3o de vencedores.<\/h2>\n

\u00c0 medida que o setor de produtos biol\u00f3gicos continua sua r\u00e1pida evolu\u00e7\u00e3o, a mensagem dos l\u00edderes da ind\u00fastria est\u00e1 se tornando clara: as startups de sucesso ser\u00e3o aquelas que combinarem ci\u00eancia s\u00f3lida com execu\u00e7\u00e3o disciplinada, compreens\u00e3o do mercado e prontid\u00e3o comercial.<\/p>\n

Para ouvir a discuss\u00e3o completa e obter informa\u00e7\u00f5es adicionais dos participantes do painel, Veja o webinar completo aqui.<\/a><\/strong><\/p>","protected":false},"excerpt":{"rendered":"

L\u00edderes do setor afirmam que valida\u00e7\u00e3o, escalabilidade e disciplina comercial s\u00e3o essenciais para atrair parceiros maiores no mercado de produtos 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":"\nBeyond the Science: What Biological Startups Must Do 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