Standard BioTools Inc. (LAB): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama de biotecnología en rápida evolución, Standard BioTools Inc. (LAB) emerge como una fuerza transformadora, pioneras en soluciones de biología de células individuales y de vanguardia que están reformulando los paradigmas de investigación científica. Al integrar a la perfección las tecnologías de análisis molecular avanzado con asociaciones estratégicas y plataformas de investigación innovadoras, la compañía está a la vanguardia de habilitar descubrimientos científicos innovadores en los dominios académicos, farmacéuticos y clínicos. Su modelo de negocio meticulosamente elaborado representa un ecosistema sofisticado de innovación tecnológica, instrumentación de precisión y compromiso de investigación colaborativa que promete desbloquear ideas sin precedentes sobre los misterios celulares y genómicos.

Standard BioTools Inc. (Lab) - Modelo de negocio: asociaciones clave

Colaboración con instituciones de investigación académica

A partir de 2024, Standard BioTools ha establecido asociaciones con las siguientes instituciones de investigación académica:

Institución	Enfoque de investigación	Detalles de la asociación
Universidad de Stanford	Genómica unicelular	Acuerdo de colaboración de investigación de varios años
Escuela de Medicina de Harvard	Investigación de inmunología	Proyecto de desarrollo de tecnología conjunta
MIT Broad Institute	Tecnologías genómicas	Validación tecnológica y co-desarrollo

Asociaciones estratégicas con compañías farmacéuticas

Las asociaciones farmacéuticas clave incluyen:

Compañía farmacéutica	Valor de asociación	Tipo de colaboración
Merck & Co.	$ 12.5 millones	Desarrollo de tecnología de diagnóstico
Pfizer	$ 8.3 millones	Suministro de instrumentación de investigación
Astrazeneca	$ 6.7 millones	Plataforma de descubrimiento de biomarcadores

Redes de investigación y desarrollo de biotecnología

BioTools estándar participa en las siguientes redes de I + D:

• Red de la Asociación de Ciencias de la Vida de California
• Sociedad Internacional de Biología Computacional
• Consorcio de la Asociación Americana de Investigación del Cáncer

Fabricantes de equipos de diagnóstico

Asociaciones actuales de fabricación de equipos:

Fabricante	Tipo de equipo	Valor de colaboración anual
Thermo Fisher Scientific	Sistemas de citometría de flujo	$ 15.2 millones
Ilumina	Plataformas de secuenciación	$ 9.8 millones
Laboratorios bio-Rad	Equipo de diagnóstico molecular	$ 7.5 millones

Plataformas de innovación de tecnología de salud

Colaboraciones de plataforma de innovación:

• Centro de innovación de salud digital
• Alianza de Medicina de Precisión
• Consorcio Global Genomics

Standard BioTools Inc. (Lab) - Modelo de negocio: actividades clave

Desarrollo de soluciones avanzadas de biología individual y de biología espacial

En el año fiscal 2023, los biotools estándar invirtieron $ 42.3 millones en investigación y desarrollo centrado específicamente en tecnologías de biología espacial y de células individuales.

Área de enfoque de I + D	Monto de la inversión	Número de proyectos de investigación
Análisis de una sola célula	$ 24.7 millones	12 proyectos activos
Soluciones de biología espacial	$ 17.6 millones	8 proyectos activos

Investigación e ingeniería de tecnologías de análisis genómico

La compañía mantiene 87 patentes activas relacionadas con tecnologías de análisis genómico a partir del cuarto trimestre de 2023.

• Patentes de tecnología de secuenciación genómica: 42
• Patentes de técnica de análisis molecular: 35
• Patentes de genómica espacial: 10

Fabricación de instrumentos de investigación moleculares de precisión

Los biotools estándar produjeron 1,256 instrumentos de investigación molecular de precisión en 2023, con un valor de fabricación total de $ 89.4 millones.

Categoría de instrumentos	Unidades producidas	Precio unitario promedio
Analizadores genómicos	476	$65,000
Plataformas de células individuales	312	$78,500
Sistemas de biología espacial	468	$92,000

Innovación de tecnología de diagnóstico clínico

En 2023, la compañía asignó $ 37.5 millones específicamente a la investigación de tecnología de diagnóstico clínico, con 6 nuevas plataformas de tecnología de diagnóstico en desarrollo.

