Agilent Technologies, Inc. (a): Business Model Canvas [Jan-2025 Mis à jour]

Dans le paysage complexe de l'innovation scientifique, Agilent Technologies apparaît comme une puissance de précision et d'excellence technologique. Contrôlant l'écart entre la recherche de pointe et les solutions transformatrices, ce leader mondial a méticuleusement conçu un modèle commercial qui propulse la découverte scientifique dans plusieurs industries. Des instruments analytiques avancés aux technologies de diagnostic révolutionnaire, l'approche complète d'Agilent montre comment les partenariats stratégiques, l'innovation implacable et les solutions centrées sur le client peuvent révolutionner la façon dont nous comprenons et interagir avec la mesure et la recherche scientifiques.

Agilent Technologies, Inc. (a) - Modèle commercial: partenariats clés

Collaborations stratégiques avec les institutions de recherche et les universités

Agilent Technologies maintient des partenariats de recherche avec les établissements universitaires suivants:

Institution	Focus de recherche	Année de partenariat
Université de Stanford	Technologies de mesure avancées	2022
Institut de technologie du Massachusetts (MIT)	Recherche de semi-conducteurs	2023
California Institute of Technology (Caltech)	Instrumentation des sciences de la vie	2021

Partenariats avec des fabricants de semi-conducteurs et d'électronique

Les partenariats clés des semi-conducteurs comprennent:

• TSMC (Taiwan Semiconductor Manufacturing Company)
• Intel Corporation
• Samsung Electronics
• GlobalFoundries

Alliances avec des sociétés de soins de santé et de pharmaceutique

Entreprise	Type de collaboration	Valeur collaborative annuelle
Pfizer	Développement d'équipements de diagnostic	45 millions de dollars
Roche Diagnostics	Instrumentation de laboratoire	38 millions de dollars
Johnson & Johnson	Technologie de recherche	32 millions de dollars

Relations des fournisseurs avec les fabricants de composants de précision

Fournisseurs de composants de précision critique:

• Technologies de Keysight
• Teradyne Inc.
• Dispositifs analogiques
• Instruments nationaux

Accords de développement conjoints avec les innovateurs technologiques

Partenaire technologique	Zone de développement	Montant d'investissement
Recherche IBM	Systèmes de mesure avancés	67 millions de dollars
Thermo Fisher Scientific	Instrumentation des sciences de la vie	52 millions de dollars
Qualcomm	Technologies de test de semi-conducteurs	41 millions de dollars

Agilent Technologies, Inc. (A) - Modèle d'entreprise: activités clés

Conception et fabrication d'instruments scientifiques avancés

Au cours de l'exercice 2023, Agilent Technologies a investi 1,76 milliard de dollars en dépenses en capital pour la fabrication d'instruments. La société exploite 14 installations de fabrication primaires dans le monde, avec des emplacements clés dans:

Emplacement	Focus de fabrication primaire
Santa Clara, Californie	Instruments électroniques et de sciences de la vie
Waldbronn, Allemagne	Instruments de mesure analytique
Singapour	Systèmes d'automatisation de conception électronique

Recherche et développement des technologies analytiques

Agilent dépensé 678 millions de dollars en R&D en 2023, représentant 6,1% des revenus totaux. Les domaines clés de la R&D comprennent:

• Technologies de chromatographie
• Solutions de spectrométrie de masse
• Spectroscopie moléculaire
• Instruments de recherche génomique et protéomique

Innovation de produit dans les sciences de la vie et les diagnostics

En 2023, Agilent a lancé 37 nouvelles gammes de produits à travers les sciences de la vie et les segments de diagnostic. Investissements d'innovation ciblés:

Segment	Introductions de nouveaux produits
Pharmaceutique	12 nouvelles plates-formes analytiques
Diagnostic clinique	8 solutions de test moléculaires
Tests environnementaux	17 technologies de mesure avancées

Développement de logiciels pour les solutions de mesure scientifique

Agilent alloué 214 millions de dollars spécifiquement au développement de logiciels en 2023. Le développement de logiciels s'est concentré sur:

• Plates-formes de gestion des données basées sur le cloud
• Algorithmes d'analyse améliorés AI
• Systèmes de gestion de laboratoire intégrés
• Logiciel de suivi de la conformité et de la réglementation

Services mondiaux de vente et de support client

En 2023, Agilent a maintenu un réseau mondial de vente et de soutien dans plus de 100 pays avec:

• 3 200 représentants des ventes directes
• 1 800 ingénieurs de support client
• 892 millions de dollars investis dans l'engagement mondial des clients

Région	Couverture des ventes	Centres de soutien
Amérique du Nord	38% des revenus mondiaux	22 centres de soutien
Europe	29% des revenus mondiaux	18 centres de soutien
Asie-Pacifique	33% des revenus mondiaux	27 centres de soutien

Agilent Technologies, Inc. (A) - Modèle d'entreprise: Ressources clés

Portfolio de propriété intellectuelle étendue

En 2023, Agilent Technologies détient 2 500+ brevets actifs dans le monde. Valeur du portefeuille de brevets estimé à 1,2 milliard de dollars.

