The Biotech Startups Podcast

🧬 The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Skip the upfront costs, stay lean, and focus on breakthrough science.
As a TBSP listener, you can get exclusive perks through Excedr’s partner network—special savings, promotions, and more. Explore these offers today: https://www.excedr.com/partners.
"I was born and raised in a developing country. I was born and raised in Pakistan. And it's very interesting when you're born in a developing country. That's your world. Right? That's all you know."
In this episode of The Biotech Startups Podcast, we delve into Rabia Khan's remarkable journey from her childhood in Pakistan to founding Serna Bio, an AI-enabled drug discovery company. Rabia shares how her early experiences in a developing country, her aunt's battle with schizophrenia, and the sequencing of the human genome in 2000 sparked her passion for genetics and healthcare. She recounts how her career options were either medicine or engineering, setting her on a path that would eventually lead to pioneering work at the intersection of AI and biotechnology.
Rabia describes her transition to McGill University in Montreal, facing the shock of -40°C weather with only a leather jacket while navigating life as an international student with no support system. Despite these challenges, she pursued dual interests in biology and economics, finding her first research opportunity in a schizophrenia lab where she started by pipetting water and washing dishes. 
Key topics covered:

• Formative Influences: Shaped by Pakistan upbringing, aunt's schizophrenia, and genome sequencing
• Educational Journey: Balancing biology and economics at McGill
• First Research Experiences: From lab basics to discovering a disease-causing gene
• Decision-Making Frameworks: Applying economics principles to business decisions
• Family Influence: Mother's practicality and father's entrepreneurial drive guided her path

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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/@thebiotechstartupspodcast Website: https://www.thebiotechstartupspodcast.com/ 
Find our guest, Rabia Khan, at these links: LinkedIn: https://www.linkedin.com/in/rabiatkhan/ Website: https://www.serna.bio/ 
Find our host, Jon Chee, at these links: LinkedIn: https://www.linkedin.com/in/jonchee
Learn more about Excedr:LinkedIn: https://www.linkedin.com/company/excedr/ Website: https://www.excedr.com
Intro & Outro Songs Created by OkKyojin, Owned by Excedr:Website: https://flow.page/kyojin 
Resources & Articles:The Human Genome Project https://www.genome.gov/human-genome-project Schizophrenia https://en.wikipedia.org/wiki/Schizophrenia Opportunity Cost https://www.investopedia.com/terms/o/opportunitycost.asp Marginal Utility https://www.investopedia.com/terms/m/marginalutility.asp The Prisoner's Dilemma https://en.wikipedia.org/wiki/Prisoner%27s_dilemma Ray Dalio's Decision Making Frameworks https://www.principles.com/principles/7df5502f-46e5-47d5-8fd7-8fc70843b726/ Nassim Taleb's Antifragility https://en.wikipedia.org/wiki/Antifragile_(book) Black Swan by Nassim Taleb https://en.wikipedia.org/wiki/The_Black_Swan:_The_Impact_of_the_Highly_Improbable McGill University's Human Genetics Program https://www.mcgill.ca/humangenetics/our-programs/program-information Hydatidiform Moles Research https://www.ncbi.nlm.nih.gov/books/NBK459155/ 
Companies, Universities, & People mentioned:Benevolent AI: https://www.benevolent.com/ Meta: https://techcrunch.com/2017/01/23/chan-zuckerberg-initiative-meta/  Bayer: https://www.bayer.com/ BMS (Bristol Myers Squibb): https://www.bms.com/ Roche: https://www.roche.com/ Alexion: https://www.alexion.com/ 
Gustavo Turecki https://douglas.research.mcgill.ca/gustavo-turecki/ Rima Slim https://scholar.google.ca/citations?user=UwK8NS8AAAAJ&hl=en Danielle Malo https://www.linkedin.com/in/danielle-malo-a204a174/ Ray Dalio https://www.linkedin.com/in/raydalio/ Nassim Taleb https://en.wikipedia.org/wiki/Nassim_Nicholas_Taleb 
Timestamps:00:00 Intro03:18 Upbringing in Pakistan and Early Influences07:27 Formative Experiences: Human Genome Sequencing and Aunt's Schizophrenia13:49 Educational Experience: British System and Academic Rigor17:21 Economics and Biology: Dual Interests and Decision Making Frameworks23:31 Decision Making: Opportunity Cost and Probabilistic Thinking28:51 International Education: Choosing McGill University34:09 First Lab Experience: Working in a Schizophrenia Research Lab40:43 Undergraduate Research: Discovering the Gene for Hydatidiform Moles45:43 Father's Influence on PhD Decision48:31 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.

