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      "text": "machine's pricing needs to drop 75-95% to be viable; TAM is small, limited to 75-80 of the largest biotech/pharma/CDMO players.",
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      "text": "LONZA scientist (cont'd) repeatedly criticized the instrument's cost: at least $3MM with annual service contract vs. $2MM up front; then need to add cost of full-time employees to operate the machine; \"uphill battle\" to purchase despite Lonza's $60B market cap; machine's pricing needs to drop 75-95% to be viable; TAM is small, limited to 75-80 of the largest biotech/pharma/CDMO players.",
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      "text": "Beacon pricing needs to drop by 75-85% to be competitive",
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      "text": "If we assume $2-million for the Beacon, and the way I have to justify it is actually $3-million because of the $2-million purchase price, then we'll probably keep it for about five years, and you have to have a service contract, which is around 8% to 12% of your purchase price, so that adds around another million bucks just for a service contract. You definitely need FTE's for it. When I'm looking at new technology, a new piece of equipment, that's something that I think about when I talk to these groups, is, do I need to hire somebody that has a special understanding just to run this piece of equipment? Because if so, then that's more of an uphill battle for me. — Lonza scientist",
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