I bring over 30 years of experience in the business to the table –experience in laboratory instruments, portable and handheld analyzers, start-up and mature companies.
Go-to-Market Strategies for Next-Generation Analytical Instruments
Building a new analytical instrument is a big challenge.
So is turning it into a money maker.
Whether your new spectroscopic instrument is still on the drawing board or if it’s getting close to launch, you have a whole host of difficult questions to answer.
I’ve been building commercially successful analytical instruments…and learning the answers to those tough go-to-market questions…for the past 35 years, in start-ups and mature industry leaders.
If you’d like some help making the most out of your new instrument, we should talk.
Questions You May Have
We have a prototype, but….
What are the applications? How large are the markets and are they growing? Are we creating a new market?
What would a customer value? Is our technology a better, faster or lower cost solution? How do we reach customers?
I can help...
For all the latest articles see the ‘Recent Publications’ and ‘Blog’ pages.
This comprehensive summary was published by John Wiley in April 2021. Volume 1 and Volume 2.
My Focus
My focus is on portable, handheld and miniature spectroscopic instruments, spanning the electromagnetic spectrum.
These include X-ray, UV-visible, near-infrared, mid-infrared, TeraHertz, Raman, GC-mass spectrometry, NMR, etc. These instruments have all been miniaturized, and can move out of the lab into the field.
By generating actionable answers at the point of need, they can revolutionize the way customers work and dramatically improve efficiency and safety.
Smartphones and cloud computing can now complement these instruments and enable sophisticated data analysis in remote and low-resource areas.
Portable spectrometers create new markets
Portable spectrometers change the way customers do business, creating new markets:
HazMat technicians can analyze spills instantly, even when wearing protective equipment, and determine how to proceed
Law enforcement can analyze suspicious white powders in the field and have probable cause to arrest
Scrap metal dealers can sort high value alloys and determine their value
Pharmaceutical companies can verify raw material shipments on the loading dock
Geologists can create elemental composition maps in the field
Counterfeit products can be discovered at a port of entry
Toys and consumer goods can be screened for heavy metals in a warehouse
Fraudulent food products can be detected before entering the distribution system
The new generation of micro spectrometers enables applications in:
Personal care products (e.g., cosmetics, hair care)
Personal fitness (e.g., oxygenation, hydration, sun protection)
White goods (e.g., washing machines, ovens, vacuum cleaners)
Recycling (e.g., plastics)
Food quality and freshness
There are many more examples….
