Quanterix Reshapes Sales Strategy, Targets Q4 FDA Decision for Alzheimer's Blood Test

Quanterix is restructuring its sales organization into dedicated teams for spatial biology, Simoa products and clinical-trial services after determining that the previous combined-sales model was too burdensome.

The company expects limited additional hiring and has appointed Jim Gute as chief commercial officer.

The company is advancing its LucentAD Complete Alzheimer’s blood test , targeting an FDA decision in the fourth quarter, potentially extending into the first quarter.

Quanterix is also building reimbursement, billing and laboratory infrastructure, with a goal of $10 million in diagnostics revenue in 2026.

Quanterix expects third-quarter revenue to remain roughly flat sequentially before improving in the fourth quarter, but has pushed its cash-flow breakeven target to next year .

Academic and government funding pressures and smaller biopharma deals continue to weigh on performance.

Quanterix NASDAQ: QTRX CEO Everett Cunningham said the company is repositioning its commercial organization and investing in diagnostics and clinical-trial capabilities following the integration of Akoya Biosciences, while acknowledging continued pressure in academic, government and biopharma markets.

Speaking at the Canaccord Genuity Growth Conference, Cunningham said Quanterix completed the acquisition-related integration work in the second quarter, including its enterprise resource planning integration.

The company delivered $85 million in revenue synergies over the prior year, he said.

Cunningham said customer feedback continues to support the differentiation of Quanterix’s spatial biology offerings and its legacy Simoa platform, including across instruments, consumables and clinical-trial services.

He noted that Accelerator clinical-trial bookings increased sequentially during the quarter.

However, the company has faced a funding-related headwind in the U.S. academic and government market.

In biopharma, Quanterix is seeing roughly the same volume of clinical trials and customer deals, but those deals are smaller, according to Cunningham.

He said some opportunities have gone to competitors, while Quanterix has missed others because it was not engaging the appropriate customers early enough in their decision processes.

The company has established a dedicated clinical-trials team of about seven to 10 people to pursue larger opportunities with pharmaceutical customers.

“It takes one or two deals to start to turn that around,” Cunningham said, adding that the company’s clinical-trial bookings were up quarter over quarter.

Quanterix has also revised a post-merger sales strategy that had asked individual representatives to sell spatial products, Simoa products and clinical-trial services.

Cunningham said that approach placed too much burden on the commercial organization.

Dedicated representatives will now sell spatial offerings.

Separate personnel will focus on Simoa offerings.

A distinct team will cover the Accelerator clinical-trials business.

Cunningham said the company assessed coverage geography by geography and expects only limited additions to headcount, describing potential incremental hiring as “onesie, twosie globally.”

Quanterix also named Jim Gute, formerly of Exact Sciences, as chief commercial officer.

Cunningham said Gute brings experience in commercial tools, capital equipment and service sales, including pipeline management and forecasting.