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spk00: you have not received this news release, or if you'd like to be added to the company's distribution list, please send an email to investors at seer.bio. Joining me today from SEER is Omid Farraqzad, Chairman, Chief Executive Officer and Founder, Omid Ostedan, President and Chief Operating Officer, and David Horn, Chief Financial Officer. Before we begin, I'd like to remind you that management will make statements during this call that are forward-looking statements within the meaning of federal securities laws. These statements involve material risks and uncertainties that could cause actual results or events to materially differ from those anticipated. Additional information regarding these risks and uncertainties appears in the section entitled forward-looking statements in the press release to your issue today. For a more complete list and description, please see the risk factors section of the company's quarterly report on form 10Q for the quarter ending June 30, 2021, and in its other filings with the Securities and Exchange Commission. Except as required by law, SEER disclaims any intention or obligation to update or revise any financial projections or forward-looking statements, whether because of new information, future events, or otherwise. This conference call contains time-sensitive information and is accurate only as of the live broadcast, August 12, 2021. With that, I would like to turn the call over to Omid.
spk02: Thanks, Carrie. I could not be more pleased with the positive trajectory of our business as we continue to build on our strong start to the year. Market response to the Protograph product suite has been strong, and we're engaging with an increasing number of potential customers representing a wide range of end markets across a broad set of geographies. This quarter, we achieved an important commercial milestone, reporting our first revenue related to the sales of the Protograph product suite. Coming into 2021, we set high expectations for our team. Two quarters into the year, we're already ahead of where we thought we would be on a number of fronts. These include, one, the breadth and the depth of our customer pipeline. Two, the overall performance of our product in the hands of customers. Three, the quality and the depth of data generated from our customers, even with relatively small sample sizes that they've used to date. And four, the level of interest from geographies across the globe. I'm encouraged by our continued commercial and operational execution as we move through our three-phase commercialization approach. Building on the collaboration phase, we're currently in limited release phase, and we expect to enter broad release phase in early 2022. We're well underway and making excellent progress in limited release. working with a select set of customers across our key market segments. Our rich funnel of prospective customers continues to expand and mature. We've now shipped and installed the Protograph product suite at multiple limited release sites, including our first international customer. And we're on track to onboard a high single-digit number of limited release customers in 2021. Customers are excited by the performance of the Protograph product suite, the speed with which they're getting up and running, and the data they're generating using their own samples. We're working closely with our customers to demonstrate the power of the proteograph across a wide range of applications, including discovery research, early detection, and biomarker discovery. The early data being generated is affirming that the proteograph is truly a disruptive product that will enable unprecedented access to the proteome with amino acid level resolution. This level of resolution at this scale and speed is only enabled by the ProteoGrav product suite and is essential for understanding the enormous complexity of the proteome and the role specific protein variants play in affecting health and disease. Initial data from our customers and prospective customers has exceeded my expectation and is demonstrating the depth and the breadth of proteomic access that can be easily generated from our platform. OHSU Knight Cancer Institute was the first customer to receive a proteograph product suite late last year. They were able to successfully use data from their pilot project in Q1 to secure funding for prostate cancer study of at least 500 and possibly up to 1,000 samples. This would be at least an order of magnitude greater than any unbiased and deep plasma proteomics study undertaken at the Institute to date. They expect to initiate this project sometime in early fall. Another of our customers, the Broad Institute, used a proteograph product suite to study patient samples that they had previously analyzed using extensive depletion and fractionation workflows for unbiased proteomics. they were aiming to compare the proteograph to the workflow for which data was already known. With the proteograph, they were able to detect low abundant proteins of known significance to the disease area as well as novel candidate biomarkers. This study was completed in a small fraction of the time compared to the original fractionation and depletion workflow. Importantly, the proteograph provided this depth and breadth of proteomic coverage with reproducibility, speed, and ease of use, which will enable much larger studies previously not possible. Another example would be a global CRO with deep expertise in unbiased proteomics who compared a set of samples run in the proteograph product suite with samples previously run under existing deep unbiased proteomic workflow. When comparing the results, the samples processed on the proteograph yielded three times the number of proteins identified compared to their existing workflow, and they were able to detect the majority of FDA-approved biomarkers. While most of these biomarkers are on the higher side of protein abundance scale, they were also able to detect a very large number of low abundant proteins, such as cytokines, that are of interest in disease pathogenesis. This data is another example of the access to the broad dynamic range of the platinum proteome that the proteograph uniquely provides at speed and scale that is unprecedented for unbiased proteomics. It is clear that our customers are eager to move forward to perform large-scale studies using unbiased, deep platinum proteomics with amino acid level resolution. In fact, As customers are seeing the early data, they're expanding their vision of what's possible with the research. And despite the fact that