Benchling

“If 10 people or a hundred people Were totally addicted to the software. Like that was a really good sign. Like, cause what are the chances that we found just the exact hundred people who would be completely addicted and there'd be no one else after that? So I …”

“And actually though, at first, like we really like struck out trying to sell anything to these companies. Like scientists have used Benchling in school. They liked it, but they weren't going to buy it. The business, like the value wasn't there. And that's when…”

“And so we heavily employ services. We sell services with every deal we do.”

“If you had told me when I was 21 that I was signing up to do like enterprise sales to big pharma, I'd have been like, absolutely not. I'm not starting this company.”

“We are, 800 people today. We, I think about 40% of our team works in R&D, probably spend a hundred million dollars a year on, on R&D.”

“Enterprises are not buying for the present moment. They are buying like Multi-year.”

“Well past hundred, but still very hard.”

“We've started to get our foothold in, in development. Like, someday we'll be in parts of manufacturing.”

“The last time we kind of ran one of these benchmarking exercises was that For our customers, 60% of their instruments are not connected.”

“I think it took us a year to crack a hundred active daily users.”

“Going from kind of zero to one was a hundred times harder than one to N.”