BoB In South Florida: Raquel Cabo, Miami Biotech Collective

Interactive Transcript

spk_0 Welcome back to the Business of Biotech. I'm your host, Ben Comer, Chief Editor at Life Science

spk_0 Leader, and today we're coming to you from Miami, Florida for a series of episodes recorded

spk_0 on location at the offices of catalyst pharmaceuticals. For this series, we're speaking with some

spk_0 of the people operating their companies and organizations regionally here in the Sunshine

spk_0 State, and I can't think of a better way to kick things off than by talking with Raquel Cabo,

spk_0 who over the summer launched the Miami Biotech Collective, a community of executives shaping the

spk_0 future of biotech in South Florida. Raquel has worked in patient advocacy, global market access,

spk_0 commercial strategy, and corporate affairs, and was part of the founding team at Ovid

spk_0 therapeutics. I'm excited to hear about what Raquel is building with the Miami Biotech Collective,

spk_0 what's unique about South Florida as an emerging hub for the life sciences, and what comes next.

spk_0 I wanted to ask you first a little bit about your background prior to launching the Miami Biotech

spk_0 Collective. You worked for nearly a decade at Ovid therapeutics, and before that you worked in

spk_0 market access at GE Healthcare. You also worked at Columbia University Medical Center as a project manager

spk_0 in Alzheimer's research. What drew you initially to life sciences?

spk_0 So it wasn't a bit of a surprise to me that I ended up in life sciences. My career hasn't been

spk_0 necessarily linear. I grew up internationally. I lived in the Middle East, in Europe, and before

spk_0 moving to Miami in the 90s, and because of my experience of moving around and going to a lot of

spk_0 international schools, I initially thought I was going to be a diplomat. I went to university,

spk_0 I went to University of Pennsylvania to study international relations, and I went in with that goal.

spk_0 And then one day, I had to take a core curriculum class in

spk_0 abnormal psychology, so like clinical psychology, and it was blown away. I was fascinated.

spk_0 And that changed my career trajectory completely from international relations to healthcare.

spk_0 And I spent some time also at UPEN working with Dr. Seligman's lab in positive psychology.

spk_0 And from there, I was completely hooked. So that's why I ended up at Columbia University Medical Center

spk_0 working at the Surgeevsky Center, leading Alzheimer's disease grants, working for a neuropsychologist.

spk_0 Because I have a multicultural background, Hispanic, lived internationally, I was drawn to some of

spk_0 the work that they were looking at there where they were trying to understand cultural and ethnic

spk_0 differences in the way Alzheimer's was being diagnosed. So I did work with the Washington Heights

spk_0 community with African Americans. And part of the work that I did there was supporting neurologists.

spk_0 As a volunteer at the Memory Disorders Clinic, I served as an interpreter. So I would go around

spk_0 with a neurologist every week and help him treat people from the community who were diagnosed

spk_0 with Alzheimer's. And they were accompanied by their caregivers. And we saw a whole series of cases.

spk_0 And it was really very difficult to see that the neurologist who was so passionate and he cared

spk_0 so much about his patients after each visit, he was left deflated. Because there wasn't any real

spk_0 good treatments to help those patients and the caregivers, there was no resources for the caregivers.

spk_0 And you could really see the broad impact of the disease. And so for me, that really struck

spk_0 a chord with me. And from that point, I decided to want to think about how can I make an impact at a

spk_0 more macro level? And I felt that industry was the perfect place to do that. Where working within

spk_0 industry, we would able to bring treatments to help those large unmet needs that we're seeing

spk_0 on a day to day basis in the Memory Disorders Clinic or in the Huntington's Disease Clinic that I

spk_0 also was helping service an interpreter. And my hope was, and then to be able to be part of a

spk_0 group of a team, a group of people that were being able to make real difference.