many of the Proteograph product suites were only installed mere weeks or months ago, our customers already have generated compelling data that have resulted in the submission of numerous abstracts for upcoming fall conferences. We expect to see more of this activity, including peer-reviewed publications from SEER and potentially from customers as we head into 2022. We also continue to see significant interest from geographies outside the US, especially from Asia-Pacific region, and in particular China. Given the high level of interest for immediate access to our technology in China, and given the robust performance of the Protograd product suite across our customer sites, we decided to accelerate our entry into this market. We were excited to announce this afternoon that we've established a distribution partnership in China with Enlight Medical. We view China as a significant opportunity for us, and we're delighted to partner with Enlight to enable institutions across the region to access the Proteograph product suite. Enlight is not only a region-specific distributor, but also a partner with significant market access and regulatory expertise across the omics space in China. We believe this expertise will be valuable for our strategy of establishing the Protograph product suite as a critical component of the entire research to clinical continuum in China. As we expand our footprint across an increasing number of customer types with what is already a disruptive product, we're also pushing the envelope with the next set of innovations to further expand the capability of the Protograph product suite. And I expect over the coming months, You will hear more from us about some of these innovations, which include driving up protein coverage, increasing throughput, driving down sample volume, and optimizing use of model organisms. We're absolutely committed to driving a continuous stream of new products and product enhancements that will set the pace for innovation in proteomics. I'm extremely proud of our team, their ingenuity, and the commitment to delivering products that allow us to access the podium in ways never before possible. We're making strong progress across all dimensions of our business. We have reached a significant milestone with our first quarter of product revenue. And while we're at the onset of our journey, and there's still much to be done and to execute, we're accelerating towards the opportunity in front of us. I'm so inspired by the enthusiasm of our customers, their early successes with the Proteograph product suite, their growing ambitions for future projects, and the impact we can have together to enhance our understanding of health and disease. With that, I will now turn the call over to Amid for more detail on our commercial progress.
spk05: Thank you. I'm excited by our strong commercial progress as we execute against our objectives for the year. We have an expanding install base of customers across discovery research, translational research, clinical development, and biomarker discovery, to name a few. The Protograph product suite is performing exceptionally well in the hands of customers, enabling them to generate data in ways previously not possible. We are well on our way to meeting our target of high single-digit limited release customers for the year and are expanding our funnel of prospective customers in advance of broad release. We are growing our commercial team and, along with it, our commercial footprint. I am particularly excited we have entered into a distribution agreement with Enlight Medical and are poised to enter China with a partner whose expertise and capabilities will enable us to reach the most impactful customers efficiently and expeditiously. We are taking the right steps to broaden the footprint and impact of our technology and to deliver the type of customer experience that will set us apart from others in our industry. Despite the significant demand for our product, we remain committed to executing our three-phase commercial approach, which we believe is ideal for commercialization of truly disruptive products such as the Proteograph product suite. We are already seeing the benefits of this strategy in action. We have signed multiple limited release customers who have committed to undertake large-scale studies demonstrating the unique power of the Proteograph product suite across a broad range of applications. These are generally multi-month and, in some cases, multi-year agreements, which include a commitment to scaling to large cohort sizes in a relatively short time frame. Given the nature and extent of these commitments, it is important to ensure mutual alignment and fit to create a foundational partnership that can expand over the course of time. As these customers scale their studies, we anticipate the pace of abstract presentations and publications to accelerate and lead to even greater demand for access to the paragraph product suite. As Amit mentioned, a number of these customer-submitted abstracts have already been accepted by leading industry conferences this fall, including ASMS at the end of October. We are delivering a highly differentiated customer experience and enabling our customers to rapidly expand their scientific vision. The experiences of these customers are creating blueprints that others can follow to adopt and rapidly scale the photograph product suite during broad release. A number of our collaboration and limited release customers have begun to serve as reference sites for prospective customers and are willingly sharing their experience and their excitement with others who are interested in accessing the power of the photograph product suite. The relationships, insights, and proof points we're establishing during the first two phases of our commercial release are enhancing our ability to develop applications, fine-tune our approach to enable new markets, and drive the next phase of product adoption. With each new data set generated using the Proteograph product suite, we are seeing the power of this platform in action. Importantly, in every case we're aware of, data generated from the Proteograph product suite is exceeding the data generated using any other approach. Coupled with the ease of use, scalability, and reproducibility of the platform, the Proteograph product suite is demonstrating a level of performance that is unparalleled. I believe this unprecedented access to the proteome will drive novel insights from large-scale, unbiased, and deep proteomic studies using our technology. With that, I will now turn the call over to David for more details around our financials.
