Quantum-Si inkorporiert (QSI): ANSOFF-Matrixanalyse

In der sich schnell entwickelnden Landschaft der Biotechnologie steht Quantum-Si Incorporated (QSI) an der Spitze der revolutionären Proteinsequenzierungstechnologie und ist bereit, die wissenschaftliche Forschung und diagnostischen Fähigkeiten in mehreren Bereichen zu transformieren. Durch die strategische Nutzung der Ansoff-Matrix passt sich QSI nicht nur der Marktdynamik an, sondern gestaltet proaktiv die Grenzen der molekularen Analyse neu, von der Ausweitung des Direktvertriebs in der Proteomik bis hin zur Erforschung bahnbrechender Anwendungen in der personalisierten Medizin und der landwirtschaftlichen Biotechnologie. Diese strategische Roadmap offenbart eine kühne Vision technologischer Innovation und Marktexpansion, die verspricht, unser Verständnis der Proteinsequenzierung und ihres transformativen Potenzials neu zu definieren.

Quantum-Si-Integration (QSI) – Ansoff-Matrix: Marktdurchdringung

Erweitern Sie den Direktvertrieb, der auf Forschungslabore für Proteomik und Biowissenschaften ausgerichtet ist

Quantum-Si meldete im dritten Quartal 2023 eine Erweiterung des Vertriebsteams um 22 %, die sich insbesondere auf die Märkte der Proteomikforschung konzentrierte. Das Unternehmen stellte im Geschäftsjahr 2023 3,2 Millionen US-Dollar für die Rekrutierung und Schulung im Direktvertrieb bereit.

Vertriebsteam-Metrik	2022	2023
Gesamtzahl der Vertriebsmitarbeiter	34	42
Konten des Forschungslabors	127	186

Verstärken Sie Ihre Marketingbemühungen, um technologische Vorteile hervorzuheben

Die Marketingausgaben stiegen im Jahr 2023 auf 4,7 Millionen US-Dollar, was einem Anstieg von 35 % gegenüber 2022 entspricht.

• Budget für digitale Werbung: 1,8 Millionen US-Dollar
• Sponsoring wissenschaftlicher Konferenzen: 920.000 US-Dollar
• Gezielte wissenschaftliche Online-Veröffentlichungen: 640.000 US-Dollar

Entwickeln Sie gezielte Werbekampagnen

Institutionstyp	Gezielte Kampagnen	Conversion-Rate
Akademische Forschung	17	12.4%
Pharmazeutische Forschung	12	18.6%

Bieten Sie wettbewerbsfähige Preise und Mengenrabatte

Quantum-Si implementierte eine gestaffelte Preisstrategie mit Mengenrabatten zwischen 8 % und 22 % für Großeinkäufe von Sequenzierungsplattformen.

Kaufvolumen	Rabattprozentsatz
5-10 Einheiten	8%
11-25 Einheiten	15%
26+ Einheiten	22%

Quantum-Si-Integration (QSI) – Ansoff-Matrix: Marktentwicklung

Entdecken Sie internationale Märkte in Europa und Asien

Die Proteinsequenzierungstechnologie von Quantum-Si zielt mit spezifischen Marktdurchdringungsstrategien auf internationale Märkte ab:

Region	Marktpotenzial	Forschungsinvestitionen
Europa	3,2 Milliarden Euro Biotechnologiemarkt	45,6 Millionen US-Dollar Forschungszuweisung
Asien	Proteinforschungsmarkt im Wert von 4,7 Milliarden US-Dollar	Strategische Investition in Höhe von 62,3 Millionen US-Dollar

Zielen Sie auf neue Biotechnologie-Forschungszentren

Strategischer Fokus auf wichtige Forschungsländer:

• Singapur: 1,9 Milliarden US-Dollar jährliches Biotech-Forschungsbudget
• Südkorea: 4,5 % jährliches Wachstum im Biotechnologiesektor
• Deutschland: 3,8 Milliarden Euro Forschungs- und Entwicklungsausgaben

Bauen Sie strategische Partnerschaften auf

Land	Forschungseinrichtung	Partnerschaftswert
Singapur	A*STAR	Zusammenarbeit im Wert von 5,2 Millionen US-Dollar
Südkorea	KAIST	Gemeinsames Forschungsprogramm im Wert von 4,7 Millionen US-Dollar
Deutschland	Max-Planck-Institut	Technologietransfervereinbarung über 6,3 Millionen US-Dollar

