end-user survey - bioinformant...end-user survey of 289 stem cell scientists use these survey...

END-USER SURVEY OF 289 STEM CELL

SCIENTISTS

Use these survey results to assess stem cell market trends,

efficiently target emerging opportunities, and accurately identify the

current and future needs of your client base.

BioInformant

Worldwide, LLC

BIOINFORMANT: End-User Survey of 289 Stem Cell Scientists

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TABLE OF CONTENTS A. Survey Overview……………………………………………………………………………………..…...p.3

B. Characterization of Market Survey Respondents……………………………………………………p.4

1. Geographic Distribution of Respondents

2. Respondent Breakdown by Industry Affiliation

3. Breakdown of Respondents by Duration of Stem Cell Research Activity

C. Survey Findings – General Scope…………………………………………………………………p.8

D. Survey Findings – Applied Stem Cell Research………………………………………………...p.14

E. Survey Findings – Comparison of Providers (Brand Preferences)………………………….p.17

F. Survey Conclusions and Analysis…………………………………………………………………p.24

SURVEY QUESTIONS

17 questions were included in this survey:

Question 1 - What region are you from?

Question 2 – Which of the following describes your industry affiliation?

Question 3 – How long have you been conducting stem cell research?

Question 4 – Do you perform basic or applied research?

Question 5 – Which of the following best describes the focus of your stem cell research?

Question 6 – What is your preferred species for stem cells utilized in your research?

Question 7 – What kind of culture do you use for your stem cell research (feeder-dependent vs.

feeder-free culture)?

Question 8 – How often do you purchase stem cell products?

Question 9 – How much do you spend annually on stem cell products?

Question 10 – What type of model(s) do you use for your applied stem cell research?

Question 11 – If you do applied stem cell research, which of the following best describes your

research?

Question 12 – If you do drug development and discovery, which of the following best describes

your research?

Question 13 – What is most influential in your choice to purchase from a specific provider of

stem cell products (over other companies available)?

Question 14 – What is your primary method for making stem cell product purchasing decisions?

Question 15 – What is your preferred provider for purchasing stem cell products?

Question 16 – When purchasing stem products, have you ever responded to the following?

Question 17 – Which of the following phrases would be most influential to cause you to buy?


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End-User Survey of 289 Stem Cell Scientists

For companies to offer targeted products to the stem cell research community, it is essential to understand the

needs of stem cell researchers who represent the end-users of such products. Therefore, this section presents

a global end-user survey of stem cell researchers.

A. Survey Overview

The approach used to communicate with members of the stem cell research community was a

primary end-user survey. The survey was electronically distributed between March 31, 2014, and

May 14, 2014, to a diverse panel of stem cell researchers, including those deriving stem cells from a

variety of species and source tissues.1 From that population, 97 U.S. responses and 173

international responses were collected (with 19 respondents categorized as “Other/Undefined”), for a

total of 289 responses. These findings are presented in detail in the following sections.

The purpose of this survey is to allow for assessment of trends within the stem cell research

community that could be difficult to discover using other methodologies, so that company decision-

makers are provided with the best possible tools for assessing current and future market conditions.

While many of the questions are relevant to the entire population of stem cell researchers, some

questions are specific to sub-segments of the stem cell research community. For this reason, survey

respondents were allowed to skip questions that were not relevant to their research.

1 BioInformant Worldwide, L.L.C., End-User Survey of Stem Cell Researchers. Survey Electronically Distributed March 31, 2014, to May 14, 2014; 97 U.S. Respondents, 173 International Respondents, and 19 “Other/Undefined” Respondents (289 Total).


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B. Characterization of Market Survey Respondents

This section considers the demographics of the market survey respondents, which ensures a thorough

range of perspectives.

1. Geographic Distribution of Respondents

Stem cell research is truly global in nature. Researchers across the world are involved in studying

stem cell properties, characteristics, and applications. For this reason, the survey was distributed

globally. The chart below shows the geographic distribution of the survey respondents. The results

reflect a geographically diverse pool of respondents.