🧬 The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Skip the upfront costs, stay lean, and focus on breakthrough science.
As a TBSP listener, you can get exclusive perks through Excedr’s partner network—special savings, promotions, and more. Explore these offers today: https://www.excedr.com/partners.
"Focus and commitment to niche ideas have huge payoffs."
In part four of our conversation with Alfredo Andere, co-founder of LatchBio, we explore how the company evolved from a simple workflow orchestrator into a comprehensive platform serving biopharma companies and solution providers. Alfredo shares his approach to enterprise sales, emphasizing the importance of speed, focus, and building strong relationships with customers. He also delves into his philosophy on fundraising and the pivotal role of iterative development in creating impactful biotech solutions.
Alfredo reflects on the challenges and rewards of working in niche markets, explaining why deep commitment and loyalty to specific problems are essential for long-term success. Whether you’re a first-time founder or an experienced entrepreneur, this episode is packed with actionable insights on building, selling, and scaling in the biotech space.
Key topics covered:

• Iterative product development: Expanding LatchBio’s platform from workflows to data storage and analysis
• Biopharma vs. solution providers: How LatchBio serves these distinct customer groups
• Enterprise sales best practices: Qualifying leads and acting as a consultant to customer problems
• Fundraising strategies: Why early-stage rounds focus on vision and team, while later rounds prioritize traction
• The power of focus: Avoiding the trap of optionality and scaling only when ready
  
  

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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/@thebiotechstartupspodcast Website: https://www.thebiotechstartupspodcast.com/ 
Find our guest, Alfredo Andere, at these links: LinkedIn: https://www.linkedin.com/in/alfredoandere/Website: https://www.linkedin.com/company/latchbio/
Find our host, Jon Chee, at these links: LinkedIn: https://www.linkedin.com/in/jonchee
Learn more about Excedr:LinkedIn: https://www.linkedin.com/company/excedr/ Website: https://www.excedr.com
Intro & Outro Songs Created by OkKyojin, Owned by Excedr:Website: https://flow.page/kyojin 
Resources & Articles:Viktor Frankl's "Man’s Search for Meaning": https://www.goodreads.com/book/show/4069.Man_s_Search_for_MeaningLux Capital’s Article: Why High-Throughput Bio Research Needs Better Tools: Immediately: https://www.luxcapital.com/content/why-high-throughput-bio-research-needs-better-tools-immediatelyAlphaFold 2: https://alphafold.ebi.ac.uk/Bulk RNA-seq Analysis Tools: https://en.wikipedia.org/wiki/List_of_RNA-Seq_bioinformatics_toolsPaul Graham’s "How to Raise Money": https://www.paulgraham.com/fr.html
Companies, Universities, & People mentioned:Latch Bio: https://latch.bioIllumina: https://illumina.comOxford Nanopore Technologies: https://nanoporetech.com10x Genomics: https://10xgenomics.comFluent BioSciences: https://www.fluentbio.com/ Scale 10x: https://startupmission.kerala.gov.in/pages/scale10xComplete Genomics: https://www.completegenomics.com
Kenny Workman: https://www.linkedin.com/in/kennyworkmanKyle Giffin: https://www.linkedin.com/in/kylegiffinAidan Abdulali: https://www.linkedin.com/in/aidanabdulaliNathan Manske: https://www.linkedin.com/in/nathan-manske-0232a192/Michael Paliotti: https://www.linkedin.com/in/michael-paliotti
Timestamps:00:00 Intro01:56 LatchBio’s Evolution and Iterative Development08:20 Biopharma vs. Solution Providers14:01 Enterprise Sales Philosophy23:38 Fundraising Strategies and Team Building34:59 Future Vision for LatchBio39:36 Closing Thoughts and Shoutouts43:46 Advice to 21-Year-Old Self46:21 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.