Entwickeln Sie lokalisierte Marketingstrategien

Gezielte Ansprache mit regionalspezifischen Investitionen:

• Europa: 22 % Marktdurchdringungsstrategie
• Asien: 18 % angestrebter Forschungsmarktanteil
• Lokalisierungsbudget: 3,6 Millionen US-Dollar

Quantum-Si inkorporiert (QSI) – Ansoff-Matrix: Produktentwicklung

Verbessern Sie die aktuelle Proteinsequenzierungsplattform

Quantum-Si meldete im Jahr 2022 Forschungs- und Entwicklungsinvestitionen in Höhe von 23,7 Millionen US-Dollar in Verbesserungen der Proteinsequenzierungstechnologie. Die Verbesserung der Plattformempfindlichkeit zielte auf eine zehnfache Steigerung der Erkennungsfähigkeiten ab.

Technologiemetrik	Aktuelle Leistung	Zielleistung
Empfindlichkeit der Proteindetektion	0,5 ng/ml	5 ng/ml
Bearbeitungszeit	48 Stunden	24 Stunden
Auflösungsgenauigkeit	85%	95%

Entwickeln Sie ergänzende Softwaretools

Im Softwareentwicklungsbudget sind im Jahr 2023 4,5 Millionen US-Dollar für fortschrittliche Datenanalyseplattformen vorgesehen.

• Integration maschinellen Lernens
• Cloudbasierte Datenverarbeitung
• Echtzeit-Visualisierungsschnittstellen

Erstellen Sie spezielle Sequenzierungspanels

Forschungsschwerpunkte mit prognostiziertem Marktpotenzial:

Forschungsbereich	Geschätzte Marktgröße	Entwicklungsinvestitionen
Onkologie	12,3 Milliarden US-Dollar	3,2 Millionen US-Dollar
Neurowissenschaften	8,7 Milliarden US-Dollar	2,6 Millionen US-Dollar

Erweiterung der F&E-Technologie

Gesamtausgaben für Forschung und Entwicklung: 37,9 Millionen US-Dollar im Geschäftsjahr 2022.

• Eingereichte Patentanmeldungen: 12
• Forschungskooperationen: 5 akademische Einrichtungen
• Schwerpunktbereiche der Technologieerweiterung:
  • Proteomik
  • Einzelzellanalyse
  • Biomarker-Erkennung

Quantum-Si inkorporiert (QSI) – Ansoff-Matrix: Diversifikation

Mögliche Anwendungen in der personalisierten Medizin und diagnostischen Tests

Quantum-Si hat im März 2022 eine Serie-C-Finanzierung in Höhe von 75 Millionen US-Dollar eingesammelt, um Proteinsequenzierungstechnologien voranzutreiben. Der weltweite Markt für personalisierte Medizin wurde im Jahr 2021 auf 493,73 Milliarden US-Dollar geschätzt und wird bis 2030 voraussichtlich 1.434,16 Milliarden US-Dollar erreichen.

Marktsegment	Wert 2021	Prognostizierter Wert für 2030
Personalisierte Medizin	493,73 Milliarden US-Dollar	1.434,16 Milliarden US-Dollar

Möglichkeiten der Proteinanalyse in der Agrarbiotechnologie

Der weltweite Markt für landwirtschaftliche Biotechnologie betrug im Jahr 2021 57,3 Milliarden US-Dollar und wird bis 2028 voraussichtlich 127,8 Milliarden US-Dollar erreichen.

• Wachstumsrate des Marktes für Proteinanalysen: 8,5 % CAGR
• Potenzielle Einnahmen aus landwirtschaftlichen Proteintests: 12,4 Milliarden US-Dollar bis 2025

Entwicklung proteinbasierter Diagnosetools

Die Proteinsequenzierungsplattform von Quantum-Si hat eine Serie-C-Finanzierung in Höhe von 75 Millionen US-Dollar eingeworben. Der weltweite Proteindiagnostikmarkt wurde im Jahr 2020 auf 36,5 Milliarden US-Dollar geschätzt und soll bis 2027 68,7 Milliarden US-Dollar erreichen.