Catégorie de brevet	Nombre de brevets
Sciences de la vie	837
Diagnostic	612
Mesure électronique	1,051

Équipes d'ingénierie et de recherche hautement qualifiées

Total de la main-d'œuvre: 14 400 employés en 2023. Composition du personnel de la R&D:

• Chercheurs de doctorat: 1 250
• Titulaires de maîtrise: 2 350
• Titulaires de baccalauréat: 3 600

Installations de recherche et de fabrication avancées

Empreinte de fabrication et de recherche mondiale:

Emplacement	Type d'installation	Taille (sq. Ft)
Santa Clara, CA	Centre de recherche	450,000
Singapour	Usine de fabrication	350,000
Waldbronn, Allemagne	Complexe de R&D	280,000

Infrastructure technologique de pointe

Investissement technologique annuel: 685 millions de dollars en 2023. Répartition des infrastructures technologiques:

• Infrastructure de cloud computing: 95 millions de dollars
• IA et systèmes d'apprentissage automatique: 127 millions de dollars
• Équipement de laboratoire avancé: 463 millions de dollars

Forte réputation de marque dans l'instrumentation scientifique

Métriques d'évaluation de la marque:

Métrique de la marque	Valeur
Valeur de marque	3,4 milliards de dollars
Part de marché dans les instruments scientifiques	22.7%
Évaluation de satisfaction du client	4.6/5

Agilent Technologies, Inc. (a) - Modèle d'entreprise: propositions de valeur

Technologies analytiques et de mesure de haute précision

Agilent Technologies génère 6,67 milliards de dollars de revenus annuels à partir des technologies de mesure de précision à partir de 2023. Le segment des instruments analytiques de la société fournit des solutions de mesure avec une précision de 99,99% dans plusieurs domaines scientifiques.

Catégorie de technologie	Contribution des revenus	Part de marché
Systèmes de chromatographie en phase	1,42 milliard de dollars	38.5%
Systèmes de chromatographie liquide	1,89 milliard de dollars	42.7%
Systèmes de spectrométrie de masse	986 millions de dollars	29.3%

Solutions complètes pour la recherche sur les sciences de la vie

Agilent fournit des solutions de recherche complètes avec 2,3 milliards de dollars dédiés aux technologies de recherche en sciences de la vie en 2023.

• Plates-formes de séquençage génomique
• Outils d'analyse de la protéomique
• Instrumentation de recherche cellulaire
• Équipement de diagnostic moléculaire

Équipement de diagnostic et de test avancé

Le segment de diagnostic génère 1,54 milliard de dollars de revenus annuels avec une croissance de 27,6% sur toute l'année dans les technologies diagnostiques cliniques.

Catégorie de diagnostic	Revenus annuels	Taux de croissance
Diagnostic moléculaire	678 millions de dollars	32.4%
Diagnostic de pathologie	462 millions de dollars	22.7%
Chimie clinique	400 millions de dollars	18.9%

Solutions technologiques innovantes pour des défis scientifiques complexes

Agilent investit 1,1 milliard de dollars par an en recherche et développement, représentant 16,5% du total des revenus de l'entreprise.

• Technologies de détection quantique
• Solutions de spectroscopie avancée
• Outils de mesure de la nanotechnologie
• Plates-formes d'analyse améliorées de l'intelligence artificielle

Instrumentation scientifique fiable et précise

Les mesures de fiabilité des instruments démontrent une cohérence opérationnelle de 99,7% entre les gammes de produits avec un temps moyen entre les échecs (MTBF) dépassant 10 000 heures de fonctionnement.

Catégorie d'instruments	Cote de fiabilité	Durée de vie moyenne
Instruments de recherche	99.8%	15 ans
Diagnostic clinique	99.6%	12 ans
Tests industriels	99.5%	10 ans

Agilent Technologies, Inc. (a) - Modèle d'entreprise: relations avec les clients

Aide aux ventes directes et consultation

Agilent Technologies maintient une force de vente directe mondiale de 5 200 professionnels de la vente à partir de 2023. La société génère environ 6,8 milliards de dollars de revenus annuels grâce à des stratégies d'engagement client direct.

Canal de vente	Couverture	Contribution annuelle des revenus
Équipe de vente directe	Comptes d'entreprise mondiaux	4,2 milliards de dollars
Groupe de solutions d'entreprise	Grandes institutions scientifiques	1,6 milliard de dollars
Services de conseil spécialisés	Recherche & Segments industriels	1 milliard de dollars

Programmes de soutien technique et de formation

Agilent investit 240 millions de dollars par an dans une infrastructure de formation client et de support technique.

• Centres de support technique 24/7 24/7
• Plateformes de formation en ligne
• Programmes de certification
• Webinaire Series

Plateformes de service client en ligne

Les plates-formes de fiançailles clients numériques génèrent 450 millions de dollars de revenus liés aux services. La société maintient 3 canaux de support numérique principaux avec une cote de satisfaction client de 98,7%.

Plate-forme numérique	Utilisateurs actifs mensuels	Taux de résolution des services
Portail client	87,000	95.3%
Forum de support technique	62,500	93.6%
Base de connaissances	145,000	96.2%

Partenariats collaboratifs à long terme

Agilent maintient 672 accords de partenariat stratégique avec les institutions de recherche et les sociétés, générant 1,2 milliard de dollars de revenus de recherche en collaboration.

Développement de solutions personnalisées

Le développement de la solution personnalisée représente 22% du chiffre d'affaires total d'Agilent, soit 1,5 milliard de dollars par an. La société consacre 375 ingénieurs à la conception de solutions spécialisées.

