Scientific products

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I normally refer to scientific products as those that have as core customers other scientists. For example, a microscope will likely be used by a scientist, and was developed by a scientist.

I think it's important to have a small distinction, since science-based startups not always target other scientists. For example, if you develop a new drug, your end user will be a person (with all the extra complications around, regarding health insurance, etc.)

Within the Instrumentation community, there are also some subtleties, like addressing academic researchers or industry researchers. In both cases, Value-based selling can have very different connotations, since the objectives of both groups of people are different.


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Aquiles Carattino
Aquiles Carattino
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