🧬The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Reduce upfront equipment costs. Accelerate R&D. Reach commercial milestones faster.
🎁TBSP listeners get exclusive offers through Excedr’s partner network—including special discounts, promos, and more: https://www.excedr.com/partners.
"A lot of decisions when you're doing a startup come down to being naive enough to not know how hard it's going to be—and taking that leap of faith."
In part three of our conversation with Alfredo Andere, co-founder of LatchBio, we dive into the early days of building a biotech startup from scratch. Alfredo shares how his team’s chemistry and blind faith led them to drop out of college and fully commit to solving biotech’s data infrastructure challenges. He details their rigorous market research process, which involved conducting hundreds of user interviews, and how this groundwork helped them raise an oversubscribed $5 million seed round led by Lux Capital.
Alfredo also reflects on the stark contrast between cutting-edge data tools at tech giants like Google and the outdated methods still used in biotech, emphasizing the massive opportunity to revolutionize life sciences.
Key topics covered:

• Building trust and chemistry as a founding team: The decision to drop out and go all-in on LatchBio
• Biotech’s data problem: Why outdated tools are holding back life sciences innovation
• Market research done right: 200+ pages of notes and six paying customers before launching a product
• Raising $5M in seed funding: How preparation and customer validation gave LatchBio a competitive edge
• Lessons on naivete in entrepreneurship: Why bold risks are essential for tackling big problems

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.

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, Alfredo Andere, at these links: LinkedIn: https://www.linkedin.com/in/alfredoandere/Website: https://www.linkedin.com/company/latchbio/
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 and articles:Viktor Frankl's "Man’s Search for Meaning": https://www.goodreads.com/book/show/4069.Man_s_Search_for_MeaningLux Capital Insights: https://www.luxcapital.com/riskgaming#contentThe Acquired Podcast featuring Jensen Huang: https://www.acquired.fm/episodes/jensen-huangTaiwan Incubator Program: https://startup.sme.gov.tw/en/iaNext Generation Sequencing (NGS): https://www.excedr.com/blog/next-generation-sequencing-101 Google and Facebook Data Infrastructure: https://medium.com/illumination/facebook-google-and-digital-public-infrastructure-ee854e1896ebBulk RNA-seq Analysis Tools: https://en.wikipedia.org/wiki/List_of_RNA-Seq_bioinformatics_toolsMachine Learning Applications in Biotech: https://cdn.fortunejournals.com/articles/ai-and-machine-learning-in-biotechnology-a-paradigm.pdf
Companies, universities, & people mentioned:LatchBio: https://latch.bio/Lux Capital: https://www.luxcapital.comGoogle: https://www.google.comFacebook (Meta): https://www.facebook.comExcedr: https://www.excedr.comVivos Therapeutics: https://www.vivos.com
Kenny Workman: https://www.linkedin.com/in/kennyworkmanKyle Giffin: https://www.linkedin.com/in/kylegiffinBrandon Reeves: https://www.linkedin.com/in/brandonreeves1Jensen Huang: https://www.linkedin.com/in/jenhsunhuang/
Timestamps:00:00 Intro01:56 Team Chemistry and Founding Relationships04:30 Exploring Different Project Ideas06:34 The Decision to Drop Out of College09:00 The Role of Naivete in Entrepreneurship11:38 Biotech vs. Computer Science: Understanding Complex Systems13:14 Taiwan Incubator Experience17:22 Market Research: 200+ Pages of User Interviews21:05 Biotech's Data Infrastructure Problem25:21 Raising an Oversubscribed $5M Seed Round29:38 The Future of Biotech Data Analysis30:30 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.

