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      "text": "BLI has no value proposition versus competing machines, especially at a $2MM price point; can get “a lot more functionality” from others for a fraction of the price; will get disrupted within 2-3 years by newer single-cell technologies.",
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      "text": "Can “cobble together” other equipment for far less and get similar capabilities",
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      "text": "Expert bluntly states BLI has no value proposition especially at $2mm price point; enough to buy multiple pieces of equipment from competitors and get “a lot more functionality”",
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      "text": "Lonza is tracking BLI competitors; others working on similar capabilities",
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      "text": "BLI is 2-3 years way from being potentially disrupted by newer approaches like Lightcast's",
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      "text": "Q: “You said other companies are very close, catching up to this ability to manipulate single cells. Who's close? How far away is the competition?” A: “I think two/three years. I think probably the closest one is a UK company called Lightcast...It's a pretty cool technology, but I think it has the ability to—it would be like having a Berkeley Lights chip without the pens.”",
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      "text": "“$2-million for what we get out of it; it's just not there for the value. We can cobble together other pieces of equipment to give us a similar picture of what Beacon would give us, it's not going to be exact, but it's still going to be pretty close.”",
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      "text": "“They also have some other competitors that we haven't directly tested yet, but we've been keeping an eye on to see when their technology matures that it might be a good alternative...I think there are others working on similar capabilities in the space; I mean, we have other competitors that aren't as mature but are getting there.”",
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      "text": "Q: “So you're saying that there's not much of a value proposition for cell and gene therapy, period?” A: “Not for the Beacon and not at that price point...I can buy a couple of IsoLight's or IsoSpark's from IsoPlexis. You can buy other pieces of equipment that give you a lot more functionality. It might be more diffuse, but you won't have that amount of money tied up in one piece of equipment. It's a pretty heavy lift to do that.”",
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      "text": "Not for the Beacon and not at that price point...I can buy a couple of IsoLight's or IsoSpark's from IsoPlexis. You can buy other pieces of equipment that give you a lot more functionality. — Lonza scientist",
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      "text": "Source: Scorpion Capital consultation calls with experts",
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