The chief executive of DNA Genotek says most of the business now for his 12-year-old firm comes from referrals – such as when the Flemish Institute for Technological Research (VITO) was looking to catch a ride on some European Space Agency flights.
VITO wanted to measure the stress humans are put under during flights that simulate space's microgravity, and figured saliva would be a much less invasive way than a blood test, Mr. Curry says.
"Patrick De Boever at VITO ... wanted to find a non-invasive way to do the research, so he contacted one of his friends who worked at the University of Bath. The woman there said, 'You should try DNA Genotek, because it's fantastic,' " Mr. Curry says.
A purchase agreement was signed last year for DNA Genotek to indefinitely provide saliva kits for VITO. No financial figures were released.
Admittedly, the microgravity market is a bit small to make an entire business out of it, Mr. Curry says.
But that's how DNA Genotek's strategy works in general. The 70-person firm, which has all but two people in Ottawa, has "literally" thousands of customers straddling a broad range of sectors – research institutions, hospitals and personal genomics companies, to name a few.
Privately held DNA Genotek was Ottawa's seventh-fastest growing company in 2010 with revenues increasing 153 per cent year-over-year.
"(Customers) know they can take our technology into the deepest parts of Africa and collect samples and it’s going to be fine," Mr. Curry said, adding the encouraging thing is it means it's a given the product will work under normal conditions.
"Anybody can collect samples into our products at home, and they’re going to be high-quality, highly reliable samples. It's just a mtter of how you do that cost-effectively and efficiently."