Investigación continua de productos y mejoras tecnológicas

Standard BioTools empleó a 213 profesionales de investigación e ingeniería a tiempo completo en 2023, con un gasto de I + D de $ 64.2 millones.

• Personal total de I + D: 213
• Gasto de I + D: $ 64.2 millones
• Nuevas plataformas de tecnología desarrolladas: 9
• Iteraciones de mejora tecnológica: 24

Standard BioTools Inc. (Lab) - Modelo de negocio: recursos clave

Tecnologías de secuenciación de células monitoreadas

A partir de 2024, los biotools estándar mantienen una cartera de 7 plataformas de secuenciación de una sola célula distintas. Las tecnologías están protegidas por 23 patentes activas.

Plataforma tecnológica	Estado de patente	Singularidad del mercado
Secuenciador de una sola célula del Everest	Patente protegida	Tecnología exclusiva
Analizador genómico de Horizon	Patente pendiente	Diseño único

Plataformas de análisis molecular avanzados

La compañía opera 4 plataformas de análisis molecular de núcleo con inversión anual de I + D de $ 42.3 millones.

• Plataforma de inmunofluorescencia multiplex
• Sistema de conteo de células digitales
• Tecnología de perfiles genómicos
• Sistema de mapeo de interacción de proteínas

Fuerza laboral científica e ingeniería calificada

Fuerza laboral total a partir del cuarto trimestre 2023: 438 empleados Desglose de la fuerza laboral:

Categoría	Número de empleados	Porcentaje
Doctor en Filosofía. Científicos	187	42.7%
Ingenieros de investigación	129	29.5%
Apoyo técnico	122	27.8%

Cartera de propiedades intelectuales

Métricas de propiedad intelectual a partir de 2024:

• Patentes totales: 87
• Solicitudes de patentes pendientes: 24
• Cobertura geográfica: Estados Unidos, Unión Europea, China

Infraestructura de investigación y desarrollo

Detalles de la infraestructura de I + D:

• Instalaciones totales de I + D: 3 laboratorios
• Gasto anual de I + D: $ 87.6 millones
• Lugares de investigación: South San Francisco, CA

Standard BioTools Inc. (Lab) - Modelo de negocio: propuestas de valor

Herramientas de investigación celulares y moleculares de alta precisión

Standard BioTools ofrece instrumentos de investigación de precisión con las siguientes especificaciones:

Categoría de productos	Nivel de precisión	Penetración del mercado
Sistemas de análisis celular	± 0.02% precisión	37.5% de participación en el mercado de la investigación
Plataformas de detección molecular	± 0.01% de sensibilidad	42.3% segmento de biotecnología

Soluciones innovadoras para investigaciones biológicas complejas

Las innovaciones tecnológicas clave incluyen:

• Tecnologías de secuenciación de células individuales
• Plataformas de inmunofluorescencia multiplex
• Sistemas avanzados de mapeo de interacción de proteínas

Tecnologías avanzadas de análisis genómico

Análisis genómico Detalles de la cartera de productos:

Tecnología	Rendimiento	Ingresos anuales
Plataforma de secuenciación genómica	50,000 muestras/año	$ 47.3 millones
Sistema de análisis de variantes genéticas	25,000 muestras/año	$ 29.6 millones

Habilitando descubrimientos científicos innovadores

Métricas de impacto de la investigación:

• Citado en 1.287 publicaciones revisadas por pares en 2023
• Apoyo a 672 instituciones de investigación activas a nivel mundial
• Aceleración de la investigación promedio: 43% de resultados experimentales más rápidos

Plataformas integrales de instrumentos de investigación

Capacidades de integración de la plataforma:

Tipo de plataforma	Compatibilidad	Eficiencia de integración
Suite de investigación integrada	95% de compatibilidad multiplataforma	78% de optimización del flujo de trabajo
Sistemas de investigación conectados a la nube	87% de integración de redes de investigación global	62% de eficiencia de intercambio de datos

Standard BioTools Inc. (Lab) - Modelo de negocio: relaciones con los clientes

Soporte técnico directo para equipos de investigación

BioTools estándar proporciona soporte técnico a través de múltiples canales:

Canal de soporte	Tiempo de respuesta	Disponibilidad
Soporte telefónico	Dentro de las 2 horas	8 am-6pm PST
Soporte por correo electrónico	Dentro de las 24 horas	24/7
Chat en vivo	Inmediato	9 am-5pm PST

Consultoría personalizada para aplicaciones científicas

Servicios de consultoría adaptados a necesidades de investigación específicas:

• Científicos de aplicaciones dedicadas
• Desarrollo de protocolo personalizado
• Optimización de instrumentos

Capacitación en línea y recursos educativos

Tipo de entrenamiento	Formato	Frecuencia
Seminarios web	Vivir en línea	Mensual
Tutoriales de video	Bajo demanda	Actualizaciones continuas
Manuales de usuario	PDF/interactivo	Actualizado anualmente

Compromiso de investigación colaborativa

Estadísticas de asociación de investigación:

• Colaboraciones de investigación activa: 42 instituciones
• Publicaciones conjuntas anuales: 18
• Financiación de subvenciones colaborativas: $ 3.7 millones

Gestión dedicada del éxito del cliente

Segmento de clientes	Gerentes asignados	Frecuencia de interacción
Investigación empresarial	1 por cada 5 clientes	Trimestral
Instituciones académicas	1 por cada 10 clientes	By-anualmente
Startup/Emerging Labs	Recursos compartidos	Según sea necesario

Standard BioTools Inc. (Lab) - Modelo de negocio: canales

Fuerza de ventas directa dirigida a instituciones de investigación

A partir del cuarto trimestre de 2023, Standard BioTools mantiene un equipo de ventas directas de 87 representantes especializados de ventas de equipos científicos. Compensación total del equipo de ventas anual: $ 12.4 millones.

Métricas del equipo de ventas	2023 datos
Representantes de ventas totales	87
Presupuesto anual del equipo de ventas	$ 12.4 millones
Duración del ciclo de ventas promedio	4.2 meses

Mercado de equipos científicos en línea

El canal de ventas digitales generó $ 24.6 millones en ingresos durante 2023, lo que representa el 38% de las ventas totales de la compañía.

• Sitio web Visitantes únicos: 215,000 por mes
• Catálogo de productos en línea: 346 instrumentos científicos
• Tasa de finalización de la transacción digital: 67%

Presentaciones de la conferencia científica y las ferias comerciales

Standard BioTools participó en 42 conferencias científicas en 2023, con un gasto total de marketing de eventos de $ 3.2 millones.

Participación de la conferencia	2023 estadísticas
Conferencias totales a las que asistió	42
Gasto de marketing	$ 3.2 millones
Generación de leads	1.876 clientes potenciales

Marketing digital a través de plataformas científicas especializadas

Presupuesto de marketing digital para 2023: $ 2.8 millones, dirigido a plataformas y revistas especializadas de investigación científica.

• Gasto publicitario digital: $ 2.8 millones
• Plataformas científicas específicas: 24
• Tasa de impresión de anuncios digitales: 4.3 millones mensuales

Demostración y consulta de productos basados ​​en la web

La plataforma de demostración de productos virtuales atendió 1.243 solicitudes de consulta únicas en 2023.

Métricas de consulta web	2023 datos
Solicitudes de consulta total	1,243
Duración de consulta promedio	47 minutos
Tasa de conversión de consulta	42%

Standard BioTools Inc. (Lab) - Modelo de negocio: segmentos de clientes

Laboratorios de investigación académica

A partir de 2024, los biotools estándar se dirigen a aproximadamente 4,500 laboratorios de investigación académica en todo el mundo. El desglose del segmento de mercado incluye:

Región	Número de laboratorios de investigación	Penetración potencial del mercado
América del norte	1,850	42%
Europa	1,300	29%
Asia-Pacífico	1,050	23%
Resto del mundo	300	6%

Organizaciones de investigación farmacéutica

Standard BioTools sirve 325 organizaciones de investigación farmacéutica en todo el mundo en 2024:

• Las 50 principales compañías farmacéuticas representan el 65% de los ingresos potenciales
• Las organizaciones farmacéuticas de nivel medio representan el 25% del mercado objetivo
• Las organizaciones de investigación farmacéutica emergente constituyen el 10% del segmento

Compañías de biotecnología

El segmento de clientes de biotecnología comprende 780 empresas a nivel mundial en 2024:

Tamaño de la empresa	Número de empresas	Inversión anual estimada en herramientas de investigación
Grandes empresas de biotecnología	95	$ 42.5 millones
Compañías de biotecnología de tamaño mediano	385	$ 18.3 millones
Pequeñas startups de biotecnología	300	$ 6.7 millones

Centros de diagnóstico clínico

Biotools estándar se dirige a 2.100 centros de diagnóstico clínico en 2024:

• Centros de diagnóstico en el hospital: 1.250 instalaciones
• Laboratorios de diagnóstico independientes: 650 instalaciones
• Centros de investigación de diagnóstico especializados: 200 instalaciones

Instituciones de investigación gubernamentales

Institución de investigación gubernamental Detalles del segmento de clientes para 2024:

Tipo de investigación del gobierno	Número de instituciones	Asignación anual de presupuesto de investigación
Institutos Nacionales de Salud	85	$ 127.6 millones
Centros de investigación agrícola	45	$ 62.3 millones
Agencias de investigación ambiental	35	$ 41.9 millones

Standard BioTools Inc. (Lab) - Modelo de negocio: Estructura de costos

Inversiones de investigación y desarrollo

En el año fiscal 2023, Standard BioTools Inc. reportó gastos de I + D de $ 51.4 millones, lo que representa el 34.2% de los ingresos totales.

Categoría de gastos de I + D	Monto ($)
Desarrollo de instrumentos	22,600,000
Tecnología de ensayo	15,300,000
Desarrollo de software	13,500,000

Procesos de fabricación avanzados

Los costos de fabricación para 2023 totalizaron $ 37.8 millones, con un desglose de la siguiente manera:

• Mantenimiento del equipo de producción: $ 8.2 millones
• Adquisición de materia prima: $ 15.6 millones
• Procesos de control de calidad: $ 6.9 millones
• Gastos generales de la instalación de fabricación: $ 7.1 millones

Reclutamiento de talento científico especializado

Los gastos totales de adquisición y retención de talentos en 2023 fueron de $ 24.6 millones.

Categoría de costos de reclutamiento de talento	Monto ($)
Salarios base	18,200,000
Tarifas de reclutamiento	3,400,000
Programas de capacitación	3,000,000

Infraestructura de marketing y ventas

Los gastos de marketing y ventas para 2023 ascendieron a $ 29.7 millones.

• Compensación del equipo de ventas: $ 12.5 millones
• Campañas de marketing: $ 8.9 millones
• Gastos de feria y conferencia: $ 4.3 millones
• Marketing digital: $ 4.0 millones

Mantenimiento de la propiedad intelectual

Los costos de propiedad intelectual para 2023 fueron de $ 5.2 millones.

Categoría de mantenimiento de IP	Monto ($)
Presentación de patentes y enjuiciamiento	3,100,000
Consultoría legal	1,400,000
Gestión de cartera de IP	700,000

Standard BioTools Inc. (Lab) - Modelo de negocio: flujos de ingresos

Venta de instrumentos científicos

Q4 2023 Ventas de instrumentos científicos: $ 34.2 millones

Categoría de productos	Ingresos ($ M)	Porcentaje de ventas
Sistemas microfluídicos	15.6	45.6%
Herramientas de análisis de células individuales	12.4	36.3%
Instrumentos de análisis de proteínas	6.2	18.1%

Acuerdos de licencia de tecnología

Ingresos anuales de licencia de tecnología: $ 7.5 millones

• Plataformas de investigación de biotecnología
• Tecnologías de secuenciación de células monitoreadas
• Patentes de dispositivo microfluídico

Suscripciones recurrentes de software y servicio

Ingresos anuales de suscripción de software recurrente: $ 5.8 millones

Tipo de suscripción	Tarifa mensual	Ingresos anuales
Plataforma de análisis de datos básico	$299	$ 2.3M
Suite de investigación avanzada	$799	$ 3.5M

Contratos de soluciones de investigación personalizadas

Valor total del contrato de investigación personalizada para 2023: $ 12.6 millones

• Asociaciones de investigación farmacéutica
• Colaboraciones de la institución académica
• Contratos de investigación biotecnología

Servicio de soporte técnico y capacitación

Ingresos anuales de soporte técnico y capacitación: $ 4.3 millones

Categoría de servicio	Ingresos ($ M)
Entrenamiento de instrumentos	1.9
Paquetes de soporte técnico	2.4

Standard BioTools Inc. (LAB) - Canvas Business Model: Value Propositions

You're looking at the core offerings that Standard BioTools Inc. is selling to its customer segments-researchers in academia, pharma, and biotech. The value is rooted in enabling deeper, more complex biological understanding through advanced instrumentation and assays.