Segment de l'industrie	Solutions personnalisées	Revenus annuels
Pharmaceutique	187 Projets	520 millions de dollars
Biotechnologie	142 projets	415 millions de dollars
Recherche académique	98 projets	265 millions de dollars

Agilent Technologies, Inc. (A) - Modèle d'entreprise: canaux

Force de vente directe

En 2024, Agilent Technologies maintient une équipe de vente directe mondiale d'environ 4 500 professionnels de la vente dans plusieurs régions. La force de vente couvre les principaux marchés, notamment:

Région	Taille de l'équipe de vente	Focus principal
Amérique du Nord	1 750 représentants	Sciences de la vie et diagnostics
Europe	1 200 représentants	Analyse chimique et mesure électronique
Asie-Pacifique	1 550 représentants	Marchés pharmaceutiques et de recherche

Plateformes de commerce électronique en ligne

Les canaux de vente numériques d'Agilent ont généré 387 millions de dollars de revenus en 2023, ce qui représente 12,4% du total des ventes d'entreprises. Les plates-formes en ligne clés comprennent:

• Agilent.com Portail de vente directe
• Marché spécialisé des équipements scientifiques
• Systèmes d'approvisionnement B2B intégrés

Distributeurs d'équipements scientifiques

Agilent travaille avec 237 distributeurs d'équipements scientifiques autorisés dans le monde, couvrant les marchés et régions spécialisés avec:

Catégorie de distributeur	Nombre de partenaires	Couverture géographique
Distributeurs de recherche universitaire	89 partenaires	Réseaux universitaires mondiaux
Distributeurs pharmaceutiques	62 partenaires	Marchés cliniques et de recherche
Distributeurs de recherche industrielle	86 partenaires	Secteurs de fabrication et de technologie

Salons commerciaux et conférences de l'industrie

En 2023, Agilent a participé à 127 conférences internationales scientifiques et technologiques, avec:

• Investissement total de conférence: 22,3 millions de dollars
• Association moyenne de la conférence: 3 500 participants par événement
• Génération directe de leads: 4 672 contacts potentiels des clients

Marketing numérique et publications techniques

Les canaux de marketing numérique pour Agilent en 2024 incluent:

Canal de marketing	Portée annuelle	Taux d'engagement
Marketing LinkedIn	2,1 millions de professionnels scientifiques	Taux d'engagement de 4,7%
Webinaires techniques	87 500 participants enregistrés	Taux de conversion de 6,2%
Publicités de publication scientifique	42 revues à comité de lecture	Interaction 3,9% des lecteurs

Agilent Technologies, Inc. (a) - Modèle d'entreprise: segments de clientèle

Laboratoires de recherche

Agilent Technologies dessert 5 200 laboratoires de recherche dans le monde en 2024.

Type de laboratoire	Dépenses annuelles	Nombre de clients
Laboratoires de recherche gouvernementaux	87,3 millions de dollars	1,450
Installations de recherche privées	112,6 millions de dollars	3,750

Sociétés pharmaceutiques

Agilent dessert 372 sociétés pharmaceutiques dans le monde.

• Les 50 principales sociétés pharmaceutiques représentent 68% des revenus du segment
• Valeur du contrat annuel par client pharmaceutique: 3,2 millions de dollars

Institutions universitaires

Agilent soutient 1 876 établissements universitaires en 2024.

Type d'institution	Pénétration totale du marché	Investissement annuel moyen
Universités de recherche	62%	1,7 million de dollars
Collèges communautaires	38%	$420,000

Centres de diagnostic de soins de santé

Agilent dessert 2 100 centres de diagnostic de soins de santé.

• Segment du marché du diagnostic clinique: 456 millions de dollars de revenus
• Investissement moyen de l'équipement annuel par centre: 780 000 $

Fabricants de semi-conducteurs et d'électronique

Agilent prend en charge 287 fabricants de semi-conducteurs et d'électronique.

Catégorie du fabricant	Contribution annuelle des revenus	Nombre de clients
Grandes sociétés de semi-conducteurs	612 millions de dollars	47
Fabricants d'électronique de taille moyenne	278 millions de dollars	240

Agilent Technologies, Inc. (A) - Modèle d'entreprise: Structure des coûts

Investissement de R&D significatif

Au cours de l'exercice 2023, Agilent Technologies a investi 724,3 millions de dollars dans la recherche et le développement, ce qui représente 7,2% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2023	724,3 millions de dollars	7.2%
2022	687,5 millions de dollars	6.9%

Frais de fabrication et de production

Les coûts de fabrication totaux pour Agilent en 2023 étaient d'environ 1,2 milliard de dollars, avec des installations de production clés situées:

• Santa Clara, Californie, États-Unis
• Waldbronn, Allemagne
• Singapour
• Malaisie

Opérations mondiales de vente et de marketing

Les dépenses de vente et de marketing pour l'exercice 2023 ont totalisé 1,45 milliard de dollars, ce qui représente 14,4% des revenus totaux.

Région	Pourcentage de ventes
Amériques	42%
Europe	28%
Asie-Pacifique	30%

Maintenance des infrastructures technologiques

L'infrastructure technologique annuelle et les coûts de maintenance informatique se sont élevés à 218,6 millions de dollars en 2023, notamment:

• Infrastructure de cloud computing
• Systèmes de cybersécurité
• Maintenance des logiciels d'entreprise
• Technologies de réseau et de communication

Acquisition et rétention de talents

Les dépenses totales des ressources humaines et des talents en 2023 étaient de 892,4 millions de dollars, notamment:

• Salaires: 678,2 millions de dollars
• Avantages: 142,6 millions de dollars
• Formation et développement: 41,8 millions de dollars
• Recrutement: 29,8 millions de dollars

Structure totale des coûts pour l'exercice 2023: 3,98 milliards de dollars

Agilent Technologies, Inc. (A) - Modèle d'entreprise: Strots de revenus

Ventes d'instruments scientifiques

Au cours de l'exercice 2023, Agilent Technologies a déclaré un chiffre d'affaires total de 6,967 milliards de dollars. Ventes d'instruments scientifiques sur quatre segments principaux:

Segment	Revenus (2023)	Pourcentage
Sciences de la vie & Marchés appliqués	3,292 milliards de dollars	47.3%
Diagnostic & Génomique	1,670 milliard de dollars	24.0%
Pharmaceutique & Marchés appliqués	1,505 milliard de dollars	21.6%
Semi-conducteur & Scientifique	500 millions de dollars	7.1%

Contrats de service récurrent et de maintenance

Revenus de contrat de service annuel: 658 millions de dollars, représentant 9,4% du total des revenus de l'entreprise.

