Q2 Changed Gears. We Supercharged It with Focus

Q2 Momentum

Momentum is earned, and we earned it at the start of the year.

Coming off a strong Q1, we didn’t pause to catch our breath. We pushed harder. That focus paid off. In Q2, we beat our sales forecast, with secured revenue up 127% vs Q1. That didn’t happen by chance. It’s the result of relentless weekly pipeline reviews, tighter lead qualification, and a sharpened sales playbook. We’re growing our sales with intent.

And here’s what we saw: over 10% of Q2 enquiries converted into signed contracts within the same quarter. That’s a shift. We’re collapsing deal timelines and proving our value on first contact. In an industry where it’s normal for deals to sit idle for 12–24 weeks, that’s not just fast, it’s a statement.

Some clients tell us they wait four-plus weeks just for a quote to arrive. This has a significant impact on deal burn time and sits on the side that is typically within lab control. We’ve streamlined our sales process to ensure our proposals go out fast. We made a deliberate choice to speak with our clients as soon as we get the enquiry and immediately connect them with experts, so that the technical details are covered during first contact. No back-and-forth emails.

I’m pleased to see that the strategic choices we made back in 2024 are paying off.

The Strategy Is Working. Here’s Why.

Last December, we made a decisive move: every client gets a dedicated Account Manager, working alongside the Study Director.

Traditionally, labs pass clients to whatever scientist has capacity. But Study Directors are in the trenches, focused on data, not diaries. That handoff? It’s where clarity and service go to die. We closed that gap.

Now, our Account Managers work shoulder-to-shoulder with lab teams to ensure consistent updates, unbroken clarity, and real accountability.

The result?

An NPS of 78 (Net Promoter Score, a global benchmark of client satisfaction), and clients coming back, because it’s easier to start their next project with us than without us. That’s what it looks like when service becomes strategy.

We’ve decided to measure our NPS to give us a growth/no growth trend. Sales can go up, but NPS tells you if it will be sustained.

Pipeline Built on Focus

When Q2 demanded a gear change, we answered with focus. We prioritised key accounts and collectively hit the road: Berlin, Brussels, New York, Boston, Chicago – meeting clients face-to-face, building relationships, listening.

While industry travel budgets shrink and events thin out, I see it differently. Less noise means more signal. If you’re in the room, you stand out. So we showed up.

We’ve sharpened our positioning, doubled down on the market segments we’re built to serve, and made sure our message lands exactly where it matters.

We’ve launched digital Outlook publication, and it’s already built real traction. I always believed that giving quality content to the industry, sharing knowledge and packaging it into a slick, desirable format, would generate interest. Now we’re publishing new content regularly from contributors around the world. This gives us reach and brand introductions.

Operations: Muscle to Match Growth

Growth only matters if you can deliver on it.

In Q2, we continued to scale up operational capacity: commissioning new equipment, onboarding new hires, and training across laboratory and account management. That means more throughput, faster turnaround, and zero compromise on quality.

But we hit friction too. Our biggest operational blocker this quarter? Getting samples through client supply chains. Manufacturing delays, batch constraints, internal approvals – all of these push awarded work into Q3 and beyond. We’re not the holdup. We’re ready. But that drag affects earned revenue.

I’ve been hearing similar stories from other testing laboratories, so it seems to be an industry-wide challenge.

We’re applying pressure upstream: supporting clients earlier, staying engaged, and keeping delivery on track despite headwinds. Partnering with UPS Healthcare to handle client sample shipping has already made a difference.

The global landscape isn’t static: U.S. trade policy shifts, regional conflicts, and volatile logistics have ripple effects. Our customers are exposed to them, and we feel it.

Market Segmentation: Where We Win

This quarter, we invested in something most companies overlook until it’s too late: real market segmentation. Not a branding slide. Not wishful targeting. We’re talking about structured, data-backed, commercially useful insight that shapes how we move.

We partnered with experts to conduct our most in-depth segmentation to date, looking beyond surface numbers to understand where demand is growing, which geographies are shifting, and where we can win without losing focus. As we grow, our focus shifts to market share and where we can take it.

We’ve been identifying where our capabilities match the market’s needs and where the commercial upside justifies the energy.

Here’s what we now know:

• The global medical device testing market is worth an estimated $9.7B
• Asia-Pacific leads with $4.5B, followed by the USA ($2.2B) and Europe ($1.3B)
• In the UK, the market is valued at ~£184M in 2024, forecast to grow to £327M by 2030
• Biocompatibility, microbiology, and sterility testing make up ~40% of the total global spend
• In the UK specifically, biocompatibility testing alone accounts for ~49% of total spend
• Chemistry testing is the fastest-growing segment, currently accounting for ~15% of spend and rising

That kind of clarity changes how we move. We now have a high-resolution view of the market, one that sharpens our commercial targeting, grounds our three-year revenue model, and ensures our sales and operational bets are aligned with demand.

Our Model: Built Different

At our core, we’re not just a testing lab, we’re a product development partner for MedTech innovators. That distinction matters.

We built Test Labs because we lived the reality of medical device development. We know the pressure. We know the stakes. And we know the frustration of dealing with traditional labs that are slow, opaque, and out of sync with the pace of innovation.

We designed something different, and it shows.

• Consultative, not transactional: We work with clients, not at them.
• Client-centric, not lab-centric: Everything we do is structured around helping the client progress.
• Built for speed, engineered for certainty: We remove friction without removing rigour.

Our clients aren’t just looking for a “pass” or “fail” – they want clarity. So we don’t just give them results, we give them momentum.

This mindset is what sets us apart in the market. It’s why clients come back. And it’s why we continue to grow, not as a volume-driven testing house, but as a partner in bringing life-changing technologies to market with confidence and pace.

What Comes Next: Discipline + Delivery

Our commitment remains the same: building velocity with purpose. We will continue investing in the entire client journey, aligning every function around metrics that matter, and maintaining our world-class quality systems. We’re also looking to expand our market presence internationally, leveraging our insights and operational excellence to enter new geographies with confidence. Our focus on IFU validation, biocompatibility, and R&D support will be backed by trusted delivery at scale.

This is what focus looks like for us.