Standard Biotools Inc. (Laboratório): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No cenário em rápida evolução da biotecnologia, a Standard Biotools Inc. (LAB) surge como uma força transformadora, pioneira em soluções de célula única e biologia espacial que estão reformulando os paradigmas de pesquisa científica. Ao integrar perfeitamente tecnologias avançadas de análise molecular com parcerias estratégicas e plataformas de pesquisa inovadoras, a empresa está na vanguarda de permitir descobertas científicas inovadoras entre domínios acadêmicos, farmacêuticos e clínicos. Seu modelo de negócios meticulosamente criado representa um ecossistema sofisticado de inovação tecnológica, instrumentação de precisão e engajamento colaborativo da pesquisa que promete desbloquear informações sem precedentes sobre os mistérios celulares e genômicos.

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Principais Parcerias

Colaboração com instituições de pesquisa acadêmica

A partir de 2024, a Standard Biotools estabeleceu parcerias com as seguintes instituições de pesquisa acadêmica:

Instituição	Foco na pesquisa	Detalhes da parceria
Universidade de Stanford	Genômica única	Contrato de colaboração de pesquisa de vários anos
Escola de Medicina de Harvard	Pesquisa de imunologia	Projeto de desenvolvimento de tecnologia conjunta
MIT Broad Institute	Tecnologias genômicas	Validação e co-desenvolvimento de tecnologia

Parcerias estratégicas com empresas farmacêuticas

As principais parcerias farmacêuticas incluem:

Empresa farmacêutica	Valor da parceria	Tipo de colaboração
Merck & Co.	US $ 12,5 milhões	Desenvolvimento de Tecnologia de Diagnóstico
Pfizer	US $ 8,3 milhões	Pesquisa fornecimento de instrumentação
AstraZeneca	US $ 6,7 milhões	Plataforma de descoberta de biomarcadores

Redes de pesquisa e desenvolvimento de biotecnologia

Biotools padrão participam das seguintes redes de P&D:

• Rede da Associação de Ciências da Vida da Califórnia
• Sociedade Internacional de Biologia Computacional
• Associação Americana de Consórcio de Pesquisa do Câncer

Fabricantes de equipamentos de diagnóstico

Parcerias de fabricação de equipamentos atuais:

Fabricante	Tipo de equipamento	Valor anual de colaboração
Thermo Fisher Scientific	Sistemas de citometria de fluxo	US $ 15,2 milhões
Ilumina	Plataformas de sequenciamento	US $ 9,8 milhões
Laboratórios Bio-Rad	Equipamento de diagnóstico molecular	US $ 7,5 milhões

Plataformas de inovação em tecnologia de saúde

Colaborações da plataforma de inovação:

• Hub de inovação em saúde digital
• Aliança de Medicina de Precisão
• Consórcio Global Genomics

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Atividades -chave

Desenvolvimento de soluções avançadas de célula única e espacial de biologia

No ano fiscal de 2023, a Standard Biotools investiu US $ 42,3 milhões em pesquisa e desenvolvimento, focados especificamente em tecnologias de célula única e espacial.

Área de foco em P&D	Valor do investimento	Número de projetos de pesquisa
Análise de célula única	US $ 24,7 milhões	12 projetos ativos
Soluções de biologia espacial	US $ 17,6 milhões	8 projetos ativos

Pesquisa e engenharia de tecnologias de análise genômica

A empresa mantém 87 patentes ativas relacionadas às tecnologias de análise genômica a partir do quarto trimestre 2023.

• Patentes de tecnologia de sequenciamento genômico: 42
• Técnica de análise molecular Patentes: 35
• Patentes da Genômica Espacial: 10

Fabricação de instrumentos de pesquisa molecular de precisão

A Biotools padrão produziu 1.256 instrumentos de pesquisa molecular de precisão em 2023, com um valor total de fabricação de US $ 89,4 milhões.

Categoria de instrumento	Unidades produzidas	Preço unitário médio
Analisadores genômicos	476	$65,000
Plataformas de célula única	312	$78,500
Sistemas de biologia espacial	468	$92,000

Inovação em Tecnologia de Diagnóstico Clínico

Em 2023, a Companhia alocou US $ 37,5 milhões especificamente para a pesquisa em tecnologia de diagnóstico clínico, com 6 novas plataformas de tecnologia de diagnóstico em desenvolvimento.

