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DNAStar Revises Software Sales Model to Increase Direct Customer Contact in Europe


By Uduak Grace Thomas

DNAStar and GATC Biotech have terminated a 15-year agreement that authorized the latter to distribute DNAStar's Lasergene software suite to clients in several European countries.

Effective July 15, DNAStar began marketing its products directly to European customers.

Headquartered in Konstanz, Germany, GATC Biotech provides DNA sequencing and bioinformatics services for industry and academia.

Over the course of its 15-year partnership with DNAStar, the firm has sold Lasergene to users in several European countries with the most recent markets in Germany, Switzerland, France, and Austria.

DNAStar said the change will allow its customers in these countries have easier, more direct access to the company's sales and support personnel, life scientists, and software developers.

The firm intends to begin building relationships with its European clientele at the Miptec drug discovery conference in Basel, Switzerland, in September, where it will exhibit its software.

Tom Schwei, DNAStar's vice president and general manager, told BioInform that his firm has no plans to open an office in Europe but will provide support to clients from its offices in Madison, Wis.

Furthermore, the company isn't planning to hire any new employees; rather current staff will take on the additional work that’s necessary to cater to customers in Europe, he said. The company currently has 40 employees.

Schwei explained that while distributing Lasergene complements GATC's sequencing services business, the change will allow GATC to focus its efforts on providing services rather than selling software. He added that the decision to change the business arrangement was "mutual."

A statement from GATC said that both companies "agreed that the objectives of the relationship have been met and it is time for both companies to move forward in a different arrangement."

Schwei said his firm will continue to work closely with GATC to provide DNAStar software solutions to GATC's sequencing services customers in Europe as well as to collaborate with the firm on future projects.

The companies currently have an arrangement where GATC can offer free trial versions of DNAstar's software to its customers.

Have topics you'd like to see covered in BioInform? Contact the editor at uthomas [at] genomeweb [.] com.