spk_0 Yeah. And then you went to GE Healthcare and we're working, I believe, in market access,

spk_0 health economics and outcomes research. And we just had Rob Abbott, the CEO of IceBor on the last

spk_0 episode of Business of Biotech. And he was really making the case about the importance of HER,

spk_0 not just for Big Pharma, but for smaller biotech in particular for kind of painting the picture for

spk_0 investors, actually using it as a tool to attract investors. That's a side note. But I'm curious

spk_0 about how you got interested in that specific field. Yeah. So it's close back to when I was at

spk_0 Columbia and I was looking at, well, how should I get into industry? What's an area that I can

spk_0 make a difference in an area that's emerging that you work, that combines, that really captures

spk_0 your ability to articulate the value and the benefit of a medicine. And at the time, so,

spk_0 like this was dressed after the financial crisis. There wasn't like a lot of, it was kind of a new

spk_0 and emerging field, health economics. And I spoke with one of my mentors who at the time was,

spk_0 you know, I think you might have been the CEO of Eli Lilly at the time, was one of my

spk_0 friends' fathers. He said to me, look into health economics. This is a field that has a growing

spk_0 impact is highly relevant, but there aren't a lot of players in the space. So I looked into it,

spk_0 it takes a lot of the boxes where you're using data, evidence-based approaches to help build

spk_0 value story and help substantiate the benefit of a product and also help companies think strategically

spk_0 around, well, is this product really delivering some meaningful value or is this just incremental

spk_0 innovation? And so I went to London, I did my masters at the London School of Economics and

spk_0 International Health Policy and Economics. So basically the birthplace of health economics were

spk_0 you know, were nice and that HS and you see it implemented every single day decision-making

spk_0 for medicine. So that was a really amazing learning experience for me. And I spent some time at

spk_0 Metronica in Switzerland working in the European Economics team, Health Economics team,

spk_0 applying those concepts to like how devices, implantable devices are being reimbursed and marketed

spk_0 in different European countries. And then at G Healthcare, it was the same thing. And the way

spk_0 it was used at G Healthcare was helping the sales teams market their products in a way that was

spk_0 more focused less on product attributes, but more on outcomes. Like what are the outcomes,

spk_0 what are the benefits of applying these products or using these products in your hospital systems?

spk_0 How are you helping patients stand on the hospital, get out of the hospital faster,

spk_0 improve and basically improve whether that's like the clinician's ability to treat and serve the

spk_0 patients or the patient's ability to recover and get out more quickly. And then when I met Jeremy,

spk_0 you know, he's also one of those individuals whose visionary and sees ahead of the curve.

spk_0 And as a company at the time, there was probably less than 10 employees, but

spk_0 hand or stud, the value of looking at market access and health economics really early pre-phase two,

spk_0 especially for an asset that was moving into a space where there had been no drugs before.

spk_0 And we thought very carefully about how do we make sure that our evidence

spk_0 or generating evidence or collecting or going to support access and get passed, you know,

spk_0 and help position company favorably once, you know, should a drug get approved, get passed

spk_0 a second hurdle, which is reimbursement and access. And many times it's not just about getting

spk_0 reimburse, but it's speed of reimbursement in the US. In Europe, it's a lot about it's

spk_0 where what type of reimbursement you're going to be getting. And it comes down to

spk_0 evidence and that takes time. And so you need to start early.

spk_0 No matter how innovative your product is, it's worthless if patient patients can access it, right?

spk_0 I mentioned at the top that you were part of the founding team of of it. And I wanted to ask you

spk_0 about Jeremy 11 something something of a legend in the industry. What was it like working with him?

spk_0 What did you learn from him? Let me ask that. Oh, well, it's a hard to answer in a short period of time.

spk_0 Jeremy is, you know, one of the most charismatic authentic leaders you'll ever find. And that's

spk_0 immediately when I saw him speak at F.T. conference, I saw that and I was like, I want to work for him.

spk_0 So I hounded him and he hired me. And he is one of the people who genuinely truly wakes up

spk_0 every single day thinking about how am I going to get these medicines to patients. It's not

spk_0 it's not fluff, it's real. And he is business savvy, he understands the markets,

spk_0 he understands drug development. And he cares about his people, he cares about the people

spk_0 of the company that he that's working for him. He cares about the patient community.

