Success story: Finnish Pegasor brings ultrafine particle measurement to public health research

“It wasn’t just about demonstrating the technical capabilities of our instruments. It was also about spending time with the customers, understanding their goals, and showing how we could support their work over the long term.” That’s how Yanan Mi, Sales Manager at the Finnish company Pegasor, describes what it took to win the company’s latest customer: a university School of Public Health in Shanghai, where researchers study how airborne particles affect human health.

Measuring what is hard to see

Pegasor develops solutions for measuring ultrafine particles and nanoparticles in the air. They are small enough to be hard to detect, yet they matter a great deal for both the environment and human health. Pegasor’s technology supports applications ranging from engine exhaust and aviation emissions to indoor and outdoor air quality monitoring.

For the researchers, accurate measurement is the starting point for understanding how people are exposed to particles and what that exposure may mean for their health. That made the fit clear from the start.

How Leap4Growth opened the door

The connection came through Leap4Growth. A trip and conference supported by the programme brought Pegasor and the customer together and got the conversation moving.

From there, Pegasor went to the customer. An on-site demonstration let the researchers see the instruments in action, and expert technical consultation gave the team room to answer specific questions about how the solutions could support the research. Seeing the technology work, with direct access to the people behind it, built the trust needed to close the deal.

For, the experience reinforced the importance of face-to-face engagement in the market. Technical performance opened the door, but the time spent together, understanding the researchers’ goals and showing a long-term commitment, is what made the difference.