Case Studies
Commercial Engines, Rebuilt and Launched
Two engagements from public company filings, with the numbers, what changed, and the lessons in order of impact.
Case Study · Commercial Rebuild
Rebuilding a Genomics Commercial Engine
From 4% growth to 29%: giving every account one owner, growing consumables in the installed base, and doubling product and service revenue in 4 years.
+4% to +29%
Product and service revenue growth, FY2017 to FY2021
99.4%
Average of initial guidance midpoint achieved, FY2018 to FY2021
Case Study · Platform Launch
Launching a New Platform: GeoMx Digital Spatial Profiler
From prototype to $51.9M: selling the data first, taking orders before shipping, and launching into the installed base to beat guidance 3 years running.
30+
Instruments pre-ordered in 2018, before launch, about 70% without seeing one
$0 to $51.9M
GeoMx revenue, FY2018 to FY2021