Invivoscribe: Filipe Ricci

01 ICP fit

FITONE CAUTION

• In-band on every firmographic gate. US diagnostics manufacturer, San Diego HQ, founded 1995, privately held, LinkedIn 201-500 band (~207 profiles tracked). Third-party revenue estimates run $62M to $86M (ZoomInfo $85.7M, Tracxn $62.5M), unverified but comfortably above the floor.
• Founder-led, one-owner decision structure. Jeff Miller PhD founded it and is still CEO, Chief Scientific Officer and Chairman as of the April 2026 PrepQuant launch release. A widely-copied "Summa Equity majority stake" claim traced back to an aggregator error, no primary source confirms it. Treat as independent.
• Persona: C, sales. Filipe carries the instrument number but is very unlikely to sign a build of this size. Treat him as the champion. Tonight's job includes mapping who signs (Q17), with Miller the probable answer.
• Timing trigger, live now. New product (PrepQuant, unveiled at AACR April 2026), first North American commercial shipments expected August 2026, quotes being issued. A new market motion (Invivoscribe has never sold its own instrument line before) with a conference-led channel behind it.
• No conflict: not an ECG or EAI client, and not a direct competitor of one. Nearest client is Innovative Medical (point-of-care infectious diagnostics), a different market from molecular oncology.
• The caution: this is not the usual digitally-dead prospect. The company LinkedIn posts product content, the site carries fresh 2026 press releases. The gap is systemised reach, not presence. Trim the "you're silent online" script accordingly.

02 Company snapshot

• What they sell: molecular diagnostics for blood cancers. PCR and NGS assay kits for leukaemias and lymphomas (clonality, MRD), companion diagnostics, plus their own clinical-lab service arm, LabPMM, running the same tests as a service. Flagship: LeukoStrat CDx FLT3, the first FDA-approved AML companion diagnostic, paired with Novartis, Astellas and Daiichi Sankyo drugs.
• Footprint: wholly-owned LabPMM labs in San Diego, Munich, Kawasaki and Shanghai; distributor network claimed in 160+ countries.
• The instrument story (Filipe's world): historically a kit maker running on third-party platforms. Hitachi High-Tech took a minority stake in 2022; together they built the PrepQuant System, an automated sample-prep instrument, unveiled AACR April 2026, first NA shipments expected this month, Europe January 2027. Direct instrument sales is a brand-new revenue line for the company.
• 2026 cadence: LeukoStrat KMT2A + MRD assay (Feb), IVDR IdentiClone Dx IGH certification (Mar), PrepQuant launch (Apr), global KMT2A MRD testing service via LabPMM (4 Aug).
• How growth runs: conferences (AACR, ASCO, EHA, AMP, Festival of Genomics), distributor intros, and 30 years of reputation. The deck's framing, "new lab relationships start at a conference booth or a distributor introduction," matches what the research shows.
• Named competitor: Adaptive Biotechnologies (named in Adaptive's own SEC filings); market peers include QIAGEN, Asuragen, NeoGenomics, Bio-Rad.
• Hiring signals, Aug 2026: Systems Administrator II and a Senior/Product Manager in San Diego. No open sales or BDR req found in this pass.

03 About Filipe

• Path: at Invivoscribe since January 2023, joined as Technical Account Manager; moved into the Head Account Executive, Instrument Sales seat around February 2026 (internal record; public aggregators still show the old title). Before: Molecular Account Executive at Roche (2020-2023), business development at Alcami, technical support and QC at GenMark Diagnostics. Technical-to-commercial career, he talks lab, not marketing.
• Based: Wilmington, North Carolina, remote from the San Diego HQ. Eastern time, hence the 3:30pm ET slot.
• LinkedIn: ~800-870 followers. His 2026 activity is almost entirely reposting Invivoscribe booth and PrepQuant content: Festival of Genomics (Boston, booth 60), AACR26 (the PrepQuant launch), ASCO26 (booth 32123), EHA2026. Not an original poster. His own feed is the trade-show-led evidence.
• Register in writing: terse and action-first. His entire reply after six weeks of silence: "Dan, Let's set up a call. How about tomorrow at 3:30pm EST?" Match it. No warm-up, straight to useful.

04 Prior phone contact

• No phone history checked this run. The VoIPstudio connector was not live in this session, his mobile number only arrived in last night's signature, and no ECG touch on record has been by phone. All contact so far: LinkedIn and email.

05 How we got here

Every touch, both channels. Teal-filled dots are Filipe. He has replied exactly three times in ten weeks, and two of those were last night.

• Do not assume he read the deck. It carries no analytics tag (shipped before the tracking rollout), so opens are unknowable. He asked for it, it was sent twice, that is all we know. One line early in the call settles it: ask if he got a chance to look.
• The unanswered question is your opening. Funnel size or lead quality was asked four times across five weeks and never answered in writing. It is a legitimate, earned first question.