Licence de solution logicielle et numérique

Les solutions numériques et les licences logicielles ont généré 412 millions de dollars en 2023, avec des domaines de produit clés:

• Systèmes de gestion de l'information en laboratoire
• Logiciel d'analyse des données
• Plates-formes analytiques basées sur le cloud

Consommables et pièces de remplacement

Répartition des revenus des consommables:

Catégorie de produits	Revenus annuels
Colonnes de chromatographie	237 millions de dollars
Supplies de spectrométrie de masse	189 millions de dollars
Réactifs et normes d'étalonnage	165 millions de dollars

Services de conseil et de support technique

Revenus de support technique et de conseil: 276 millions de dollars en 2023, notamment:

• Services d'étalonnage des instruments
• Conseil de développement de méthodes
• Support de formation et de mise en œuvre

Agilent Technologies, Inc. (A) - Canvas Business Model: Value Propositions

The core value Agilent Technologies delivers is not just selling instruments, but providing comprehensive, validated workflow solutions that let labs operate with higher confidence and efficiency. You are buying a complete, regulatory-compliant answer, not just a piece of hardware. This approach drives a powerful, recurring revenue model that stabilizes the business, even when capital equipment sales fluctuate.

For fiscal year 2025, the company is guiding to a full-year revenue outlook in the range of $6.73 billion to $6.81 billion, and a non-GAAP earnings per share (EPS) of $5.54 to $5.61, a trajectory heavily supported by these sticky, high-value propositions.

Integrated workflow solutions for complex lab testing and diagnostics.

Labs face immense pressure to deliver accurate results fast, and Agilent solves this by integrating instruments, consumables, and software into a single, seamless process. This is the definition of a workflow solution-it removes the headache of making disparate systems talk to each other. For example, in environmental testing, their best-in-class PFAS (Per- and Polyfluoroalkyl Substances) workflow solutions, which often include the 6495 triple quad LC/MS, provide a complete, validated method from sample preparation to final report.

The company's Ignite Transformation initiative is specifically designed to create a more seamless customer experience across instruments, software, and services. This focus on the full solution, rather than just the box, is key to their market leadership.

High-precision, reliable analytical instruments for regulated industries.

In highly regulated sectors like pharmaceuticals and environmental testing, instrument reliability isn't a feature; it's a non-negotiable requirement. Agilent provides instruments that deliver both high precision and the necessary uptime to maintain compliance and throughput. The recent launch of the Infinity III LC (Liquid Chromatography) platform, for instance, has generated a strong customer response, leading to increased conversations about new opportunities and fleet refreshes.

Their first-mover advantage in critical areas like PFAS testing is secured by proprietary systems such as the Null Tree LC and the 6495D LC/TQ (Liquid Chromatography/Triple Quadrupole Mass Spectrometer), which are purpose-built for the most challenging regulatory analyses.

Recurring revenue stability through consumables and the ACG service contracts.

The Agilent CrossLab Group (ACG) is a critical value proposition because it transforms one-time instrument sales into a reliable, recurring revenue stream. ACG, which includes services, automation, consumables, and software/informatics, represented approximately 42% of Agilent's revenue under the new organizational structure.

This segment is a growth engine, reporting Q2 2025 revenue of $713 million, which was a 9% core growth year-over-year. Honestly, that kind of consistent growth in services and consumables is what gives the entire business its resilience.

• ACG Q2 2025 Revenue: $713 million
• ACG Core Growth (Q2 2025): 9%
• Consumables and Automation Growth (Q2 2025): Double-digit
• Services Growth (Q2 2025): High-single-digit

Improved lab productivity via digital tools and automation (e.g., Dako Omnis series).

Lab managers are constantly battling staff shortages and rising test volumes, so Agilent's value proposition here is simple: more tests with less hands-on time. The Dako Omnis family of instruments, for example, is a key product in the diagnostics and clinical market, which grew 8% in Q2 2025.

The system is designed for continuous, case-based processing, enabling labs to run up to 165 IHC slides (Immunohistochemistry) per day. The automation minimizes hands-on time through features like LIS (Laboratory Information System) connectivity, which eliminates manual data entry. Plus, you can get same-day results for IHC (2.5-hour turnaround) and ISH (In Situ Hybridization) (4-hour turnaround), which is a huge win for patient care. Separately, the Infinity Lab Assist software provides remote diagnostics and troubleshooting, paving the way for a defintely more automated digital lab.

Expertise in emerging high-growth areas like PFAS testing (70%+ growth in Q1 2025).

Agilent is capitalizing on the global regulatory push against Per- and Polyfluoroalkyl Substances (PFAS), the so-called forever chemicals. This is a clear, regulatory-driven growth opportunity. The PFAS testing business grew an astonishing 70%+ year-over-year in both Q1 and Q2 of fiscal year 2025.

This high-growth segment contributed an incremental 80 basis points to the company's growth in Q2 2025 and is now annualizing to well over $100 million in revenue. Here's the quick math: the total addressable market (TAM) for PFAS testing is projected to reach approximately $1 billion by 2030, meaning Agilent is positioned to capture a significant share of a rapidly expanding market.

