Sales Pipeline Academy Launching October 1st, 2017!

About Us

This section includes:

 

  • My Background
  • A Partial List of Projects
  • A Partial List of Clients 
  • A Partial List of Technologies


Charlie d'Estries: My Background

Charlie d'Estries founded the lead generation and business development firm CrowdElephant, LLC in 2013 and added the sales training platform Sales Pipeline Academy to CrowdElephant's offerings. He is also managing director and founder, SciBiz International, a consulting firm (in its 25th year of business) and has had a variety of experiences in his much traveled scientific business career. From the time he ordered his first Erlenmeyer flask, reflux condenser and Bunsen burner (and no, he wasn't running a meth lab) in the fifth grade, he has had a natural curiosity for science and all its manifestations. The original plan was to be a famous research scientist, and he had the chance when he worked for the eminent Stephen Benkovic, the Even Pugh Professor, and Eberly Chair in Chemistry at the Pennsylvania State University. Alas, he never did finish his PhD, but instead took a left turn towards the business of science. While still inspired by the people who devote their lifetime to solving the world's greatest scientific problems, he became a recognized expert on the business side of life science markets, technologies and especially its people.

d'Estries is a results-driven professional with extensive experience working with key people and completing complex projects; identifying, organizing, and implementing business development and distribution strategies. He possesses an in-depth understanding of emerging technologies and their commercial applications, with an extensive contact, company and technology database.

A brief summary of Charlie's direct selling highlights:

  • Directly sold over $18MM of high technology, life science products
  • Worked for two of the most respected companies in the world, HP & IBM
  • Direct involvement and lead salesperson for six new technologies
  • Responsible for selling over twenty different technologies
  • Conducted more than 1000 demonstrations to hundreds of companies
  • Organized, managed, and presented to over 500 companies and groups
  • Led the sales effort at three venture capital, high-tech start-ups
  • Experienced in selling to scientific markets in the USA & Europe
  • In 1992, d’Estries founded his consulting firm, SciBiz International. His main selling points:
    • Biopharmaceutical research & diagnostics expertise
    • Life science internet strategy & business development consultant
    • Very creative sales & marketing approach
    • Online/offline lead generation
    • Pipeline building
    • Broad technology experience (research to clinical)
    • Life science SEO-PPC-social networking & marketing strategies
    • Sales & distribution management
    • Venture capital due diligence
    • High-end sales tactics & strategies
    • Lead generation for all life science products & technologies
    • Sales management optimization; start-up distribution strategies
    • Keen ability to evaluate companies & technologies; due diligence
    • Public speaking, presentations & proposals, project management
    • Lead negotiator in conflict resolution
    • Diagnostic, assay platforms
    • Drug discovery technologies
    • Sample preparation, separations, spectroscopy & detection techniques
    • Immunoassay chemistry & platform technologies; high throughput science
    • Genomics, gene expression & proteomics platform technologies
    • Clinical development technologies
    • Strong Rolodex of research and business contacts throughout industry

 

Career Progression


VENTANA MEDICAL SYSTEMS, Tucson, Arizona                                                1991 – 1992

Eastern Regional Manager. Ventana, a start-up in 1991, manufactures instrumentation and reagents for the immunohistochemical clinical market, primarily located in pathology departments within hospitals and reference labs. d'Estries aggressively introduced Ventana’s products to the end-user market as quick as possible to capture reagent streams. His experience at Ventana was also the incentive to strike off on his own and build a consultancy... but that's another story.

MOLECULAR DEVICES CORPORATION, Sunnyvale, California                         1986 – 1991

OEM Manager, Eastern Regional Sales Manager, Sales Representative. During his five years at MDC, he saw the company grow from zero (start-up) to $20MM in sales in the research market. As their first sales representative and lead person in the field, he contributed to the building of a distribution infrastructure for hardware, software, and reagents in the US and Europe. As a sales manager, he hired a staff of reps and a specialist and positioned the company for a strong attack on the market, which was very successful. He aggressively sought new business and closed 150% of target, every year, and developed company training seminars for the marketplace.

Molecular Devices was the best experience of his career, and to this day, he'd jump at the chance to build a company with the kind of people who led the company and products they built.