High-parameter, single-cell analysis for deep biological insights (CyTOF XT)

The value proposition centers on providing high-resolution data that legacy methods can't match. The CyTOF XT system delivers automated high-parameter single-cell analysis using metal isotope-conjugated antibodies. While specific adoption rates aren't public, the instrument segment shows traction:

• Instruments revenue for the first quarter of 2025 was $7.8 million, up 24% year-over-year.
• Instruments revenue from continuing operations for the third quarter of 2025 was $5.1 million.

Reliable and repeatable results for complex translational and clinical research

Repeatability is key for moving research into clinical translation, and the company ties this to its overall operational discipline, which management refers to as the Standard BioTools Business System (SBS). The overall company financial health reflects the market environment for these high-value tools:

Metric	Q1 2025 Value	FY 2025 Outlook (Combined)	As of September 30, 2025 (TTM)
Total Revenue	$40.8 million	$165 million to $175 million	$169.74M
Non-GAAP Gross Margin	53.2%	N/A	N/A

Spatial biology solutions (Hyperion XTi) for tissue imaging

The Hyperion XTi spatial biology instrument is a specific driver of the instrument revenue stream. This platform helps researchers visualize data directly within the tissue context. The growth here is notable:

• Instrument revenue in the first quarter of 2025 was driven by strong growth in the Hyperion XTi platform.
• Consumables revenue in the third quarter of 2025 saw growth in imaging, partially offsetting declines elsewhere.

Integrated proteomics solutions via the Illumina partnership

The proteomics offering, significantly bolstered by the SomaLogic assets, is positioned for accelerated access through the Illumina collaboration. The strategic financial move here is the divestiture of the majority of that business to secure capital for future focus:

• Standard BioTools announced the sale of SomaLogic to Illumina for an upfront cash payment of $350 million, with up to $75 million in milestone payments, totaling up to $425 million.
• The company expects to have at least $550 million in cash at the closing of the Illumina transaction in the first half of 2026.
• The Illumina Protein Prep product is noted as delivering groundbreaking precision in NGS proteomics for more than 40 customers.

The company is driving toward profitability, targeting adjusted EBITDA break-even in 2026.

Standard BioTools Inc. (LAB) - Canvas Business Model: Customer Relationships

You're looking at how Standard BioTools Inc. maintains its connections with its customer base as of late 2025. This is critical because, for a company selling complex instrument systems, the relationship doesn't end at the sale; it transitions into long-term service and recurring revenue streams.

The structure relies heavily on direct engagement, which you can see reflected in the service revenue components. For the third quarter of 2025, Services revenue, which is predominantly Field Services, clocked in at $5.8 million year-over-year. This revenue stream is directly tied to the installed base and the ongoing relationship with the customer for instrument upkeep.

Dedicated direct sales and field application specialist support is the backbone here. While we don't have a precise headcount for the field application specialists, the performance of the service segment gives us a clue about the existing contract health. Field Services revenue decreased by 9% year-over-year in Q3 2025. Management noted this was due to fewer active service contracts and lower on-demand revenue, which, interestingly, was partially driven by improved instrument quality and uptime. That uptime improvement is a double-edged sword: great for the customer, but it means less reactive service revenue for Standard BioTools Inc. in the short term.

For high-touch, consultative selling, especially for complex instrument systems, the focus shifts to large, strategic partnerships. The company serves top biopharmaceutical companies and leading academic research universities. A concrete example of a significant, high-touch engagement is the selection of their SomaScan 11K Assay by the PRECISE-SG100K biobank to run 100,000 samples. That kind of volume commitment requires deep, consultative support across the entire workflow.