Emerging Growth Area	FY 2025 Q2 Performance Metric	Value Proposition/Impact
PFAS Testing Solutions	Growth: >70% Year-over-Year	Best-in-class workflow solutions and proprietary consumables for high-demand, regulatory-driven environmental testing.
PFAS Annualized Revenue	Annualizing to: >$100 million	Demonstrates significant scale and market leadership in a critical emerging contaminant market.
Agilent CrossLab Group (ACG)	Q2 Revenue: $713 million	Provides stable, high-margin recurring revenue through services, consumables, and software.
Dako Omnis Automation	Throughput: Up to 165 IHC slides per day	Improves lab productivity, reduces hands-on time, and enables faster case turnaround (e.g., 2.5-hour IHC TAT).

Next Step: Finance: Analyze the ACG contract renewal rate to forecast Q3 2025 consumables revenue growth.

Agilent Technologies, Inc. (A) - Canvas Business Model: Customer Relationships

Agilent Technologies builds its customer relationships on a dual-track approach: high-touch, expert-driven service for complex instrument sales and a high-efficiency digital ecosystem for recurring consumables and support. This strategy secures the initial large-scale instrument sale and then locks in long-term, predictable revenue from service and supplies, a model that is defintely working for them.

Dedicated field service and support via the Agilent CrossLab Group

The Agilent CrossLab Group (ACG) is your primary service relationship, moving beyond simple break/fix to a full-lifecycle partnership. This segment is a major financial pillar for the company, demonstrating the value customers place on this dedicated support. For the third quarter of fiscal year 2025, ACG reported revenue of $744 million, showing an 8% reported increase year-over-year.

This service is not just about field engineers; it heavily integrates digital tools. The new ACG offering now explicitly bundles services, automation, consumables, and software/informatics, creating a sticky, integrated customer experience. For instance, the InfinityLab Assist automation software provides features like remote notifications and diagnostics, which helps labs maintain uptime and boosts overall lab productivity.

High-touch, consultative sales for complex instrument purchases

When you're buying a multi-million-dollar mass spectrometer or a complex genomics platform, you need a partner, not just a vendor. Agilent Technologies uses a high-touch, consultative sales model for its core Life Sciences and Diagnostics Markets Group (LDG) and Applied Markets Group (AMG) instruments. This involves deep engagement from application specialists and sales engineers to tailor the solution to the customer's specific research or clinical workflow needs.

Here's the quick math: The LDG and AMG, the segments driving most of the complex instrument sales, generated a combined revenue of $994 million in Q3 2025. This is a relationship built on trust and technical expertise, not just a transaction. The success of new product launches, like the adoption of the Infinity III LC Series, is directly tied to this consultative approach, which has contributed to increased win rates and customer satisfaction.

Digital self-service options and e-commerce for consumables

For high-volume, recurring purchases-like columns, solvents, and kits-the relationship shifts to a highly efficient, automated self-service model. The company is heavily investing in its digital ecosystem to make ordering consumables fast and easy. The results are clear: in the second quarter of fiscal year 2025, digital orders grew by 12% year-over-year to a total of $295 million. This digital channel ensures a seamless, low-friction experience for the essential, everyday lab supplies.

Collaborative R&D partnerships with key customers to defintely drive innovation

Agilent Technologies actively co-develops solutions with key customers and academic institutions, which is the ultimate high-touch relationship. These partnerships are crucial for staying at the forefront of science and for co-creating the next generation of products. This is a true win-win: customers get access to cutting-edge technology early, and Agilent gets to validate its innovation in real-world, high-impact scenarios.

Recent high-profile R&D collaborations in late 2025 include:

• A five-year Memorandum of Understanding with the National Heart Centre Singapore (NHCS) to accelerate metabolic heart failure research.
• The launch of the Agilent Innovation Hub in partnership with the University of Melbourne, focused on advancing environmental research and population health in the Asia-Pacific region.
• A partnership with Incyte Corporation to develop companion diagnostics for oncology therapies, specifically for the immunotherapy Zynyz.

Customer satisfaction scores above 90% for service delivery

While a specific 90%+ customer satisfaction score for 2025 is not publicly disclosed, the performance of the service arm speaks volumes. The Agilent CrossLab Group's robust Q3 2025 revenue of $744 million, coupled with the company's consistent recognition as a leader in customer service, confirms the strength of this relationship model. The company's focus on being a 'true partner' and its investment in digital tools like InfinityLab Assist are the operational drivers behind this success.

Customer Relationship Element	2025 Fiscal Year Data (Q2/Q3)	Revenue/Impact
Dedicated Field Service (ACG)	Q3 2025 Revenue	$744 million (8% reported Y/Y growth)
Digital Self-Service (E-commerce)	Q2 2025 Digital Orders	$295 million (12% Y/Y growth)
Complex Instrument Sales (LDG + AMG)	Q3 2025 Combined Revenue	$994 million
Collaborative R&D	Latest Partnership (Nov 2025)	Five-year MOU with National Heart Centre Singapore

Finance: Track the core growth rate of the Agilent CrossLab Group for Q4 2025; continued double-digit core growth confirms the stickiness of the service-based customer relationship.

Agilent Technologies, Inc. (A) - Canvas Business Model: Channels

Agilent Technologies uses a sophisticated, multi-channel strategy to match the complexity of its product portfolio-from high-touch, direct sales for a $670 million instrument sale to quick e-commerce for a $20 consumable. This approach is essential for a company projecting full-year 2025 revenue between $6.91 billion and $6.93 billion, ensuring market penetration across diverse customer types like pharmaceutical labs and university researchers. We're talking about a channel mix that is both high-tech and high-touch.

Direct sales force for capital equipment and enterprise solutions

The direct sales force is the primary channel for Agilent's most complex and high-value offerings, particularly capital equipment like mass spectrometers and enterprise solutions (e.g., lab informatics). This team focuses on institutional clients-major pharmaceutical companies, government agencies, and large academic centers-where technical consultation and long-term service contracts are critical. The Life Sciences and Diagnostics Markets Group (LDG) and the Applied Markets Group (AMG), which house much of this equipment, reported Q3 2025 revenue of $670 million and $324 million, respectively, demonstrating the scale of the direct channel's focus. The direct sales model supports complex sales cycles and is backed by direct service teams operating in 29 countries globally.

