Company landscape
Labsmapped as targets
Map the market
We profiled genetic testing labs and companies that outsource genetic testing services.
Case Study · Customer Discovery
Finding the labs that need saliva kits.
A porous components maker had developed a new saliva collection device for genetic testing. We mapped the labs and companies that could use it, interviewed experts and reached out to potential customers so the client could start conversations.
The Client
The client is a manufacturer of porous components with a new saliva collection device. It wanted to find genetic testing labs that need the device and build a marketing case.
The Challenge
A new device.
Find who needs it.
Prescouter was asked to identify genetic testing labs, and companies that outsource genetic testing, that could use the client’s saliva collection device, and to understand their needs.
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Needs
Customer needs
What labs look for in collection.
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Targets
Labs and outsourcers
Who runs saliva-based tests.
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Engagement
Direct conversations
Putting the client in front of buyers.
Our Approach
Pairing a company landscape with direct outreach.
Expert interviews
Needscustomer needs captured
Learn the needs
Expert interviews showed what buyers need, feeding the marketing case for the device.
Customer outreach
Directcustomer conversations
Open the door
We reached out to potential customers, which led to conversations with the client.
The Outcome
From a list of labs to real conversations.
Prescouter built a list of potential customers working in saliva-based genetic testing and helped the client engage them. The client went on to hold conversations with these customers about its new saliva collection device, backed by a clearer view of their needs.
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Targets
Potential customer list
Labs active in saliva-based testing.
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Insight
Customer needs
Input for the marketing case.
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Pipeline
Live conversations
The client met with prospects directly.
A new device needs buyers before it needs scale. Talking to the right labs early shapes both the product story and the sales plan.
Let’s Talk
Who are the first buyers for your device?
Map the market, learn what customers need and start the right conversations. Wherever you’re starting from, we’ll help you get there.
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