Hi all, as promised, we’d like to share our quarterly update on Commec adoption. Thank you for your support!
Key definition/Context
Commec adoption funnel:
IBBIS has a 6 stage funnel towards Commec adoption. Namely:
Considering Commec
Plans to test Commec
Testing Commec
Plans to implement
Implementing Commec
Commec User
What progress have you made since your last update?
Over the past quarter, the Commec adoption funnel grew by 21.43% as new organisations joined, and 28.57% of the organisations already in the funnel moved to a later stage.
Commec users grew by 25% over the past quarter, partly reflecting a low base effect.
In line with our aim to increase engagement and adoption outside the EU and US, organisations in our funnel are based in 16 countries*. Organisations in 10 of these countries made progress this quarter, including China, Brazil, India, Germany, Lithuania, South Africa, South Korea, Switzerland, the United Kingdom and the United States. China and India are especially notable, as they have the second- and third-largest numbers of custom synthesis companies globally.
Highlights from the quarter:
China had the most new organisations join the adoption funnel this quarter, accounting for 50% of all new entrants. Organisations based in China now make up 17.65% of the funnel, up from 10.71% at the end of the previous quarter.
We’ve gained a new user in Latin America that has incorporated Commec into its ordering system, so every order is now screened automatically, in line with international best practice of screening sequences from 50 base pairs.
A large synthesis provider in China, with customers in over 100 countries, moved from considering Commec to completing its tests over a six-week period. Its feedback has been positive, and a meeting is being planned to move towards the next stage of adoption.
With the aim of Commec being a tool that creates a common screening baseline across markets, we’ve also engaged a leading synthesis provider in the African continent, supporting customers across Southern, East, West and Central Africa, which is now planning to implement Commec.
What are your next steps?
Our partnerships and adoption lead will focus on moving organisations already in our funnel to their next stage, starting with follow-up meetings with organisations that have completed testing.
With the help of a volunteer, we will complete a market segmentation project, running from 1 October to the end of November, and then tailor our messaging for each segment to increase response rates for cold contacts.
We will strengthen relationships with industry associations in our focus markets.
Is there anything others could help you with?
Funding for in-country visits to our focus markets: Adoption takes a median of seven months from first contact, and most relationships start with no prior connection. We are seeing that in-person contact matters: every organisation in the past quarter’s highlights had met our team in person at least once, including one of our new users in Latin America, who attended our technical workshop in May. Over the past quarter, our team members visited organisations in person, whether during other existing trips or, for our partnerships and adoption lead, a short trip to a neighbouring city. Where we were able to meet in person, we saw progress that remote outreach alone has not been able to achieve.
We are grateful for the support that enabled us to bring on our Partnerships and Adoption lead, and we look forward to building on this progress over the coming quarter. Looking ahead, a key area where we would appreciate support is our ability to make in-country trips to engage industry. More information can be shared on request or in future updates.
We wish you a lovely end to the year and a happy festive season ahead!
*List of all countries represented in funnel:
Belgium, Brazil, Canada, China, France, Germany, India, Japan, Lithuania, Netherlands, Slovenia, South Africa, South Korea, Switzerland, United Kingdom, United States