06 Digital under-development scan

• FOUND No commercial funnel on the site. No demo, quote or talk-to-sales CTA anywhere checked. The contact page is a support-ticket router ("select a contact inquiry subject... we will respond within 24 hours"). Every whitepaper and the full product and service catalogues are ungated PDF links, zero lead capture. No newsletter signup, no webinar programme. HubSpot is installed for analytics and forms only. A PrepQuant inquiry today lands in the same support router.
• FOUND Trade-show-led growth. A well-maintained conferences page carries the motion: AMP, AMP Europe, AMP Middle East, ASH, EHA, ASCO, AACR, AGBT, Medica. PrepQuant was launched at a booth (AACR); Filipe's own feed is booth reposts.
• FOUND New product with no engine behind it. PrepQuant NA shipments are expected this month with no visible systemised outbound channel to the labs that have never heard of it.
• FOUND Thin earned media. Beyond GenomeWeb (two 2026 pieces: the IVDR certification and the PrepQuant launch roundup), coverage is wire services reprinting their own releases. No Dark Daily coverage found; LabPulse last touched them in 2022.
• FOUND Quiet executives. Filipe reposts company content only; no evidence found of executives posting as people. (Company page itself is active.)
• NOT FOUND Silent company LinkedIn. ~5,381 followers, product and hiring posts with modest engagement (a 20 Aug qPCR post drew 29 likes). Do not pitch "your LinkedIn is dead."
• NOT FOUND Dead website. Roughly weekly science and press content, latest 11 Aug 2026. One small tell: the footer's year script is broken on first paint, so the copyright reads "© 2018 -" with the year missing.
• UNKNOWN CRM state and nurture. Not visible from outside (HubSpot analytics aside). Probe live with Q9 and Q11, especially what happens to badge scans after each of those conferences.
• UNKNOWN Sales hiring. Their own careers page carries zero listings; third-party boards show lab, quality and technical roles only, no sales or BDR reqs found.

07 Likely weak points

Pitch to these, not the menu. Two disciplines and a probe.

• 1. Outbound engine + market and data system. A first-ever instrument line is due to ship this month and new-lab reach still runs at conference pace through booths and distributor intros. The only inbound route is a contact form that routes to support. The engine that finds and opens the labs that have not heard the PrepQuant pitch is exactly what does not exist. Evidence: the launch-to-shipping window with only a booth calendar behind it; his feed; a site with zero lead capture.
• 2. Messaging and campaign assets for the instrument line. The science proof is deep (first AML CDx, IVDR certs, MRD portfolio) and it is all given away as ungated PDFs. Nothing packages it peer-to-peer to lab directors at scale for a sample-prep instrument. Different buyer, different story than their assay business, and it is brand new.
• The probe, not a finding: CRM and show follow-up. Four major conferences in 2026 means four piles of badge scans. Ask what happens to them inside a week (Q8b). If the answer is a shrug, that is the third line item.

08 Conversation starters

Say-aloud lines, US English. Each maps to the Call 1 sheet.

• 30-minute shape: agenda frame in the first minute, openers 1 and 2, then the ownership chain from A2 (his number for instruments, where pipeline really comes from, size of gap, when it bites, who owns fixing it, the admission). Stack the pain in his words. Do not solve out loud, do not pitch the menu.
• Before hanging up (QC1): book Call 2 live, invite sent on the call, and get the decision shape: "Outside this conversation, who else is involved in bringing something like this in?" (Q17). If Jeff Miller's name comes up, that is Call 2's attendee.
• STAR checkout: Situation, Timing, Authority, Resources. Timing looks strong already; Authority is the one to pin.

09 Landmines

• Three voices already touched him: Jamie on LinkedIn, Matt on email, then Dan. Dan already apologised for it in the breakup ("that is our fault, not yours"). If it comes up, own it in one line and move on. Do not explain the machine.
• If he says "Jamie": Jamie was the LinkedIn contact, and the 7 Aug email from Matt's address was signed "Jamie" by mistake. Know it, do not volunteer it.
• Claims already in front of him: "one client, best case, added an additional sale per salesman across a 10-man team" (LinkedIn, 21 Jun); the deck's $1M+ new business, 3,500+ qualified conversations, 100,000+ decision makers, and the Tim Rath quote; plus the Innovative Medical name-drop. If any get tested, frame as achieved on strong campaigns with the named case studies, never a forecast, and add no new numbers on the call.
• No pricing tonight. Standing rule: pricing is presented live on Call 3 only. If he asks, use the approved early-price reply: fixed-fee build, optional retainer after, scoped to what he needs, and a number now would just be wrong. He is also unlikely to be the signer.
• Land on his line, not the company's. The deck pitched lab reach for the assay business broadly. His number is instruments. Every example tonight should end at a PrepQuant quote request, not a generic assay conversation.
• Disciplines, not vendor names. As always.
• Internal housekeeping, after the call: the CRM record is still stage DECK_DELIVERED and claimed by Jamie Waite while Dan now owns the relationship. Settle single ownership and update the stage before anything else is sent to him. The record notes said exactly this before it was reopened.

10 What's atypical

• He answered a breakup email seven days after it landed, at 5pm his time, asking for a call inside 24 hours, with his cell in the signature. That is a buyer with a reason, not curiosity. The reason is worth more than the pitch: get it named before anything is proposed.
• The account is not the usual under-built shopfront. It is a 30-year, founder-led, globally distributed science company whose gap is a missing direct-reach engine for a brand-new instrument line. Narrower wedge, sharper fit.

11 Sources