Question 1 - What region are you from?

# of Respondents: 289 of 289

Note: Only one response allowed per respondent. Region of World responses are presented for

aggregate regions or individual countries with more than five respondents.

Region of World # of Responses % of Responses

USA 97 33.6%

Europe 84 29.1%

Asia (not including Australia/New

Zealand) 36 12.5%

Middle East 21 7.3%

United Kingdom 16 5.5%

India 6 2.1%

Canada 5 1.7%

Other/Unspecified 24 8.2%

TOTAL 289 100.0%


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33.6%

29.1%

12.5%

5.5%

1.7%

7.3%2.1%

8.2%

Geographical Distribution of Survey Respondents

United States

Europe

Asia

United Kingdom

Canada

Middle East

India

Other/Unspecified


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2. Respondent Breakdown by Industry Affiliation

The respondents were further segmented by industry affiliation to determine how well the

respondents were spread across academia, the biotechnology sector, the pharmaceutical sector,

and private organizations. The results are below.

Question 2 – Which of the following describes your industry affiliation?


Note: Only one response allowed per respondent.

Industry Affiliation # of Responses % of Responses

Academia 152 54.1%

Biotech 35 12.5%

Not-for-Profit Organization 31 11.0%

Government 27 9.6%

Pharma 15 5.3%


TOTAL 281 100.0%

54.1%

12.5%

11.0%

9.6%

5.3%

7.5%

Respondent Breakdown by Industry Affiliation

Academia

Biotech

Not-for-Profit Organization

Government

Pharma

Other/Unspecified


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3. Breakdown of Respondents by Duration of Stem Cell Research Activity

The respondent pool was further analyzed by assessing the length of time each participant has been

involved with stem cell research activity. As shown below, the majority of respondents have been

conducting stem cell research for three years or longer. Therefore, the respondents represent a

qualified pool to interrogate with regard to end-user perspectives and usage trends for stem cell

research products.

Question 3 – How long have you been conducting stem cell research?



Length of Time # of Responses % of Responses

Less Than 1 Year 62 23.2%

1 Year 13 4.9%

2 Years 17 6.4%

3 Years 17 6.4%

More Than 3 Years 138 51.6%


TOTAL 267 100.0%

23.2%

4.9%

6.4%

6.4%

51.6%

7.5%

Respondent Breakdown by Duration of Stem Cell Research Activity

Less Than 1 Year

1 Year

2 Years

3 Years

More Than 3 Years

Other/Unspecified


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C. Survey Findings - General Scope

The following questions are “general scope” inquiries that were asked of the respondent pool to

reveal their perspectives and opinions about stem cell research.

Question 4 – Do you perform basic or applied research?



Basic vs. Applied Research # of Responses % of Responses

Basic Research 91 37.8%

Applied Research 40 16.6%

Both 90 37.3%

Other / Unspecified 20 8.3%

TOTAL 241 100.0%

37.8%

16.6%

37.3%

8.3%

Do You Perform Basic or Applied Research?

Basic

Applied

Both

Other/Unspecified


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Question 5 – Which of the following best describes the focus of your stem cell research?



Focus of Stem Cell Research # of Responses % of Responses

Differentiation 66 30.8%

Cell Culture 57 26.6%

Cell Analysis 32 15.0%

Engineering 29 13.6%

Reprogramming 9 4.2%


TOTAL 214 100.0%

30.8%

26.6%

15.0%

13.6%

4.2%9.8%

Which of the following best describes the focus of your stem cell research?

Differentiation

Cell Culture

Cell Analysis

Engineering

Reprogramming

Other / Unspecified


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Question 6 – What is your preferred species for stem cells utilized in your research?



