Optimizing your market positioning
Back Bay supports the work of MedTech companies across the spectrum of life cycle stages
The recent pace of investment and deal activity in MedTech has accelerated to new heights as the industry recognizes the unique potential that devices, diagnostics and digital health present for expanding the continuum of patient care
In this fast-paced and expanding landscape, companies have to more clearly define their strategy and value propositions in order to differentiate in the market and with partners
Our established role as advisors to MedTech companies gives us wide-ranging industry experience across all stages of development on strategic, commercial and transactional matters
We help companies shape their strategy and transactional success as they continue to pioneer innovation in the MedTech space, supporting their strategic decision making and transactional goals with a deep understanding of the clinical, commercial and transactional dynamics involved
WHY PARTNER WITH BACK BAY ON MEDTECH?
There are clear advantages to engaging Back Bay as the advisor for both the MedTech assessment work and deal execution:
View of life science complexities through multiple lenses – clinical/scientific, commercial, financial
Seamless integration from analytics through to deal execution
Differentiated approach from traditional investment banks, leveraging deep scientific and commercial understanding of the space to gain counterparty buy-in and negotiate from a position of strength
First-hand insight into due diligence & primary research, particularly KOL discussions and interpretation of leading-edge science, which can be leveraged during deal negotiations
Strong understanding of the motivations and actions of potential competitors bidding for the asset (based on stage, indication, etc.), allowing for a tactful approach
Custom-designed research that addresses the critical questions underlying the opportunity’s potential value
Scenario planning that considers the resulting impact on value of changes across key assumptions
Common Decision Points
Consumer Product vs. FDA Regulated
CONSUMER PRODUCT
FDA REGULATED
KEY QUESTIONS TO CONSIDER
How critical is controlling the early product application to ensure positive market receptivity?
What are the company's distribution and salesforce capacities?
How far into the commercial launch is the company prepared to take the product?
What are the competitive landscapes and comparative opportunities in potential markets?
Partnered vs. Independent Commercial Launch
PARTNERED COMMERCIAL LAUNCH
INDEPENDENT COMMERCIAL LAUNCH
KEY QUESTIONS TO CONSIDER
How strong of a role does brand identity play in the market or with potential future acquirors?
What degree of market uptake is necessary for the next inflection point?
Will a near-term partnership compromise the long-term goals of the company?
Build vs. Buy
INTERNAL DEVELOPMENT
INORGANIC GROWTH
KEY QUESTIONS TO CONSIDER
How does the innovation area fit with current and long-term corporate strategy?
What does the competitive landscape look like and how does that impact the comparison between inorganic and organic growth?
What are the ultimate goals of the expansion and necessary milestones along the way?
What level of investment or partnership structure would be best, given the transactional dynamics in the space?
Roadmap to Successful Transactions
MedTech companies can pave their journey to a successful exit by considering their value proposition, communicating marketing materials and negotiating effectively when interacting with counterparties