Jacob F.

Cross-border biotech deals often fail to deliver expected value. Over 15 years, we’ve closed 90+ deals on 5 continents despite being a boutique team. Here’s the framework that makes it work: Cross-border biotech deals often fail due to regulatory hurdles, pricing issues, and mismatched priorities. Here's how we avoid that fate: 1. Understand each market deeply Every region has its own commercial and regulatory frameworks, IP norms, and cultural context. We invest in learning that upfront because misalignment, not valuation, kills most deals. For instance, in China, most drugs are sold through hospital systems. If you don't know the distributors with hospital access, your product won't move. From volume-based pricing to the National Reimbursement Drug List (NRDL), every layer matters. Missing these details kills value before the deal is even discussed. 2. Surface hidden value others miss Our team has launched, manufactured, developed, and commercialized products in key global markets. That on-the-ground experience allows us to unearth hidden value. In Brazil, we generated additional gross margin by optimizing the global supply chain of our client's product. That gave the greenlight for the deal to proceed. In Japan, we understand the government's approach to drug loss and the policies addressing it. That lets us create favorable deal environments for Phase 2 companies. 1 in 3 cross-border deals only move forward after we reframe how value is understood on both sides. 3. Build strong trust-based personal relationships Teams that trust each other are more likely to collaborate, find solutions, and push internal alignment. Over 15 years, we've built relationships with decision-makers in every key market. That means we can speak directly to the people who matter. A quick yes mobilizes the org. A quick no saves months of useless conversations. 4. Once interest is real, move with precision Cross-border deals stall when teams lose focus. We act as deal leads: removing blockers, aligning terms, and setting the pace. Deals with clear cadence get done. 5. Keep teams lean and clear We run small, senior teams (3–4 core people) across all mandates. Big teams slow things down. Small teams close. In cross-border deals, clarity of purpose and focused execution beats headcount every time. Some quick metrics: • 90+ deals closed globally • Cross-border close rate >70% • Median close time: 6–9 months • Over 50% repeat clients Execution, not scale, is the differentiator. You don't need a big bank to close global biotech deals. You need clarity, follow-through, and credibility across borders. We've built that over hundreds of negotiations, through trust, not volume. If you're exploring global partnerships & want a partner who knows the path and the pitfalls, let's talk. At Kybora.com, we help leaders navigate cross border deals with clarity. Follow me for more on biotech M&A, strategy, global deals, and market shifts.

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Another slide from Guardant Health's investor day tells you everything you need to know about the business opportunity driving the stock of clinical testing companies like Natera, Exact Sciences and Guardant Health 🚀🚀🚀 In contrast the NGS companies led by Illumina are fighting it out over a $10B TAM even as they enable this $400B TAM. Tricky 🤔🤔🤔

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Speed without provenance is a risk. Our workflows preserve the path back to the exact sentence/table while standardizing PK/PD. With Polly Xtract, teams see a 4X throughput improvement - 90 days of manual curation reduced to weeks, with traceable, audit-ready output. PK/PD should be fast. Instead, it’s buried in ambiguous terms, scattered tables, and inconsistent units. Weeks vanish before analysis even begins. In our upcoming webinar, we’ll show a different path. We are hosting Hatim Zariwala (Faculty, Boston University; former Head of CNS Research at Stealth BioTherapeutics) for a webinar on AI-Powered Insights from PK/PD Clinical Trial Data. What you’ll see (in minutes, not weeks): 1. Polly Xtract structuring PK/PD values, labels, and full trial schemas for instant comparability across studies. 2. Agentic workflows that turn messy reports into evidence you can trust - and act on. Why this matters for CNS: when every candidate must cross the blood–brain barrier, cycle time and comparability decide go/no-go. Shubhra Agrawal Register via the link in comments!

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𝗗𝗼𝗲𝘀 𝘁𝗵𝗶𝘀 𝗷𝘂𝘀𝘁 𝗸𝗶𝗹𝗹 𝗔𝗜-𝗱𝗿𝘂𝗴 𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗶𝗻𝗴 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀? 𝗘𝗹𝗶 𝗟𝗶𝗹𝗹𝘆 just flipped the script. With the launch of 𝗧𝘂𝗻𝗲𝗟𝗮𝗯, they're offering biotech companies access to their own AI/ML drug discovery models for free (in exchange for training data). These models are backed by over $1 billion worth of proprietary research data and years of preclinical insights. What’s in it for small and early-stage biotechs? • Instant access to models that predict small molecule properties and antibody developability • A level playing field. Lilly designed TuneLab as an “equalizer” so smaller firms can tap the same AI as Lilly’s own teams. • Collaboration that actually improves the system as users contribute data, TuneLab learns and evolves (powered by privacy-conscious federated learning). This isn't just generosity it’s a strategic, ecosystem-level shift. By sharing transformative AI tools without financial barriers, Lilly is accelerating innovation, reducing development timelines, and helping unlock breakthroughs for patients. Interested in how this could reshape your R&D strategy or collaboration playbook? Let’s discuss how AI democratization is driving the next wave of biotechnology. One thing is certain, in a world of large pharma copying each other, Lilly continues to prove that they are leaders. Let's see who else opens up. #EliLilly #AI #DrugDevelopment

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