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What were the key takeaways from Sophia Genetics’s earnings call?

- **Revenue Acceleration**: Q3 23% YoY growth ($19.5M) with 2025 guidance raised to $75-$77M (15%-18% growth). 31 new customers signed in Q3, 94 total YTD.
- **MSK-ACCESS Surge**: 60+ liquid biopsy customers, 2,000+ Q3 analyses. CDx partnerships with Myriad (U.S.) and A.D.A.M. (Japan) to expand globally.
- **Gross Margin Resilience**: 73.1% adjusted gross margin despite 40% data volume growth, driven by cloud cost optimization.
- **Biopharma Recovery**: AstraZeneca deals drive pharma revenue recovery. 2026 pipeline strong with top 20 pharma engagement.
- **Pipeline Strength**: Q3 bookings double 2024 levels, $1M+ opportunities expanding. Average contract value up 180% YoY.

**【CEO Summary Section】**
- **Revenue Growth**: Q3 2025 revenue grew 23% YoY to $19.5 million, driven by new customer signings and expanding applications. Full-year guidance raised to $75-$77 million (15%-18% YoY growth).
- **Customer Expansion**: Signed 31 new customers in Q3, bringing 2025 total to 94 (vs. 92 in 2024). Notable wins include Geisinger Health System, Baylor Scott & White, and Thermo Fisher.
- **MSK-ACCESS Momentum**: Over 60 liquid biopsy customers signed, with 2,000+ analyses in Q3. Partnerships with Myriad Genetics (U.S.) and A.D.A.M. Innovations (Japan) to develop CDx assays.
- **Gross Margin Strength**: Adjusted gross margin held steady at 73.1% despite 40% YoY data volume growth, driven by cloud optimization.
- **Pipeline Strength**: Q3 bookings more than double 2024 levels, with $1M+ opportunities expanding. Average contract value up 180% YoY.

**【CFO Financial Commentary】**
- **Revenue Performance**: Q3 revenue $19.5M (23% YoY), with 9% YoY analysis volume growth to 99,000 patients.
- **Cost Control**: Operating expenses $30.8M (+19% YoY), impacted by $1.3M Swiss social charges and $600K legal costs. Excluding these, OpEx grew 1%.
- **EBITDA**: Adjusted EBITDA loss $10.2M (8% YoY increase), but improved 13% excluding social charges. On track for breakeven by end-2026.
- **Cash Position**: $81.6M cash as of Q3, with $13.1M cash burn (36.5% YoY increase) due to ATM investments and vendor payments.

**【Q&A Highlights】**
- **MSK-ACCESS Adoption**: 60+ customers signed, with ~20% in routine use. Q4 and 2026 growth expected as implementations ramp.
- **Biopharma Recovery**: AstraZeneca partnerships (breast cancer, P10 pathway) driving pharma revenue recovery. 2026 pipeline strong with top 20 pharma engagement.
- **Customer Backlog**: Record Q3 implementations (15 new, 31 expands). Backlog remains at highest levels, with Q4 and 2026 visibility.
- **Japan Expansion**: A.D.A.M. Innovations implementing full SOPHiA suite, with biopharma CDx collaboration.
- **2026 Outlook**: CEO confident in continued acceleration, citing strong bookings (+100% YoY), expanding applications, and biopharma recovery.

SOPHiA GENETICS SA (SOPH) Q3 2025 Earnings Call Transcript

- **Revenue Acceleration**: Q2 clinical revenue (excl. BioPharma) up 20% YoY, driven by 35 new customer signings and U.S. expansion.
- **AI Partnership Breakthrough**: Largest deal in history with AstraZeneca to develop predictive breast cancer models, with Q4 2025 revenue contribution.
- **Gross Margin Expansion**: Adjusted gross margin improved 120bps to 74.4%, with cash burn down 35% YoY.
- **MSK-ACCESS Momentum**: 11 new liquid biopsy customers in Q2, 2,000 analyses, and 900% YoY revenue growth.
- **Pipeline Growth**: Pipeline doubled since Q2 2024, with average contract values up >100% YoY.

**【CEO Summary Section】**
- Q2 revenue grew 16% YoY to $18.3 million, with clinical revenue (excluding BioPharma) up 20% YoY.
- Signed 35 new customers in Q2, bringing total new signings to 63 year-to-date, with 18 implementations completed.
- U.S. revenue (excluding BioPharma) grew 19% YoY, driven by new customers like UC Irvine and University of Alabama.
- MSK-ACCESS liquid biopsy application signed 11 new customers, bringing total to 50 globally, with 2,000 analyses in Q2.
- Announced a multiyear AI partnership with AstraZeneca to develop predictive models for breast cancer outcomes, marking the largest deal in company history.
- Adjusted gross margin improved 120bps to 74.4%, with cash burn reduced 35% YoY to $8.7 million.

