asms conference investor meeting - library.corporate...

ASMS ConferenceInvestor Meeting

Laura LaumanPresidentProteomics and Small Molecules DivisionJune, 2007

ASMS Investor Meeting

2 © 2007 Applera Corporation and MDS Inc.

Safe Harbor StatementStatements presented which are not historical facts, including, but not limited to, those relating to revenue growth, financial targets, product and marketing prospects, and product demand, are forward looking statements and are subject to a variety of risks and uncertainties. Many factors could cause actual results to differ materially from those stated or projected. Additional information concerning these factors is contained in the Company’s filings with the Securities and Exchange Commission.

The statements made in this presentation reflect facts and circumstances as of June 4, 2007 and the Company does not undertake any duty to update any statement, including any forward-looking statement, unless required by law.

This presentation includes certain financial information which constitute “non-GAAP financial measures” as defined by the SEC. The GAAP measures which are most directly comparable to these measures, as well as a reconciliation of these measures with the most directly comparable GAAP measures, can be found at www.appliedbiosystems.com in the Financial Reports page of the Investor Relations section.



The Proteomics and Small Molecule Business

● 21 years of successful JV

● #1 Mass Spec provider– Relentless innovator

– Leading innovation delivering on customer needs for hardware, software and consumables

– Pioneer breakthroughs in instrumentation and workflows○ TOF/TOF, Hybrid Q TRAP® Systems, Triple Quadrupole, Maldi

Triple Quadrupole○ LC MALDI, PTM Discovery, MIDAS™ workflow, iTRAQ™ reagents

● Attracting new customers and penetrating new markets

● Strong revenue growth with operational efficiency supporting bottom line growth



Key application areas for the PSM Business~$2 Billion Addressable Market

● Develop workflows to increase efficiency in the Drug Discovery and Development process across core Pharma, Biotech & CRO customers

● Develop targeted applications and workflows for Food, Environmental & Forensics (eg. Cliquid)

● Continue our momentum in Proteomics through further development of applications focused around biomarker research and protein quantitation

Unparalleled breadth of innovative Mass Spectrometry based solutions deliver targeted applications through a

successful 21 year joint venture with MDS/Sciex



AB brings Sales, Marketing, Service and Applications Power

Assuring customer success

withtechnology

Global customer support labs

Global Service support

12

>300Global Application scientists>170

● AB’s provides Worldwide sales, Marketing, Service, Applications support

● AB brings the voice of the customer into R&D● AB carries strong brand recognition and credibility worldwide

MS instruments shipped> 10,000



Proteomics & Small Molecule PortfolioBreadth of Instruments, Consumables & Software

Q TRAP® Family

QSTAR® ELITE TOF/TOFTM Family LightSight™Software

iTRAQ™ Reagents

TempoTM LC Family

API® Family, FlashQuant TM

Workstation

Small Molecules Proteomics

POROS® Reagents

MarkerView™, AnalystTM

and Cliquid SoftwareTM

ProteinPilotTM

Software



Innovation Focus for Driving Proteomics to Meet the Biologist’s Challenges

● High Growth Segments of Biomarker Research and Protein Quantitation

● Combination of New Mass Spectrometry Systems with Unique Software and Reagents to Deliver Completely new Workflows for Proteomics Labs and Biologists

● FY07 Proteomics Key Products Introductions– 4800 Plus TOF/TOF Analyzer– Protein Pilot 2.0 with Paragon Search Engine and Pro

Group– QSTAR Elite Qq-TOF System– Midas Workflow on 4000 QTRAP for Protein Quantitation

and Biomarker Validation



Focus on Food, Environmental, Forensic and Clinical Research for continued growth

● High growth trajectory dependant on creating complete, easy-to-use systems for key markets and applications

● Applied Markets Key Products FY07– AAA 45 System – Amino acid analyzer for clinical

research applications (based on iTraq and Cliquid)– Cliquid™ Software for Food Testing– Cliquid™ Quant Software for Routine Quantitation– Cliquid™ Software for Drug Screening and Quant (early

FY08 delivery) – Forensic and Clinical Research Toxicology



Continuing to drive and expand our strength in Pharmaceutical and CRO Market

● AB/Sciex continues to be the clear leader● Significant innovations in this area

– LightSightTM 1.1 software, launched with Full IDA– New DiscoveryQuant™ Automated Method Development

Software– Intelligent Assay Optimization software

– MarkerViewTM 1.1 Software– Professional Validation Services



Launch: DiscoveryQuant™ Software

● Maximizes LC/MS/MS Discovery Throughput

● Targeted for the early-ADME high-throughput environment

● Developed through and ongoing alliance with Sound Analytics LLC in collaboration with Pfizer, Inc.