spk_0 Patients text him or call him or email him directly. And he takes whatever they ask of him very

spk_0 seriously. And you know, there've been cases where you know, we've had to, you know, obviously had to

spk_0 move away from advancing an asset in a certain indication, whether that's because the study didn't

spk_0 turn out the way it was expected or for other reasons. But the commitment to his commitment to the

spk_0 community didn't end just because the company's priorities changed, right? So for example,

spk_0 Ovid was one of the first companies that gave the data from the trials back to the patient

spk_0 community for them to be able to use that in advance. Their knowledge and understanding of

spk_0 the disease and help them to continue developing their assets. So

spk_0 he's he's as authentic patient centered as he comes off to be and also just a brilliant

spk_0 deal maker just comes up just has a very creative deals help the company grow to where it is

spk_0 and evolve and pivot over time and find assets that others just overlooked and find opportunities

spk_0 for those assets to like address on it needs. That's excellent. I want to ask you about the Miami

spk_0 Biotech collective. What sparked it and you know what, what do you hope to do with it? You know,

spk_0 what what are you? Well, I guess what drove you to pursue it? What sparked the idea? What drove you

spk_0 to set it up? So I grew up in Miami and I left Miami and I never thought I would be able to come

spk_0 back to Miami because at the time I thought there was no biotech in Miami. So it would be a graveyard

spk_0 for my career. COVID happened. We spent some extended time here and and we really really wanted

spk_0 to come back and you know thanks to hybrid working, we made the decision to come back and you know

spk_0 kind of figure out how it impact our careers and and when I came down here, I realized that there

spk_0 is actually a lot of biotech activity happening. It's just not as tangible and accessible as it is

spk_0 when you go when you're in a city like Boston, right? Where like you step outside and then like everybody

spk_0 around you works at some biotech company. So I'd you know, I was traveling to a conference. I would

spk_0 speak to someone, I'd meet someone and they're like, oh yeah, I live in South Florida or oh yeah,

spk_0 Ultrigenics has this Latin American headquarters and you know, the person lives like five minutes

spk_0 for me. So it was a lot of those conversations and I started to feel like well there's a lot of

spk_0 people down here. There's a lot of operators down here but they're not we're not connected

spk_0 and there is there there's an initiative that was started by an individual named Dore and

spk_0 who works at a head hedge fund, I believe, who started a WhatsApp group and anybody who moved to

spk_0 Miami who worked in the biotech space or Medtech would get added to this WhatsApp group and that

spk_0 group over the couple of years had grown to I think now like 150 members. So the people were there

spk_0 and even an even outside of that group, I was still meeting people who were not plugged in to this

spk_0 and and I'm just naturally a community builder and I wanted to just bring together some operator.

spk_0 So other like peers. So I initially started you know talking to a couple of folks like to like

spk_0 have a dinner and then to a conference in Boston. There's a and actually this is where I met

spk_0 like a dinner with a bunch of other biotech execs and you know sentiment gathering you get to

spk_0 meet a few people. So I thought let me see if I can pull together 15 people and have a dinner and

spk_0 through word of mouth I ended up having about a hundred people say that they're interested

spk_0 and in getting together and so I realized at that point that this is much bigger than I had

spk_0 initially thought and that there's an interest. There's people and and then I found out that

spk_0 there's people who are willing to put money towards building a community. So I found in the Miami

spk_0 Biotech collective with the idea of providing a forum to connect operators who are in South Florida.

spk_0 So Jupiter are down to Miami and help folks deep in and broaden their network. So

spk_0 in Miami you will know a few people like you live in coconut grove you'll know a couple people

spk_0 in coconut grove you live in the inventory you'll know a few people in the inventory you're in

spk_0 Boka you know the folks at Boka but you're not connecting across those little pockets

spk_0 and so that's what Miami Biotech is doing it's bringing people come down from Boka from Delray

spk_0 two events and their meeting individuals that they normally would not be crossing paths with.

spk_0 There's also a strong interest in advancing the region as a next biotech hub.

spk_0 I think we had seen over the last five years and in flux of people coming down here

spk_0 like me I came down here I liked it I wanted to stay a lot of people did the same thing

spk_0 and in flux of capital a lot of investors are coming down here there's a lot of alternative

spk_0 types of investors so like family offices that you don't see in in other regions there's been an

spk_0 incredible amount in investment in the health systems infrastructure and and with all of those

spk_0 and then you also have Miami Airport which is like an incredible like the number one logistics

spk_0 airport in the nation and does a tremendous volume of distribution of pharmaceutical products.

