“How does your technology contribute to my climate goals and net-zero commitments?”The question that kills deals.
They built breakthrough laboratory sustainability technology: systems that allow labs to wash, sterilize, and reuse single-use pipette tips, dramatically reducing plastic waste and procurement costs. The technology was proven. The customers were real. The commercial path was clear. But when climate-focused investors and global life sciences companies started asking about decarbonization impact, the answer was much harder to quantify.
Fortune 500
enterprise deal closed, with impact data as the deciding factor
2024
Global Health & Pharma Award for sustainability innovation
European
market entry enabled by investor-ready impact reporting
One dataset
serves investors, procurement teams, and ESG reporting
The Situation
Experts in laboratory automation. Limited tools for quantifying climate impact.
The company's core innovation enables laboratories to reuse pipette tips that are traditionally treated as single-use plastic consumables. For life sciences companies, academic labs, and pharmaceutical manufacturers, this delivers real benefits: dramatically reduced plastic waste, lower consumables procurement costs, reduced supply chain dependency, and improved laboratory sustainability performance. The technology had already gained traction with pharmaceutical companies, biotech firms, diagnostic laboratories, and research institutions.
But large enterprise customers were beginning to ask deeper questions: How much plastic waste is avoided per system deployed? What are the Scope 3 emissions reductions from avoided manufacturing and disposal of consumables? How does pipette tip reuse affect the lifecycle carbon footprint of laboratory operations? These questions require expertise in lifecycle assessment, plastics manufacturing emissions, waste disposal accounting, and forward-looking technology deployment modeling. Exactly the gap most companies can't fill internally.
The Stakes
Sustainability claims must translate into measurable impact
Life sciences companies are under increasing pressure to reduce the environmental footprint of laboratory operations. Labs are particularly resource-intensive environments, generating large volumes of single-use plastics, energy consumption, and consumable waste. Procurement teams, sustainability teams, and ESG reporting teams increasingly need to quantify the environmental impact of technologies they deploy.
For a company in the lab consumables space, this creates both an opportunity and a challenge. With clear, defensible data on avoided plastic waste and lifecycle emissions reductions, their technology becomes a powerful tool for customers seeking to reduce Scope 3 emissions, lower laboratory waste generation, and achieve corporate net-zero goals. Without quantifiable data, the impact remains qualitative rather than decision-grade. Climate- focused investors face the same issue: they want to understand how impact scales as the company grows. The question is simple but demanding: how much emissions reduction does each deployment actually deliver?
The Solution
Commercial data in, defensible climate impact out
Using Climate Solutions Intelligence, the company's real-world deployment data was translated into measurable climate impact. Key commercial inputs (number of systems deployed, pipette tip volumes processed, laboratory utilization rates, reuse cycles achieved, customer industry and lab type) were combined with Koi's climate and lifecycle data: plastics manufacturing emissions factors, medical waste disposal emissions, supply chain production and transportation impacts, and lifecycle analysis of single-use laboratory consumables.
The result was quantifiable avoided emissions and waste reduction associated with each deployment: per-system avoided plastic waste metrics, lifecycle emissions reductions from avoided pipette tip production, and forward-looking climate impact projections tied to market adoption. Retroactive analysis was also produced for past customers, giving the company a complete picture of their cumulative impact to date. The same underlying data served investors, procurement teams, and sustainability reporting teams because it started from actual commercial reality, not industry averages.
Company Profile
- Sector
- Life Sciences / Pharma
- Market
- Lab Consumables
- Technology
- Pipette tip reuse systems
- Key Gap
- No defensible climate impact data
Product Used
Climate Solutions Intelligence
Forward-looking, asset-level impact modeling that combines commercial deployment data with climate science infrastructure.
Why Koi
Climate-enabling companies are experts in their own technology and commercial path. Koi is the translation layer: it takes the deployment data companies already have and combines it with the climate science they don't: LCA databases, plastics emissions factors, waste disposal models, supply chain physics. The output is the impact data investors and customers are now demanding.
Outcomes
- Fortune 500 enterprise deal closed, with impact data as the deciding factor
- Won 2024 Global Health & Pharma Award for sustainability innovation
- European market entry supported by enterprise-ready impact reporting
- Single dataset serves investors, procurement teams, and ESG disclosures simultaneously
- Climate impact quantification became a repeatable sales differentiator vs. competitors
- Retroactive impact data produced for past customers, establishing a complete cumulative picture
Climate Solutions Intelligence
You built the technology.
Let Koi quantify the impact.
Investors and enterprise customers are asking climate impact questions that require expertise most companies don't have in-house. Koi combines your commercial deployment data with institutional-grade climate science. You focus on building. We quantify what it does.