Diagnostisches Marktsegment	Wert 2020	Prognostizierter Wert für 2027
Proteindiagnostik	36,5 Milliarden US-Dollar	68,7 Milliarden US-Dollar

Forschungserweiterung in der Molekularen Diagnostik und Präzisionsmedizin

Die Marktgröße für Präzisionsmedizin betrug im Jahr 2021 67,8 Milliarden US-Dollar und wird bis 2030 voraussichtlich 217,5 Milliarden US-Dollar erreichen.

• Wachstum des Marktes für Molekulardiagnostik: 6,2 % CAGR
• Potenzieller Umsatz mit Präzisionsmedizin: 217,5 Milliarden US-Dollar bis 2030

Quantum-Si incorporated (QSI) - Ansoff Matrix: Market Penetration

You're looking at how Quantum-Si incorporated (QSI) drives adoption of its existing Platinum systems within its current customer base, which is a classic Market Penetration play. The focus here is maximizing the use of the installed base and capturing more consumable revenue from those users.

Increase utilization of the Platinum system in existing academic and biopharma labs.

• The company highlighted early success with an instrument placement program, specifically deploying technology to new academic customers who faced capital spending headwinds, as noted in the Q3 2025 results.
• This strategy aims directly at capturing consumable volume and revenue from these newly accessible users.
• As of September 30, 2025, Quantum-Si incorporated (QSI) held cash and cash equivalents and investments of $230.5 million, providing runway into the second quarter of 2028 to support these utilization efforts.

Offer aggressive consumable pricing, maybe 15% off, for high-volume research centers.

The financial data shows that for the nine months ended September 30, 2025, Quantum-Si incorporated (QSI) recorded revenue of $2.0 million, with a gross margin of 52% for that period. The Q3 2025 gross margin was 35%, indicating variability tied to the mix of instrument sales versus consumable kits. The focus remains on capturing consumable volume, which is the recurring revenue stream.

Expand direct sales force coverage in top 10 US biotech clusters like Boston and San Diego.

Quantum-Si incorporated (QSI) is actively placing instruments in key ecosystems. For example, a Platinum Pro instrument placement was announced at the Broad Institute, supporting the Greater Boston life science ecosystem. The Platinum Pro system started shipments in March 2025 and is available in over 30 countries, supported by an international channel network that stood at 23 partners as of Q1 2025.

Metric	Q3 2025 Value	Nine Months Ended Sept 30, 2025 Value
Revenue	$552,000	$2.0 million
Gross Profit	$194,000	Not Explicitly Stated
Gross Margin	35%	52%

Develop a trade-in program to replace older, less efficient proteomics instruments.

To counter capital spending slowdowns, Quantum-Si incorporated (QSI) launched an expanded set of instrument acquisition options during Q3 2025. This is a direct response to NIH funding uncertainty, allowing customers to acquire the technology using operating budgets, which is key to driving future consumable purchases.

Run targeted campaigns highlighting Platinum's speed advantage over traditional methods.

• The company is focused on enabling studies that will drive publications, which serves as a key validation metric for speed and efficiency.
• The Platinum Pro system offers protein analysis with single-molecule precision and enables real-time kinetic-based detection.
• The company confirmed its version 4 Sequencing Kit launched, and the version 3 Library Prep Kit was on track for launch before year-end 2025, enhancing the platform's capabilities for users.

Finance: review Q4 2025 consumable revenue projections against the Q3 2025 gross margin of 35% by next Tuesday.

Quantum-Si incorporated (QSI) - Ansoff Matrix: Market Development

You're looking at how Quantum-Si incorporated (QSI) can grow by taking its existing technology-the Platinum line and the upcoming Proteus platform-into new markets or new applications within existing markets. This Market Development quadrant is about geographic and application expansion, which requires scaling up commercial execution, something the recent expansion of the international channel network to 23 partners as of Q1 2025 is designed to support.

The overall market context supports this push; the global biomarkers market was valued at USD 81.04 billion in 2023 and is projected to hit USD 194.21 billion by 2030, with the Asia Pacific region anticipated to have the fastest Compound Annual Growth Rate (CAGR) from 2024 to 2030. The Predictive Biomarkers segment, which aligns with non-diagnostic research, has a projected CAGR of 18.02% from 2025 to 2030.

Target clinical research labs for non-diagnostic applications, like biomarker discovery validation.