● Sold exclusively through Applied Biosystems / MDS SCIEX



With DiscoveryQuant™ Software, LC/MS/MS throughput can be vastly increased

1. Quick, flexible review functionality allows user to find optimal conditions for 100’s of compounds per day

2. Fast method building and quantitation allows for quick assay analysis in the Early-ADME High-throughput environment



New FlashQuant™ WorkStation!

First Triple Quadrupole MS built for high speed analysis of small

molecules by MALDI

FlashQuant™ WorkstationUnique Innovation Story for AB/MDS Sciex

Tamara BondDirector, Pharma Business



The New FlashQuant™ Workstation – An Innovation Story

● Unique technology that addresses target customer’s unmet need

● Offers unique capabilities through a proprietary technology solution

● Provides ability to expand applications into non-MS based areas

Based on industry proven API 4000™ and 4000 Q TRAP® mass spectrometers

The First Triple Quadrupole Mass Spectrometer Built forHigh Speed Analysis of Small Molecules by MALDI



The FlashLaser™ Source Has Been Designed from the Bottom Up for the Analysis of Small MoleculesWith Attention Paid to Every Detail

Maximum Sample Consumption…

Optimum Laser Repetition Rate…

3.0

2.5

2.0

1.5

1.0

0.5

0.0

Cou

nt R

ate

(x 1

000

cps)

0.60.50.40.30.20.10.0Time (min)

2.0

1.5

1.0

0.5

0.0

Cou

nt R

ate

(x 1

05 cps

)

0.60.50.40.30.20.10.0Time (min)

10 Hz 1400 Hz

Instrument Contamination…

Sample Carryover on Plate……is achieved by rastering the laser over sample spots, resulting in a high 10% sample consumption per pass

…is virtually eliminated by using a specific incident laser angle, with no measurable cross-contamination detected on adjacent spots

Electric Field

…is greatly reduced by increasing plate-to-cone spacing to create a preferential transfer of ions to the orifice and allows neutrals to be pumped away

Q0 cleaning only required after >150,000 samples

…of 1000 Hz or more is crucial for the generation of sharp analyte peaks with high signal-to-noise ratio



The FlashQuant Workstation has Broad Patent Protection

Four patents cover both the Hardware and the Use of the System:– MALDI source combined with Triple Quad technology– Enabling Functionality:

○ Robustness○ Optimized detection capabilities

– Unique Applications for the system:○ Small molecule quantitation○ Use of different scan functions for selectivity



FlashQuant™ WorkStation - An Ideal Complement to our LC/MS/MS Systems:

API 3200™3200 Q TRAP®

API 4000™4000 Q TRAP®

API 5000™

High Sensitivity LC/MS/MS SystemsWorkhorses throughout the Drug Discovery & Development Pipeline

High Speed FlashQuant™ Workstation• MALDI Speed / Triple Quad Selectivity• Optimized for HT ADME Workflows• Targeted Analysis• Plate Reading Workflow• Distributed Sample Preparation

For Fast ADME/PK/Tox Profiling of Lead Compounds



Discovery ADME is the Primary Target Market for FlashQuant™ Workstation

Current trends in Preclinical ADME (in vitro)

● Less matrix effects– Synthetic sample matrices dominate (no body fluids)

● Lots of samples, only limited by the capacity to analyze them– less need for ultimate sensitivity– 10,000 samples per week typical for a Discovery group

● High demand for high throughput/fast turnaround– Only subsets of assays currently realized because of lack of capacity & speed

● Standardized assays– As an attempt to increase efficiency and reduce costs

Simplification of assays in order to increase sample throughput has created a trend towards the industrialization of bioassays



● Looking for Higher Throughput to handle screening more leads through a standard set of assays– Faster turnaround will improve lead optimization cycles

Pharma Challenge: How to Improve the Quality of Leads in Pre-clinical Phase?

