THE FRANCIS CRICK INSTITUTE
Quote date: 11/15/2022
Territory: UK
Total amount: Most recent consumable opp $12,000 USD
Opportunity LINK
"Placing a seed unit at the Francis Crick Institute has been the perfect example of teamwork and endurance. The whole process took approximately 7 months and started with a meeting and a single lead. At times these meetings lead to nothing, but in this case the EMEA sales team leveraged that to gather interest from relevant PIs and organize a bigger seminar followed by several in-person meetings. More importantly, the core facility was involved all along the process to facilitate the contacts and ensure the feasibility of our collaboration.
From this moment on, sales and field applications worked in a synergistics and proactive way organizing individual meetings to understand the research of each individual group and plan experiments accordingly. Dedication and attention to detail has been key to get the commitment of various labs to preform the first experiments. Now we are looking towards the next step: get the instrument installed and support the customers to ensure they get the best out of their experiments." - Sara Bragado, FAS Supervisor - EMEA
NATIONAL INSTITUTE FOR BIOPROCESSING RESEARCH & TRAINING
First quote: 6/8/2021
Close date: 9/23/2022
Territory: Ireland
Total amount: $216,556.25 USD
Opportunity LINK
"For me, persistence and good organization were they key to closing this particular sale. Each sale will be different and call on certain skillsets over others depending on the requirements of the customer. In this case, we have been speaking to NIBRT for over a year and had to maintain the interest of the customer until the tender process became available this summer in August. I continued to stay in touch with Jonathan, our customer, maintaining the relationship and his interest.
As we moved closer to the sale, the team remained highly organized to ensure we submitted the necessary documentation on time. The Sales Ops team, Katie Chisholm in particular, helped to coordinate with other US team members (e.g. legal, etc.) and guided the process to secure the sale. We also have to thank former members of the sales team who made the initial contact and laid a good foundation with the customer." - Helena Humphries, Sales Specialist - UK & Ireland
PTC THERAPEUTICS
First quote: 7/12/2022 CA | 8/4/2022 NJ
Close date: 8/26/2022 | 9/30/2022
Territory: Northern CA & NJ
Total amount: $320,000 USD
Opportunity LINK CA | LINK NJ
"For me, understanding our value proposition for the various groups and primary research areas was key to closing these two sales. Each sale is different and these two sites had different research areas and focus. The site in CA was focused on Autoimmune, Inflammation and Neurology. Tailoring a presentation to that site was instrumental to gain buy in from the key stakeholders. Also of importance is to recommend other groups and sites if possible join the seminars. This is how we were able to make a connection with PTC researchers in NJ. They attended the presentation and follow up question and answer sessions for the group in CA. Keeping up with the most recent protocols and publications also helps as we had just launched our protocol for microglia and that made a difference for the neurology group buy in.
I offered to do a more focused oncology presentation for the Immunology and Pharmacology groups in NJ. Interestingly, even though I live in NJ, I was actually in CA visiting PTC to close that sale in person while doing a virtual seminar from CA for the NJ sites that same week. Continued follow up with value added emails including details and publications were important. Aggressive time dependent program pricing was offered to each group and as shown, the CA group was able to move quicker. Once that order was in all focus switched to NJ with a long justification process and negotiation with their finance department on terms. That second PO came in the last day of the quarter.
Providing concise justification and procurement packages that address all questions is super important. Follow up and value added messaging can make the difference. In the end, there were a total of FOUR(!) IsoSpark units purchased." - Stephen Kosteski, Vice President - BioPharm
ROCHE
First quote: 4/25/2022
Close date: 6/30/2022
Territory: South China
Total amount: $180,000 USD
Once we were able to identify our global biopharmaceutical company target, we were able to set up clear strategies. Sales and FAS teams worked together to clearly articulate our company's technology and vision with Roche's R&D department. We achieved a high level of customer acceptance and were able to synergize well with the channel relationships we had developed. Our solution was supported by Roche's internal budget and the contract was signed quickly with the collaboration of our IsoPlexis back office. - Wang Qingsong, Sr Sales Manager