MOTION ANALYSIS CORPORATION, Santa Rosa, California                             1984 – 1986

Eastern Regional Manager. As a sales manager for this start-up, d'Estries experienced his first foray into marketing, strategic planning, and management, and his first start-up. His impact was company-wide, and his direct responsibility was to sell new technology to varying markets in the east. He was also instrumental in hiring the US salesforce and managing their activities and prospects.

IBM, INSTRUMENTS DIVISION, Danbury, Connecticut                                       1982 – 1984

Sales Representative. Sold GC, HPLC, UV/Vis, Electrochemical Detectors, Laboratory Computers, NMR, EPR, FT-IR, Application Software for all systems, and consumables. This experience, after being fired at HP, was his first real success in selling capital equipment. With great management and training, a bit of maturity on his part, d'Estries was on his way.

HEWLETT PACKARD CORPORATION, Palo Alto, California                                1979 – 1982

Sales Representative. Sold analytical instrumentation in Upstate NY primarily to environmental laboratories, especially when Love Canal (Hooker Chemical, Niagara Falls) hit the news. Carried UV/Vis, GC/MS, GC, HPLC, Lab Automation Systems. This was the first capital equipment sales job for d'Estries, and although there were plenty of victories, he wasn't ready for prime time yet.

NALCO CHEMICAL CORPORATION, Naperville, Illinois                                      1978 – 1979

Sales Representative. Sold research reagents and bulk chemicals to water treatment plants and research facilities. Surpassed quota both years by averaging $1.7MM in sales, but to be fair, he had no idea what he was doing yet.

 

Education


THE PENNSYLVANIA STATE UNIVERSITY, State College, Pennsylvania

d'Estries was accepted into a Top Ten in the country Doctoral (PhD) program in Synthetic Organic Chemistry, GPA 3.5 after all coursework (54 credit hrs) completed (full scholarship, did not finish PhD). d'Estries was very interested in pursuing a career in Chemistry at this time but his project was 'scooped' and with a young family reluctantly decided to go to the business side of science. He performed one year of laboratory synthetic organic chemistry under the tutelage of Dr. Steve Benkovic, a future National Science Foundation Member, and internationally known Physical Organic Chemist before leaving graduate school and joining Nalco Chemical. 

THE STATE UNIVERSITY OF NEW YORK AT ONEONTA, Oneonta, New York

BS Chemistry, Mathematics, French GPA 3.3

What a great place to go to college! The rest of the story is that d'Estries went to Rosary Hill College (an all girl's school in Buffalo, NY, who accepted men for the first time in 1971) for his freshman year, and hit a 4.0 GPA, but was expelled for flooding a dormitory. Oneonta was where he spent the next three years and what a great move it was!

 

Personal Profile

Married for 42 years (to the same woman!); my wife, Gail & I have three great kids... Michael, 39... Noelle, 33.... Brielle, 28… (and four grandchildren!). Gail & I also gave home care for 28 years to Gail’s 98-year-old mother, who recently passed away. Enjoy competitive sports such as racquetball, basketball, and softball; coach basketball, love to ski and play chess. Tutor chemistry to high school students. Play guitar, write children’s stories and songs; and have written a novel ‘Late Whistle’ currently in review, am also in the process of writing a book on business; and I make the best onion soup in the world; can balance a salt shaker on its side, shoot a match out with a rubber band at five feet, and have a great shot from the corner; speak French well, enjoy professional speaking, have a great sense of humor; ready for a challenge at any time. I’m easy to work with, very flexible and much better looking in person.


A Partial List of Projects

Note: You will notice the name SciBiz International in some of my information; SciBiz International was launched in 1992 and still exists today primarily for seminars, education, and advice in the technology sector; CrowdElephant, LLC is a company I founded in 2013 to provide lead generation, business development, and product launch services for the life science and technology market. Sales Pipeline Academy is a sales and business development training platform using direct coaching and video to mentor and teach those who are looking to accelerate their sales career.

  


 

Consulting for almost two decades has given me a rich experience of technologies and markets to learn from. The projects have been varied and for the most part, challenging... so I thought I'd give you an idea of the kind of work I have done. This is a sampling of the many projects I have done over two+ decades. Most projects took 3-12 months, with several long-term projects and relationships that lasted several years.


