Strategies biotechs can’t afford to miss in 2025: A conversation with Sano’s VP of Commercial
After a decade of strong investment, the biotech sector in 2025 is navigating a markedly constrained funding environment. Early-stage companies, particularly those in genomics, cell therapy, and precision drug development, are facing longer timelines to raise capital, more scrutiny from investors, and increasing pressure to demonstrate clear ROI across development stages.
We sat down with Ben Jackson, VP of Commercial at Sano Genetics, to unpack the biggest shifts shaping biotech in 2025 and the strategies companies need to stay ahead.
Current biotech funding landscape
Venture capital funding for biotech fell significantly in the first half of 2025 compared to prior years. This has especially impacted early-stage biotechs. Amidst financial and political uncertainty, investors seem to be cautious and risk-averse. While some late-stage companies with strong data have continued to secure large investments, many biotechs are navigating a capital-constrained environment
Q: The biotech funding environment is still challenging after 2024. Why do you think companies are so focused on extending their cash runways?
“It comes down to investor priorities. We haven’t returned to pre-2022 highs, and investors are putting money into later-stage, de-risked assets. That means early-stage companies are delaying expensive Phase 2b or Phase 3 trials or waiting longer to sign partnerships. In such a crowded space, standing out early is harder than ever. At Sano, we help our partners generate early validation data quickly with right-sized solutions for their lifecycle stage. Precision recruitment is a big part of this — not just speeding timelines, but improving ROI so those early trials attract the partnerships and funding they need.”
The biotechs that pair lean execution with targeted proof-of-concept wins will be the ones that not only survive this cycle but emerge with stronger negotiating power when the market turns.
Increased popularity of shared-service models
In a climate where every dollar and day counts, many biotechs are rethinking the traditional, siloed approach to clinical trial operations. One model gaining traction is the shared-service approach, which centralizes key functions like recruitment and testing across multiple programs. This not only streamlines processes and reduces duplication, but also creates a more consistent and patient-friendly experience.
Q: Shared-service models are getting more attention. How are they helping biotechs cut trial costs?
“We’re seeing more companies pool recruitment and testing infrastructure across multiple studies or phases. This reduces duplication, consolidates vendor management, and speeds trial start-up. Our platform is designed to unify recruitment, testing, and long-term engagement. From the patient’s perspective, it’s a smoother, less fragmented journey with fewer handoffs and clearer communication — and that trust translates into better retention and stronger outcomes.”
Using AI to design leaner clinical trials
In a tight funding climate, trial efficiency is a priority. AI is giving biotechs new ways to design smarter studies by improving how patients are identified and recruited. Beyond recruitment, by processing massive amounts of real-world data, AI models can help researchers simulate eligibility criteria, refine trial protocols, and can even generate synthetic control arms.
Q: How do you think AI is making a difference in trial design?
“The real value is in pre-screening. We can analyze electronic medical records (EMRs) and genomic data to flag patients most likely to respond to treatment. AI helps identify patterns and refine cohorts, which speeds up recruitment and improves trial quality. At Sano, we focus on using genetic and health data for smarter matching — not just casting a wider net. And we’re clear on one thing: AI supports empathy; it doesn’t replace it. Our team stays closely involved to guide patients, answer questions, and make sure they feel seen.”
Building diversity into trials for stronger science and market reach
Prioritizing diversity in trials enhances regulatory viability and clinical utility across populations. Yet, real-world representation still lags far behind. In a review of 93 precision oncology trials with 5,867 participants, 82.3% were non-Hispanic White, while only 10.0% were Black and 4.1% were Asian. White participants were overrepresented in every study, reflecting a highly homogeneous patient population that fails to capture the genetic, cultural, and environmental diversity seen in real-world clinical settings. This lack of representation can skew efficacy and safety signals, limit the generalizability of trial results, and create downstream barriers to regulatory approval, market access, and patient trust.
Q: Diversity in recruitment is a hot topic right now. Beyond regulatory requirements, what’s the ROI for biotechs?
“Representation is science. Without diverse cohorts, you risk trial failure, regulatory delays, and limited market access. By engaging underrepresented groups early, you open doors to more markets and reduce the risk of post-approval setbacks. Our patient engagement team uses inclusive, multi-channel outreach to bring in diverse participants and keep them engaged across the full trial lifecycle.”
To learn more about the importance of diversity and representation in precision trials, read our whitepaper here.
Leveraging companion diagnostics for faster market uptake
In today’s competitive launch environment, winning regulatory approval is only half the battle. Therapies need a clear path to the right patients, and companion diagnostics can give biotechs a competitive edge.
Q: How do companion diagnostics (CDx) fit into the strategy post-approval?
“CDx and stratification tools are game-changers for market access. When you integrate them early, you’re generating real-world evidence alongside clinical data, making regulatory submissions smoother and targeting the right patients from launch day. We partner with biotechs and CDx manufacturers to design and deploy these tools from day one, building data assets that support pricing, access, and post-market insights.”
In closing, Ben mentioned the importance of centering trials around patients. This begins with considering patient experiences early in drug development to ensure therapies are aligned with their needs and preferences. Trial design should also be highly considerate of patient barriers and burdens to participation to minimize these where possible.
“Everything comes back to treating people like people, not just trial participants. If we get the patient experience right, we get better recruitment, cleaner data, faster trials, and stronger outcomes. That’s the future we’re building at Sano Genetics.”
For more practical strategies on how to advance innovation on limited budgets, access our whitepaper here.