AnimalBiome’s early growth was driven by products that genuinely improved the health of cats and dogs through microbiome science. But the company’s biggest acceleration came later—when it began deeply understanding how customers make decisions, build trust, and engage with pet health products. In this talk, Carlton Osborne shares the lessons AnimalBiome learned about branding, subscriptions, channel strategy, pricing, and customer behavior—and how those insights transformed a science-driven startup into a faster-growing, more customer-centric business.

Animal health is advancing on two fronts: new modalities including mAbs, mRNA, CGT, vaccines, long-acting injectables, tides, conjugates etc. and new care models built on telehealth, remote monitoring and at-home treatment. Both change what a product must deliver, and both raise the CMC bar.

This session unpacks the five decisions that make or break commercial success: manufacturability, scalability, stability and distribution, regulatory reproducibility, and supply chain readiness with a practical lens on why cost-of-goods is uniquely decisive in animal health, and why most failures happen after proof-of-concept, not before it.

Great science earns attention. Great CMC earns the market.

Placing the pet owner and their companions at the center of the entire animal health value chain, how do we design a future where everyone in this ecosystem wins? We’ll discuss…

• The full spectrum of information that helps define prevalence of disease and wellness needs
• Pet owners' need for convenience, transparency and accessibility
• How data unlocks accessibility, affordability, personalization and prediction
• In order for this vision to happen, what are the roadblocks we need to overcome?

Fundraising often reflects progress, it doesn't define it. Michael Rhys (CEO) shares how Barnwell Bio has prioritised producer feedback, early customer validation, and real-world data generation to drive focus, support partnerships, and set the foundation for long-term scale.