Sustainable Podcast: Ben Cicora of Frontier BioStrategy on What Differentiates Successful Bio Companies
23 July 2026 In this Sustainable Podcast episode by AgriBusiness Global, Ben Cicora, Managing Partner, Commercial, at Frontier BioStrategy, discusses common pitfalls biologicals companies make when first starting out, how biologicals companies can successfully scale, and more. Thanks for tuning in!
*This is an edited and partial transcript
ABG: Can you discuss some of the mistakes biological technology companies make when bringing their products to the market?
Ben Cicora: A lot of early-stage startups specifically struggle with understanding the regulatory environments. It can result in delayed approvals, limited label claims, and making it harder to register the technology into other jurisdictions internationally.
It’s also) being able to tie that early on with your commercial strategy alongside the R&D. Understanding how those three work together is really critical.
You also see a lot of companies chasing too many markets and never really gaining traction in one area, and that can increase your cash burn.
The other piece we see is people don’t focus on their manufacturing process early enough. You can end up with very thin margins early, especially if your plan is to collaborate and work with strategic partners in your different geographies.
ABG: How can biological startups really focus in on their niche?
Cicora: As you do your efficacy work and build the solution, understand under what conditions your product works best. You’ve just got to know where your product works best and focus in that area with those growers.
ABG: How early would you recommend that biologicals companies engage with growers, retailers, and distributors when they’re in the process of developing a product?
Cicora: Ideally, before you even make your first pitch. Where we see companies succeed is where they’re talking to growers, PCAs, industry influencers, and other CEOs who have been through this before and had success.
You’ve got to start early and understand where the problems are and what problem you’re solving for the grower. The earlier you can do that, it’s going to help with your focus internally, help with your pitch to venture capital or PE, and help your team understand exactly who the end customer is and what problem you’re solving.
ABG: And what separates companies that scale successfully from those who don’t?
Cicora: The ones that are successful are ruthless when it comes to focus. They’re not getting distracted with, ‘hey, there’s another pest that just emerged over here.’ Those that can focus on their priorities and lead to better value creation are the ones that will be successful.
ABG: Are there any areas within the biological space that you think there’s still room for improvement?
Cicora: There are still some businesses out there that are still trying to be everything to the grower, and I think it gets confusing.
No matter how well a technology works or how well a platform is working in the marketplace, there’s still 30 years of preconceived notions around biologicals in general, so there’s very much a “show me, prove it to me” mentality at the grower level.
When you come in, be very honest with your business, and understand what you do well, and deliver on that. I think those are two key metrics that companies just need to focus on.
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