spk_0 So you have a lot of these factors coming together and there are individuals who are want to raise

spk_0 the visibility of the region and also want to start creating relationships and partnerships

spk_0 with other organizations but there wasn't really like a formalized way to do it so we're also

spk_0 facilitating that and and it's just been a tremendous few months where just an idea to have a

spk_0 dinner turned into a Miami biotech collective and now I have a lot of relationships and partnerships

spk_0 one partnership with the Beacon Council of a partnership with JP Morgan and we have a lot of

spk_0 exciting things coming down the pipeline over the next few months. Yeah well the Miami Day Beacon

spk_0 Council I read on their website that there were a thousand life sciences companies in the area

spk_0 which was amazing to me to to read that statistic. I think you have a member of the the Beacon

spk_0 Council on your women's leadership council which I want to ask you about in just a second but

spk_0 and I'm also going to ask you about some of the gaps that exist in the ecosystem but before that

spk_0 what do you think is the real pull like what are what are the what would you describe as the chief

spk_0 attributes or the you know the biggest benefits to you know starting a company or headquartering

spk_0 a company in South Florida. So South Florida has the obvious lifestyle benefits right like that's

spk_0 everyone knows that that's like what great food things that they come down here retire. Yeah you

spk_0 have the weather so you have the obvious lifestyle benefits there's no income tax so that's another

spk_0 incentive for individuals who want to come down here and then there's as I mentioned there's

spk_0 this new energy of the new folks who've come down here which are creating a really ripe

spk_0 environment for collaboration and entrepreneurship and a lot of interest in helping companies drive

spk_0 growth and while some of the infrastructure is in the early stages the aptitude and the interest

spk_0 to develop is there. So for example like the Beacon Council they're prioritizing life sciences and

spk_0 their advance they're you know helping companies come down here so Galgirma just moved its headquarters

spk_0 to Miami. There's a couple other companies that join the same thing whether that's from other

spk_0 parts of the United States or from other country Latin America Spain and the and then the universities

spk_0 they're really working closely they're super eager and interested to work with industry to advance

spk_0 common goals. I was curious about that you know the relationship with the universities and tech

spk_0 transfer offices and how how active that scene was it sounds like it's active. Yeah well it is active

spk_0 so first off there's been huge investments so University of Miami just had a $50 million grant

spk_0 to the Sylvester Cancer Center to advance its research. They're building converge which is

spk_0 going to be shared lab space. Baptist Health had another $50 million go to build a neuroscience

spk_0 and expanded neuroscience institute. They're recruiting top talent from different areas of the

spk_0 country to like set up to like help them build infrastructure needed to run on top to your

spk_0 clinical trials and funding to give their researchers their staff to do research and then

spk_0 individuals who work who are working at these hospitals are very eager to work with industry and

spk_0 figure out like how do we help you advance your your programs. Right yeah well let's let's talk

spk_0 about some gaps. I guess the thinking of a commercially successful biotech company let's say you

spk_0 know the full life cycle from start up to successful approval to commercialization what gaps exist

spk_0 in the South Florida ecosystem and do you have you know any thoughts about how to fill those.

spk_0 So there there are a lot of gaps because we're at the early stages. Sure. One gap is talent so

spk_0 there is great talent coming out of the universities but like other areas they're experiencing

spk_0 the brain drain because there isn't a place for them to immediately go to that's local.

spk_0 The other the other type of gap is seasoned operators because we haven't been home growing folks right

spk_0 right and but that's something that like with Miami Bows head collective by like creating a

spk_0 community of season biotech operators we're helping allow give people opportunities to find the

spk_0 job after the job which will help bring more people down here because one of the little challenges

spk_0 that establish companies are facing when they're trying to recruit is people are worried that

spk_0 they're not going to find the job after the job we all know that biotech is uncertain and great. So by

spk_0 helping build out that community create a better system for job trading yeah yeah that will help

spk_0 with those other gaps are wet lab space so you I'm building out this shared space but there's still

spk_0 gaps around around that you don't have that same infrastructure that you have another part

spk_0 of the country while there is an increase in capital down here the volume the numbers aren't as high

spk_0 as in other parts of the country and a lot of the companies down here are early stage either

spk_0 looking for seed funding series A and so or that early stage capital through family offices we

spk_0 see these hedge funds those those are what will be driving the growth and and the volume of those

spk_0 transactions aren't as high as in other parts of the country but it's it's growing yeah and and I

spk_0 think that you know once we have those ingredients coming together will be positioned to really take

spk_0 off once we get considering that we have we have the universities we have companies that are

