How to pitch your health tech idea to a drug company

For the ever-growing list of startups trying to marry technology and health care, cozying up to a deep-pocketed drug maker can provide valuable validation and a little money to keep the doors open. But how do you make your case to the gatekeepers of biopharma?

Patrick Dey, the Amgen vice president who presides over digital health, gets a flood of emails — “I don’t know how many a day” — from companies claiming their technology can be of service, and his team proactively scouts for leads on potential partnerships.

The interesting ones make a short list that gets debated within Amgen, Dey told STAT’s Rebecca Robbins. Then begins a winnowing process that leaves most would-be partners out in the cold, with only the most promising companies invited to participate in a trial relationship.

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