"Success in this industry isn’t just about what you know—it’s about how you connect with people, bring value, and build lasting relationships."
In part two of our conversation with Michael Paliotti, we delve into his journey from academic research to industry, and his eventual transition into sales within the biotech sector. Michael shares his experiences working at startups like Cellomics and larger organizations like Novartis, highlighting the pivotal moments that shaped his career path. He discusses the challenges and opportunities that came with each role, emphasizing the importance of relationships and personal branding in his success.
Michael's background in both science and business, coupled with his MBA, uniquely positioned him to understand the needs of researchers and effectively communicate the value of products. His transition to a field application scientist role at Millipore, and later to a full-time sales position, showcases his ability to adapt and find his niche in the biotech industry. Michael's approach to sales, focusing on building genuine connections and becoming a trusted resource, led to his recognition as rep of the year and his reputation as an "institution" in the San Diego biotech ecosystem.
Key topics covered:

• Transitioning from academia to roles at Cellomics and Novartis
• Balancing business education with a biotech career
• Moving from field application scientist to a full-time sales role
• Learning to communicate value beyond product features and build trust with customers
• Making bold moves, from cross-country relocation to industry shifts

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Subscribe to the podcast:Apple: https://podcasts.apple.com/us/podcast/the-biotech-startups-podcast/id1679591994Spotify: https://open.spotify.com/show/2PSL162R2s0zOwU5913Zv4Youtube: https://www.youtube.com/@excedr Website: https://www.thebiotechstartupspodcast.com/ 
Find our guest, Michael Paliotti, at these links: LinkedIn: https://www.linkedin.com/in/michael-paliotti/ Website: http://www.sigmaaldrich.com/
Find our host, Jon Chee, at these links: LinkedIn: https://www.linkedin.com/in/jonchee
Learn more about ExcedrLinkedIn: https://www.linkedin.com/company/excedr/ Website: https://www.excedr.com
Resources & Mentions:

DARPA (Defense Advanced Research Projects Agency): https://www.darpa.mil/Novartis GPR 119 diabetes research: https://pmc.ncbi.nlm.nih.gov/articles/PMC5859088/Cal State San Marcos MBA program: https://www.aacsb.edu/accredited/c/california-state-university-san-marcosLuminex Assays: https://www.rndsystems.com/products/luminex-assays-and-high-performance-assays/discovery-assaysStanford Consortium for Regenerative Medicine: https://www.sanfordconsortium.org/Genoptix Optophoresis Technology: https://www.bioworld.com/articles/373517-genoptix-series-b-raises-17m-to-push-laser-cell-technology?v=preview
Companies & people mentioned:Cellomics: https://www.thermofisher.com/us/en/home/brands/thermo-scientific/cellomics.htmlNovartis: https://www.novartis.com/Genoptix: https://genoptix.com/EMD MilliporeSigma: https://www.emdmillipore.com/Luminex: https://www.luminexcorp.com/Thermo Fisher Scientific: https://www.thermofisher.com/
Pete Schultz: https://www.linkedin.com/in/peter-schultz-3254a35Tina Nova: https://www.linkedin.com/in/tina-nova-phd-7054502Sean Carnes: https://www.linkedin.com/in/sean-carnes-8b30b51Cathy Schnabel: https://www.linkedin.com/in/cathy-schnabel-b657b16
Timestamps:00:00 Intro02:06 Michael's interest in industry and joining Cellomics04:59 Working on DARPA grant and biosensors07:10 Experience during 9/11 and FBI visit10:26 Importance of product communication and marketing14:23 Transition to Novartis and larger organization experience18:52 Pursuing MBA while working at Novartis22:16 Moving to field application scientist role at Millipore25:39 Transition to full-time sales position30:17 Building relationships and personal brand in sales35:23 Success as a sales representative and becoming an "institution"41:39 Reflections on career journey and finding the right niche41:58 OutroThe Biotech Startups Podcast gives you a front-row seat to the business and science of building a biotech. Hosted by Jon Chee, CEO of Excedr, the show features honest conversations with founders, execs, and investors about their work, their companies, and how they got there. From scientific breakthroughs to startup lessons, each episode explores what it really takes to grow a life science company—from pre-seed to IPO.