spk04: Thanks, Omid. Total revenue for the second quarter of 2021 was $1.3 million compared to $71,000 in the second quarter of 2020. The increase in revenue was a result of initial sales of our Proteograph product suite, and services performed for Prognomic. Product revenue for the second quarter of 2021 was $837,000 and consisted primarily of products related to the Protograph product suite, including SP100 instruments, consumable assay kits, and platform evaluation studies. In addition to product revenue, related party revenue was $380,000 and consisted of consumable sales and services performed for Prognomic. Grant revenue was $117,000 and represents reimbursement of research costs related to our SBIR grant from the National Institutes of Health. Total gross profit, inclusive of grant revenue, was $748,000 for the second quarter of 2021, representing a gross margin of 56%. Total operating expenses for the second quarter of 2021 were $17.4 million, compared to $6.4 million in the second quarter of 2020. Research and development expenses for the second quarter of 2021 were $6.9 million compared to $4.5 million in the second quarter of 2020. The increase in R&D expenses was primarily driven by an increase in product development efforts related to our prototype product suite, including additional compensation benefit and stock-based compensation expense related to an increase in personnel and costs for expansion of facilities, as well as increased costs associated with laboratory equipment. Selling general and administrative expenses for the second quarter of 2021 were $10.5 million compared to $1.9 million in the second quarter of 2020. The increase in SG&A expenses was driven primarily by increased compensation benefit and stock-based compensation expense associated with an increase in personnel and an increase in costs associated with becoming a publicly traded company. Net loss for the second quarter was $16.6 million compared to $6.1 million in the second quarter of 2020. We ended the second quarter of 2021 with approximately $518 million in cash, cash equivalents, and investments. As I shared on our last call, we plan to significantly increase our investment to grow and scale the company as we work to realize our vision of providing novel biological insights that will lead to new discoveries and ultimately improve human health. As our work progresses, we continue to see numerous attractive investment opportunities across all areas of the organization, that will allow us and our customers to unleash the full power of the ProteoGraph product suite and its unique capabilities. These areas include assay, application, and software development. In addition, we are continuing to scale up our commercial manufacturing operations ahead of broad release in early 2022. At this point, I'd like to turn the call back to Amit for closing comments.
spk02: Thanks, David. I'm incredibly proud of our team and the progress we're making to transform Proteomics, and empower the scientific community. Our continued execution has been fantastic, and I'm extremely excited about the early data our customers are generating with the Proteograph product suite. This growing set of customer data further substantiates my belief that our approach to deep, unbiased, rapid proteomics at scale will open up a new gateway to the proteome. We look forward to continuing to update you on our progress, and with that, We will now open it up to questions.
spk01: Ladies and gentlemen, as a reminder, to ask a question, you will need to press the star, then the one key on your touch-tone telephone. To withdraw your question, press the pound key. Please stand by while we compile the Q&A roster. And our first question coming from the lineup, Doug Schoenkel with Colin, your line is open.
spk06: Hey, guys. Good afternoon, and thank you for taking my questions. I think given some of the progress you talked about in terms of what you've done since the last quarterly update, I think some of these questions are fair. If it's still too early, of course, I think that'll be understandable, too. But let me take a shot. So we understand that your current early customer span is areas like discovery research, oncology, complex disease, and then just core proteogenomics. I'm wondering if you could share how some of these early users are, you know, either thinking about or actually integrating ProteoGraph into, you know, their existing in-house mass spec-based workflows. You know, essentially how they're actually moving these towards production and You know, and if it's not too early to maybe talk a little bit about, you know, a number of workflows per customer, you know, the volume, you know, the volume of each workflow, particularly for large-scale biomarker studies such as, you know, over 1,000 samples. And across these parameters, you know, how would you expect these to ramp, you know, over the coming quarters? Again, maybe it's a little bit too early for that, but really anything along those lines would be really helpful to hear about.
spk02: Doug, thanks so much. Look, let me maybe tackle the front end of it, and I might ask O.O. to also comment as well. You know, as we had mentioned, one of the key advantages of the Protograph is that it's MS, and frankly, more broadly, just detective agnostic. And so it can really sit in front of just nearly any mass spec, and customers with a wide range of mass spec systems can, and frankly, are integrating the Protograph product suite as part of the overall workflow. And they're having great success. I think you're going to see some of that in terms of abstract presentation from them in the upcoming conferences. Now, as much as we're encouraged by the rate at which customers are utilizing the program, some of the questions that you ask, for example, the number of workflow per mass spec or their pull-through, I just think it's too early to comment on it. I do think that we're gonna see a steady-state kind of pace of integration of this workflow in front of the map specs, and then we're gonna get a better sense of the pull-through, I think, over time. With regards to how much utilization are we seeing, I think this really depends on the customer type. For example, we expect academic sites to run at a slower pace than, if you would, commercial sites. We can also expect that within commercial, we'll have some very high throughput users, some moderate ones, and some low throughput users. I think very similar to what you saw in genomics or sequencing. I think your question is a perfectly fair one, Doug, but I would ask you to maybe just hold until we have a larger install base and a clear set of customer indicators that I can give you more color and be more accurate in my analysis. in my sense of customer utilization. I don't know if Omid wants to add to that or not, but that's my perspective.