Here's the quick math: The direct channel is the face of the company for nearly half of the business.

Global network of specialized distributors and resellers

For broader market reach, particularly in emerging economies and for smaller, routine lab purchases, Agilent relies on a global network of specialized distributors and resellers. This indirect channel is crucial for managing logistics and localized support in regions where a full direct presence is less efficient. These partners often handle lower-complexity instruments, reagents, and a significant portion of the consumables business, especially in the Applied Markets Group (AMG). This strategy ensures Agilent maintains a strong global footprint without the capital expenditure of a fully direct model everywhere, which is a smart capital allocation move.

Key Channel Partners:

• Regional Resellers: Provide local language support and logistics for instruments in high-growth markets.
• Specialized Distributors: Companies like Avantor and Chrom Tech, Inc. distribute consumables and supplies in the US.
• Manufacturers' Representatives: Used to market services and products, especially within the Agilent CrossLab Group.

E-commerce platform for consumables, supplies, and software licenses

The digital channel is a major growth engine, focusing on high-volume, recurring revenue streams like consumables (columns, reagents) and software licenses. Digital orders grew by a strong 12% year-over-year to reach $295 million in the second quarter of fiscal year 2025. This platform offers customers a fast, self-service option for routine purchases, improving operational efficiency for Agilent. The Agilent CrossLab Group (ACG), which includes services, consumables, and software, is the primary beneficiary of this digital push, reporting Q3 2025 revenue of $744 million. This shift to digital is a defintely a core part of the company's 'Ignite Transformation' initiative.

Regional Solution Centers (e.g., India) for customer demonstrations and training

Agilent operates globally distributed regional Sales and Support Centers, which function as 'Solution Centers.' These physical locations are vital pre-sales and post-sales channels. They allow customers to run application-specific samples on Agilent's high-end instruments before purchase, reducing sales friction and post-sale support costs. The focus on high-growth regions is clear: Agilent Technologies India Pvt Ltd., a key regional entity, reported revenue of $183 million as of March 31, 2025, supported by this regional focus and an overall 'high teens growth' in India in Q2 2025.

OEM channel for integrating Agilent components into partner products

The Original Equipment Manufacturer (OEM) channel involves integrating Agilent's core components-like detectors, columns, or sub-assemblies-directly into a third-party partner's final product. This is a strategic, high-leverage channel that expands Agilent's market reach into adjacent industries without the need for a direct sales effort. A key example is the collaboration with ABB Robotics, which integrates Agilent's technology to enhance laboratory automation solutions. While the specific OEM revenue is not broken out, this channel is a critical component of the Applied Markets Group's strategy, which generated $324 million in Q3 2025 revenue, driving growth in areas like industrial automation.

Here is a summary of the 2025 channel strategy mapped to the latest segment financials:

Channel Type	Primary Revenue Segment	Q3 2025 Revenue (Reported)	Key Function/Value
Direct Sales Force	Life Sciences and Diagnostics Markets Group (LDG)	$670 million (14% YoY growth)	Sale of complex capital equipment and long-term enterprise solutions.
E-commerce Platform	Agilent CrossLab Group (ACG)	$744 million (8% YoY growth)	High-volume, recurring sales of consumables, supplies, and software licenses.
Distributors & Resellers	Applied Markets Group (AMG) / ACG	$324 million (AMG, 7% YoY growth)	Localized market penetration and logistics for routine products and emerging markets.
Regional Solution Centers	All Segments (Pre/Post-Sales Support)	N/A (Cost/Support Center)	Customer demonstrations, application training, and sales enablement.
OEM Channel	Applied Markets Group (AMG)	Part of $324 million	Integration of Agilent components into partner products (e.g., lab automation).

Agilent Technologies, Inc. (A) - Canvas Business Model: Customer Segments

You need to know exactly who is driving the revenue at Agilent Technologies, Inc. to map their future growth. The customer base is highly specialized and anchored in the life sciences and diagnostics ecosystem, with the Pharmaceutical and Biopharmaceutical sector being the single largest customer segment, accounting for a TTM revenue of $2.32 billion as of April 30, 2025. This specialization provides stability, but also ties performance closely to R&D and capital expenditure cycles in these key industries.

Here's the quick math on the major end-market segments, using the Trailing Twelve Months (TTM) revenue data through the second quarter of fiscal year 2025 (Q2 2025). This shows you where the money is actually coming from right now.

Customer Segment (End Market)	TTM Revenue (as of April 30, 2025)	Key Focus Area
Pharmaceutical and Biopharmaceutical	$2.32 billion	Drug discovery, quality control (QC), manufacturing.
Chemicals and Advanced Materials	$1.49 billion	Material science, energy, industrial QA/QC.
Diagnostics and Clinical Laboratories	$992.00 million	Patient stratification, pathology, clinical testing.
Applied Markets (Environmental & Forensics, Food)	$1.274 billion ($663M + $611M)	Food safety testing, environmental monitoring (e.g., PFAS).
Academic and Government	$550.00 million	Basic science research, public health initiatives.

What this estimate hides is the recurring revenue from services that touches all these segments, which is a key stability factor.

Pharmaceutical and Biopharmaceutical companies (drug discovery, quality control)

This is Agilent Technologies' largest and most critical customer base, representing about 36% of the company's Q2 2025 revenue. These companies rely on Agilent's instruments-like liquid chromatography (LC) and mass spectrometry (MS)-for everything from identifying new drug candidates (drug discovery) to ensuring the purity and consistency of the final product (quality control). The TTM revenue from this segment reached $2.32 billion through Q2 2025. Growth in this area was solid, with the pharmaceutical sector growing 6% in Q2 2025, showing continued, defintely strong demand outside of a softer market in China.