Preferred Species Source # of Responses % of Responses

Human 133 58.1%

Mouse 49 21.4%

Rat 20 8.7%

Pig 7 3.1%


TOTAL 229 100.0%

58.1%

21.4%

8.7%

3.1%8.7%

What is your preferred species for stem cells utilized in your research?

Human

Mouse

Rat

Pig

Other / Unspecified


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Question 7 – What kind of culture do you use for your stem cell research (feeder-dependent vs.

feeder-free culture)?



Feeder-Dependent vs. Feeder-Free Culture # of Responses % of Responses

Feeder-Dependent 33 15.4%

Feeder-Free 79 36.9%

Interchangeable 83 38.8%


TOTAL 214 100.0%

15.4%

36.9%38.8%

8.9%

What kind of culture do you use for your stem cell research?

Feeder-Dependent

Feeder-Free

Interchangeable

Other / Unspecified


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Question 8 – How often do you purchase stem cell products?



Frequency of Purchasing # of Responses % of Responses

Weekly 19 9.3%

Monthly 47 23.0%

Every 2-3 Months 38 18.6%



12 Months of More Between Purchases 36 17.6%


TOTAL 204 100.0%

9.3%

23.0%

18.6%11.8%

9.3%

17.6%

10.3%

How often do you purchase stem cell products?

Weekly

Monthly

Every 2-3 Months

Every 3-6 Months

Every 6-12 Months

12 Months of More Between Purchases

Other / Unspecified


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Question 9 – How much do you spend annually on stem cell products?



Annual Spending # of Responses % of Responses

Less than $250 14 7.1%

$250-500 9 4.6%

$500-1,000 21 10.7%

$1,000-2,500 39 19.8%

$2,500-5,000 32 16.2%

$5,000 or more 67 34.0%


TOTAL 197 100.0%

7.1%4.6%

10.7%

19.8%

16.2%

34.0%

7.6%

How much do you spend annually on stem cell products?

Less than $250

$250-500

$500-1,000

$1,000-2,500

$2,500-5,000

$5,000 or more

Other / Unspecified


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D. Survey Findings – Applied Stem Cell Research

The purpose of the questions below is to clarify the frequency of specific behaviors among applied stem

cell researchers and to elucidate their specific product needs and preferences.

Question 10 – What type of model(s) do you use for your applied stem cell research?



Type of Model(s) Used for Applied Stem Cell

Research # of Responses

% of

Responses

In vitro 73 32.2%

In vivo 35 15.4%

Both 104 45.8%


TOTAL 227 100.0%

32.2%

15.4%

45.8%

6.6%

Type of Model(s) Used for Applied Stem Cell Research

In vitro

In vivo

Both

Other/Unspecified


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Question 11 – Which of the following best describes the end-application for your applied stem

cell research?



End-Application for Applied Stem Cell

Research # of Responses % of Responses

Cellular Therapy 56 37.6%

Tissue Engineering 26 17.4%

Disease Modeling 17 11.4%

Drug Development & Discovery 17 11.4%

Personalized Medicine 10 6.7%

Stem Cell Banking 7 4.7%


TOTAL 149 100.0%

37.6%

17.4%

11.4%

11.4%

6.7%

4.7%

10.7%

Which of the following best describes the end-application for your applied stem cell research?

Cellular Therapy

Tissue Engineering

Disease Modelling

Drug Development & Discovery

Personalized Medicine

Stem Cell Banking

Other / Unspecified


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Question 12 – If you do drug development and discovery, which of the following best

describes your research?



Use within Drug Development & Discovery

Research # of Responses

% of

Responses

Target Identification & Validation 30 46.2%

Toxicology Screening / Safety & Efficacy 21 32.3%

High-Throughput Screening 10 15.4%


TOTAL 65 100.0%

46.2%

32.3%

15.4%

6.2%

Use of Stem Cells within Drug Development & Discovery Research

Target Identification &Validation

Toxicology Screening / Safety &Efficacy

High-Throughput Screening

Other / Unspecified


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E. Survey Findings - Comparison of Providers (Brand Preferences)

The following are questions that were asked of the respondent pool of 298 stem cell researchers to

reveal their perspectives and opinions on the topic of preferred providers of stem cell products and

brand preferences. Results in this section are presented in descending order based on number of

responses (greatest to least).

