Biotech and Marketing
Basics of Marketing in Bioventure
Marketing can be defined broadly as the function
of a bioventure that wishes to generate a profit by utilizing the
venture’s resources and activities to identify and satisfy the needs
of consumers. Consumers can comprise of individuals, corporate
clients, as well as investors. One must distinguish marketing from
"selling" and "advertising". Marketing is a strategic function,
which determines the following:
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Who are the customers?
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What do they need and want?
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When do they want it?
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Where do they want it?
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How do they want to buy it?
and |
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How much are they willing to
pay? |
Biopreneurs can solve these questions and build a
marketing strategy based on Market Segmentation. Market segmentation
is another powerful tool that allows a biopreneur to identify its
niche in the bigger market.
Market can be divided into four major segments:
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Dominant Market: Market share
being the largest at any given time, e.g. small molecule
drugs. |
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Street Market: Market with low
penetration, high competition and low margin of profit, e.g.
more established products. |
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Groundbreaking Market:
Revolutionary technology that changes the business landscape
within 10 years of its arrival, e.g., internet, recombinant
technology, stem cell. |
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Niche market: Demand is
present but market size too small for big players.
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In fundamental research field scientists focus on
very specific question (niche) of a bigger puzzle, which is being
solved by a large number of scientific bodies. Likewise biopreneurs
should primarily be concerned with the niche marketing strategy. We
will, thus, look further into the niche marketing concepts and its
application in biobusiness.
Niche Marketing Strategy
The most fundamental aspect of niche marketing
strategy is "specialization". Key characteristics of Niche Marketing
Strategy are:
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Niche market has to be large enough to
provide profit |
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Niche market has been overlooked or
ignored by the market leaders |
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Niche market can be defended through
cost-effectiveness and goodwill in case of competition
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Biopreneurs need to find a very small segment of
technology potential and/or existing market. Since the economy and
other structural environment is not fully developed, niche market
business model is, perhaps, one of the best ways to go about a
technology-driven and specialized biobusiness. During the high-tech
boom (1990s), Cisco Systems, Intel, Softbank and Sycamore all
started as venture business with their own niche marketing strategy.
Niche marketing concept is so powerful that we won’t be surprised if
one day someone surpasses Pfizer or Takeda through an effective
niche marketing strategy.