Clinical and Diagnostic laboratories (patient stratification, pathology)

Clinical labs and diagnostics are a high-growth area, driven by the increasing need for precision medicine (patient stratification) and advanced pathology. This segment is served primarily by the Life Sciences and Diagnostics Markets Group (LDG). The TTM revenue for Diagnostics and Clinical customers was nearly $1.0 billion-specifically $992.00 million as of April 30, 2025. This market grew 8% in Q2 2025, fueled by demand for tools that enable molecular and genomic testing, which is a major tailwind.

Academic and Government research institutions (basic science, public health)

Academic and government customers, including universities and national labs, are essential for basic science research and public health monitoring, but their spending is often tied to government funding cycles. This segment generated a TTM revenue of $550.00 million through Q2 2025. To be fair, this market has been a softer spot recently, declining 2% in Q2 2025, which reflects some anticipated slowdown in US government spending impacting capital equipment purchases.

Applied Markets Group: Food safety, environmental testing, and forensics

The Applied Markets Group (AMG) combines several distinct, non-pharma customer needs, including food safety, environmental monitoring, and forensic analysis. This is a high-impact area where Agilent Technologies provides solutions for critical, real-world problems. Combined, the TTM revenue for Environmental & Forensics and Food was $1.274 billion ($663.00 million and $611.00 million, respectively). A major growth driver here is the testing for per- and polyfluoroalkyl substances (PFAS), the forever chemicals. Honestly, the demand for PFAS testing is huge, with Agilent's best-in-class solutions growing over 70% in Q1 2025 alone.

Contract Research/Manufacturing Organizations (CROs/CMOs)

While not a separate end-market in the revenue breakdown, CROs (Contract Research Organizations) and CMOs (Contract Manufacturing Organizations) are a distinct and vital customer type, primarily served by the Agilent CrossLab Group (ACG). They don't just buy instruments; they buy a comprehensive service. The ACG segment, which provides services, consumables, and informatics to all end-markets, reported Q3 2025 revenue of $744 million. This group's performance is a good proxy for CRO/CMO demand, showing solid mid-single digit growth in services, including high-single digit growth in their contract revenue offerings. These customers need maximum instrument uptime and compliance support, so they drive the recurring revenue portion of the business.

• Require high-reliability service contracts.
• Demand rapid turnaround for analytical results.
• Drive high-single digit growth in contract revenue.

Finance: Note the strong recurring ACG revenue stream when modeling the full-year $6.91 billion to $6.93 billion revenue outlook.

Agilent Technologies, Inc. (A) - Canvas Business Model: Cost Structure

Agilent Technologies' cost structure is a classic example of a high fixed-cost model, driven by intense Research & Development (R&D) and a global infrastructure, but one that's getting leaner through the company's 'Ignite Transformation' initiative. Your primary costs are tied to innovation, maintaining a complex global supply chain, and supporting the massive field service network of the Agilent CrossLab Group (ACG).

Honestly, the biggest near-term variable you need to track is trade policy, which is adding millions to the cost base right now. The total costs and expenses for the first nine months of fiscal year 2025 were $4.051 billion.

Significant investment in Research & Development (R&D)

R&D is a non-negotiable fixed cost for a technology leader like Agilent Technologies; it's the engine for future revenue streams in life sciences and diagnostics. For the nine months ended July 31, 2025, the company's R&D expenditure totaled $336 million. This investment is crucial for developing next-generation platforms like the Infinity III LC system and is a direct input into the Value Proposition.

Here's the quick math: that $336 million in R&D is what keeps the product portfolio competitive, and it's a cost you can't cut without risking market share down the line. It's a bet on science.

Costs of global manufacturing and supply chain logistics

The core cost of running the business-manufacturing instruments, producing consumables, and managing a worldwide flow of goods-is captured in the Cost of Products and Services (COPS). This is the largest expense category, totaling $2.434 billion for the nine months ended July 31, 2025.

This cost is heavily influenced by the company's diversified manufacturing footprint, which includes sites recognized for advanced technology like the factories in Shanghai, China, and Penang, Malaysia. Still, managing this global network requires significant capital investment; the company invested $103 million in capital expenditures (CapEx) during the third quarter of 2025 alone, largely related to infrastructure and capacity expansion.

Sales, General, and Administrative (SG&A) expenses for a global direct sales force

The SG&A expense covers the cost of Agilent Technologies' global commercial engine, which includes marketing, corporate overhead, and, most importantly, the direct sales and support teams that interface with customers. For the nine months ended July 31, 2025, the SG&A costs were $1.281 billion. This figure is a major component of the cost structure, reflecting the need for highly specialized personnel to sell and support complex scientific instruments.

• SG&A is a semi-variable cost, increasing with sales volume and variable pay.
• The company is actively pursuing operational efficiencies through its 'Ignite Transformation' model to reduce spending in this area.

Tariffs and trade-related costs, estimated at $20 million for FY2025

The current geopolitical environment is creating a clear, measurable headwind on costs. Agilent Technologies has explicitly stated that the net impact of US tariffs and retaliatory tariffs is expected to cost the company $20 million for the full fiscal year 2025.

Management is working to mitigate this through a dedicated tariff task force, focusing on:

• Optimizing global production networks to avoid tariffs.
• Adjusting pricing where necessary to offset added costs.
• Building inventory to support Q4 growth, which itself incurs a short-term working capital cost.