Client: Instrument & software company

Project: Identify, interview and appoint new distributors; find new business opportunities...

ADME & microarray software for desktop and enterprise solutions

Using SciBiz database and network (Rolodex), qualify and introduce client and technology to potential distributors in the market
ID, qualify distributors for microarray software; create distribution chain
Consult with strategic direction of company and products

 

Client: Instrument, reagent, start-up

Project: Identify market for new technology; find new business opportunities...

Platform technology for gene expression/proteomics/SNP

ID, qualify technology partnerships and collaborations through access-type programs
Qualify and introduce client and technology to potential customers in the market (using SciBiz's database and network; Rolodex)
Assess technology/market match with regard to potential niches, i.e., therapeutic antibodies, signal transduction, toxicogenomics, cell-surface receptors

 

Client: Consumable, reagent, start-up

Project: Assess technology/market niche for small volume, microfluidic, microplate-based product; find new business opportunities...

High value microfluidic, disposable, microplate for high throughput screening

Survey market for correct product positioning; Identify first-buyer customer profile
ID, qualify technology partnerships and collaborations through access-type programs
Qualify and introduce client and technology to potential customers in the market

 

Client: Established contract design and consulting engineering company

Project: Find new business opportunities; build business pipeline...

Instrument design/bread-board fabrication for research and diagnostic markets

Contact VP/CEO level prospects to introduce client (using SciBiz's database and network; Rolodex)
Set up conference calls and introduce new business prospects to begin sales process
Followed progress of client-prospect discussions to advise when necessary


Client: Established biopharmaceutical company

Project: Do survey of CROs who offer HTS services for kinase targets; qualify and recommend the best vendor

Biopharmaceutical drug discovery group; kinase screening, small molecule

Survey market for outsourcing companies that match client's requirements
Interview companies to determine CRO capabilities, longevity in market, credibility, reputation, pricing models
Write report for client suggesting top three CRO choices


Client: Start-up specialty chemistry company

Project: Find new business opportunities; build business pipeline...

Drug discovery & development platform technology for specialized chiral chemistry compounds and novel synthesis approach

Understand market niche for high-value access to drug-like compounds for HTS and lead optimization
Reach out to biopharmaceutical medicinal chemists to discuss difficult-to-make API centers
Identify and contact potential chiral chemistry outsource development and manufacturing prospects
Commence business development effort; concluded with a $1MM sale within 6 months to a biopharmaceutical company


Client: Well established liquid handling and microplate reader company

Project: Review distribution system in the US; recommend and help to build a better system for products ranging in price from $US5K to $US750K...

Drug discovery & development liquid handling, robotic platform hardware and software, systems integration, lab automation systems, microplate readers

Evaluate distribution system, review the sales and market numbers, make recommendations
Added manufacturer's reps distribution system; guided the integration to smooth out any problems
Today vendor is #1 in the US market


Client: SciBiz internal development project

Project: Develop biopharmaceutical database (worldwide) of companies, technologies, key people... 

(ongoing)

Collect information on platform technologies especially related to drug discovery, screening, development, pre-clinical, clinical
Database should also include chemistry based products, hit-to-lead candidates, small molecule and target candidates (i.e., DNA, RNA, protein, receptor)
Highlight key people in biotechnology, biopharmaceuticals, big pharma, CROs, diagnostics, medical research, universities and government research
This information will include protein and antibody products, assay chemistries, instrumentation technologies, bioinformatics software
Include contract research and manufacturing services, bioinformatics, software platforms
This project started in 1995, now includes over 8,000 names related to technologies and organizations


Client: SciBiz internal development project

Project: Track average sales response by salespeople and companies after asking for information

Select a significant number of companies to track (759 companies were tracked over 18 months)
Request information on their products through the mail and/or the internet
Measure the time of response, quality of response, and follow up by company sales and marketing
Process data and generate report with conclusions


Client: Start-up instrumentation contract manufacturing company

Project: Survey market to understand the need for high-end multi-detection microplate reader...