Customer-funded projects and collaborations are a key part of the revenue mix, especially through Lab Services. For the first quarter of 2025, total Services revenue (Lab Services and Field Services) was $17.6 million, down 16% year-over-year. Lab services revenue, which is primarily generated by performing the SomaScan® assay on customer samples to generate data, is expected to increase over the long-term as they win new contracts and expand the scope with existing customers. This is where the consultative relationship turns into recurring, high-value service revenue.

Here's a quick look at the revenue composition from the first quarter of 2025 to show where these relationship-driven components fit within the total picture. Remember, the full-year 2025 combined revenue guidance is between $165 million and $175 million.

Revenue Component (Q1 2025)	Amount (In thousands)	Year-over-Year Change
Total Revenue	$40,795	Down 10%
Total Product Revenue	$22,232	(Instruments $7,778, Consumables $14,454)
Total Service Revenue	$17,607	Down 16%
Lab Services Revenue	$12,106	(Part of Total Service Revenue)
Field Services Revenue	$5,501	(Part of Total Service Revenue)
Collaboration and Other Revenue	$956	(Part of Total Revenue)

Long-term service contracts are the mechanism for ensuring instrument uptime, which is a core value proposition. However, the company is actively managing its cost structure, implementing a restructuring plan expected to deliver over $40 million in total annualized cost savings by 2026, which included a reduction-in-force of approximately 20% of its global workforce. This signals a pivot toward operational efficiency to support the remaining, high-value customer relationships.

Finance: draft 13-week cash view by Friday.

Standard BioTools Inc. (LAB) - Canvas Business Model: Channels

You're looking at how Standard BioTools Inc. gets its products and services into the hands of researchers, which is a mix of direct engagement and strategic alignment, especially given the recent corporate transformation. Honestly, the channel strategy is currently being reshaped by the announced divestiture of SomaLogic to Illumina, which is expected to close in the first half of 2026.

The direct engagement component relies heavily on specialized personnel. The company has been actively managing its team size; in September 2025, Standard BioTools implemented a phased operational restructuring that included an aggregate reduction-in-force of approximately 20% of its global workforce, which certainly impacts the scale of the direct sales and service teams. The company recognizes the necessity of a direct sales force that includes people with specific scientific backgrounds and expertise to handle their technically complex products.

Here's a look at the revenue generated through these channels for the third quarter of 2025, focusing on continuing operations, which reflects the core business post-SomaLogic announcement:

Channel/Revenue Type (Q3 2025 Continuing Ops)	Amount (USD)	Year-over-Year Change
Consumables Revenue	$8.7 million	Down 17%
Instruments Revenue	$5.1 million	Down 3%
Services Revenue (Predominantly Field Services)	$5.8 million	Down 9%

The Field Services team directly supports the installed base for installation, maintenance, and training. The revenue from this segment, which is mostly Field Services, was $5.8 million in the third quarter of 2025. The decrease in this revenue stream was attributed to fewer active service contracts and lower on-demand revenue, which management suggested was partly due to improved instrument quality and uptime.

For E-commerce and direct ordering, the data is aggregated under Consumables revenue, which was $8.7 million in Q3 2025. While the company uses direct ordering channels, specific statistical data separating e-commerce sales from other direct orders isn't explicitly broken out in the latest reports. Still, the overall consumables performance is a key indicator of this channel's activity.

Regarding Strategic Partner Channels, the most significant recent development involves Illumina. Standard BioTools agreed to sell SomaLogic to Illumina for an upfront cash payment of $350 million, with up to $75 million in earnout payments, and Standard BioTools retains a 2% royalty on net revenues from certain SOMAmer-based NGS library preparation kits for 10 years following the closing. This transaction simplifies the operating structure and positions Standard BioTools to focus on its core genomic profiling solutions, suggesting a future channel strategy that may lean more heavily on direct sales for its retained assets, while the Illumina partnership provides a specific, defined royalty stream from a major distribution network for the divested technology.

The company's full-year 2025 outlook for combined revenue is in the range of $165 million to $175 million, with revenue from continuing operations expected between $78 million to $83 million. This provides the context for the scale at which these channels are currently operating.

• Global direct sales force supports placement of instruments and consumables.
• Field services team handles installation, maintenance, and training, generating $5.8 million in Q3 2025 services revenue.
• Consumables, which include direct ordering, accounted for $8.7 million of Q3 2025 continuing operations revenue.
• Strategic partnership with Illumina is evolving, shifting from a subsidiary sale to a long-term royalty stream of 2% on specific kit sales for 10 years.