Question 13 – What is most influential in your choice to purchase from a specific provider of

stem cell products (over other companies available)?

# of Respondents: 198 of 289 (367 Total Choices Selected)

Note: Respondents to this question were allowed to select multiple answers, as the answer choices

were presented as check boxes. Therefore, the total number of responses is greater than the number

of participants responding to this question. For this reason, the results are presented as a bar graph

(showing # of responses), rather than a pie chart (showing % of responses).

Most Influential on Choice # of Responses % of Responses

Price 67 18.3%

Reputation of provider 52 14.2%

Peer recommendation 51 13.9%

Educational quality of sales material 36 9.8%

Ease of Use 34 9.3%

Quality of product sales page online 30 8.2%

Company has sales representatives who can

knowledgeably discuss product 29 7.9%

Variety of products offered by supplier 26 7.1%

Ease of website use 13 3.5%


TOTAL 367 100.0%


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67

52 51

3634

30 2926

13

29

0

10

20

30

40

50

60

70

80

# o

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esp

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ses

What is most influential in your choice to purchase from a specific provider of stem cell products?


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Question 14 – What is your primary method for making stem cell product purchasing decisions?






Primary Method for Making Purchasing

Decisions # of Responses % of Responses

Product References in Scientific Publications 96 33.1%

Peer Recommendations 74 25.5%

Google Search 46 15.9%

Brand Loyalty 27 9.3%

Speaking with a Sales Representative 26 9.0%

Advertisements 10 3.4%

Limited-Time Promotions 8 2.8%


TOTAL 290 100.0%

96

74

46

2726

10 83

0

20

40

60

80

100

120

# o

f R

esp

on

ses

What is your primary method for making stem cell product purchasing decisions?


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Question 15 – What is your preferred provider for purchasing stem cell products? (No multiple

choice answers given; write-in answers only.)

For this answer, only write-in answers were allowed. The following represent the spread of answers

provided by the survey respondents, after grouping the text answers by company. In instances where

a respondent provided a brand name, the response was grouped by under the appropriate company.

For instance, quite a few respondents wrote down “Invitrogen,” “Gibco,” and “Life Technologies,”

which are brands of Thermo Fisher Scientific. Also, when respondents used abbreviations, such as

“Life Tech” or “BD,” the answer was grouped under the appropriate company (e.g., Life Tech was

grouped as the Life Technologies brand of Thermo Fisher Scientific and BD was grouped as BD

Biosciences). Finally, in instances where the write-in answer was not understood or was vague, it

was grouped as “Other/Undefined.”

The distinct finding from this survey question was that Thermo Fisher Scientific is the dominant

supplier of stem cell research products. Since the time of this survey, Merck also acquired Sigma-

Aldrich, which is bought for $17.0 billion.

TABLE. Write-In Answers for Preferred Provider of Stem Cell Research Products

Rank Company

# of

Responses

% of

Responses

1

Thermo Fisher Scientific (Including Life

Technologies and Invitrogen brands) 27 22.5% 2 STEMCELL Technologies 16 13.3% 3 BD Biosciences 7 5.8% 4 Sigma Aldrich (Now Owned by Merck KGaA) 7 5.8% 5 Lonza 6 5.0% 6 Clontech, Owned by Takara Bio 4 3.3% 7 R&D Systems 4 3.3% 8 Miltenyi Biotech 3 2.5% 9 ATCC 2 1.7% 10 Cellular Dynamics International (CDI) 2 1.7% 11 Cell Signaling Technology 1 0.8% 12 Corning 1 0.8% 13 Peprotech 1 0.8% 14 Qiagen 1 0.8% 15 Irving Scientific 1 0.8%