Instrumentation, reagent technologies related to clinical testing and fluorescence, fluorescence polarization in high throughput screening especially related to kinase assays

Design survey to reflect high positive response (or not) for commercial feasibility of new product
Survey marketplace at a screening symposium and follow up meetings in market
Draw conclusions based on information collected and consultant's experience on instrument features, pricing and distribution model (this CMO decided to move ahead and design the first successful multimode microplate reader on the market and became a full-fledged instrument vendor


Client: Start-up bioinformatics/datamining company

Project: Find acquisition partner; build sales pipeline...

Bioinformatics and datamining software technology for data-intensive genomics and proteomics applications

Assess technology/market match for client's bioinformatics and datamining technology
Approach more established bioinformatics organizations to feel out collaborative and acquisition potential
Find fast-cash-flow marketing and selling techniques to help keep the company afloat... (now, there was a challenge!)


Client: Start-up assay-detection technology company

Project: Build sales pipeline... introduce to market... business development... business intelligence

Immunoassay bioprocessing contamination technology

Using SciBiz's database and network, reached out to likely users of this contaminant assay to begin sales pipeline
Plan, organize, execute multi-city technical seminar series with several presenting companies and organizations; over 200 companies in attendance
Assess technology/market match; assist in launch of DNA contaminant testing assay for biopharmaceutical injectable market


Client: Assay-platform start-up technology company

Project: Survey market to measure size and speed of implementation for complex assay; develop early access sales pipeline...

Multiplexing assay for proteomics and genomics applications

Survey market for correct product positioning; Identify first-buyer customer profile
Create an initial and market-palatable early access program for collaborative and commercial entry to market
ID, qualify potential technology partners and collaborations; introduce client to their market


Client: Clinical diagnostics instrumentation/assays, start-up

Project: Do a global market analysis/survey for new tuberculosis assay system. Review sales and distribution plans

Instrument/immunoassay and microbiological assay, TB diagnostics

Using SciBiz database and network, reached out to over 100 institutions around the world to ask about issues pertaining to TB diagnostics and potential usage
Provided market analysis for new tuberculosis diagnostic instrumentation and reagent system
Designed a new sales/marketing/distribution business plan for staggered country rollout


Client: Fluorescent polarization start-up

Project: Do a brief market survey for sales projections; find ways to fill sales pipeline

Fluorescent polarization system, including reagents for high throughput screening market

Survey Plan, organize, execute multi-city (4) technical seminar series with several presenting companies and organizations; over 100 companies in attendance
Do a brief market overview to analyze sales potential for following three years


Client: Well established immunoassay company

Project: Create and lead the seminar for this 40 person salesforce to focus on complex selling and negotiations...

Immunoassay (in particular antibodies) products for research and clinical, proteomics and genomics applications

Work with company executives in understanding their goals; speak with reps to identify issues that affect sales performance
Processing the information, developed a one-day seminar on practical negotiations strategies and tactics for their products and market
Delivered sales seminar the following year during this company's international sales meeting 

 


 

 

A Partial List of Clients

When I began my consultancy, in 1992, I started on an amazing adventure of success, failure, immense education, and the unknown. And since that time, I have been blessed to work with some of the finest people in business — the life science entrepreneur. I am confident my work and advice have been helpful to these firms, but I will always be grateful for what they have taught me. To all those I have worked with, thank you. 


Molecular Devices

microplate readers, sales training

Goodwin Biotechnology

lead generation, website development

Tunnell Consulting

management consulting

Caliper Technologies

distribution consulting

ArrayGenomics

product launch; business development; lead generation; social media development

Dako

sales development

InQ Biosciences

business development, lead generation; product launch

LJL BioSystems

market research; product launch

BioLumin

market research; product launch

Tecan (Austria)

distribution; management consulting

Dimension5 (Czech Republic)

distribution; business development

Teledyne-Isco

sales development; distribution research

Vulcan Analytics

business development; lead generation; website development; product launch

Vertex Pharmaceuticals

sales & market research

ForteBio

distribution research

BMG (Germany)

market research

Suven (India)

business development

ESI Ventures (China)

business development; market research

Argonaut

technology sales development

Trianja

lead generation; social media development; business development; service launch

InnovationsKapital (Sweden)