Pharmaceutical Research and Manufacturers of America,Pharmaceutical Industry Profile 2005 (Washington, DC: PhRMA, March 2005).

XIC of -Q1 MI (2 ions): 1798.8 amu from Sample 13 (Q1 MI PKC Assay Plate-1 PKC-F) of 060609 Raster Speed.wiff (Turbo Spray) Max. 1.5e5 cps.

0.05 0.10 0.15 0.20 0.25 0.30 0.35 0.40Time, min

0.0

1.0e4

2.0e4

3.0e4

4.0e4

5.0e4

6.0e4

7.0e4

8.0e4

9.0e4

1.0e5

1.1e5

1.2e5

1.3e5

1.4e5

1.5e5 0.14

0.12

0.16

0.160.12

0.180.20

0.230.18 0.28

0.24 0.260.200.11 0.22

0.10

[Inhibitor]

10 samples in 12 sec

Product Substrate

-2 -1 0 1 2 3Log[Cmpd] nM

0

50

100

% M

axim

al A

ctiv

ity

Rank Order of Drug Leads for Inhibitor Potency

From: “Enzyme Inhibitor Screening by Mass Spectrometry”, by K. Gries (Univ. of Cincinnati), P.Vollmerhaus (MDS Sciex)

CPSA 2006 Conference, Oct 18, Princeton NJ.



The FlashQuant™ WorkStation Offers Unprecedented Speed: 25X Faster than Fastest LC

t = 5 t = 15 t = 30t = 0


t = 5 t = 15 t = 30t = 0


Metabolite Stability Profile

● With FlashQuant Workstation:– 96 sample plate measured in 5 minutes– 384 sample plate measured in 20 minutes

● With fastest LC (1 injection/min):– 96 samples would take 1.5 hours– 384 samples would take 6 hours

An overnight run is turned into a coffee break



Easy-to-Use FlashQuant™ Software Is a Critical Component to Allow Fast

Turnaround of Results

AB/Sciex spent considerable time analyzing customer requirements…..

…..resulted in software that is purpose-built to handle FlashQuant’shigh sample capacity

…..focused on providing visual cues and easy-to-learn features…..



FlashQuant Unveiling Event 55th ASMS Conference

● Hosting a number of Customer Events to address high interest & answer questions● Software Demos (Mon-Wed 9 - 5:30pm)● FlashQuant Technical posters available in the Hospitality Suite● Beta Collaborators presentations:

– Monday, June 4, 10:35 AM Investing High-throughput to Obtain High Quality in BioanalysisRichard King, Merck & Company, Inc.,

– Monday Poster #227 Quantitation of small molecules in human plasma using MALDI-SRM: determination of saquinavir Gérard Hopfgartner LSMS, School of Pharmacy, Geneva, Switz.

– Monday Workshops 5:45 – 7:00 PM Does LC Still Match the Improvements Made in Mass Spectrometry? Arranged by LC/MS Interest Group; Gérard Hopfgartner, presiding

– Thursday Poster #226 Exploiting MALDI-based methods for rapid enzyme inhibitor screeningKenneth D. Greis1, University of Cincinnati

● Product Availability– First Shipment Fall 2007– Available as:

○ Complete Workstation >> $695-780K USD (List)○ Instrument Conversion Kit >> $300-350K USD (List)



FlashQuant Summary● Innovation story with significant IP and know-how built into the system

● Beta customer feedback has been positive focused on the “Impressive Speed”– Good Cross validation vs LC/MS/MS– “Helpful”, Easy-to-use Software– Significant activity has focused to explore methodology modifications

to harness the powerful capacity of the Flash Quant system

● FlashQuant represents a significant change in customer workflow

● Market development opportunities will drive excitement for many years– Early customer interest has pointed to other emerging application areas

○ Tissue imaging○ Proteomics○ HT Screening

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