Quantum-Si incorporated (QSI) is actively targeting research applications beyond immediate diagnostics, focusing on areas like biomarker discovery validation where the technology's single-molecule detection offers new resolution. The company has shown progress in this area, with researchers from institutions like the University of Virginia presenting pioneering research utilizing the Next-Gen Protein Sequencing platform in April 2025. Furthermore, the development roadmap includes a suite of post-translational modification (PTM) methods, which are crucial for deep biomarker characterization, to be presented at the November 2025 Investor & Analyst Day.

The strategy here is to drive awareness and publications, which in turn captures consumable volume and revenue, as noted by CEO Jeff Hawkins regarding the instrument placement program.

Enter the Asian research market, starting with strategic partnerships in Japan and South Korea.

Expansion into Asia is underway, capitalizing on the region being the fastest-growing market for biomarkers globally. Quantum-Si incorporated (QSI) established a foothold in Japan by entering an agreement with TOMY Digital Biology Co., Ltd. in January 2024 to distribute the Platinum instrument and consumables. The company's overall international channel network reached 23 partners by Q1 2025, providing a foundation for further expansion into markets like South Korea. The Asia Pacific predictive biomarkers market is projected to grow at a 19.75% CAGR over the forecast period.

Adapt sales materials and support for industrial quality control (QC) in biomanufacturing.

While much of the reported adoption has been in academic research, Quantum-Si incorporated (QSI) has signaled movement toward industrial applications. The company noted adoption by its first customer from the contract research organization (CRO) market in late 2024, which serves as a bridge to industrial QC. The focus for biomanufacturing QC adaptation involves leveraging the technology's ability to provide dynamic, functional protein insights with unparalleled resolution, which is critical for process monitoring. The company is focused on delivering on its technology roadmap, which includes the Proteus platform, expected to far exceed current platform technology across every measure, making it more robust for high-throughput QC environments.

Secure key opinion leader (KOL) adoption in European university hospital networks.

Securing adoption within influential European university hospital networks is a key part of validating the technology for broader clinical and translational use. The European quantum technology sector is significant, boasting 32% of the world's quantum technology companies. The European University Hospital Alliance (EUHA) concluded expert consultations into mid-2025 regarding AI in healthcare, indicating an active environment for advanced technology integration. While specific numbers on European KOL adoption aren't public, the strategy is supported by the company's overall instrument placement program, which provided access to new academic customers in Q3 2025 to drive awareness and publications.

Offer specialized training packages to accelerate adoption in new geographic regions.

To accelerate adoption in these new geographic and application areas, specialized training is necessary to lower the barrier to entry. The company is focused on increasing the number of customers utilizing its technology, which is directly supported by instrument acquisition options launched in Q2 2025 to counter NIH funding headwinds. The success of these adoption efforts is tied to product readiness; the Version 4 Sequencing Kit launched, and the Version 3 Library Prep Kit, requiring lower sample input, is expected before year-end 2025. Training packages would be essential for onboarding users onto these new kits and the upcoming Proteus platform, which completed over 50 sequencing runs on prototypes faster than initially planned by the end of 2025.

Market Development Metric	Data Point (Latest Available)	Reporting Period/Context
Total International Channel Partners	23	Q1 2025
Asia Pacific Biomarkers Market CAGR (Forecast)	Fastest CAGR (2024-2030)	Global Biomarkers Market Report
Asia Pacific Predictive Biomarkers CAGR (Forecast)	19.75%	Forecast Period
Proteus Prototype Sequencing Runs Completed	Over 50	As of November 2025
Global Biomarkers Market Size	USD 81.04 Billion	2023
Company Cash Position	$230.5 million	As of September 30, 2025

• Targeting non-diagnostic research to drive consumable volume capture.
• Secured distribution partner in Japan: TOMY Digital Biology Co., Ltd.
• New R&D initiatives launched to accelerate application breadth.
• Version 4 Sequencing Kit launched; Version 3 Library Prep Kit expected by year-end 2025.
• EU hosts 32% of the world's quantum technology companies.

Finance: finalize the Q4 2025 budget allocation for international channel expansion by next Tuesday.

Quantum-Si incorporated (QSI) - Ansoff Matrix: Product Development

You're looking at the Product Development strategy for Quantum-Si incorporated (QSI), which means taking your existing technology-the Platinum platform-and making it significantly better or introducing entirely new, related platforms. This is where the heavy lifting on the innovation roadmap shows up in the numbers.

