2019 Analyst & Investor Day Commercial Operations Agile commercial teams capturing dynamic growth opportunities Manuel O. Méndez Senior Vice President, Head of Commercial Operations Sample to Insight
Disclaimer Safe Harbor Statement: This presentation contains both historical and forward-looking statements. All Regulation G: QIAGEN reports adjusted results, as well as results on a constant exchange rate (CER) statements other than statements of historical fact are, or may be deemed to be forward looking basis, and other non-U.S. GAAP figures (generally accepted accounting principles), to provide additional statements within the meaning of Section 27A of the U.S. Securities Act of 1933, as amended, and Section insight on performance. In this presentation, adjusted results include adjusted net sales, adjusted 21E of the U.S. Securities Exchange Act of 1934, as amended. These statements are based on current operating expenses, adjusted EBITDA, adjusted diluted EPS and free cash flow. Adjusted results are non- expectations of future events. If underlying assumptions prove inaccurate or unknown risks or uncertainties GAAP financial measures QIAGEN believes should be considered in addition to reported results prepared materialize, actual results could vary materially from our own expectations and projections. Some of the in accordance with GAAP, but should not be considered as a substitute. QIAGEN believes certain items factors that could cause actual results to differ include, but are not limited, to the following: general industry should be excluded from adjusted results when they are outside of its ongoing core operations, vary conditions and competition; risks associated with managing growth and international operations (including significantly from period to period, or affect the comparability of results with its competitors and its own prior periods. Please see the Appendix provided in this presentation “Reconciliation of Non-GAAP to the effects of currency fluctuations, regulatory processes and dependence on logistics), variability of GAAP Measures” for reconciliations of historical non-GAAP measures to comparable GAAP measures and operating results and allocations between customer classes, and the commercial development of markets for our products to customers in academia, pharma, applied testing and molecular diagnostics; changing the definitions of terms used in the presentation. QIAGEN does not reconcile forward-looking non-GAAP relationships with customers, suppliers and strategic partners; competition; rapid or unexpected changes in financial measures to the corresponding GAAP measures due to the high variability and difficulty in making technologies; fluctuations in demand for QIAGEN's products (including factors such as general economic accurate forecasts and projections that are impacted by future decisions and actions. Accordingly, conditions, the level and timing of customers' funding, budgets and other factors); our ability to obtain reconciliations of these forward-looking non-GAAP financial measures to the corresponding GAAP regulatory approval of our products; technological advances of our competitors and related legal disputes; measures are not available without unreasonable effort. However, the actual amounts of these excluded items will have a significant impact on QIAGEN’s GAAP results. difficulties in successfully adapting QIAGEN's products to integrated solutions and producing such products; the ability of QIAGEN to identify and develop new products and to differentiate and protect our products from competitor products; market acceptance of QIAGEN's new products and the integration of acquired technologies and businesses. For further information, please refer to “Risk Factors” section of reports that QIAGEN has filed with, or furnished to, the U.S. Securities and Exchange Commission (SEC). We undertake no obligation, and do not intend, to update these forward-looking statements as a result of new information or future events or developments unless and to the extent required by law. Sample to Insight 2 2019 Analyst & Investor Day
Sample to Insight 3 2019 Analyst & Investor Day
Addressing changing market trends through agility and focus on key opportunities Molecular testing used from acute to routine testing $ Reimbursement scrutiny Automation demands Molecular Diagnostics customers Dynamic growth in emerging markets Budget pressures require efficient workflows Technically savvy customers want breakthroughs Life Science Supply chain efficiencies require digital transactions/info customers Need solutions to better manage big data Sample to Insight 4 2019 Analyst & Investor Day