spk05: Omid? Certainly, definitely nothing to add other than just to reiterate, and I think Doug having lived through this at least on the sequencing side of it where we introduced a variety of different products, I think as you know, it does take a few quarters worth of sort of developing an install base and getting a sense for the rhythm of the customers. for us to be able to have a good enough feel to give you color. The only other thing I'd say is just, a couple of things that are standing out to me is the ease with which the system is not only getting sort of installed, but the ease with which customers are coming up to speed in using it as part of that integrated workflow to the point that you made earlier. And part of it is because the system was designed to do exactly that. But still, I've been very pleasantly surprised by the ease of that. And the second piece of it is to a point that Omid made a little bit earlier actually in the prepared remarks is as they are beginning to turn the crank and generating data, it is very clear that the data is, I suppose, very positive for those customers. So I think what you'll likely see is that we're going to get to a sense where customers are going to get their arms around the types of projects they want to do in the course of a couple of quarters. And I think at that point, we may be in a better position to give you some indicators.
spk06: That's great. And that is helpful. I know you're making a lot of progress. And You know, even acknowledging that, I know some of that question was probably a little bit early, but I figured I'd take a shot, and the color you could provide was helpful, so thank you for that. You know, maybe just one more kind of, I guess, more focused on your pipeline initiatives, you know, and specifically just thinking about, you know, where you are in nanoparticle design and optimization efforts. I think you previously mentioned you know, the fact that there's 275 distinct nanoparticles now and that there's, you know, an upcoming publication which will give us a little bit more detail on the profile of those. And I'm just wondering, you know, as we hear more about that, what are the potential implications for pipeline development from here? I mean, based on that, are we going to be able to You know, understand, you know, your ability and maybe boost our confidence in your ability to generate additional nanoparticle panels tailored to, you know, specific applications more quickly. You know, and, you know, also along those lines, you know, how are you learning about, you know, platform breadth? You know, what, you know, will we learn more about, you know, the confidence you have in working with different biological sample types, different disease indications, different R&D workflows? At a high level, I guess I'm just trying to get at how important the upcoming publications are coming and at an even higher level where you are in this process.
spk02: Thanks, Doug. Look, by the way, last time we announced it was 275. That number has grown. I'm not prepared to give a new number now, but suffice it to say that I think literally on every call we'll have a growing number. And the implications that it's growing than a particle library for our portfolio, I can kind of break it down into two parts. One is having this large library is going to give us a ton of optionality in terms of what could be done in terms of product development and also give us speed to the market. I would say the area of research and discovery efforts has been an area of extreme progress. I would say even since the last time we spoke. So the slope of progress has been super sharp. What we're seeing really is we're observing almost a network effect, if you would, in our understanding and progress because of the additional samples, nanoparticles. These are providing just an incredible level of insight into the design engineering where, for example, different combinations of different nanoparticles, different assay conditions. And then this set of data is going to be highly enabling in terms of different products to address different applications. Now, some of what I just said, Doug, you should see. in an upcoming publication from SEER, I would say in the second half of the year. Hopefully, you won't have to wait too long in that second half of the year to see it. More importantly, I think a lot of that work is going to find its way into the market as next set of products from SEER. Anyway, Doug, I think once you see the papers, once you begin to see what's coming, I think you're going to have a very clear understanding of what's possible using this platform.
spk06: That's great. Thank you again. I'll let others hop in. Have a good night. Thank you so much, Doug. Be well.
spk01: Our next question coming from the line of Derek Dibren with Bank of America. Your line is open.
spk07: Thanks for taking the question. This is Mike Riskin on for Derek. I want to follow on a little bit on Doug's last question there and approach it from a slightly different angle. The way we kind of think through it is anytime you have a new product rollout, especially something like the Protograph, there's going to be a learning curve. There's sort of an experimentation phase where the customers, even the early active customers, work out the kinks, not just in the Protograph itself, but also in their workflows, in their experimental design, and their own processes. Now that you're into the first quarter of direct interactions with these customers and they have the product on hand, any thoughts on how that's rolling out? Any updates on timing on when you're going to start seeing some of the protocols get worked out? and go from this sort of early beta testing experimentation phase into a little bit more routine work, and you'll get some more regular feedback and response from these customers.