N/A Other/Undefined 37 30.8% TOTAL 120 100.0%


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Question 16 – When purchasing stem products, have you ever responded to the following? (Select

all that apply)






Have You Ever Responded To… # of Responses % of Responses

Email Marketing 59 24.2%

Direct Mail Offer 57 23.4%

Event Sponsorship 30 12.3%

Trade Journal Advertisement 26 10.7%

Online Banner Ad 19 7.8%

Google Pay Per Click (“PPC”) Ad – While Searching

Online 16 6.6%

Google Pay Per Click (“PPC”) Ad – Through Gmail 8 3.3%

Video Marketing (YouTube, Vimeo, etc.) 7 2.9%

Apps Advertising (iPhones/iPads/etc.) 6 2.5%

Other / Undefined 16 6.6%

TOTAL 244 100.0%


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59 57

30 26

1916

8 7 6

16

0

10

20

30

40

50

60

70

# o

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esp

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When purchasing stem products, have you ever responded to the following?


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Question 17 – Which of the following phrases would be most influential to cause you to buy?



Most Influential Phrase # of Responses % of Responses

“Easy and Reliable” 43 30.7%

“Proven Results” 35 25.0%

“Consistent Results” 21 15.0%

“Best Value” 19 13.5%

“Lowest Cost” 6 4.3%

“Simple to Perform” 5 3.6%


TOTAL 140 100.0%

30.7%

25.0%

15.0%

13.5%

4.3%3.6%

7.9%

Which of the following phrases would be most influential to cause you to buy?

"Easy and Reliable"

"Proven Results"

“Consistent Results”

“Best Value”

“Lowest Cost”

"Simple to Perform"

Other / Unspecified


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F. Survey Conclusions and Analysis

Because over 50% of survey respondents have conducted stem cell research for three years or

longer, their market insights are valuable and informative. Respondents conduct both basic and

applied research focusing on a variety of topics, from differentiation to cell culture and analysis, and

span a broad range of geographies and research interests. Researchers prefer human sources for

stem cells and they purchase stem cell products several times a year. Nearly 50% of those who do

drug development and discovery research focus on target identification and validation.

The survey also reveals how to best target stem cell researchers for marketing and sales purposes.

Respondents reveal that when choosing a provider of stem cell products, they look first at price, and

then at the company’s reputation within the marketplace. They are less concerned that a company

offers a variety of products, and will instead select products from a variety of companies that have the

best of each type of product they are seeking to purchase. To determine which company has the

best products, they will rely on references in scientific publications, such as peer-reviewed journals,

and on recommendations by colleagues and peers performing similar research. To directly reach

scientists, survey responses indicate that email or direct mail marketing is more likely to be effective

than online advertisements.

Currently, Thermo Fisher Scientific (including Invitrogen and Life Technologies brands) is the leading

provider of stem cell research products, followed closely by STEMCELL Technologies. Together, they

have cornered more than one-third (35.8%) of the market.


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About BioInformant.com BioInformant.com is the first and only market research firm

to specialize in the stem cell industry. Founded in 2006 in

Washington, DC, BioInformant has a decade of historical

information on stem cell markets (2006 to present).

BioInformant research has been cited by prominent news

outlets that include the Wall Street Journal, Nature

Biotechnology, Xconomy, and Vogue Magazine.

Serving Fortune 500 companies that include Pfizer,

Goldman Sachs, and GE Healthcare, BioInformant is your

global leader in stem cell industry data.

Oour management team comes from a Bioinformatics

background – the science of collecting and analyzing

complex genetic codes. We are trained to apply these

advanced data analysis techniques to the field of market

research.

To learn more about us, visit www.BioInformant.com.

BioInformant Worldwide, LLC

2015-16

http://www.bioinformant.com/

end-user survey - bioinformant...end-user survey of 289 stem cell scientists use these survey...

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