Agile commercial teams capturing dynamic opportunities across the continuum of customers A true global presence with ~2,000 commercial employees Addressing customer needs in $11 bn market opportunity Molecular Applied Academia Pharma Testing Diagnostics QIAGEN direct QIAGEN commercial partners Scientific Better and Secure Better breakthroughs safer drugs and protect healthcare Leveraging agility and focus Leveraging world leader status in molecular testing solutions Portfolio complexity Aggregators Low Agility High Sample to Insight 5 2019 Analyst & Investor Day
Strategy: Deliver above-market growth through commercial agility and digital engagement Get aligned with customers Targeting growth through specialization and omni-channel strategies Partnering with Get focused on what matters customers to Using Artificial Intelligence and capture high-impact opportunities exceed their expectations with our Sample to Get it done Insight solutions Increasing effectiveness of tactical execution Get it right Utilizing advanced digital tracking tools to optimize commercial efficiency Sample to Insight 6 2019 Analyst & Investor Day
Specialized go-to-market strategies per product portfolio and customer segment Molecular Diagnostics customers Life Sciences customers Other segments Customer Business Managers Customer Business Managers GEN HID QF CG IR RH IDx Human ID / OEM Pharma Clinical Immune Reproductive Infectious Bioinformatics Foundation / Genomics Genomics Response Health Diseases Specialists Portfolio Forensics Partnering for Precision Medicine Customer solutions managers Bioinformatics powering Sample to Insight portfolio Cross-functional account teams Commercial partners Sample to Insight 7 2019 Analyst & Investor Day
Case study: Investments fueling growth in emerging markets and key portfolios “China for China” expansion strategy QuantiFERON U.S. growth initiatives 2019 2019 ~20% CER >20% CER growth growth outlook 2018 2018 outlook* 2017 2017 ~25% CER growth 20% CER growth* ~15% CER 3% CER growth* growth QIAGEN sales team expansion with partner IQVIA “China for China” strategy launched in 2017 and new DiaSorin partnership (expected in H2 2019) Localization of offerings and business structure Leveraging CDC guidelines with increasing sales while expanding local market presence force focus on physicians *Excluding China HPV portfolio divestment Sample to Insight 8 2019 Analyst & Investor Day
Omni-channel customer engagement blends both traditional and digital touchpoints Customer Solutions Managers and Customer Business Managers QIAstock Sales concierge Mobile Direct mail content Marketing automation Inside sales QIAGEN Customer care QIAGEN webshop Field service support website Case studies Sales enablement tools AIMS Commercial partners Artificial Intelligence Management System Sample to Insight 9 2019 Analyst & Investor Day
Using smart algorithms to improve close rates and commercial efficiency Artificial Intelligence Management System (AIMS) Internal and External Improved execution Sources of Data (Growth rates) Algorithms Sales representative Internal Impact • Website click rates / visitors • Greater coverage Demand / Lead generation • Order patterns • Increased share of wallet • Share of wallet workflow gaps 5% from AIMS 40% from AIMS • Reduced admin burden • Customized solutions External • Improved close rates • Publications 2023 2019 • Grant / funding Sample to Insight 10 2019 Analyst & Investor Day
Sales concierge: Reduce administrative burden and drive field-force effectiveness Global Sales Concierge organization QBS QBS Wroclaw, Poland Manila, Philippines 2018 2019 2023 Self-driven territory management Support Lead follow-up Established sales management steering High administrative burden Take over quote creation Full coverage of admin activities Create quotes, update price lists Handle main admin tasks 24/7 global coverage 8-10 hours of admin duties per week 30% of admin burden transferred >50% of admin burden transferred Sample to Insight 11 2019 Analyst & Investor Day
Track record of improving sales force efficiency while increasing customer loyalty QIAGEN sales per Sales and Marketing FTE ~$850,000 Increasing Net Promoter Score to 54% ~$680,000 ~$650,000 ~$650,000 ~$600,000 Growing sales per Sales & Marketing FTE Continued growth of customer loyalty 2016 2017 2018 2019 2023 target mid-term target Sample to Insight 12 2019 Analyst & Investor Day
Recommend
More recommend