spk_0 already establishing and moving here we have the logistics there's increase in manufacturing

spk_0 folks are building out manufacturing facilities down here and and the region is wide so we're going

spk_0 from Jupiter down to Miami and and the attractiveness of the region is demonstrated by this and

spk_0 huge growth and number of conferences that we're seeing so I'm calling it Miami Biotech week in March

spk_0 there's multiple biotech investment conferences LSEX had their conference here last year for the first

spk_0 time had 300 people attend you see emerge adding a biotech component to their to their conference

spk_0 bio internationals coming down in March so people are seeing the opportunities down here and the energy

spk_0 and I think all of the pieces that will come together um the Miami biotech collective has an

spk_0 advisory board but also has a woman's leadership council and I was I wanted to ask you what the

spk_0 thinking behind the women's leadership council was and you know what that group brings you know

spk_0 to the larger collective that that group was formed out of me seeing a problem yeah at my first

spk_0 event we had over 50 people attend and of those 50 there's probably five six women in in in

spk_0 attendance and it was it was really shocking and not only that but in the invite list it was a

spk_0 majority men and when I talked to other men like we need to invite more women we need to include

spk_0 folks couldn't identify other women to bring in so so we are we all know that there's an

spk_0 underrepresentation of women broadly in biotech but here it feels a lot more acute the issue and

spk_0 um I thought the best way to solve that is to bring women together who can help

spk_0 one bring in more women but also find ways to support women in biotech and um the women's leadership

spk_0 councils made up of women um in industry um a recruiter who's the CEO of her own company and there's

spk_0 uh we have um nidia from the beacon council and then um she's not up there yet but Cecilia Gonzalez

spk_0 she's an investor so she's also joining the advisory the women's leadership council and the

spk_0 idea is for us to problem solve together how we can increase representation and create the support

spk_0 system for other women who are in whatever stage of career they're in to reach their achieve their

spk_0 goals right awesome um we've talked I feel like a lot about this already you know what I'm going

spk_0 to skip it because we've already covered it I was going to ask you your best pitch to entrepreneur

spk_0 and founders who might be looking around for a place to set up company headquarters I think we

spk_0 have the answer are already based on our conversation but I um getting back to the collective uh

spk_0 how would you characterize your current membership um you know what what it's comprised of the types

spk_0 of companies and maybe the types of uh people or companies you'd like to bring in in the future great

spk_0 yeah so um I have about 185 people since June who've expressed interest in being part of Miami

spk_0 Biotech collective so and that number has almost doubled since my last event in um sub-tember

spk_0 and the representation is mixed but more than half so about 60 percent are individuals from

spk_0 biotechs and we do cat we are categorizing um biotechs by early stage late stage commercial public

spk_0 and it's a mix across the board we have um investors so about um I'm doing mental math like 20

spk_0 percent are investors okay and we have academics um we have a relatively smaller proportion of

spk_0 service providers and that's deliberate like service providers are hugely important to the ecosystem

spk_0 but what we want to do is have like meaningful relationships with service providers where the events

spk_0 and the gatherings are opportunities for operators academics investors to be meeting and identifying

spk_0 opportunities but and not being pitched by service providers but service providers who are

spk_0 participating are ones who are contributing to the growth of the ecosystem um so it's very strategic

spk_0 and selective about how we engage with service providers um and um we and yeah I can't I think

spk_0 oh yeah sorry I think that's no that's that's great um I was you know you mentioned your community

spk_0 builder uh earlier in our conversation um and I was curious about you know if you're actually

spk_0 facilitating between members you know somebody has a question about maybe it's about a service

spk_0 provider or maybe they're you know looking for a specific uh type of talent um it is that part of

spk_0 the the Miami biotech collective's mission to kind of connect people across the region answer

spk_0 questions for people help people source various things or is it more of kind of a networking

spk_0 and just community building uh type of organization right now the the Miami biotech's mission

spk_0 stems from the community's needs and of categorize them into three it put them into three pillars

spk_0 and and I've developed those from speaking to folks who are part of the group now an individual who's

spk_0 later in their career may have a different need that someone who's earlier in their career or

spk_0 someone who's you know starting a biotech and raising money versus someone who you know

spk_0 has is capitalized so the needs are different but what I did is through speaking with a lot of