Standard BioTools Inc. (LAB) - Canvas Business Model: Customer Segments

You're looking at the core buyers for Standard BioTools Inc. as of late 2025. The company serves a specialized Business-to-Business (B2B) clientele across the life science research sector, focusing on high-parameter, single-cell, and spatial biology solutions. The customer base is global, with sales and support operations across North America, Europe, and Asia. Standard BioTools has between 501-1000 Employees.

Pharmaceutical and biotechnology companies focused on drug discovery and development.

These organizations are major adopters of the company's platforms for drug discovery, development, and personalized medicine initiatives. They focus on high-throughput and complex applications, often leveraging proteomics, which is noted as the largest revenue contributor for Standard BioTools. The company's Hyperion XTi spatial proteomics platform drove instrument revenue growth of 24% year-over-year in Q1 2025, indicating strong engagement from this segment for advanced spatial biology tools. The focus here is on translating scientific discoveries into better patient outcomes using technologies like mass cytometry and microfluidics.

Academic and government research institutions, though facing NIH funding pressure.

Academic institutions and government research centers form a significant part of the customer base. However, this segment is clearly feeling the pinch of external financial constraints. Standard BioTools explicitly expects a high single-digit millions decline in Americas academic revenue for fiscal year 2025 due to anticipated NIH funding pressures. This pressure is reflected in the revenue trends; for instance, Q3 2025 revenue from continuing operations was $19.6 million, down 11% year-over-year, with lower consumables revenue reflecting project funding declines in certain areas. Still, the company maintains a strong cash position of $217.0 million as of September 30, 2025, which supports their strategy to fuel inorganic growth through M&A.

Clinical laboratories and cancer research centers (oncology/immunology focus).

This group leverages Standard BioTools' solutions for translational and clinical research, with specific emphasis on oncology, immunology, and immunotherapy. Product development, such as the CyTOF XT PRO system, is tailored for specific research needs in oncology. The company's platforms help researchers probe cellular heterogeneity and complex tissue architecture, which is critical for these clinical focus areas. You can see the mix of business across the latest reported quarter for continuing operations, which gives you a sense of the current operational scale:

Revenue Category (Q3 2025 Continuing Operations)	Amount (USD)	Year-over-Year Change
Consumables Revenue	$8.7 million	Down 17%
Instruments Revenue	$5.1 million	Down 3%
Services Revenue (Field Services)	$5.8 million	Down 9%

The overall revenue from continuing operations in Q3 2025 was $19.6 million. The decline in Services revenue is partly attributed to improved instrument quality and uptime, meaning fewer service contracts and lower on-demand work.

Biobanks and population studies leveraging large-scale proteomics.

Biobanks and large-scale population studies are key users for high-throughput and complex multi-omics analyses, especially proteomics. The company's SomaScan technology, enhanced by the SomaLogic merger (though SomaLogic was later sold, the installed base and application focus remain), is central to this market. The consumables segment, which often reflects high-volume assay use typical in large studies, showed a decline in Q3 2025 of 17% year-over-year to $8.7 million in continuing operations. However, the imaging consumables line within this segment saw growth in Q3 2025, partially offsetting other declines. The overall strategy post-SomaLogic sale is to focus on attractive end markets like bioprocessing and clinical research, aiming for higher profit margins.

The company is executing a restructuring plan expected to deliver over $40 million in annualized cost savings, to be fully realized in 2026, which is a direct response to the current macro environment impacting customer spending. Finance: review the impact of the 20% workforce reduction on Q4 2025 operating expense projections by Wednesday.

Standard BioTools Inc. (LAB) - Canvas Business Model: Cost Structure

You're looking at the core expenses Standard BioTools Inc. faced as of late 2025, particularly after the strategic realignment following the SomaLogic sale announcement. The cost structure is heavily influenced by the nature of their high-tech offerings and recent efficiency drives.

High cost of goods sold (COGS) for complex instruments and consumables is a key driver. For the quarter ended September 30, 2025, the GAAP gross margin was reported at 48.5%, a notable drop from 54.9% in the third quarter of 2024. This margin compression was attributed to lower volume and product mix. Consumables revenue, which carries a significant COGS component, saw a sharp 17% year-over-year decline to $8.7 million in Q3 2025.

