THE OPPORTUNITY

Company 1’s product were manufactured by and sold through an OEM distributor.

No commercial focus resulted in no revenue being generated over a 2-year period.

OUTCOMES:

 •  Recognized product’s market weakness

 •  Our ranking of applications areas into tiers enabled the UBC sales team to focus on low risk opportunities

 •  Market interactions enabled rapid identification and qualification of prospects

 •  Targeted awareness campaign and rep network enabled rapid commercial traction for a secondary product 

 •  Created a risk assessment test for prospective sales opportunities

 •  Guided customer in the creation of a commencement protocol to minimize company’s need for support

•  Successful product traction by identifying secondary product’s pipeline and meeting deliverables

THE OPPORTUNITY

Company 2’s product employs a technology to measure ligand-induced conformational change at high throughput and low protein consumption

They want to position themselves for HTS as opposed to an orthogonal tool for lead characterization.

The current sales team sells instruments, consumables, and services. Turnover in the sales team occurred annually – with no understanding as to why

OUTCOMES:

 •  Recognized product’s market weakness

 •  Our ranking of applications areas into tiers enabled the UBC sales team to focus on low risk opportunities

 •  Market interactions enabled rapid identification and qualification of prospects

 •  Targeted awareness campaign and rep network enabled rapid commercial traction for a secondary product 

 •  Created a risk assessment test for prospective sales opportunities

 •  Guided customer in the creation of a commencement protocol to minimize company’s need for support

•  Successful product traction by identifying secondary product’s pipeline and meeting deliverables