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John West
`Carol Tillis
`Richard Chen; Christian Haudenschild
`CEO Update presentation for Board meeting
`Thursday, December 13, 2012 12:55:20 PM
`Personalis BoD 14Dec2012 CEO Overview.pptx
`
`From:
`To:
`Cc:
`Subject:
`Date:
`Attachments:
`
`Hi Carol,
`
`The attached slides are final. They are in 16x9 format for presentation, but I don't expect time
`to get through all of it at the meeting.
`This is OK to distribute to the Board with all the other presentations.
`There are just the two Appendices sent earlier - Not a 3rd as originally anticipated.
`All can be printed for the books.
`
`Thanks,
`
`John West
`
`Personalis EX2106
`
`

`

`CEO Overview
`
`John West
`
`Personalis, Inc. Board Meeting
`December 14, 2012
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`Personalis EX2106
`
`

`

`Agenda
`
`
`
`• Comp Committee:
`2012 Bonus plan – Review of 2012 performance & proposal for bonus
` Final review expected at Jan 2013 Board meeting
` Proposed comp restructuring for 2013, per guidance at Nov 1 Board meeting
` New hire options
` Proposed option adjustments for three key employees
`• Updates:
` CEO update
` Finance update (Carol Tillis)
` Operations update (Christian Haudenschild)
` R&D update (Rich Chen)
` Meet with proposed clinical strategy consultant, Dr. Katherine Tynan
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`2
`
`Personalis EX2106
`
`

`

`CEO Update - Outline
`
`• Current company status
`• Status of recruitment for commercial organization
`• Early commercial role-out plans
`• 2013 Budget planning, focus on revenue plan
`• UK 100,000 genomes project
`•
`Investor & banker update
`• Company analysis of clinical diagnostic business issues
`• Status: Sequencing of Venter & large CEPH family for accuracy devt.
`• Follow-up to Jon Fieber’s request re: How we came to current lab strategy
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`3
`
`Personalis EX2106
`
`

`

`Current company status
`
`• Sequencing completed & analysis under way for 1st customer (Moyamoya)
`• Contract signed by VA for 1,370 whole genomes, then protest hold
` Most recent guidance from VA : GAO review may take to Jan 18th
`Initiating additional biological product testing in-house & with collaborators
`•
`• Exec search underway for VP Sales & Marketing, Sr. Director Sales
`• Year-end cash now projected $1.5M above original 2012 budget
` Even with $1.5M lab build-out
`• Launch of initial products 4-6 weeks behind original schedule
` Mainly due to delays in key R&D and scientific-IT hiring
` Company cash position 2-3 months above plan
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`4
`
`Personalis EX2106
`
`

`

`Status of recruitment for commercial organization
`
`
`
`
`
`• Exec search firm DavenportMajor
`• VP Sales & Marketing
`Life science research prioritized
` Marketing prioritized
`Four top candidates so far:
`Luminex VP & GM
` Gentura & ex-Novartis VP Marketing
` Agilent, Global Director Field Operations
` Small diagnostic company, CCO
` Sr. Director, Sales
` Challenge with non-VP title
` Candidates ex-ABI, Affymetrix, GeneDx
`
`
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`5
`
`Personalis EX2106
`
`

`

`Early Commercial Role-Out Plans
`
`• New web site under development
`•
`Initial collateral under development
`• Three abstracts accepted for AGBT
` Currently posters, negotiating speaker
`• Several early sales leads via Illumina
` Service business Illumina doesn’t take
` Exomes & extensive data analysis
` Local Illumina rep still gets credit with us
`Illumina Certified Service Provider by 12/31
` El Camino Genomic Medicine Institute
`
`
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`6
`
`Personalis EX2106
`
`

`

`2013 Budget Planning – Focus on Revenue Plan
`
`•
`
`•
`
`Prospect list, presented at Nov 1 BoD
`meeting, converted to project specifics &
`potential revenue schedule
`Individual customers vary from “PO in-
`hand” to just prospects, but seem likely
`representative
`• Bottoms-up analysis reached $10M for 1st
`revenue year; May budget for $8M
`11 customers, $100k - $2.4M each
`4,280 exomes & 2,213 genomes
`60% of revenue nominally from
`sequencing, but premium prices motivated
`by Personalis analysis
`< 8% of this draft plan is clinical
`
`•
`•
`•
`
`•
`
`Preliminary – Still in planning
`
`For Jan 23rd Board meeting:
` Refine revenue
` Add full expense detail
` Draft 5-year plan for Series B investors
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`7
`
`Personalis EX2106
`
`

`

`Vials of DNA over
`a DNA sequencing
`electropherogram
`
`UK 100,000 Genomes Project
`
`• Announced Dec 10 by UK Prime
`Minister, David Cameron
` His 6-yr old son died of a rare genetic
`disease in 2009
` 3-5 year plan
` 100M pounds
` 1,000 pounds per genome
` National Health Service, patient
`medical records
` Abingworth & former Solexa
`colleagues identifying key contacts
` Stanford professors already engaged
` May require a UK presence (as we
`planned from the start)
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`8
`
`Personalis EX2106
`
`

`

`Investor & banker update
`
`
`
`
`
`• Barclays banker approached us
`unsolicited.
`Focus on relationships with Chinese entities.
`Set up meeting introducing WuXi
` Baird banker approached us unsolicited
` Material re IPO’s (median $100M EV pre-IPO)
`and public company EV / Ratios median 2.8-3.5
`in Life Sciences & Diagnostics growth segment
` Sectoral Asset Management
`Approach MDV unsolicited & was referred
`Knew of Personalis via J.West former colleague at
`sequencing center in Laussanne
`Interested in our Series B for their new private-
`company fund, to close Jan/Feb 2013
`
`
`
`
`
`
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`9
`
`Personalis EX2106
`
`

