# 267 - What Pharma Wants from CDMOs: Quality, Pricing & Trust | Kaan Kekec

- Show: [Let's Combinate](https://hardwarepodcasts.com/podcast/lets-combinate)
- Published: 2026-10-26
- Length: 19m
- Page: https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec
- Listen: https://podcasters.spotify.com/pod/show/letscombinate/episodes/267---What-Pharma-Wants-from-CDMOs-Quality--Pricing--Trust--Kaan-Kekec-e3r1a2v

## Summary

Kaan Kekec, Partner at Simon-Kucher, discusses findings from the CDMO Growth Report 2026, revealing a critical misalignment between pharma sponsors who prioritize quality and CDMOs who over-index on speed. He explains how device suppliers often fail to validate their value propositions against competitors, leading to blind spots in customer experience and pricing strategies for drug delivery devices. The conversation highlights the need for integrated manufacturing capabilities and transparent partnerships to bridge the gap between sponsor expectations and supplier perceptions.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec#t=0) Introduction: Kaan Kekec and Simon-Kucher
- [1:26](https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec#t=86) Defining Value Propositions Outside-In
- [3:35](https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec#t=215) Validating Value Through Peer Comparison
- [6:57](https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec#t=417) Case Study: Flexibility and Customer Experience
- [9:19](https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec#t=559) Drug Delivery Complexity and End Markets
- [12:45](https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec#t=765) Integrated Manufacturing and Fill-Finish
- [15:09](https://hardwarepodcasts.com/podcast/lets-combinate/2026-10-26-267-what-pharma-wants-from-cdmos-quality-pricing-trust-kaan-kekec#t=909) Quality as a Success Criteria vs. Table Stake

## Topics

- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Manufacturing partners & offshoring](https://hardwarepodcasts.com/topic/manufacturing-partners)
- [Quality & yield](https://hardwarepodcasts.com/topic/quality-and-yield)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Design for manufacturing & NPI](https://hardwarepodcasts.com/topic/design-for-manufacturing)

## Most relevant to

companies scaling up

## Mentioned

- Simon-Kucher (company)
- PharmaSource (company)
- CDMO Live Americas (other)
- IQVIA (other)
- CDMO Growth Report 2026 (other)

## Related episodes from other shows

- [What are the Opportunities for Improvement (OFI) for Quality?](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-02-23-what-are-the-opportunities-for-improvement-ofi-for-quality) (Global Medical Device Podcast)
- [FDA is Expanding its Case for Quality Program... Should Your Company Participate?](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2019-11-26-fda-is-expanding-its-case-for-quality-program-should-your-company-participate) (Global Medical Device Podcast)
- [How to Select a Contract Manufacturer](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-02-02-how-to-select-a-contract-manufacturer) (Global Medical Device Podcast)
- [Meet a Guru: Erica Loring](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2020-10-28-meet-a-guru-erica-loring) (Global Medical Device Podcast)
- [Knowing vs. Doing as Medical Device Professionals](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2021-04-19-knowing-vs-doing-as-medical-device-professionals) (Global Medical Device Podcast)

## Citing this page

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