spk02: Derek, I want to make one, if you mean editorial before I respond, which is this is not a beta product. What's in the hands of our limited release customer is basically the commercial product that's going to be in the hands of the customer. the broad release customers, and there's going to be various permutations of that product over time. Now, these are early days, but we are seeing some trends emerging. For example, we're seeing different customers having preferences for their workflow parameters, you know, depending on the MS systems that they're using in their labs, like, you know, gradient time or the choice of analysis from a data acquisition, you know, do they use a data-independent acquisition or data-dependent acquisition? I think these are going to guide other follow-on customers, which is going to allow other customers to scale faster. So it isn't that we're getting standard protocol come out from customers, but we're definitely seeing that customers have their preferences They're working through that, and a lot of that is going to be guides for others who are going to scale. And I think this is actually going to be an important part as we shift from a limited release phase to a broad commercial strategy. Omid, anything you want to add to that from a customer perspective?
spk05: Yeah, maybe just a couple of things. Actually, one of the things that we did invest a ton of effort and time, and I think the team has done an exceptional job, is creating what I'll call these standardized canned workflows. So the way this is actually working out in the case of certainly nearly every customer to date is we deliver the product to them. There is a standard workflow that configures with their existing mass spec that and what they're used to running, including some of the data analysis. And so customers can get up and running with that. And what we're finding is, and again, as you would expect, is as we are working with the customers, we are taking in some of their input and refining some of those workflows. But I want to be really, really clear. These are like well-tested, tried-and-true workflows that customers are getting so that they can actually go ahead and get on with the process of evaluating biological samples as opposed to tinkering with technology development, right? And so we're definitely not in that phase of people are tinkering with technology development. They're actually using the technology in the way it was intended on biological samples. As they do that, we and they are gaining insights that are helping us refine those workflows. And I would actually expect what's going to happen is in the case of subsequent products, and David Horn has brought this up a couple of times, one of the advantages of the Proteograph is that we have the ability to deliver package of consumables and assays that run on the same existing automation workflow and the same set of detectors. So customers' ability to be able to adopt and integrate new sets of nanoparticles, new sets of assays, is going to be very, very straightforward and simple, to a large extent because it literally is substituting one set of nanoparticles and an assay protocol for another. And so in that respect, what we're seeing is it is playing out as we had hoped in the hands of these customers, that, as I mentioned earlier, their ability to drop in a proteograph and get up and running with very little customization has been fantastic. Okay, thanks. That's helpful.
spk07: And if I could ask a follow-up regarding your announcement earlier today with Enlight Medical in China. Previously, you had the non-exclusive commercial agreement with Brooker, with Thermo. Now you've got the distribution agreement with Enlight. Could you talk us through sort of the commercialization strategy, how that's evolving, why you decided to move in this direction in China, and sort of any additional thoughts about OUS expansion and how that's going to get built out?
spk02: Yeah, Mike, look, China is a substantial market for us, and we see substantial potential for our business over time. We had originally anticipated, and you may recall a few months ago when we talked about it, going into China, maybe second half of 2022, but really three things came about faster than we had expected that allowed us to go to China earlier. First was We were observing basically product performance that's been exceptional, which made it clear to us that the product is ready for international customers. Across nearly every metric, robustness, run success, uptime, data quality, the particular product suite has been performing exceptionally well at customer sites. Second reason was that the high caliber established commercial and academic institutions that were really demanding access to the platform in that geography. And we've been frankly very encouraged by the caliber of interest of the customers. And we wanted to provide access to the proteograph to them sooner. And then the third, which I think was also very critical, was that we're able to identify a phenomenal distributor partner with expertise in the life sciences and the clinical markets. really with a broad range of capabilities that, as I said earlier, included regulatory compliance, even manufacturing if you ever need to in China. This is someone, by the way, that Omid has known, the founder of Enlight for a number of years from his time at Illumina, Rulan. And so maybe I'll have actually Omid comment on that relationship, which actually was an important part of our decision as well.
spk05: Omid? Yeah, I mean, I think, you know, as you would expect, it's really important that when you get into an agreement with the distributor, it is with any partner, but certainly a distributor, that there is a high level of familiarity, trust, that there is alignment of philosophies and a high degree of confidence that not only are they going to be able to sell and service the product, but they're going to do it in a way that really represents our brand and what we want to represent to the customers. And having worked with Ray Lynn at Illumina for a little over four years, he was the general manager for Illumina's business in Greater China. I know him. I've worked with him. I've traveled with him. I've seen him with customers. I couldn't think of... somebody who will be a better partner for us in China. And so that helped massively, right? Because otherwise, usually you're spending a bunch of time trying to vet distributors and find the right partner. So being able to work with Ray Lin was also another significant driver that gave us a high degree of confidence that we can not only go into China, but do it very successfully and have a representation of Sierra as a brand and company that we will be very proud of. And obviously, that was a critically important factor to us.
