Platform monetization and outsourced enterprise sales
When you want to capture and monetize the full value of your unique platform.
We work as a commercial extension of your team, turning your platform into a revenue-generating asset that brings in customers for immediate revenue.
How we help
How does OG Advisors help a company monetize its platform?
We formulate your capability into a buyer outcome, communicating your platform's differentiation. Next, we identify and target companies with urgent problems that you can solve, and run a disciplined commercial funnel to execute. We price it right, while protecting economics, rights and capacity. Then we use each deal to win the next one.
Pricing
Two kinds of platforms, two ways to price
Platform type 1
Makes discovery cheaper or faster
The customer values the time and cost saved against how it works today.
Platform type 2
Enables brand-new possibilities
The customer values what it could not do before.
We build pricing models from the customer's viewpoint and the value it perceives. Future royalties are nice, but cash fees are table stakes.
How it runs
Your commercial funnel, run by us
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Anchor value
Translate capability into a buyer outcome.
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Differentiate
Prove faster, cheaper, broader, or otherwise impossible.
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Find customers
Target people with urgent problems you can solve.
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Think sales
Run a disciplined commercial funnel.
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Qualify & sell
Protect economics, rights and capacity.
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Leverage & repeat
Use each deal to win the next one.
Five key questions
Five key platform monetization questions we solve
The questions we work through with every client facing this problem, answered the way we would answer them on a call.
Should I monetize my platform? Won't it be a distraction?
Yes, providing a service for other companies can definitely be a distraction. It can also sour would-be investors if done as a central strategy, as CDMOs are valued at lower multiples than therapeutics companies. However, monetizing the platform can provide valuable non-dilutive funding, gain experience to make the platform more robust, and build experience that can be applied to your internal assets.
How should I price my services? How much is my platform worth? Should I ask for royalties?
Platforms generally fall into one of two categories: those that make discovery cheaper or faster, and those that enable brand-new possibilities. Together with you, we build models from the viewpoint of the customer, understanding the perceived value to them, and price accordingly. Future royalties are nice, but cash fees are table stakes.
Can you help me find customers for my platform?
We will productize and commodify your platform, with dedicated branding and collateral. Then we will identify which organizations have an urgent problem your platform can solve, and reach out to the people who own that problem. We will serve as your de facto commercial and sales organization and create a sales pipeline with multiple opportunities we will advance in parallel.
How do I distinguish my platform when other companies claim to do the same?
A huge advantage you have is that you already have an asset developed using the platform. Regardless of the level of data you have assembled so far, you can compare its discovery and progress using your platform to its alternative development using other methods. We will help you articulate why that difference matters, and instill a sense of urgency in your prospective customer's mind.
How do I respond if my client demands exclusivity?
Counterintuitively, some exclusivity demands are reasonable. A client may want to avoid future regulatory complications they cannot control if your platform is used in third-party submissions. We help founders craft mutually beneficial exclusivity clauses that protect the buyer while still providing you with attractive economics and the optionality to continue benefiting from the platform.
Services
Outsourced enterprise-level sales services
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Late-stage pipeline acceleration
Take ownership of advanced opportunities already in your funnel and drive them toward MSAs, proposals and signed contracts
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Targeted prospect outreach
Engage client-approved prospects and source new qualified opportunities through our network
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Introductions and scientific discussions
Facilitate meetings between your technical team and decision-makers at prospective customers
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Technical sales materials
Prepare proposals, technical presentations and project-specific materials that support purchasing decisions
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Deal negotiation and closing
Negotiate terms and close sales, paid studies, evaluations and collaborations on your behalf
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Opportunity follow-through
Manage the follow-up that moves interested prospects from first conversation to evaluation, purchase or partnership
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Procurement navigation
Identify and address procurement requirements, vendor qualification and contracting steps
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Shared opportunity tracking
Document customer questions, objections, requirements, responsibilities and next actions in a shared commercial tracker for full visibility
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Performance-based engagement
Defined meeting cadence, pipeline value and revenue targets, with progress reported against agreed KPIs
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Prospecting expansion
Scale from late-stage deal closing to higher-volume early-stage prospecting as your pipeline matures
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Go-to-market strategy
Ideal customer profiles, decision-maker mapping and sales messaging for health systems, payers, pharma and research customers
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Trade show and meeting representation
Represent your company in calls, trade shows and virtual meetings
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Global and international networking
Introductions to enterprise buyers and channel partners worldwide
More from this work
OCMS
OGA is helping OCMS turn its function-based antibody selection platform into a step in in-silico antibody design, and supported its negotiations with Syntekabio for a multi-year collaboration.
Coming soon
A seminar for platform companies on turning a technology platform into revenue through partnerships, licensing and productization.
What do your next 12 months look like?
The only thing you're risking is 25 minutes.
Tell us where you are. If we can help, we'll tell you how. If we can't, we'll tell you that too, and we'll usually know inside one call.
