Digital pathology has evolved far beyond improving quality and efficiency. It’s becoming a strategic gateway to business growth. This was the central message our CEO David West delivered during his breakout session at the 31st Annual Executive War College, hosted by The Dark Intelligence Group.
Speaking to a room of laboratory leaders, West spotlighted a powerful, but often overlooked, opportunity already taking shape: Laboratories that have embraced digital pathology are in a prime position to partner with pharmaceutical companies advancing the next generation of precision therapies, capturing new revenue in the process.
The path forward is clear, leading to scalable, sustainable value creation in an increasingly competitive market. Below, we unpack the key takeaways from David’s session to help your laboratory capitalize on this moment.
Pharma’s Bottleneck Is the Laboratory’s Breakthrough
Pharmaceutical companies face mounting pressure to accelerate the development of precision therapies while navigating increasing complexity. A common constraint across drug discovery, development, and commercialization? Limited access to high-quality pathology data and eligible patients.
In discovery and translational research, retrospective pathology images are vital for identifying biomarkers, validating targets, and training AI models. Yet this data often remains siloed or inaccessible, delaying timelines and raising costs.
As therapies progress to clinical development, recruiting patients for trials becomes another bottleneck. Diagnostic laboratories are often among the first to encounter patients who may qualify, making them an ideal partner to surface candidates based on pathology results or AI-derived criteria.
“Every day we can accelerate a Phase III study translates to $1M in savings.”
— C-Suite Pharma Leader, Novartis
And once therapies are on the market, real-world data from laboratories plays a critical role in supporting adoption, guiding market strategy, and demonstrating ongoing value.
Where the Revenue Lives: Use Cases in Action
Digital laboratories are already capturing value in three key areas:
Data Partnerships
Digital laboratories have started to provide de-identified, structured datasets to support biomarker discovery and AI model development through licensing agreements.
Clinical Trials
By surfacing eligible patients at the point of diagnosis, laboratories can earn considerable revenue in patient recruitment and screening fees.
Advanced Testing
This includes leveraging companion diagnostics, broadening access to these image-based assays for patients, easily connecting with molecular testing capacities, and providing data for post-market surveillance.
Slide presented by David West
From Digital Workflows to Value: What Laboratories Need to Engage
To participate in these opportunities, laboratories need more than just interest. They must have the right foundation to grow their relationships and build trust with life sciences partners.
West outlined four capabilities that are essential for long-term collaboration:
- Digitization at Scale: A full digital pathology workflow is a prerequisite
- Standardization: Structured reporting and consistent labeling to ensure data usability
- De-identification and Compliance: A clear framework for protecting patient privacy
- Enterprise Pathology Platform: A platform like Proscia’s Concentriq® for managing, sharing, and curating data
The Time to Act Is Now
“We have a shared responsibility to harness data and AI’s power to accelerate discovery and translate breakthroughs into clinical practice. Patients can’t wait.”
— David West, CEO, Proscia
Pathology must keep pace with other industries in AI innovation to ensure patients receive the treatments they need. Laboratories are already generating the insights that fuel precision medicine. They now have the opportunity to fully capitalize on them.
At Proscia, we’re rewiring pathology to help your laboratory achieve both clinical and economic success. Our Concentriq platform spans from drug discovery to diagnostics, seamlessly connecting a global network of laboratories with leading life sciences organizations, including 16 of the top 20 pharmaceutical companies. In 2025, Concentriq is on track to power 22,000 patient diagnoses per day, enabling laboratories like yours to turn everyday diagnostics into new revenue streams and play a critical role in advancing the next generation of therapies.
The opportunity is here. The infrastructure exists. Now is the time for pathology laboratories to lead.
Slide presented by David West.
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