spk07: Got it. Thank you so much.
spk01: Got our next question coming from the line of Tycho Peterson with JP Morgan. You might as well open.
spk08: Hey, thanks. Maybe another angle on the last questions around China. Just wondering if you can help us, you know, size the opportunity there. If you could also talk a little bit about the funding environment. You know, are they potentially ahead or behind us in terms of funding proteomics? And what kind of applications, you know, do you think would be emerging first there? Is it more research versus clinical?
spk02: Let me have maybe David take a crack at that. David?
spk04: Yeah, sure. Tycho, I think just from a, you know, I think if I got your different pieces, market opportunity, types of research and funding. Look, obviously the market opportunity we feel is sizable. That goes without saying, which is obviously why we want to get there. As both of them each talked about, we're moving there a little bit sooner than maybe we planned. But I think we are going to take a similar strategy, Tycho, which is this isn't just sell it to anyone that comes. I think we're going to be very measured in terms of finding the right partners, a la the limited release strategy. We already have, you know, beginning conversations with folks there. And I think there's a lot of interest, as you might expect, on the research side, right, just fundamental research, target discovery, also, you know, folks who may want to be, you know, more commercial services to provide broader access to folks who, may not want to bring it in-house. Again, very similar strategy to what we're doing here. So, again, I think there's, we feel like, again, big opportunity. There is funding there. We are going to be measured. And then, you know, over time, again, as we think about it, I think, you know, again, over the long term, we'd expect China to kind of be in the similar realm of percent of revenues as other life science tools companies, right, that I know you're very familiar with. So, again, we just feel like it's a great opportunity to get a foothold there and to begin, again, a measured rollout.
spk08: Okay, and then on the clinical front, a couple questions. I'm just curious if you could talk to traction, you know, here in the U.S. for clinical partnerships. I know one of your partners, Biodesics, has, you know, actually I think been presenting a little bit of data, so curious, you know, what you're seeing from them. You know, any traction with liquid biopsy partnerships? And then, you know, the IPL model, I think, had about two-thirds of placements next year on the commercial side, about a one-third on the academic side. Is that still kind of the right ratio in your view?
spk02: Taiko, Omid here. Look, liquid biopsy, obviously, is an area where you are going to see folks moving into multiomics. There's some that are already in multiomics. I mean, we spun off prognomic, which is, I think, is going to be one that does multiomics in an unbiased way versus some of the others that do some targeted panels for multiomics. So, certainly, liquid biopsy is an area of very significant interest in the proteomics. Let me have Omid maybe kind of build on that as well and give you some of the other customer types on the clinical use that we're going to see coming, Tycho.
spk05: Yeah. So, Tycho, I think the guidance of roughly two-thirds commercial, a third academic slash non-profits, definitely holds, if anything, I'd say halfway through the year. I think the commercial side opportunity is quite frankly really substantial, and not only that, but I think their ability, the commercial partners, to move to scale is so significant that I wouldn't be surprised, ending the year, the mix is even more heavily weighted towards commercial. And in that, you know, connecting to the first part of the question that you asked, you know, they are going to be representative of the key application areas we've talked to you guys about for some time, which is early detection, certainly complex disease. We have a number of, you know, expect biomarker discovery, as well as therapeutic development. And the other category that's important for us are these CROs that serve a variety of pharmaceutical and biotech companies. So I would say that's where we see the opportunity. The shift, the weight is going to be more commercially oriented. But again, remember, this is partly driven by our choice. So we're driving it towards that more than anything else. And then in terms of clinical impact, I think one of the things that's, again, early days of data. But I think if the data that people are generating off of the paragraph is indicative of the potential of this technology, and I believe it is, there is a wealth, I believe, of novel, biologically relevant information that people are going to access that I think is going to underpin, at a minimum, significant areas of translational research and ultimately play out in one way or another in the clinical continuum, which is why, as a company, We've been continuously focused on building a platform and an organization that can serve across that entire continuum from research all the way through the clinic. Because we think this product is going to have a definitive role to play in every one of those stages. And again, super early days. I want to be cautious about my enthusiasm. But I think if it continues to play out the way it has, I think you're going to see that happen. And I think you're going to see it across the breadth of customers we're going to have with a clinical focus.
spk08: Okay, that's helpful. And then two quick ones before I hop off. The commercial organization, can you just update us on a number of sales reps, you know, today and where you think you'll be at year-end and, you know, any hiring constraints? We hear from a lot of companies that, you know, human capital is kind of, you know, the bottleneck now, not financial capital. And then separately on the pipeline, you know, you highlighted a couple things, higher protein coverage, throughput, sample volume, optimizing for model organisms. Are there kind of one or two things on top of the wish list for customers that they're asking for today that you're going to prioritize.