**【CFO Financial Commentary】**
- Total revenue: $18.3 million (16% YoY growth), with platform analysis volume up 9% YoY to 99,000 patients.
- Operating expenses: $30.8 million (19% YoY increase), driven by commissions (+$1.6 million FX headwind).
- Adjusted EBITDA loss: $11.7 million (27% YoY increase), with FX impacts contributing $1.9 million sequentially.
- Cash position: $94.8 million after drawing $35 million from Perceptive Advisors revolver.
- Full-year guidance reaffirmed: $72-76 million revenue, $35-39 million adjusted EBITDA loss.

**【Q&A Key Highlights】**
- **AstraZeneca Deal**: Milestones include AI model development and real-world evidence generation; revenue recognition begins Q4 2025, with full impact in 2026.
- **MSK-ACCESS Adoption**: U.S. implementations lagging due to tumor-normal sample validation, but 900% YoY growth in liquid biopsy revenue.
- **Rare Disease Growth**: 20% YoY growth in rare disorder applications, driven by enhanced exome product adoption.
- **FX Impact**: Swiss franc and euro appreciation added $1.6 million Q2 expense headwind.
- **Pipeline Strength**: Doubling of pipeline since Q2 2024, with ACVs up >100% YoY due to multi-application wins.

SOPHiA GENETICS (SOPH)-5 Aug 25-2025 Q2 Earnings call transcript

- **Revenue Growth Accelerates**: 15% YoY (constant currency) driven by U.S. expansion and 33 new customer implementations.
- **Profitability Improves**: Adjusted EBITDA loss down 24% YoY; gross margin 75.7% (up 520bps YoY).
- **AI Scalability**: 2M+ patient profiles analyzed, enabling unique insights for biopharma partnerships.
- **Biopharma Momentum**: Expanded AstraZeneca partnership to 30 institutions, with J&J pipeline growth.
- **Cash Position Strong**: $68.5M cash, with 2025 guidance reaffirmed for $72-76M revenue.

**【CEO Opening Remarks】**
- Q1 revenue grew 15% YoY (constant currency) and 13% reported, driven by North America and U.S. market expansion.
- 28 new core genomic customers signed in Q1, up from 20 in Q1 2024, with 33 implementations completed (vs. 23/Q4 2024).
- Adjusted EBITDA loss improved 24% YoY to $9.8M, with gross margin reaching 75.7% (up 520bps YoY).
- SOPHiA DDM now analyzed over 2M patient profiles, highlighting AI scalability and data diversity.

**【Business Update】**
- North America revenue grew 30% YoY; U.K. revenue up 80% YoY due to NHS hub adoptions.
- HemOnc volumes +34% YoY; MSK-ACCESS liquid biopsy testing beginning to ramp.
- New customer signings: 28 in Q1 (vs. 92 in 2024), with ACV up materially YoY due to enterprise-level sales.
- Biopharma pipeline expanded with AstraZeneca partnership (30 global institutions for MSK-ACCESS).

**【Financial Highlights】**
- Q1 revenue: $17.8M (+13% YoY), platform volume +11% YoY.
- Gross profit: $12.2M (+17% YoY); adjusted gross margin 75.7% (vs. 70.6% YoY).
- Operating expenses: $28.2M (-3% YoY), with R&D and G&A cost optimization.
- Cash burn: $11.7M (vs. $19.5M YoY), ending with $68.5M cash.

**【Q&A Key Takeaways】**
- Implementation acceleration: 33 new customers in Q1 (vs. 23/Q4 2024) via process automation and field team expansion.
- Enterprise sales: 58% of customers use 2+ applications; ACV doubling YoY.
- Biopharma: 2025 guidance flat, but pipeline momentum with J&J and others.
- Gross margin sustainability: 75.7% in Q1 driven by cloud cost optimizations, but one-time items may not repeat.
- Tariffs: <10% of U.S. revenue impacted; manageable with U.S. raw material sourcing.


SOPHiA GENETICS SA (SOPH) Q1 2025 Earnings Call Transcript

- **Record Customer Growth**: 92 new core genomic customers in 2024, with 35 implemented in Q4.
- **U.S. Market Momentum**: 23% clinical revenue growth and 26% volume growth, with Mount Sinai and Mayo Clinic expansions.
- **MSK Applications Scaling**: 34 MSK-ACCESS customers (15 live) and 7 MSK-IMPACT signings, targeting 2025 ramp-up.
- **Financial Discipline**: 20% YoY improvement in adjusted operating loss and 72.8% adjusted gross margin in 2024.
- **Long-Term Vision**: 2025 revenue guide of $72M-$76M, with 2026 breakeven and 2027+ positive EBITDA.

