Quantum-Si incorporated (NASDAQ:QSI) Q3 2023 Earnings Call Transcript

Swayampakula Ramakanth: Okay, perfect. Yeah. So basically those publications can certainly be used in marketing the products that are in the market right now.

Jeff Hawkins: Yeah, they can be used for that. We will obviously share internal data as part of our launch of the Version 2 kit to sort of prime the pump. But then, turning immediately to working with some of these existing customers that have been part of the controlled launch to quickly implement the V2 in their laboratories and generate some data with that. So, you’ll get a little bit more of a running start when you have an existing installed base when you bring in an upgraded chemistry like we’re going to do.

Swayampakula Ramakanth: Okay. And then, you were talking about the ex-US launch. With the way the launch is going here in the US and on a limited controlled basis. How is the ex-US launch going to be more like a typical launch? Or is that because it’s going to be through a distributorship that it should be viewed a little bit different than what it is, what is happening here in the United States?

Jeff Hawkins: It’s good question, RK. So the way I think about it is, again, the Version 2 kit we think is really a key aspect of giving us the type of consistency of performance and capabilities that make the implementation and adoption sort of cycle with the customer as efficient as possible. That said when we look at Europe, while we expect to have a small number of employees on the ground there to help support our activities, we do expect to use distributors in many markets. We haven’t decided exactly which markets, we may go direct in select markets. But I would expect this to use a reasonable number of countries being covered by distributors. I think our experience in markets like Europe would say that in the beginning, there’ll be some of that early market development right.

Instrument being placed with the KOL, the data being generated, being presented or at a major conference in the region or being – coming that sort of reference account. And then you’ll see sort of the sales pickup. So I don’t expect the European launch to necessarily be in a defined sort of controlled launch. I would expect it to be more of a traditional launch but with that initial market development that exists when you place an Instrument either directly or with a distributor in a new region of the world.

Swayampakula Ramakanth: Okay, perfect. Thank you. Thank you for taking all my questions.

Jeff Hawkins: You’re welcome.

Operator: And that is all the time we have for our questions. I will now turn the call back over to Jeff Hawkins for the closing remarks.

Jeff Hawkins: Thank you, everyone for attending today. We look forward to providing you with more updates on our next call. Have a good evening.

Operator: This conclude today’s conference call. Thank you for your participation. You may now disconnect.