Financial Data and Key Metrics - Q3 2024 revenue was $15.9 million, a 2.5% YoY decline, primarily due to a $2 million drop in biopharma revenue [21] - Adjusted gross margin improved to 73.1% in Q3 2024, up 60 basis points YoY, despite revenue softness [24] - Operating loss improved by 7% YoY to $15.4 million, with adjusted operating loss improving by 10% to $10.6 million [26] - Cash burn decreased by 39% YoY to $9.6 million, with cash and cash equivalents at $95.8 million as of September 30, 2024 [27] - Full-year 2024 revenue guidance reaffirmed at $65-67 million, representing 4-7% YoY growth [28] Business Line Performance - Clinical analysis volume grew 16% YoY (17% excluding COVID-related volumes) to 91,000 analyses in Q3 2024 [8] - Biopharma revenue declined materially in Q3, but the pipeline remains healthy, suggesting a recovery in 2025 [9] - Hemon testing and rare/inherited disease portfolio grew 26% and 29% YoY, respectively [20] - MSK-ACCESS adoption reached 18 customers across 5 continents, with 5 already in routine usage [13][14] Market Performance - North America and Asia Pacific grew approximately 30% YoY, while EMEA returned to company average growth [20] - Latin America faced challenges due to the churn of a large account, partially offsetting growth in other regions [21] - Spain remained weak due to reimbursement dynamics in the solid tumor market, with softness expected to persist into 2025 [20] Strategy and Industry Competition - The company is focused on decentralized testing through MSK-ACCESS and MSK-IMPACT, enabling hospitals to conduct liquid biopsy and solid tumor testing in-house [12][14] - Biopharma partnerships, such as with AstraZeneca, are leveraging SOPHiA's network for drug deployment and market access [15] - The company is positioning itself as a leader in data-driven medicine, with a strong focus on oncology and rare diseases [30] Management Commentary on Operating Environment and Future Outlook - Management remains confident in the path to profitability, with strong cost management and operational leverage [26] - The company expects a reacceleration of growth in 2025, driven by clinical volume recovery and biopharma momentum [9][42] - Cancer rates are increasing globally, and the company is well-positioned to capitalize on the growing demand for data-driven diagnostics and therapies [30] Other Important Information - Ross Muken was promoted to Company President, overseeing global business operations [17] - George Cardoza joined as CFO, bringing extensive financial and scaling expertise [18] - The company is presenting at the Guggenheim Healthcare Conference in Boston [31] Q&A Session Summary Question: MSK-ACCESS and MSK-IMPACT Growth Potential - MSK-ACCESS has been adopted by 18 customers globally, with 5 already in routine usage, and is expected to contribute materially to growth in 2025 [34][37] - MSK-IMPACT, launched in October, is expected to complement MSK-ACCESS, with strong demand anticipated [35] - Biopharma interest in decentralized testing is growing, providing additional growth opportunities [39] Question: 2025 Growth Acceleration - The company is confident in reaccelerating growth in 2025, driven by clinical volume recovery and biopharma momentum [41][42] - MSK-based products and new customer onboarding are expected to be key growth drivers [42] Question: Pricing Trends - Pricing pressure in Europe, particularly in Spain, has stabilized in France and Italy, with overall pricing expected to improve in 2025 [45][46] - Newer products with higher ASPs are expected to drive overall pricing improvements [46] Question: Biopharma Recovery - Biopharma revenue is expected to stabilize and improve in 2025, with a focus on post-approval activities and market access [50][53] - The company has a strong pipeline and is well-positioned to capitalize on biopharma demand for decentralized testing [53] Question: Clinical Volume Growth - Clinical volume growth remains strong, with North America and Asia Pacific leading the way [65] - The company is not seeing a market slowdown in clinical sequencing volumes, with robust demand for complex tests like liquid biopsy and MRD [67] Question: Biopharma Spending Dynamics - Biopharma budget constraints have impacted pre-approval activities, but the company is refocusing on post-approval activities to drive growth [70]

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