**【CEO Opening Remarks】**
- **2024 Performance Highlights**: Revenue of $65.2M, adjusted gross margin of 72.8%, and 352,000 patient analyses across 800 institutions.
- **Growth Drivers**: 92 new core genomic customers, U.S. market expansion, and MSK-ACCESS/IMPACT applications.
- **2025 Outlook**: Focus on accelerating implementation times, U.S. market penetration, and new application adoption.

**【Business Update by Ross Muken】**
- **Market Performance**: 13% ex-COVID volume growth, 33% U.S. growth, and 40% APAC growth.
- **Pipeline Strength**: $90M+ new business pipeline, 60+ MSK-ACCESS/IMPACT opportunities, and 35 Q4 implementations.
- **Product Innovations**: Enhanced Exomes, Liquid Biopsy upgrades, and SolidTumors modularization.

**【Financial Review by George Cardoza】**
- **Q4 2024 Results**: $17.7M revenue (4% YoY), 74.2% adjusted gross margin, and $10.2M adjusted operating loss.
- **2025 Guidance**: Revenue $72M-$76M (10%-17% growth), adjusted EBITDA loss $35M-$39M.
- **Key Metrics**: 4% annualized churn, 67 Net Promoter Score, and 104% dollar retention.

**【Q&A Key Takeaways】**
- **BioPharma Recovery**: Pipeline refill with repeatable opportunities, but cautious guidance due to deal timelines.
- **MSK Applications**: 34 MSK-ACCESS customers (15 live), 7 MSK-IMPACT signings, and U.S./Japan market focus.
- **Long-Term Growth**: Target 30%-35% CAGR by 2026, driven by pipeline conversion and gross margin expansion.
- **FX Impact**: Anticipated moderate negative impact on 2025 reported results due to currency volatility.

SOPHiA GENETICS (SOPH)-4 Mar 25-2024 Q4 Earnings call transcript

- **Clinical Growth Accelerates**: 17% YoY volume growth (ex-COVID), driven by MSK-ACCESS adoption in 18 global customers.
- **Cash Efficiency Improves**: 39% YoY reduction in cash burn to $9.6M, with 10% operating expense decline.
- **MSK-ACCESS Momentum**: 18 customers signed, 5 in Q4 implementation, targeting $100K+ per customer contribution.
- **2025 Outlook**: Reaffirms $65-67M 2024 guidance, with MSK-ACCESS and new customers driving 2025 reacceleration.

**【CEO Summary Section】**
- **Q3 Volume Growth**: 16% YoY increase in analysis volume (17% ex-COVID), driven by reacceleration in North America and Asia Pacific. MSK-ACCESS adoption reached 18 customers across 10 countries.
- **New Business Momentum**: Signed 20 new customers in Q3, bringing total core genomic customers to 462. 5 of 18 MSK-ACCESS customers began routine testing in Q4.
- **Financial Efficiency**: Adjusted gross margin improved to 73.1%, with 10% YoY reduction in operating expenses. Cash burn decreased 39% YoY to $9.6M.
- **Leadership Changes**: Ross Muken promoted to President; George Cardoza appointed CFO, bringing biopharma and diagnostics expertise.

**【CFO Financial Commentary】**
- **Revenue**: $15.9M (Q3 2024) vs. $16.3M (Q3 2023), down 2.5% due to $2M biopharma decline. Clinical volume growth offset biopharma weakness.
- **Margins**: Gross profit $10.7M (67.2% margin); adjusted gross profit $11.6M (73.1% margin). Operating loss improved 10% YoY to $10.6M.
- **Guidance**: Reaffirms 2024 revenue $65-67M (4-7% YoY growth), with 2025 outlook driven by MSK-ACCESS and new customer ramp.

**【Q&A Highlights】**
- **MSK-ACCESS Impact**: 18 customers signed, 5 in Q4 implementation. Expected to contribute $100K+ per customer, with 70+ pipeline leads.
- **Biopharma Recovery**: Pipeline improving, but budget constraints delay large contracts. Focus on decentralized testing and market access partnerships.
- **2025 Growth Drivers**: MSK-ACCESS/IMPACT adoption, new customer onboarding, and North America/Asia expansion. Biopharma recovery could add tailwinds.

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