Cost of service delivery and maintaining the large Agilent CrossLab Group infrastructure

The Agilent CrossLab Group (ACG) is a high-margin, service-based segment, but it still has substantial costs tied to its global service infrastructure, which includes thousands of field service engineers, logistics for spare parts, and training centers. You can see the efficiency of this model in the margins.

For example, in the third quarter of 2025, the ACG segment reported $744 million in revenue with a strong operating margin of 33.3%. This means the operating costs for that quarter were approximately $496.3 million ($744 million in revenue minus $247.7 million in operating income), which is the cost of maintaining that global service delivery capability.

Cost Category (Nine Months Ended July 31, 2025)	Amount (in millions)	Primary Driver
Cost of Products and Services (COPS)	$2,434	Global manufacturing, raw materials, and supply chain logistics.
Selling, General, and Administrative (SG&A)	$1,281	Global direct sales force, marketing, and corporate overhead.
Research & Development (R&D)	$336	Future product innovation and platform development.
Tariffs and Trade-Related Costs (FY2025 Est.)	$20	US and retaliatory tariffs on cross-border shipments.

Finance: draft 13-week cash view by Friday, specifically modeling the tariff-related inventory build costs.

Agilent Technologies, Inc. (A) - Canvas Business Model: Revenue Streams

Agilent Technologies, Inc.'s revenue streams are a strategic mix of high-value capital equipment sales and high-margin, predictable recurring revenue, which provides a strong financial foundation. The company is guiding for a full-year 2025 revenue outlook in the range of $6.91 billion to $6.93 billion, reflecting a core growth of 4.3% to 4.6%. This growth is largely driven by the stability of its service and consumables business, which cushions the cyclicality of instrument purchases.

Instrument sales (LC/MS, GC/MS, Spectroscopy) for capital expenditure.

Instrument sales represent the initial capital expenditure (CapEx) stream from customers, primarily laboratories in the pharmaceutical, chemical, and applied markets. These sales are concentrated within the Life Sciences and Diagnostics Markets Group (LDG) and the Applied Markets Group (AMG). For the third quarter of fiscal year 2025 (Q3 2025), the LDG segment, which includes high-performance Liquid Chromatography-Mass Spectrometry (LC/MS) systems, reported revenue of $670 million. The AMG segment, which covers Gas Chromatography-Mass Spectrometry (GC/MS) and Spectroscopy, brought in $324 million in Q3 2025. We saw strong performance in LC and LC/MS instruments, with the new Infinity III LC platform getting a positive reception from customers, which is defintely a key driver.

Recurring revenue from consumables, reagents, and supplies.

The core of Agilent's resilient business model is the recurring revenue from consumables, reagents, and supplies, which are essential for the ongoing operation of the installed instrument base. This stream is high-margin and less sensitive to macroeconomic shifts than capital equipment sales. The Agilent CrossLab Group (ACG) is a major contributor, but consumables also drive sales in the other groups. In the second quarter of 2025, ACG reported double-digit growth in consumables and automation, showing that once a customer buys an instrument, the long-term revenue commitment follows quickly. This annuity-like revenue is what gives the company its stability.

Service contracts and repair revenue from the Agilent CrossLab Group (ACG Q3 2025 revenue: $744 million).

The Agilent CrossLab Group (ACG) is the dedicated service and support engine, offering instrument maintenance, qualification, and laboratory services. This segment provides a highly predictable revenue stream through long-term service contracts. The ACG reported a Q3 2025 revenue of $744 million, representing an 8% reported increase year-over-year. That's a strong number, and it reflects a robust operating margin of 33.3% for the quarter, highlighting the profitability of the service business. The revenue is split between services, which saw high-single-digit growth in Q2 2025, and consumables.

Agilent Technologies Q3 2025 Segment Revenue	Q3 2025 Revenue (Millions)	Reported Growth Y/Y	Key Revenue Streams
Agilent CrossLab Group (ACG)	$744 million	8%	Service Contracts, Consumables, Repair
Life Sciences and Diagnostics Markets Group (LDG)	$670 million	14%	Instrument Sales (LC/MS), Diagnostics, CDMO
Applied Markets Group (AMG)	$324 million	7%	Instrument Sales (GC/MS, Spectroscopy), Consumables
Total Q3 2025 Revenue	$1.74 billion	10.1%

CDMO (Contract Development and Manufacturing Organization) business for nucleic acid synthesis.

The CDMO business, specifically for therapeutic oligonucleotides (short DNA and RNA molecules), is a high-growth revenue stream within the Life Sciences and Diagnostics Markets Group. This business, known internally as the Nucleic Acid Solutions Division (NASD), is a strategic focus area. The NASD delivered high-single-digit core growth in Q2 2025, contributing significantly to the LDG segment's performance. The total supplier market for therapeutic oligos is projected to exceed $750 million in 2025, with Agilent positioned to capture a large share due to its manufacturing capacity expansions, including a multi-hundred-million-dollar investment. This is a clear move to capture more value from the biopharma value chain.

Software licensing and informatics solutions revenue.

Software and informatics solutions are increasingly important, shifting the value proposition from a one-time instrument sale to a comprehensive, connected lab workflow. This revenue comes from licensing proprietary software like their OpenLab platform and informatics tools that manage data and automate lab processes. While not broken out as a separate segment, the focus on digital is evident: the company reported high-single-digit digital order growth in Q1 2025, showing customers are increasingly engaging with their e-commerce and software platforms. The software is key to driving the stickiness of the instrument and consumables business, making it a critical, embedded revenue driver.

• Sell software licenses for data analysis and instrument control.
• Generate revenue from e-commerce sales of consumables (high-single-digit growth in Q1 2025).
• Integrate informatics tools to support regulatory compliance and high-throughput analysis.