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

    CONNECT WITH OUR MEDTECH ADVISORS

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