Not every startup makes a molecule. Many build the rails: clean data, smarter QA, faster approvals, and better lane choices. These companies make the rest of pharma faster and more predictable.
Who’s building what
| Category | What they build | Buyer | Why it sticks |
|---|---|---|---|
| Docs & compliance | Structured docs, checks, pre-clear APIs | Export ops, banks | Lower rework, faster cash |
| QA & lab tech | EBR, deviation analytics, digital labs | Manufacturers | Higher first-pass rates |
| Logistics & telemetry | Lane analytics, exception engines | Ops & payors | Fewer delays, cleaner claims |
| Data & market intel | Price/volume signals, demand sensing | BD & finance | Better bets, better pricing |
- SaaS per site or per packet
- Usage-based for API calls
- Outcomes-linked for approvals/DSO
- Enterprise licenses for groups
What good looks like
- Own one critical metric (e.g., first-pass rate)
- Integrate with existing systems (LIMS/ERP/TMS)
- Offer explainable automation (auditable)
- Provide fast ROI (90–180 days)
Compliance Cost Distribution
1Documentation
$2.8M35%
2Quality Testing
$2.1M26%
3Regulatory Fees
$1.4M17%
4Legal Compliance
$1.2M15%
5Training & Certification
$0.5M7%
Go-to-market (without big budgets)
- Start with one lane or product family
- Publish ranges, not black boxes
- Let ops teams trial with real packets
- Report value in KPIs buyers already track
Proof that wins renewals
| KPI | Baseline | 90–180 day target |
|---|---|---|
| First-pass approval rate | 85–89% | 92–95% |
| DSO (receivables) | 30–40 days | 18–28 days |
| Docs exception rate | 3–5% | 1.5–2.5% |
| Exception closure time | 24–36h | <12h |