due diligence

VMC Group (Germany)

business development

EG&G Wallac

sales training

Mesophotonics (UK)

business development

Molecular Dynamics

market research

Igen

sales development; business development; market research

Jolley Consulting

sales development

Megalon S.A. (Switzerland)

business development

BioQuest

market research

CellPoint Diagnostics

market research; business development; product launch

Genomic Solutions

market research

Genetic Vectors

product launch; sales development

Amic (Sweden)

market research

Synthon Chiragenics

product launch; business development

PharmaCadence

lead generation; business development

BlackDog Strategy & Brand

market research; branding; technical advice

BioDynamix

market research

Princeton Medical

sales development

ACLARA BioSciences

product launch; business development

Strand Genomics (India)

business development

nanoTherics

lead generation; video marketing; business development

Protein Discovery

market research; business development; sales development; product launch

MPR Associates

lead generation; business development

BioMolecular Technologies

market research

TechGen International (UK)

business development

BioPharma (Singapore)

market research

Semrock

business development

Landec

market research

Nanofiber Solutions

business development; social media development; sales research; product launch

rapidmicrobiology.com (Ireland)

sales development

BID Automation

product launch; business development

ProteomTech

business development

Nanoxis (Sweden)

lead generation; market research; market surveys; product launch

BioXpr (Belgium)

sales development

Humanzyme

business development; market & sales research

Morningside Asia

market research

KSB Biotech (China)

business development; market research

Charisela Technologies

sales development

 


 

 

Subjects I Am Conversant In:

Subjects I am conversant in... why is this important? If I'm in your shoes, and I'm looking for someone to work with on a project, I'd be more comfortable with an individual who understands the technical nature of the business... those challenges include product introduction, sales, and distribution, marketing, business development, market focus, all that stuff; but most important, who... and under what circumstances, and how many, over what period of time... will buy? After all, people buying your product is the goal and everything I do aims for that :)

 