"You will be surprised what you can achieve with thoughtful persistence."
In part two of our conversation with Alfredo Andere, co-founder of LatchBio, we dive into his transformative journey at UC Berkeley, where he developed a passion for machine learning and neuroscience. Alfredo shares how his persistence and curiosity helped him join the highly competitive Machine Learning at Berkeley club, which became a pivotal moment in shaping his entrepreneurial mindset. He reflects on the lessons learned from internships at Facebook, UCSF, and Google Brain, and how these experiences clarified his desire to pursue startup life over a traditional tech career.
Alfredo also recounts the early days of working with his co-founders on ambitious projects, including their first failed startup attempt, and how those challenges led them to explore opportunities in biotech. This episode offers valuable insights into navigating uncertainty, embracing trial and error, and building meaningful collaborations.
Key topics covered:

• The power of thoughtful persistence: How Alfredo's determination led to joining a top-tier student organization at UC Berkeley.
• Lessons from internships: Insights gained from working at Facebook, UCSF, and Google Brain—and why he ultimately chose startups.
• The importance of community: How Machine Learning at Berkeley shaped Alfredo's leadership skills and introduced him to like-minded peers.
• Early startup lessons: The challenges of building a product without understanding the market and the value of user research.
• Transitioning to biotech: How Alfredo’s passion for neuroscience evolved into tackling critical problems in life sciences with his co-founders.

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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, Alfredo Andere, at these links: LinkedIn: https://www.linkedin.com/in/alfredoandere/Website: https://www.linkedin.com/company/latchbio/
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 and articles:Machine Learning at Berkeley (ML@B): https://ml.berkeley.edu/Viktor Frankl's "Man’s Search for Meaning": https://www.goodreads.com/book/show/4069.Man_s_Search_for_MeaningNeuralink Research Paper: https://pmc.ncbi.nlm.nih.gov/articles/PMC6914248/Berkeley NeuroDust Project: https://engineering.berkeley.edu/news/2016/11/neural-dust/TensorFlow by Google Brain: https://www.tensorflow.org/Bulk RNA-seq: https://www.scdiscoveries.com/support/what-is-bulk-rna-sequencing/AlphaFold 2: https://alphafold.ebi.ac.uk/
Companies, universities, & people mentioned:Dyno Therapeutics: https://www.dynotx.com/ LatchBio: https://latch.bio/Facebook (Meta): https://www.facebook.comGoogle Brain (now part of Google DeepMind): https://research.google/brainNeuralink: https://neuralink.comUniversity of California, San Francisco (UCSF): https://www.ucsf.eduKenny Workman: https://www.linkedin.com/in/kennyworkmanKyle Giffin: https://www.linkedin.com/in/kylegiffin
Timestamps:00:00 Intro01:28 College Friendships and Early Seeds of LatchBio03:46 Joining Machine Learning at Berkeley: Challenges and Growth07:01 Transformational Impact of Student Organizations12:08 Running the Machine Learning Club at Berkeley: Leadership Lessons18:14 Introduction to Neuroscience and Life Sciences21:38 Internships at Facebook, UCSF, and Google Brain26:36 Lessons from Early Startup Attempts29:12 Dropping Out of Berkeley to Pursue Entrepreneurship Full-Time32:05 Balancing Academic and Entrepreneurial Pursuits33:11 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.

🧬 The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Skip the upfront costs, stay lean, and focus on breakthrough science.
As a TBSP listener, you can get exclusive perks through Excedr’s partner network—special savings, promotions, and more. Explore these offers today: https://www.excedr.com/partners.
"I had to make a decision because I knew that if nothing changed, I was just gonna fail out of EECS. I remember EECS actually sent me a letter where they were like, 'Hey, if your GPA continues this low, you will be kicked out next semester.'"
In part one of our conversation with Alfredo Andere, we delve into his journey from Mexico to the prestigious EECS program at UC Berkeley. Alfredo shares his early fascination with technology, the challenges of adapting to a new educational system, and the pivotal moments that shaped his academic and personal growth.
Raised in various cities across Mexico, Alfredo's passion for technology was sparked by reading biographies of tech leaders like Steve Jobs and Elon Musk. His entrepreneurial spirit emerged early when he organized a forum that attracted high-profile speakers, including former Mexican presidents, to his all-boys Catholic high school. Despite initial struggles with calculus at Berkeley, Alfredo's determination and commitment to his studies ultimately led to his success in the competitive EECS program.
Key topics covered:

• Upbringing in Mexico: Moving between cities and experiencing different cultures
• Early tech inspiration: Impact of reading biographies and following Apple keynotes
• High school innovation: Creating a forum with 4,000 attendees and notable speakers
• Transition to US education: Challenges of applying to and choosing Berkeley
• Academic resilience: Overcoming initial struggles in EECS through intense dedication

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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, Alfredo Andere, at these links: LinkedIn: https://www.linkedin.com/in/alfredoandere/Website: https://www.linkedin.com/company/latchbio/
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 and articles:AWS (Amazon Web Services): https://aws.amazon.com/AstraZeneca: https://www.astrazeneca.com/GCP (Google Cloud Platform): https://cloud.google.com/ EVO https://pmc.ncbi.nlm.nih.gov/articles/PMC6589126/AlphaFold 2: https://alphafold.ebi.ac.uk/Dyno Therapeutics: https://www.dynotx.com/Bulk RNA-seq: https://www.scdiscoveries.com/support/what-is-bulk-rna-sequencing/
Companies, universities, & people mentioned:Apple: https://www.apple.com/LatchBio: https://latch.bio/UC Berkeley: https://www.berkeley.edu/
Uri Levine: https://il.linkedin.com/in/uri-levineFelipe Calderon: https://www.linkedin.com/in/felipe-calderon-9b104a23/?originalSubdomain=mxVicente Fox: https://www.linkedin.com/in/vincente-fox-president/?originalSubdomain=mx
Timestamps:00:00 Intro02:50 Alfredo's upbringing in Mexico and early influences05:24 Reading biographies of tech leaders and early inspirations08:09 Developing interest in technology and Apple11:51 High school experience in Mexico15:40 The importance of relationships in Mexican business culture20:10 Creating a forum that attracted high-profile speakers23:13 The power of persistence and networking27:10 Application process to US universities and choosing Berkeley31:22 First experiences at Berkeley and academic challenges35:14 Struggling with calculus and the pivotal decision to commit35:39 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.

🧬 The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Skip the upfront costs, stay lean, and focus on breakthrough science.
As a TBSP listener, you can get exclusive perks through Excedr’s partner network—special savings, promotions, and more. Explore these offers today: https://www.excedr.com/partners.
"I see myself as a player coach. I really try to do what I can to be in the trenches as much as I can. I'm out on the field."
In the final part of our conversation with Michael Paliotti, we delve into his extensive experience in biotech sales and leadership. Michael shares insights on the nuances of working with different types of clients, from academia to large pharma and emerging biotech companies. He discusses his transition into management during the COVID-19 pandemic and his approach to leading and developing his team.
Michael's leadership philosophy emphasizes building strong relationships, both with clients and team members. He stresses the importance of empathy, trust, and removing barriers for his team to succeed. His approach to management is rooted in his own experiences as a sales representative, allowing him to relate to his team's challenges and provide meaningful support.
Key topics covered:

• Tailoring sales approaches for different client types: academia, large pharma, and emerging biotech
• Transitioning from individual contributor to team manager during the pandemic
• Leadership philosophy focused on relationship-building and empathy
• Developing and retaining talent in a competitive industry
• Long-term career aspirations and the importance of mentorship in biotech
  
  

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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:

Resources and articles:University of Notre Dame Biology Program: https://biology.nd.edu/undergraduate/programs-of-study/biology-major/Duquesne University Master's Program in Biology: https://www.duq.edu/academics/colleges-and-schools/science-and-engineering/academics/departments-and-programs/biological-sciences/index.phpUniversity of Pittsburgh HIV Research Lab: https://dom.pitt.edu/id/research/clinicalresearch/hivclinicalresearch/Kodak's Research and Development Division: https://www.kodak.com/en/company/page/innovation/Luminex Multiplexing Equipment: https://www.rndsystems.com/products/luminex-instrumentation
Companies, universities, & people mentioned:MilliporeSigma: https://www.sigmaaldrich.com/US/enUniversity of Pittsburgh: https://www.pitt.edu/Xerox Business Services: https://www.xerox.com/en-us/business-solutionsJohnson & Johnson (J&J): https://www.jnj.com/Novartis: https://www.novartis.com/Pfizer: https://www.pfizer.com/University of California, San Diego (UCSD): https://ucsd.edu/Genoptix: https://www.genoptix.com/Cellomics:https://www.thermofisher.com/us/en/home/life-science/cell-analysis/cellular-imaging/high-content-screening.htmlNucleate: https://nucleate.xyz/Ronald Montelaro https://www.linkedin.com/in/ronald-montelaro-49558b23/Jane Berry https://www.linkedin.com/in/jane-berry-40038012/Kelly Yamagata https://www.linkedin.com/in/kelly-yamagata/Arunima Kumar https://www.linkedin.com/in/arunmaara/Tiffany Nguyen https://www.linkedin.com/in/nguyentiffany/Samantha Odo https://www.linkedin.com/in/samantha-odo-9a39252/Amela Tsai https://www.linkedin.com/in/amelatsai/Je'Anna Barrett https://www.linkedin.com/in/connectwithjeanna/Joe Stachewicz https://www.linkedin.com/in/destinationdigital/Frédéric Sattler https://www.linkedin.com/in/fr%C3%A9d%C3%A9ric-sattler-58a9a345/Bernardo Jaramillo https://www.linkedin.com/in/bernardo-jaramillo-06579698/Darae Jun https://www.linkedin.com/in/darae-jun/Sumreet Banka https://www.linkedin.com/in/sumreet-banka-73372317/Candice Sanscartier https://www.linkedin.com/in/candice-sanscartier/Suzie Shrestha https://www.linkedin.com/in/suzieshrestha/
Timestamps:00:00 Intro02:11 Differences in working with academia, large pharma, and small biotechs06:52 Impact of white glove service on emerging companies09:25 The interconnected nature of the biotech ecosystem12:26 Transitioning from individual contributor to team manager18:09 Leadership philosophy and approach to managing a team23:23 Long-term mindset and developing institutional knowledge25:17 Shoutouts to supporters along the way27:10 Advice to 21-year-old self28:27 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.

🧬 The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Skip the upfront costs, stay lean, and focus on breakthrough science.
As a TBSP listener, you can get exclusive perks through Excedr’s partner network—special savings, promotions, and more. Explore these offers today: https://www.excedr.com/partners.

“Trust takes time—but it lasts longer than any sale.”


In part three of our conversation with Michael Paliotti, we dive into his transition from field application scientist to full-time sales at MilliporeSigma. He opens up about his initial hesitation, how he overcame it, and why relationship-building—not quotas—became the foundation of his sales approach.

Michael reflects on the experiences that shaped his mindset, from going the extra mile for colleagues to finding interests to genuinely connect over. For him, great sales isn’t about pushing products—it’s about solving problems, building trust, and being present.

He also talks about how this philosophy led to unexpected opportunities, like launching a winery with close friends during the pandemic. What started as a casual wine-tasting class turned into a business rooted in the same values that guide his sales career.

An experienced team leader, Michael emphasizes coaching through effort and empathy—encouraging his reps to focus on relationships as much as results. His story is a reminder that in biotech sales, success often comes from being helpful, human, and in it for the long haul.

Key topics covered:

• Shifting from scientist to sales and making it work
• Turning casual conversations into lasting trust
• Helping customers by going the extra mile
• Meeting goals without losing the human touch
• Coaching teams to lead with effort and empathy

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.