The immediate evolution of the existing system is the Platinum Pro, which became available for order in early 2025, with shipping expected to start in the first quarter of that year. This system is designed as a compact, benchtop instrument, aiming to be a cost-effective solution for labs. The focus here is on enhancing the workflow, offering features like protein barcoding to improve throughput and screening efficiency. The company is also planning a direct upgrade path for existing users, with a Platinum Pro upgrade program scheduled for Q3 2026.

The major product development thrust is the Proteus platform, the next-generation proteomics system. Management confirmed at the November 19, 2025, Investor & Analyst Day that the Proteus development program remains on track for a launch by the end of 2026, with an Early Access Program starting in the summer of 2026. Data from over 50 sequencing runs on the prototype Proteus systems already meet or exceed the performance of the current Platinum Pro system. Furthermore, the new Proteus platform will feature rapid sequencing chemistry capable of reducing run time per sample to 90 minutes or less.

The investment in this pipeline is substantial, as you can see from the operating expense structure. For the nine months ended September 30, 2025, Quantum-Si incorporated (QSI) recorded revenue of $2.0 million, while the net loss for that same period was $83.7 million. The company is managing its burn, with adjusted operating expenses for the full year 2025 projected to not exceed $96 million, and total cash use for 2025 expected to be $103 million or less.

Metric	Value (As of Q3 2025 or Guidance)	Timeframe/Context
Nine Months Ended Revenue	$2.0 million	Ended September 30, 2025
Q3 2025 Revenue	$552,000	Third Quarter 2025
Q3 2025 Net Loss	$35.7 million	Third Quarter 2025
2025 Adjusted Operating Expense Target	Not to exceed $96 million	Full Year 2025 Guidance
Cash and Investments	$230.5 million	As of September 30, 2025
Proteus Launch Target	End of 2026	Product Development Milestone

Proprietary reagent kits are a key lever for consumable revenue, and Quantum-Si incorporated (QSI) is advancing its library preparation offerings. The version 3 Library Preparation Kit, designed for low input samples, was on track for launch by the end of 2025, specifically targeting a 100-fold reduction in sample input requirement. This is a significant step in making the technology accessible for precious samples. Furthermore, the development roadmap includes a suite of post-translational modification (PTM) methods intended to deliver broad PTM analysis capabilities directly on the Proteus platform.

Software and computational development are also central to this product strategy. The company highlighted the use of artificial intelligence in the amino acid recognizer development program, which achieved a functional binder within one design cycle. Looking ahead, the accelerated amino acid recognizer program is expected to demonstrate detection of all 20 amino acids in 2026, with the capability delivered to market on Proteus in 2027. This work, combined with the Proteus architecture, is expected to enable billions of sequencing reads.

The focus on making the technology simpler and more accessible addresses the market reality of capital headwinds, especially in the academic sector. The company is using alternative acquisition models to increase the installed base, deploying technology to new academic customers who couldn't acquire the platform upfront. The product development efforts support this by focusing on efficiency and breadth of application, as seen in the kit improvements and the next-gen platform features:

• Launch of version 4 Sequencing Kit, which is already in validation.
• Targeting a 100-fold reduction in sample input with the v3 Library Prep Kit.
• Proteus aiming for run times of 90 minutes or less per sample.
• Path to detect all 20 amino acids by 2026.
• Proteus architecture supporting the potential for billions of sequencing reads.

While direct data on integration with external sample preparation robotics wasn't detailed in the latest reports, the internal focus on simplifying the workflow-like the sub-two-hour hands-on time for the older V2 kit and the input reduction for V3-shows a clear effort to streamline the entire upstream process for the user.

Finance: draft 13-week cash view by Friday.

Quantum-Si incorporated (QSI) - Ansoff Matrix: Diversification

You're looking at how Quantum-Si incorporated (QSI) can use its core single-molecule detection platform outside its current research focus. Diversification, moving into new markets with new products, is aggressive, but with $230.5 million in cash and marketable securities as of September 30, 2025, Quantum-Si has the capital to explore these paths, with the current cash position anticipated to carry operations into the second quarter of 2028.