  • 2D Gel Electrophoresis
  • Adhesion Molecules
  • ADME Technologies
  • Affinity Chromatography
  • AgriBiotechnology
  • Alzheimer's Disease
  • Amplification Technologies
  • Angiogenesis Inhibition
  • Anthrax
  • Antibiotic Technologies
  • Fully Human Antibodies
  • Antibody Technologies
  • Antisense Technologies
  • Anti-Viral Technologies
  • Apoptosis
  • Aptamers
  • Synthetic Antibodies
  • Array Technologies
  • Arthritis
  • Assay Development
  • Asthma
  • Atherosclerosis
  • Atomic Force Microscope
  • Autoimmune Diseases
  • Automation Technologies
  • Avidin-Biotin Technologies
  • Bacterial Infections
  • Bead Support
  • Big Pharma
  • Bioavailability
  • Biochip Technologies
  • BioInformatics
  • BioInformation
  • Biological Warfare
  • Biopharmaceutical
  • Biotechnology
  • Bladder Cancer
  • Blindness
  • Bone Repair
  • Bone Replacement
  • Breaking Into an Account
  • Breast Cancer
  • Burn Therapeutics
  • Business Development
  • Caco-2 Cell Technologies
  • Cancer
  • Capillary Electrophoresis
  • Cardiovascular Diseases
  • CCD Technologies
  • cDNA Libraries
  • Cell Biology Technologies
  • Large Scale Cell Culture
  • Cell Culture Technologies
  • Cellular Imaging
  • Chemical Genomics
  • Chemiluminescence
  • Chemistry Synthesis
  • Chromatography
  • Cloning Technologies
  • Combinatorial Chemistry
  • Compound Libraries
  • Contract Manufacturing
  • Contract Research Organization
  • Cytokines
  • Datamining Software
  • Detection Technologies
  • Diagnostics
  • Direct Mail
  • DNA Damage & Repair Assays
  • DNA Detection
  • DNA Extraction
  • DNA Immobilization
  • DNA Purification
  • DNA Sequencing
  • DNA/RNA Amplification
  • DNA/RNA Technologies
  • Drug Discovery
  • E. Coli Focus
  • ELISA
  • Enzyme Technologies
  • Therapeutics
  • Fluorescence Technologies
  • Functional Genomics
  • Functional Proteomics
  • Gas Chromatography
  • Gel Electrophoresis Technologies
  • Gene Delivery Technologies
  • Gene Discovery
  • Gene Sequencing
  • Gene Synthesis
  • Gene Therapy
  • Gene to Target
  • Genomics
  • GPCR
  • Growth Factors
  • Growth Hormone
  • Heat Shock Proteins
  • High Throughput Screening
  • HPLC
  • Humanized MABs
  • Imaging Technologies
  • Immunoassays
  • Immunology
  • Immunotherapeutics
  • Inductively Coupled Plasma
  • Infectious Diseases
  • In-Licensing
  • In-Silico ADMET
  • In-Silico Drug Discovery
  • Instrumentation
  • Internet Strategies
  • Ion Exchange
  • Key Account Selling
  • Key Account Training
  • Kinases
  • Knockout Technology
  • Krabbe Disease
  • Lab Consumables
  • Label-Free Technology
  • Large Account Penetration
  • Life, in General
  • Life Sciences
  • Liquid Handling Technologies
  • Luminometers
  • Magnetic Beads
  • Magnetic Resonance Imaging
  • Magnetic Technologies
  • Medical Devices
  • Medical Research
  • Medicinal Chemistry
  • MEMs Technologies
  • Microarray Technologies
  • Microinjection Technologies
  • Microplate Technologies
  • Digital Microscopy
  • Microsome Technologies
  • Migraine Headaches Therapy
  • Mobile Marketing
  • Molecular Beacon Technology
  • Molecular Biology
  • Molecular Cardiology
  • Molecular Diagnostics
  • MABs
  • MPS1 Disease
  • Multiple Sclerosis
  • MS
  • Multiplex Cloning
  • Multiplexing
  • Multiplexing Technologies
  • Nanoliter Dispensing
  • Nanotechnology
  • New Chemical Entities
  • Nuclear Magnetic Resonance
  • Out-Licenses
  • Parallel Synthesis
  • Particle Technologies
  • Pathology
  • PCR Technologies
  • Peptide Chemistry
  • Personalized Medicine
  • Phage Display Technologies
  • Pharmaceutical
  • Pharmacogenomics
  • Pharmacokinetics
  • Pharmacoproteomics
  • Phenotyping
  • Predictive Toxicology
  • Protein Arrays
  • Protein Chips
  • Protein Expression
  • Protein Focus
  • Protein Identification
  • Protein Kinase Inhibitors
  • Protein Technologies
  • Proteomics
  • Quantum Dots
  • Radiometric Technologies
  • Reagents
  • Receptor-Ligand Binding
  • Recombinant Technologies
  • Research & Development
  • Robotics Technologies
  • Sales Training
  • Scanner Technologies
  • SEO & PPC Strategies
  • Separations Technologies
  • Sequencing Technologies
  • Serum Markers
  • Signal Transduction
  • Slide Stainer
  • Small Molecule Technologies
  • SNP Technologies
  • Social Media
  • Solid Phase Synthesis
  • Specialty Pharmaceuticals
  • Spectrophotometers
  • Staining Technologies
  • Structural Genomics
  • Structural Proteomics
  • Surface Modification Technologies
  • Surface Plasmon Resonance
  • Taqman Technologies
  • Technology Platform
  • Telesales
  • Therapeutic Antibodies
  • Therapeutic Proteins
  • Therapeutics
  • Tissue Culture
  • Tissue Engineering
  • Tissue Genomics
  • Tissue Imaging
  • Tissue Proteomics
  • Toxicogenomics
  • Toxicology
  • Toxicoproteomics
  • Trade Show Marketing
  • Transcription Technologies
  • Transgenic Technology
  • Tumor Marker Technologies
  • Vaccines
  • Veterinary Drugs
  • Video Imaging
  • Video Marketing
  • Video Microscopy
  • X-Ray Crystallography
  • Flow Cytometry

 

 

 


 


Thanks for reviewing my background. If you would like to speak to a few references, I'll be happy to provide that for you. If there are any questions, please send an email to [email protected] or call me at +1-716-771-2899... thanks!