As we bid farewell to 2024, we take a moment to celebrate the incredible achievements of our team over the past year. In this Yearly Review series, we invite some MGIers from different regional team to share reflections on their personal growth in 2024 and their outlook for 2025. Their stories not only reflect personal growth but also highlight the collaborative spirit that drives us forward.

Our first guest - Carolina Aoki, a dedicated Technical Sales Specialist from our Brazil team. Reflecting on her remarkable achievements in 2024, Carolina highlighted two major milestones: successfully closing the Sabin Group deal and securing a strategic partnership with GDM. Beyond these accomplishments, she shared her valuable experiences working closely with Brazilian customers, offering a glimpse into her unique approach to understanding their needs and fostering trust. Carolina also provided insightful perspectives on the dynamics of the Brazilian NGS market, showcasing her deep understanding and passion for driving growth in this vibrant region.

Q：Can you introduce yourself and your work at MGI? 

A: My name is Carolina Aoki, and I am proud to serve as a Technical Sales Specialist at MGI, a role I started in January 2024. With over two decades of experience in the life sciences and biotechnology industries, my career journey has equipped me with a strong foundation in genomic technologies and a customer-focused approach. In my role at MGI, I am deeply committed to introducing and expanding the adoption of our advanced sequencing platforms and solutions. My goal is to help customers applies the power of next generation sequencing (NGS) to accelerate their research and clinical goals.

Q：Can you tell us what specific project or achievement in 2024 are you most excited about, and how did it impact the team or company?

A: Reflecting on 2024, two standout achievements that I am particularly proud of are the successful closure of the Sabin deal and the partnership agreement with GDM. Both projects highlight the power of perseverance, strategic alignment, and collaboration.

• Sabin Deal

The Sabin deal was a landmark moment for us, marking a significant step in advancing genomic solutions in the healthcare sector. Sabin is a prestigious diagnostics laboratory and introducing them to MGI’s cutting-edge sequencing technology was a long process involving multiple meetings, technical evaluations, and discussions about their specific needs. A key turning point was offering a flexible reagent rental that matched their operational goals. This approach helped build trust and aligned perfectly with their strategic vision for expanding genetic testing services. The impact of this partnership has been immense—not only in securing a long-term relationship with a prominent customer but also in positioning MGI as a competitive player in the region's clinical genomics market. Moreover, it has opened doors to collaborative projects, reinforcing our commitment to making advanced genetic testing accessible to all.

• GDM Partnership

The partnership with GDM was equally exciting and rewarding. GDM is renowned for its innovation in agriculture, and this deal made them the first agriculture customer in Latin America to adopt our DNBSEQ-T7 platform. Securing this agreement involved months of negotiations, technical presentations, and strategic discussions about how MGI’s solutions could enhance their research in plant genetics. What truly made this project remarkable was its broader significance. GDM’s focus on innovation and sustainability aligns perfectly with MGI’s mission to support revolutionary genomic research. The installation of the DNBSEQ-T7 sequencer in their lab not only demonstrated the robustness and scalability of our technology but also set the stage for transformative advancements in agricultural genomics.

• Impact on the Team and MGI

Both achievements emphasize the importance of teamwork. These deals were the result of collaborative efforts across sales, technical support, marketing, and logistics teams. They have also boosted MGI’s visibility and credibility in both healthcare and agricultural genomics, increasing interest and opportunities across the industry. Personally, these projects reinforced the value of persistence, adaptability, and building strong relationships with customers. They are a testament to what can be accomplished with a clear vision and a customer-first approach. I’m incredibly excited to see how these partnerships evolve in the coming years!

(Carolina at MGI Brazil CEC)

Q: Can you share a highlight or a proud moment from your role as sales in Brazil?

A: One of the proudest moments in my role as a Technical Sales Specialist in Brazil was the successful partnership with Sabin, a leading diagnostics laboratory. This deal was more than just a business achievement; it represented a tangible contribution to advancing healthcare in Brazil and reflected MGI’s mission to make high-quality genetic testing accessible to everyone.

Sabin’s decision to adopt MGI’s sequencing technology marked a pivotal step in modernizing genetic testing capabilities in the region. By providing cutting-edge sequencing solutions, we are enabling more precise diagnostics and opening the door to personalized medicine for countless Brazilians. This directly supports the transformation of Brazil's healthcare landscape, where accessibility and innovation in genetic testing are still growing. What makes this achievement so meaningful to me personally is knowing that I played a role in bringing advanced genomic technology to my country. As someone who is passionate about improving lives through science, it feels deeply rewarding to contribute to initiatives that empower healthcare professionals with the tools they need to deliver better outcomes for patients.