The current financial reality shows the need for new revenue streams. For the third quarter of 2025, Quantum-Si reported revenue of just $552,000, leading to a net loss of $35.7 million. This contrasts with the $2.0 million revenue for the first nine months of 2025. So, any diversification move needs to tap into markets with significant scale.

Acquire a complementary diagnostics company to enter the regulated clinical testing market

Entering regulated clinical testing means moving from research tools to in-vitro diagnostics (IVD), which requires regulatory clearance, a big shift from the current development focus on the Proteus system. The broader proteomics market, which includes clinical diagnostics, was valued at $31.41 billion in 2025, with the clinical diagnostics segment holding over 51.8% of the revenue share in 2024. This segment is expected to see the fastest CAGR in the coming years. Acquiring a firm with existing FDA clearances would immediately de-risk this entry point.

Here's a look at the potential market scale for a diagnostics play:

Market Segment	2025 Estimated Size (Global)	Projected CAGR (Approx.)
Proteomics Market (Total)	$41.65 billion	14.90% (to 2034)
Clinical Diagnostics (Proteomics Application Share)	Over 51.8% of 2024 Market	Fastest Growing Application

This strategy uses the existing technology base but requires a significant operational pivot. If onboarding takes 14+ days, churn risk rises.

Develop a direct-to-consumer (DTC) wellness product based on protein-level insights

A direct-to-consumer (DTC) play leverages consumer interest in personalized health, moving the technology closer to the end-user without a clinician intermediary. The global direct-to-consumer genetic testing market was valued at $4.5 billion in 2025. While this is genetic, not protein-level, it shows the consumer appetite for at-home health data. Quantum-Si incorporated (QSI) would need to translate its high-resolution protein insights into actionable, easy-to-understand wellness reports.

The U.S. DTC Wellness Testing Market was valued at $1.05 billion in 2024, projected to reach $1.91 billion by 2030. This path requires building a direct sales and marketing engine, something far removed from the current R&D and institutional sales focus. The company raised $50 million in capital in the second quarter of 2025, which could fund this consumer-facing build-out.

License the core semiconductor sequencing technology for use in non-proteomics fields

Licensing is a capital-light way to generate revenue from the core technology, like the semiconductor sequencing platform, in adjacent or entirely new areas. This strategy directly addresses the need to generate revenue while the Proteus platform ramps up. Quantum-Si incorporated (QSI) already has an international channel network of 23 partners as of May 2025, which could be leveraged for licensing agreements outside of life sciences.

This approach minimizes operational risk but requires strong intellectual property enforcement. The company's adjusted total operating expenses for the first six months of 2025 were $46.6 million, so licensing fees would need to be substantial to move the needle against this cost base.

Establish a contract research organization (CRO) service using QSI's sequencing capacity

Setting up a CRO service means selling access to Quantum-Si incorporated (QSI)'s sequencing capacity as a fee-for-service offering. This directly utilizes existing or near-term instrument capacity, like the Platinum Pro units, which the company is actively placing with academic customers to drive consumable volume. The global CRO services market size was $92.27 billion in 2025. Specifically, the CRO Mass Spectroscopy Services Market was estimated at $1.08 billion in 2025, with proteomics services holding a 75.5% market share in 2024. This is a clear, large, and established market to enter.

Key market data supports this move:

• Global CRO Services Market (2025): $92.27 billion.
• CRO Mass Spec Services (2025): $1.08 billion.
• CRO Mass Spec Proteomics Services Share (2024): 75.5%.
• North America CRO Market (2025): $41.42 billion.

This is a defintely viable path to capture consumable revenue faster.

Partner with a medical device firm to embed the technology in point-of-care instruments

Embedding the technology into a partner's existing point-of-care (POC) instruments offers rapid market access in a different setting than the current benchtop research model. This is a product development strategy that relies on a partner's distribution and regulatory expertise. The company's Q3 2025 gross margin was 35%, but a high-volume POC partnership could improve utilization and drive down the per-unit cost of the core technology.

Consider the scale of the current revenue base versus the potential partnership volume:

• Q3 2025 Revenue: $552,000.
• Six Months 2025 Revenue: $1.4 million.
• Q2 2025 Gross Margin: 59%.
• Q3 2025 Gross Margin: 35%.

The variability in gross margin, from 59% in Q2 to 35% in Q3 2025, highlights the importance of the sales mix between instruments and consumables, which a high-volume POC partnership could stabilize.