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 and articles:Luminex instrumentation: https://www.thermofisher.com/us/en/home/life-science/antibodies/immunoassays/procartaplex-assays-luminex/luminex-instruments.htmlUnreasonable Hospitality (by Will Guidara): https://www.amazon.com/Unreasonable-Hospitality-Remarkable-Giving-People/dp/0593418573Excedr equipment leasing: https://www.excedr.com/leasingCapital Lease vs. Operating Lease: https://www.excedr.com/blog/capital-lease-vs-operating-leaseMaximizing Equipment ROI: https://www.excedr.com/blog/maximizing-equipment-roiMarketing & Sales Strategies for Biotechs: https://www.excedr.com/blog/marketing-sales-strategies-for-biotechs

Companies, universities, & people mentioned:MilliporeSigma: https://www.sigmaaldrich.com/US/enCharles R. Drew University of Medicine and Science: https://www.cdrewu.edu/UC Davis Viticulture and Enology Program: https://www.ucdavis.edu/majors/viticulture-and-enology501st Legion: https://www.501st.com/Paso Robles AVA: https://pasowine.com/paso-robles/ava/Pacific Wine Services: https://www.pacificwineservices.com/Volatus Wines: https://www.volatuswine.com/Midnight Cellars: https://www.midnightcellars.com/

Timestamps:00:00 Intro02:50 Getting into biotech sales and and getting interested in winemaking04:35 Starting a winery during COVID and the story behind it10:19 Networking in the wine industry and the power of showing up14:14 Working at MilliporeSigma, embracing relationship-driven strategies20:45 Building trust through informal conversations27:47 Going the extra mile for customers and building trust through service32:46 Transitioning from field scientist to full-time sales at MilliporeSigma37:12 Coaching sales teams and focusing on long-term value over short-term wins40:15 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.

"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

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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.

🧬 The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Skip the upfront costs, stay lean, and focus on breakthrough science.
As a TBSP listener, you get exclusive perks through Excedr’s partner network—special savings, promotions, and more. Explore these offers today: https://www.excedr.com/partners.
"Growing up in a science-driven environment influenced my trajectory, from my father's chemistry background at Kodak to my own experiences in academia and research."
In part one of our conversation with Michael Paliotti, Regional Sales Director at Millipore Sigma, we explore his journey from a science-driven upbringing to his early career in research and forensics. Michael shares how his father's work as an organic chemist at Kodak influenced his path into science, his academic experiences at the University of Notre Dame and Duquesne University, and his unexpected detour into optometry school before finding his true calling in research.
Michael holds a degree in biology from the University of Notre Dame and a master's degree from Duquesne University. Before joining Millipore Sigma, he honed his skills in academic research at the University of Pittsburgh, forensic science with the Pennsylvania State Police, and biotech startups.
Key topics covered:

• Growing up in a science-driven environment: The influence of Kodak and Rochester's tech industry
• Navigating academic uncertainty: From pre-med aspirations to finding passion in biology research
• Hands-on lab experience: Learning the "old-fashioned way" during graduate studies
• Unexpected career detours: A brief stint in optometry school and forensic science
• Building professional networks: The importance of mentorship and connections in career progression

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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:

University of Notre Dame Biology Program: https://biology.nd.edu/undergraduate/programs-of-study/biology-major/Duquesne University Master's Program in Biology: https://www.duq.edu/academics/colleges-and-schools/science-and-engineering/academics/departments-and-programs/biological-sciences/index.phpUniversity of Pittsburgh HIV Research Lab: https://dom.pitt.edu/id/research/clinicalresearch/hivclinicalresearch/Pennsylvania State Police Forensic Science Program: https://www.upb.pitt.edu/academics/forensic-science-bsKodak's Research and Development Division: https://www.kodak.com/en/company/page/innovation/
Companies & people mentioned:Kodak: https://www.kodak.com/en/University of Pittsburgh: https://www.pitt.edu/Pennsylvania State Police: https://www.pa.gov/agencies/psp.htmlXerox Business Services: https://www.xerox.com/en-us/business-solutionsMilliporeSigma (formerly EMD Millipore): https://www.sigmaaldrich.com/Luminex Multiplexing Equipment: https://www.rndsystems.com/products/luminex-instrumentation
Ronald Montelaro: https://www.linkedin.com/in/ronald-montelaro-49558b23/ 
Timestamps:00:00 Intro03:23 Michael's background and upbringing in Rochester, NY07:46 Early exposure to science and the Kodak influence11:09 University years and initial career aspirations14:46 Unexpected detour to optometry school17:35 Post-graduation job at Xerox Business Services22:00 Decision to pursue a master's degree at Duquesne University26:35 Graduate school experiences and hands-on lab work29:03 First job as a research associate at University of Pittsburgh31:29 Brief stint as a forensic scientist with Pennsylvania State Police37:35 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.