`

`Personalis Analysis of Clinical Diagnostic Business Issues
`
`•
`
`•
`•
`
`Scale of clinical diagnostics market is much larger than research. Next gen sequencing clinical
`opportunity seems compelling
`• Comparative financial analysis of other clinical diagnostic companies, from SEC filings (incl S-1’s)
`•
`Largest diagnostic companies are profitable, but average price / test $30-40, with 40% margins.
`• Myriad & Genomic Health (both in breast cancer arena) use genetic analysis technologies considered
`state-of-the-art when they launched. Pricing $2-3k, closer to Personalis-appropriate range.
`Excellent gross margins (80-90%) but poor profitability for many years (Myriad almost 20 years)
`Key challenge is very high SG&A (typically 60% at $200M annual run rate) to drive physician adoption &
`payor reimbursement. Genomic Health (GHDX) barely profitable after 10 years.
`Very small number of tests / year ordered by GHDX-adopting physicians. Dilute return on Bus Devt $.
`•
`• GHDX recognized revenue / test < 25% of list price initially & took 3-4 years to reach 70%.
`•
`Athena Diagnostics (recently $110M/yr) broke even at $15M/year run rate. Focused on a single medical
`specialty, addressable with a modest sales force. Over 15 years to $100M & sold 5 times.
`• How to capture clinical potential of next gen sequencing without ruinous financials getting there ?
`Personalis engaging Dr. Katherine Tynan, consultant in molecular diagnostics
`Experienced (sobered !)
`Key issues are related to distribution & adoption aggregation
`
`
`
`
`
`
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`10
`
`Personalis EX2106
`
`

`

`Status : Sequencing of Venter & Large CEPH family
`
`•
`
`•
`•
`•
`•
`
`•
`
`Venter only single human fully sequenced using the “gold-standard” Sanger
`sequencing technology
`CEPH1463 pedigree has three complete generations, including 11 grandchildren
`•
`• Mother at center of CEPH pedigree tentative NIST / FDA 1st US National Standard
`human genome sample (“Genome-in-a-Bottle”)
`Both great targets for accuracy analysis & reference
`Personalis Board approved outsourced sequencing at May 8th meeting
`Complete Genomics had already published early CEPH1463 data
`Complete Genomics delivered Venter & replicate (up to date) CEPH mother genomes
`on schedule
`Illumina made a partial delivery but suffered an internal service lab problem, had to
`“retract” contaminated data & most recently projected Jan/Feb 2013 completion of
`delivery.
`• Order with Illumina cancelled & sequencing undertaken by Personalis in-house lab :
`Venter exome & whole genome now completed
`CEPH1463 : Whole pedigree exome sequenced & last few genomes being completed
`Analysis to follow
`
`
`
`
`
`
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`11
`
`Personalis EX2106
`
`

`

`Follow-on to Jon Fieber’s Request re:
`How we came to our current lab strategy
`
`Full details in
`Appendices 1&2
`
`•
`
`
`
`
`
`
`
`AT THE BEGINNING
`• Our group’s scientific understanding of the accuracy issue was developed by Mike Snyder & Euan
`Ashley (Stanford) and John West starting in early 2010 – IP eventually licensed by Personalis
`• Scientifically well understood by late 2010 1st meetings with Personalis prospective investors & in
`numerous publications continuing today
`Initial financial plan & pitch slides included:
` R&D headcount: 1/3 each to software development, curation & accuracy teams
`Plans for both laboratory and bioinformatic approaches to improve accuracy
`Importance of accuracy in both research and clinical markets
`Budget line item for in-house lab equipment and outsourced sequencing
`Focus on whole genome sequencing, assumption that that would be outsourced, but potential for
`proprietary multi-platform supplementary assays to address specific accuracy issues
`Assumption that clinical plans could take a while
`
`
`
`
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`12
`
`Personalis EX2106
`
`

`

`Full details in
`Appendices 1&2
`
`Follow-on to Jon Fieber’s Request re:
`
`How we came to our current lab strategy
`WHAT HAS & HASN’T CHANGED
`• We still assume that whole genome sequencing will be primarily outsourced, with potential for
`Personalis custom assays to supplement for improved accuracy in difficult areas
`• Exomes far outpaced genomes and demonstrated more staying power than originally anticipated
`• Complete Genomics did not enter exome competition and Illumina, never large in it as a service,
`exited to focus on whole genome, and product sales. Exomes have gross margin opportunity we can
`leverage with our analysis, IP & assays.
`• With Complete Genomics problems, and Illumina’s internal lab problems, outsourced genome
`delivery grew to 9 months – impractical for our R&D and many of our customers
`• Illumina developed much longer reads on their small MiSeq platform than are available on their whole
`genome platform (HiSeq). This became our choice for implementing accuracy assays.
`• Ambry, GeneDx, Baylor & others announced diagnostic exomes at ASHG Oct 2011, spurring
`Personalis to move more quickly to its own CLIA lab.
`• Investment in laboratory facilities, staffing & equipment are still expected to be a small part of the
`capital needed for scaling Pesonalis. They are expected to augment our revenue and margin ramp
`substantially, accelerating our path to investor liquidity.
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`13
`
`Personalis EX2106
`
`

`

`Discussion
`
`• Transfer to next presentation
`
`© Personalis Inc. All Rights Reserved. COMPANY CONFIDENTIAL.
`
`14
`
`Personalis EX2106
`
`

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