PMID 32926893 · 2020Journal of Virological Methods
For that reason, Sanger sequencing of the ORF2 gene, which is a labor intensive and time-consuming process ( Lv et al., 2020 ; Zheng et al., 2020 ), is still widely used for PCV2 genotyping.
Use cases · Instruments
Nobody replaces an instrument that works. They replace one that stopped keeping up.
A capital purchase has a trigger, and the trigger is almost never the sales call. It is a study that needed more samples than the current platform could run, a measurement whose variation was too wide to defend, a sensitivity floor that closed off the experiment the group actually wanted to do. By the time the grant is written, the reason is already in print.
Opportunity · evidence-based
- Who?
- Yin Wang, Jianfa Bai and colleagues, Journal of Virological Methods, 2020
- What problem?
- Throughput, in their own words (highlighted).
- Why your solution?
- If your platform genotypes faster than Sanger sequencing of ORF2, it answers the cost they describe. Potential fit.
- Why reach out?
- They call the routine method labour intensive and slow, and built a faster assay themselves: a group already changing how the work is done.
Open the paper ↗
The opening
They have already written it down.
Which means the list you want is not everyone with a budget. It is the labs that have a platform, use it hard enough to have found its limit, and said so. That list is short, it is dated, and it is the one your competitor's rep has never read.
The language to search
What a platform ceiling sounds like in a discussion section, in the words the authors use:
throughputprecisionsensitivitysample volumerun timedynamic range
Categories we extract and verify, not keywords we grep for. A sentence saying a feared problem did not occur is not a problem, and the verification pass is there to drop it.
Across all segments today: 14,860 researchers with a limitation in print, 30,404 verified quotes, and 18,843 researchers whose instruments and reagents we can name.
How the work goes
Three moves, in order.
01
See the installed base you are selling against
Every instrument a lab cites in its own methods, named and dated. That is the map of who runs what, built from what researchers published rather than from a survey nobody answered.
02
Watch for the sentence that opens a purchase
When a group that runs your competitor's platform writes that throughput or precision limited the study, that is a dated, public, quotable reason to talk. Set it as a standing alert and hear about it the week it publishes.
03
Arrive with the specification that matters
The briefing names the current setup, the methodological pain and the recent funding, so the conversation starts at the number they complained about instead of at your full spec sheet.
See it on your own catalogue.
We run the search live against the researchers you sell to, and you decide from what is there.
Other segments: Reagents & antibodies · CRO & CDMO services · IVD & med-tech