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Multimillion IVD deals despite pandemic

Multimillion IVD deals despite pandemic
Technology:Portable diagnostics and testing equipment and components
Targets:IVD & bioscience companies
Result:Multimillion Euro sales deals

DIALUNOX, a German developer of advanced medical diagnostics, agricultural analysis and environmental testing technologies, appointed us in 2020 because the firm's relationship with its Chinese customer, Coyote Bioscience, had stalled and DIALUNOX's business in China wasn’t growing.

Firstly, our Shanghai team succeeded in revitalising DIALUNOX’s relationship with Coyote Bioscience, unlocking significant revenues from this company.

Following that, we undertook market analysis to reassess DIALUNOX’s target customers in China, resulting in a shift of focus from immunology to molecular diagnostics instrument manufacturers.

Based on this, we pinpointed 50 target companies which were new to Dialunox and set about engaging these prospects, giving product demonstrations and pursuing sales opportunities.

This refocused process paid off. We secured Ustar Biotechnology – a Chinese leader in PCR instruments – as a customer for DIALUNOX, with a contract worth a seven-figure Euro sum.

We also obtained sales worth more than €500,000 for DIALUNOX with several other major Chinese companies including iReader.

A combination of a deep understanding of Chinese business culture and boots on the ground proved a powerful way to secure existing and new business opportunities – particularly in an industry as dynamic as medtech and life sciences.

Christian Fischer-Rasokat, Head of Business Development at DIALUNOX, said: “We’d been operating in China for a while, but this was difficult to manage from a distance – especially during the pandemic - and our business in the country wasn’t growing.

“Since Intralink came on board, this changed dramatically. They helped us revive an important existing customer relationship and win us significant new business deals – and all without our making a single trip to China.”

Based on this early success, we continued to pursue sales opportunities for DIALUNOX with hot prospects in China. We also helped our client to develop a more advanced version of its optical diagnostic platform to enable us to target a broader section of the Chinese diagnostics market .

And the initial sales we secured for DIALUNOX were amongst a record 47 deals which we concluded on behalf of our clients in China that year.

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