🧬 The Biotech Startups Podcast is powered by Excedr—helping life science startups accelerate R&D and commercialization with founder-friendly equipment leasing. Skip the upfront costs, stay lean, and focus on breakthrough science.
As a TBSP listener, you get exclusive perks through Excedr’s partner network—special savings, promotions, and more. Explore these offers today: https://www.excedr.com/partners.
"In life sciences, time is more important for all stakeholders. Because if you're working in life sciences, you have an obligation. You have a moral obligation to be very efficient, if not optimal." 
In this final part of our conversation with Stavros, founder and CEO of TileDB, we explore the challenges and opportunities in transforming data management within the life sciences sector. Stavros discusses how smaller organizations often lag behind in adopting innovative solutions due to lack of awareness and reliance on existing tools, while larger companies like big pharma are more proactive in seeking advanced technologies.
Stavros highlights the importance of behavioral change in technology adoption, emphasizing that companies should focus on their core competencies rather than building infrastructure. He draws parallels with AWS, which revolutionized server management by allowing companies to focus on their products rather than infrastructure. The conversation also touches on the moral obligation of life sciences companies to optimize efficiency, given the impact on human lives.
Key topics covered:

• Challenges for Smaller Organizations: Overcoming barriers to adopting new technologies due to limited awareness and resources.
• Adoption Contrast: Big pharma vs. smaller organizations in embracing innovative solutions.
• Behavioral Change in Technology Adoption: The need for mindset shifts in leveraging external solutions.
• Efficiency in Life Sciences: The moral obligation to optimize time and resources in the sector.
• Parallels with AWS: How outsourcing infrastructure can accelerate innovation and focus on core competencies.
  
  

If you enjoy The Biotech Startups Podcast, please consider subscribing, leaving a review, or sharing it with your friends. Thanks for listening.
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, Stavros Papadopoulos, at these links: LinkedIn: https://www.linkedin.com/in/stavrospap/Website: https://www.linkedin.com/company/tiledb-inc/
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:

Crossing the Chasm by Geoffrey Moore: http://soloway.pbworks.com/w/file/fetch/46715502/Crossing-The-Chasm.pdfAzure (Microsoft's cloud computing service): https://azure.microsoft.com/en-gb/
Companies & people mentioned:MIT: https://www.mit.edu/TileDB: https://tiledb.com/AWS (Amazon Web Services): https://aws.amazon.com/Millipore Sigma: https://www.sigmaaldrich.com/Y Combinator: https://www.ycombinator.com/PlayStation: https://www.playstation.com/
Jake Glanville: https://www.linkedin.com/in/jacobglanvilleJeff Bezos: https://x.com/jeffbezos?lang=en
Timestamps:00:00 Intro01:10 Discussion on working with smaller companies and scalable products02:16 Stavros explains how TileDB can replace solution architects05:07 Discussion on freeing up resources for high ROI initiatives06:22 Stavros highlights the difficulty of behavioral changes in adopting new technologies10:16 Jon reflects on the importance of valuing time in life sciences12:57 Introduction of TileDB's new product, Carrara18:16 Discussion on meeting users where they are with Carrara20:06 Stavros shares his vision for TileDB's future adoption23:30 Jon expresses enthusiasm for TileDB's impact on health outcomes26:15 Shoutouts to supporters and team members29:32 Advice to his 21-year-old self30:30 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.