One of the most interesting articles I've seen in a while.
It's by Ryan Fukushima, the COO of TEMPUS AI. Find him here:
https://www.linkedin.com/in/ryanfukushima/
His article is about researching and achieving new markets in clinical genomics. I'm going to assume most everyone has easy access to Linked In articles; this one is worth the read. Here it is:
Here are the opening sentences:
With our dream team of healthcare data veterans (the ones with impressive resumes and 8-9 figure deals under their belts), we targeted the buyers everyone said we should.
- Meeting #1: Blank stares.
- Meeting #2: "How are you different from these 4 competitors?"
- Meeting #3: I started questioning everything.
Was I wrong about multimodal oncology data? No. We were just talking to the wrong people.
The harsh truth nobody tells you: Your product can be revolutionary, but if you're pitching it to buyers who don't need what makes it special...
You are wasting your time. We weren't solving a problem these traditional data buyers actually had. We had “followed the money” down a rabbit hole.
(Find out hwo this connects with clinical genomics innovation...)
Sidebar
For collateral reading, see Trosman et al, 2025, payer's view of cancer genomics in the U.S.
https://ascopubs.org/doi/abs/10.1200/PO-24-00822