spk02: Tycho, what was the second part of your question? Repeat that for me one more time.
spk08: Just on the R&D pipeline, you highlighted higher protein coverage, throughput, sample volume, optimizing for model organisms. I'm just wondering from customers if there's one or two of those that are most important today.
spk02: Got it. Okay. Thanks, Tycho. We're both scaling the commercialized organization and also investing in systems that's going to allow us to execute efficiently, flawlessly, commercially. On the personnel side, I would say we're in great shape. We have a fantastic team. We're adding to it. Now, remember, this year we're focused on onboarding basically high single-digit number of limited release customers to add on top of it for collaboration. And we announced that at the last earning call that we had finished that. So we're going to be a little bit, if you would, lighter on sales rep than we're going to be, say, by the end of next year when we're in the broad release. Now, we expect, as you move forward, the ratio of sales rep to application scientists is at least through the end of 2022, to be kind of one-to-one. And I think it's important for us to be deeply engaged with the customers, their science. We not only want to deliver kind of exceptional customer experience, but draw from their insights. These early customers are going to be very important for us, Tycho, in terms of where we invest in R&D, and how do we invest in our next commercial product, which actually feeds right into your second part of your question, which is among the areas that we are focused on, what are some of the ones that the customers are showing interest? Look, there's obviously depth of protein coverage is one where people are very, very interested. And you're going to see an abstract submitted by one of our collaborators that hopefully will be presented at the upcoming ASMS. where they compared a very deep workflow of theirs, one of the deepest in plasma proteomics ever published, that literally takes a very, very long time to run very few samples. And they compared it to an automated workflow coming off the proteograph. The proteograph runs 16 samples in seven hours. And so they compared that workflow with the proteograph And the proteograph delivered a level of performance both in depth of coverage, breadth, reproducibility, coefficient of variance in those assays that is on par or in some metrics even better than theirs. They were able to see some biomarkers at an earlier time point in disease progression where even their own assay, you know, couldn't identify. So these are extremely promising. So depth of coverage I think is one. Obviously, sample volume is another one. A lot of these clinical samples are very scarce. The customers view them very precious in their mind, and so we are working toward decreasing, you know, sample volume. And then the other area that I would say, Tycho, we're hearing a lot from customers in terms of their interest is protein variance, so PTM, post-transitional modification. you know, other protein variants that just happens at the level of, you know, genetic variants and kind of tying these PTMs and protein variants to health and disease status. These are the areas that we're hearing from the customer that's important to them. These are also areas that we're heavily investing in.
spk08: Okay. Thank you.
spk01: Our next question coming from the lineup. to Have7 with Morgan Stanley, Ilanis Solpin.
spk03: Hey, guys. Good evening. So one quick follow-up on China, Omid. Is there an angle here where clinical adoption perhaps might even leapfrog research market traction versus the U.S.? I mean, particularly as liquid biopsy companies there look to play catch-up with some of their U.S. peers?
spk02: Omid, can you take that?
spk05: Well, so... Really good question. And again, I want to be careful about how we answer it because we're just entering the market. I think the commercial draw in China is very, very significant for similar reasons as it is, quite frankly, outside of China, right? I mean, I think it's hitting at what you're talking about. A lot of these companies are missing a lot of money in genomics and other omics. and they've progressed to a certain extent. And I think for the next great leap forward that they want to make, and particularly to be able to differentiate themselves from their competitors and or get to a place where the efficacy of their test is greater, their ability to get reimbursement is greater, all the rest of it, proteomics is a very, very important area for them. And whether it's in early detection or in complex disease, cardiovascular, neurodegenerative, aging, you name it, right? I mean, that's the beauty of it is that where biology plays out, proteins have a critically important role to play. And so I would expect that we're gonna see a similar pattern as we do in the US in that the initial draw, and in part, quite frankly, the initial focus of our commercial efforts is gonna be on the commercial side of the customers because I think they can move faster. and they have more samples, and they can process more. But that doesn't mean we're going to do it at the expense of academics. So I think I would expect a similar type of balance as what you're going to see in the U.S. and the rest of the world. But you're hitting on a really, really important point. The size of the commercial market in China is really substantial. They're extraordinarily well-funded and growing fast, and that is one of the primary reasons why, obviously, it is such an area of importance, not only to us, but to just about any company operating in this space.
spk03: Very helpful. And then, Amit, I want to drill a little bit deeper on the point you made about throughput being one of the priority areas for your pipeline and how you expect the specs there to evolve. How much of that is driven by perhaps a desire to more rapidly penetrate through The TAM here, in a sense, I mean, elasticity of, you know, demand. And is there any feedback that you can share with us from your limited release and collaboration customers on that $575 to $800 price point that you've outlined?