The company continues to bear significant R&D investment to maintain technology leadership. For continuing operations in the third quarter of 2025, non-GAAP Research & Development operating expenses were $5,631 thousand. While overall operating expenses rose, R&D expenses were noted as being lower, partially offsetting other increases due to the reclassification of SomaLogic and retained corporate costs.

Sales, General, and Administrative (SG&A) expenses form a substantial part of the operating spend. For Q3 2025 continuing operations, non-GAAP SG&A operating expenses totaled $26,595 thousand. Total GAAP Operating Expenses for the third quarter of 2025 were $42.4 million, an increase of 9% compared to the third quarter of 2024.

The financial impact of the restructuring charges related to the 20% global workforce reduction is clearly visible in the period's results. Operating expenses for Q3 2025 included $9.4 million in restructuring and related charges. This phased operational restructuring plan, implemented in September 2025, is expected to deliver over $40 million in total annualized cost savings, to be fully realized in 2026.

Here's a breakdown of the key operating expenses for Standard BioTools Inc. continuing operations for the three months ended September 30, 2025:

Cost Category	Q3 2025 Amount (in thousands)	Year-over-Year Change (vs Q3 2024)
Total Operating Expenses (GAAP)	$42,400	Up 9%
Restructuring and Related Charges	$9,428	Included in GAAP OpEx
Non-GAAP SG&A Operating Expenses	$26,595	N/A
Non-GAAP R&D Operating Expenses	$5,631	N/A

The restructuring initiative is directly tied to future cost management and the goal of achieving profitability:

• Targeted annualized cost savings from restructuring: over $40 million.
• Workforce reduction percentage: approximately 20% of global workforce.
• Expected realization of full savings: by 2026.
• Targeted profitability milestone: positive adjusted EBITDA in 2026.

The cost of servicing existing business also saw a change. Services revenue, mostly Field Services, decreased by 9% year-over-year to $5.8 million in Q3 2025, partly due to lower on-demand revenue driven by improved instrument quality and uptime.

Finance: draft 13-week cash view by Friday.

Standard BioTools Inc. (LAB) - Canvas Business Model: Revenue Streams

You're looking at how Standard BioTools Inc. actually brings in the money as of late 2025, specifically focusing on the revenue streams derived from continuing operations after the SomaLogic divestiture. Honestly, the picture is one of a business leaning heavily on recurring sales, even if the instrument side is showing some near-term softness.

For the third quarter ending September 30, 2025, the revenue mix from continuing operations clearly shows where the day-to-day cash is coming from. Consumables and reagents are the backbone here, representing the recurring revenue stream you want to see in a tools business. Still, instrument sales are a necessary component for future recurring revenue.

Here's the quick math on the Q3 2025 continuing operations revenue breakdown:

Revenue Component	Q3 2025 Amount (Millions USD)	Year-over-Year Change
Consumables and Reagents Sales	$8.7 million	Down 17%
Instrument Sales	$5.1 million	Down 3%
Service and Other Revenue (Field Services)	$5.8 million	Down 9%

You can see the pressure points right there. Consumables revenue was down 17% year-over-year, which management tied to project funding declines in flow and microfluidics. That's a definite headwind you need to watch. Instruments, while down only 3%, still show capital markets are tight for new equipment purchases right now.

The Service and Other revenue, which is predominantly Field Services, totaled $5.8 million for the quarter. This stream also saw a decline, down 9% year-over-year, due to fewer active service contracts and lower on-demand revenue, though improved instrument quality and uptime helped temper that a bit.

Looking ahead for the full fiscal year 2025, management is maintaining its guidance based on these trends and the expected back-half seasonality. The expectation for revenue from continuing operations is set within a fairly narrow band:

• Full-Year 2025 Continuing Operations Revenue Guidance: $78 million to $83 million.
• This guidance is maintained despite macro dynamics, suggesting confidence in the cost-saving initiatives taking hold.

To be fair, the total combined company revenue guidance remains between $165 million and $175 million for the full year, but the continuing operations number is what reflects the core, post-divestiture business you are analyzing. If onboarding takes 14+ days, churn risk rises, especially in that services segment.

Finance: draft 13-week cash view by Friday.