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Spatial Biology Company Reaches Pharma Pathology Teams

A Gold package put a spatial platform in front of pathology and biomarker discovery leads, for an estimated £510k of pipeline.

CompanySpatial biology company RoleCommercial Director, EMEA PackageGold, London (Stream 2)
6pre-booked 1:1 meetings
17qualified conversations
4–5qualified opportunities
£510kpipeline at 90 days

The company

A spatial and multiplex imaging company selling instruments, assays and analysis services that map protein expression and cell interactions in patient tissue. Its buyers sit in pathology, translational science and biomarker discovery teams, who need to see data on their own tumour types before they commit.

The goal

  • Get in front of pharma pathology and biomarker discovery leads in the UK and Europe.
  • Start pilot studies on customer samples, the usual first step to a platform or service contract.
  • Build awareness of spatial readouts as a biomarker tool, not just a research method.

What they did

  1. Before: target the right functionsUsed the wishlist to pick 6 meetings with heads of pathology and translational science, and invited a further list of names to the stand at named breaks.
  2. At the event: show data, not slidesIts 30-minute Day 2 talk walked through a spatial biomarker case in IO. The stand showed example images from FFPE tissue, which drew 11 qualified conversations alongside the 6 pre-scheduled meetings.
  3. After: offer a pilotFollowed up each conversation with a pilot proposal on the customer’s own samples, with a clear timeline and deliverables.

The results

MeasureFigureBasis
Pre-scheduled 1:1 meetings6Included in the Gold package
Stand and session conversations11Typical range for this package
Total qualified conversations17Within the 15–25 meetings per sponsor at London 2026
Qualified opportunities4–525% of conversations (ROI calculator default)
Assumed first-year deal value£120kTypical for this category
Pipeline at 90 daysabout £510kOpportunities × deal value
Expected wins over 6–12 months120% of opportunities (ROI calculator default)

What made the difference

  • A focused room meant pathology and biomarker leads were all in one place, not spread across a large hall.
  • Showing real tissue images at the stand turned passing interest into technical conversations.
  • A pilot offer gave every follow-up a concrete next step.

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