spk02: So just let me take the first part of that, which is, you know, customers need customer demand feedback. and then the price elasticity and the feedback on how much we're going to charge them. Let me answer that. Look, we're seeing customers being very interested and almost very surprised by the quality of data that's coming off the proteograph. If you take Oregon Health, they're about to embark on a study that is over a log larger than any study that institution had ever been able to do before in terms of deep unbiased proteomics. And they could do that at a cost-price time that makes it possible to do those types of studies. And what does that work to a customer? Well, look, they're paying for those types of studies in terms of accessing the transcriptome or the genome and they pay for that all day long, the issue hasn't been is there a market there to be had that you could charge people for, the issue has been there was just no technology that could deliver that. So I think as the proteograph in the hands of customer is delivering the kind of values, the kind of data that we had anticipated would be possible, I think there is gonna be a massive demand And I think we're seeing that, and I think Omid should comment on that, in terms of accessing it and the kinds of studies they're going to do with it. I think those are just going to grow. Let me have Omid talk about maybe pricing and elasticity of that as well.
spk05: Sure. So I think, again, early days, I want to continue to be careful about making statements that are too broad and too general. But in part, because of, I think, what Omid just said, the capability where this technology is affording customers is something that they just can't fundamentally access any other way. And the value of the resulting output, so the insights they're getting, is novel. And it is orthogonal, and it's highly valuable to understanding biology. And I think for a lot of the, I would say, the key opinion leaders that we've been talking to, they are more focused on that, quite frankly, than the unit price of a sample, in part because where we're operating in the unit price of the sample is an area they're familiar with in terms of genomics and transcriptomics and epigenomics, right? So we're not like creating new price points in the era of molecular biological research or translational that they're unfamiliar with. It is a matter of helping them understand that the value of the data they're getting out of this approach is at least on par, and my guess is in most cases, more helpful than if they were to spend that money, say, doing another biological approach. And so, again, it is a little bit of a self-selection process because we're talking with key opinion leaders, right? So I want to be careful about that. But so far, price in terms of adoption of the technology among these customers has not been an issue. Really, the driver has been I want to be able to do properly powered studies and be able to discover things I can't with any other methodology, and we provide them with a mechanism to do that, and that's what's exciting people, and that's what's bringing them to the table, and that's what's getting them to scale the studies.
spk03: Very helpful. Thank you. And then one final one for me. The first part is more of really an industry question, not a CR specific question. But can you talk a little bit about the amount of proteomics work today that happens outside of the mass spec setting? And then my second question is, Omid, are you starting to have any early conversations with potential population proteomics customers at all in terms of just socializing them with the proteographs?
spk02: So Tejas, let me take a crack at the first part of it, which is we live today in the era that you did not have access to deep unbiased proteomic at any scale that actually mattered to any customers. And so if you're a customer in need of accessing proteomic content, of any scale that is relevant, to put that in the context of some genomic information that you may have, where you do have access to scale, you were forced to go down an alternative path, which is really a targeted path. I think we kind of saw that movie play some 15 years ago, where AFI had provided access and then when NGS and Janome came, well, from a revenue perspective, they were below, once customers gained access to that technology, they adopted it, and it went forward. I think we're gonna have to see, what the revenue growth is going to look like, Tejas, and then we can kind of model that out for you in predicting how much of those targeted uses are going to come and become part of an unbiased approach. Certainly from a discovery perspective, the content that gets generated using an unbiased approach, it's just you can't even compare that to what is possible to do using a targeted panel. And today, Tejas, other than the customers that have the proteograph in their lab, no other customer can access on bioproteomics at any scale. So maybe let me have O.O. tackle the second part of the question.
spk05: And you'll have to, forgive me, can you repeat the second part of your question? I'm having short-term members.
spk03: Yeah, of course. We're just curious if you've started having any early conversations with potential population proteomics customers, just socializing them with the technology and the proteographs?
spk05: Certainly in terms of discussions, yes. I mean, I think, you know, there's, as I think we've mentioned, there's a There's a high level of awareness around our technology, particularly in the broader community, and that includes folks who are involved with population genomics. So, yes, but those are awfully early conversations, and as I said, our focus right now, especially in 2021, is establishing that base of limited release customers for the specific subset of applications that we had highlighted to you all, and we're making excellent progress around that. but obviously we're talking to other groups as well because those other opportunities we expect are going to materialize in the future, but certainly that's not where our focus is right now in 21.
spk03: Perfect.
spk02: Thanks so much, guys. Thank you, Dijos.
spk01: I'm showing up for the questions at this time. And ladies and gentlemen, that's our conference for today. Thank you for your participation. You may now disconnect. Everyone have a great day.
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