Q: What were some of the most challenging aspects of your role this year, and how did you overcome them?

A: This year, one of the most challenging aspects of my role as a Technical Sales Specialist in Brazil was navigating the diverse and unique needs of our customers. Brazil is a vast country with a wide range of customers, from large diagnostics laboratories to academic institutions and agribusiness leaders. Each customer comes with its specific goals, operational challenges, and expectations. Tailoring our approach to meet these needs was both a complex and rewarding process.

For example, working with Sabin required a focus on clinical applications and the ability to demonstrate how MGI's technology could streamline their workflow, reduce costs, and enhance accuracy in diagnostics. On the other hand, with GDM the priority was showcasing how our sequencing technology could accelerate genetic research. To address these differences, I spent significant time understanding each customer’s pain points, priorities, and long-term goals. This involved conducting site visits, engaging in detailed discussions with their leadership and technical teams, and providing tailored demonstrations of how MGI’s solutions could meet their specific challenges.

Another major challenge was establishing trust in a market where MGI is relatively new compared to other established competitors. Brazilian customers are often cautious when adopting new technologies, especially in fields like genomics, where precision and reliability are critical. To overcome this, I focused on building strong relationships, emphasizing transparency, and offering consistent support. For instance, during our discussions with Sabin, I made sure to involve our technical experts to address all their concerns and worked closely with our local support team to ensure a seamless transition to MGI technology. Providing a strong post-sales support plan also reassured them that MGI was committed to their success.

In Brazil, decision-making in large organizations often involves multiple stakeholders, from technical experts to financial teams and executive leadership. Aligning all these stakeholders and addressing their concerns required patience, persistence, and excellent communication.

The key to overcoming these challenges was staying customer focused. I tailored my communication style, provided custom solutions, and always prioritized understanding their unique needs. Additionally, MGI’s flexibility in offering scalable solutions allowed me to propose creative packages, such as extended warranties or training programs, which added value to the deals.

(Carolina and Yongwei Zhang, General Manager of MGI LATAM)

Q: Looking back at 2024, what were some key lessons you learned from working in the Brazilian genomic market that you plan to apply going forward?

A: Looking back at 2024, my experience in the Brazilian genomic market provided invaluable lessons that I will carry forward to drive success in the years ahead. The unique characteristics of this dynamic and evolving market taught me the importance of adaptability, relationship-building, and aligning our solutions with the specific needs of diverse stakeholders. The lessons from 2024 reinforced the importance of adaptability, empathy, and strategic thinking in the Brazilian genomic market. By applying these insights, I am confident that we can continue to strengthen MGI’s presence, empower customers with innovative solutions, and contribute to the advancement of genomics and precision medicine in Brazil.

Q: What do you think will be the most significant trends or opportunities in the genomics industry in Brazil, and how do you plan to leverage them?

A: In Brazil, one of the most significant trends I see in the genomics industry is the growing demand for accessible and affordable molecular diagnostics, driven by both advancements in technology and the increasing awareness of genetic testing in healthcare. As Brazil's healthcare system continues to evolve, there is a great opportunity to bring high-quality NGS technology to a broader population, enabling better diagnosis and treatment planning. I plan to leverage this trend by positioning MGI's solutions as a key enabler of this transformation, offering products that provide high performance at competitive prices. Additionally, I intend to work closely with local stakeholders, such as healthcare providers and research institutions, to ensure we can meet the needs of the market and help integrate genomics more effectively into Brazil’s healthcare landscape.

(Carolina with her family, she is a mother of two cute kids)

Q: How do you see customer needs in genomics evolving, and what adjustments do you anticipate making to your sales approach in the coming year?

A: Customer needs in genomics are evolving rapidly, particularly as more individuals and institutions recognize the value of genomic insights for personalized medicine, research, and disease prevention. As we move into 2025, I expect customers to demand more integrated, accessible, and cost-effective solutions, as well as faster and more accurate results. In response, I plan to adjust my sales approach by focusing on educating customers about the long-term benefits of NGS technology, especially in terms of improving diagnostic accuracy and patient outcomes. Additionally, I’ll emphasize MGI’s commitment to making these solutions more accessible and affordable, which is crucial in meeting the growing demand. I also foresee a stronger focus on building long-term partnerships, as customers will look for more than just a product—they’ll want a trusted partner to help them navigate the evolving landscape of genomics.