spk_0 folks doing a survey I found that most people's interests fell into three different groups so one

spk_0 is engagement so meeting folks connecting identifying ways to like to collaborate create opportunities

spk_0 expand their career share best practices that's one pillar the second pillar is

spk_0 sharing resource sharing or access to resources and so that's where the connection between the

spk_0 investors and the operators really thrives the number one interest for most people is access

spk_0 to capital and from an investor perspective what they're interested in is identifying companies

spk_0 that maybe were not on their radar yeah so through our events and through conversations we bring

spk_0 those two together so for example at the September event I had a panel of stealth of companies that

spk_0 are in stealth mode presenting I think one of the companies so that after that presentation an

spk_0 investor came in and you know made express interest in investing like 15 million dollars right so

spk_0 that wow that's hugely valuable for those companies yeah exactly and and then the third is

spk_0 influence so there's a lot of people who feel really strongly there are a subset of folks who feel

spk_0 strongly about building out the ecosystem and finding ways to best collaborate with the academics

spk_0 with the beacon council you know another development center committees and and those are

spk_0 one and so we're doing things to help them so for example with the beacon council we're going to be

spk_0 doing a series of round tables the next round table is going to hit the first round table is going

spk_0 to hit the topic of why Miami so a lot of the questions that you're asking but the ideas like

spk_0 crowd source the answers so what's going what do we have that's going for Miami what are the

spk_0 challenges and how can we solve them and from there identify ways that we can actively

spk_0 bring groups together to generate those solutions so if the challenges oh there isn't a pipeline

spk_0 of scientists and we're losing them all to Boston well maybe because we at the university Miami

spk_0 and Baptist sitting in the same room as you know some other a farmer company we can find a ways to

spk_0 create an internship channel right so finding those identifying the problems and finding tangible

spk_0 solutions to those problems and so those are the three areas engagement influence and resources

spk_0 you're focused on Jupiter south you mentioned earlier in our conversation that there were

spk_0 different pockets even within Miami where people were sort of isolated not connected to each other

spk_0 I'm curious if if the collective is interested in you know working with central Florida eventually

spk_0 or the the panhandle I mean is it your intent to kind of scale up in the state of Florida or just

spk_0 make you know south Florida really strong the we want to stick to south Florida bio Florida covers

spk_0 the whole state of Florida yeah true and Mark Glickman who's the new CEO or he's been the CEO for

spk_0 last 18 months has been doing a tremendous job of connecting and engaging with the different

spk_0 regions and really building up the whole state to support biotech to support medtech engaging at

spk_0 a state level for advocacy and dent in incentives so Mark's got the Florida covered and for us we're

spk_0 really trying to like help grow and this this region in collaboration with bio-floor and supporting

spk_0 their efforts as well but even though south Florida's our favorite bio-floor to can't have favorites

spk_0 yeah right exactly I've really enjoyed talking with you Raquel I have one final question for you

spk_0 and it's a hypothetical and I'm gonna ask everyone while I'm down here I live in central Florida

spk_0 so I couldn't ask myself that this question too but hypothetical question it's been a very quiet

spk_0 hurricane season so far this year but let's assume you find yourself in the predicted path of a

spk_0 category four category five hurricane do you board everything up and hunker down or do you pack up

spk_0 the car and get out of dodge stay or go I think for us it's gonna be stay yeah stay all right I put

spk_0 in some new impact windows I feel really good about our our really good about that and I think we

spk_0 can weather weather the storm for listeners one more thing I did want to ask you before we wrap up

spk_0 for listeners who might be in Florida or might be you know thinking about moving to Florida what's

spk_0 the best way to get in touch with the Miami biotech collective um you know how can they how can they

spk_0 talk to you well on my website at the bottom it says get in touch with Raquel and you can send me

spk_0 a whatsapp message so there's no more direct way than that simple enough and direct all right we've

spk_0 been speaking with Raquel Cabo founder of the Miami biotech collective I'm Ben Comer and you've

spk_0 just listened to the business of biotech find us and subscribe anywhere you listen to podcasts and

spk_0 be sure to check out new weekly video casts of these conversations every Monday under the business

spk_0 of biotech tab at life science leader dot com we'll see you next week and thanks as always for listening

BoB In South Florida: Raquel Cabo, Miami Biotech Collective

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