Customer Value Proposition
Different customer segments have fundamentally different pain points. The value proposition must be segment-specific, not generic.
Year 1 priority matrix
| Segment | Speed to close | Deal size | Year 1 priority |
|---|---|---|---|
| Indian generic pharma | 6–12 mo | $1–3M sprint | P0 — anchor |
| Hospital research arms | 3–6 mo | $200K–1M | P0 — anchor |
| Biotech startups | 3–9 mo | $500K–2M | P0 — anchor |
| MNC pharma India R&D | 12–18 mo | $2–8M | P1 — Phase 2 |
| Government / institutional | 12–24 mo | Grant-backed | P2 — credibility |
| APAC expansion targets | 18+ mo | $5M+ corridor | P2 — BioHelix |
Indian Generic Pharma
Sun, Dr. Reddy's, Cipla, Lupin
Pain: Patent cliffs accelerating, need innovation pipelines not just generics.
Our value: AI-powered drug repurposing, biomarker-driven formulation science, NCE discovery at 1/5th the cost of US CROs. Regulatory dossiers India-ready.
Typical deal: $1–3M discovery sprint + LabOS sidecar.
MNC Pharma India R&D
Novartis, AZ, Pfizer, Roche
Pain: Need APAC population diversity in discovery; India data siloed and underutilized.
Our value: Atlas access, stratified trial design, faster IND-enabling packages.
Typical deal: Atlas license + IVD sprint + clinical platform (2026+).
Indian Biotech Startups
CAR-T, gene therapy, biologics
Pain: Can't afford full computational biology + wet lab teams.
Our value: Discovery-as-a-Service — pay-per-program, hypothesis to validated lead.
Typical deal: $500K–2M milestone sprint.
Hospital Research Arms
Apollo, Fortis, AIIMS, CMC
Pain: Rich clinical data, no AI-multiomics capability to convert to IP.
Our value: Clinical data → multiomics → biomarker pipeline. Co-IP + revenue share.
Typical deal: Co-development + Atlas co-build.
Government / Institutional
BIRAC, DBT, ICMR, IITs
Pain: Grant-funded research needs commercial translation.
Our value: Translational platform, co-IP, BIRAC co-application partner.
Typical deal: Grant + equity co-dev.
APAC Expansion Targets
Singapore, Japan, South Korea
Pain: Need APAC platform plays and diverse population datasets.
Our value: Pan-APAC discovery network, Singapore regulatory bridge.
Typical deal: BioHelix corridor program — see BioHelix.