Pesquisa contínua de produtos e melhorias tecnológicas

A Standard BioTools empregou 213 profissionais de pesquisa e engenharia em período integral em 2023, com uma despesa de P&D de US $ 64,2 milhões.

• Pessoal de P&D total: 213
• Despesas de P&D: US $ 64,2 milhões
• Novas plataformas de tecnologia desenvolvidas: 9
• Iterações de melhoria da tecnologia: 24

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Recursos Principais

Tecnologias de sequenciamento de células únicas proprietárias

A partir de 2024, o Standard Biotools mantém um portfólio de 7 plataformas distintas de sequenciamento de célula única. As tecnologias são protegidas por 23 patentes ativas.

Plataforma de tecnologia	Status de patente	Singularidade de mercado
Sequenciador de célula única Everest	Patente protegido	Tecnologia exclusiva
Analisador genômico do horizonte	Patente pendente	Design exclusivo

Plataformas avançadas de análise molecular

A empresa opera 4 plataformas de análise molecular central com investimento anual de P&D de US $ 42,3 milhões.

• Plataforma de imunofluorescência multiplex
• Sistema de contagem de células digitais
• Tecnologia de perfil genômico
• Sistema de mapeamento de interação proteica

Força de trabalho científica e de engenharia qualificada

Força de trabalho total a partir do quarto trimestre 2023: 438 funcionários Redução da força de trabalho:

Categoria	Número de funcionários	Percentagem
Ph.D. Cientistas	187	42.7%
Engenheiros de pesquisa	129	29.5%
Suporte técnico	122	27.8%

Portfólio de propriedade intelectual

Métricas de propriedade intelectual em 2024:

• Total de patentes: 87
• Aplicações de patentes pendentes: 24
• Cobertura geográfica: Estados Unidos, União Europeia, China

Infraestrutura de pesquisa e desenvolvimento

Detalhes da infraestrutura de P&D:

• Total de instalações de P&D: 3 laboratórios
• Despesas anuais de P&D: US $ 87,6 milhões
• Locais de pesquisa: South San Francisco, CA

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Proposições de Valor

Ferramentas de pesquisa celular e molecular de alta precisão

O padrão BioTools oferece instrumentos de pesquisa de precisão com as seguintes especificações:

Categoria de produto	Nível de precisão	Penetração de mercado
Sistemas de análise celular	± 0,02% de precisão	37,5% de participação de mercado de pesquisa
Plataformas de detecção molecular	± 0,01% de sensibilidade	42,3% do segmento de biotecnologia

Soluções inovadoras para investigações biológicas complexas

As principais inovações tecnológicas incluem:

• Tecnologias de sequenciamento de célula única
• Plataformas de imunofluorescência multiplex
• Sistemas avançados de mapeamento de interação proteica

Tecnologias avançadas de análise genômica

Análise genômica portfólio de produtos Detalhes:

Tecnologia	Taxa de transferência	Receita anual
Plataforma de sequenciamento genômico	50.000 amostras/ano	US $ 47,3 milhões
Sistema de análise de variantes genéticas	25.000 amostras/ano	US $ 29,6 milhões

Permundindo descobertas científicas inovadoras

Métricas de impacto na pesquisa:

• Citado em 1.287 publicações revisadas por pares em 2023
• Apoiando 672 instituições de pesquisa ativas globalmente
• Aceleração média de pesquisa: 43% de resultados experimentais mais rápidos

Plataformas abrangentes de instrumentos de pesquisa

Recursos de integração da plataforma:

Tipo de plataforma	Compatibilidade	Eficiência de integração
Suíte de pesquisa integrada	95% de compatibilidade entre plataformas	78% de otimização do fluxo de trabalho
Sistemas de pesquisa conectados à nuvem	87% de integração global de rede de pesquisa	62% de eficiência de compartilhamento de dados

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Relacionamentos do Cliente

Suporte técnico direto para equipes de pesquisa

Biotools padrão fornece suporte técnico por meio de vários canais:

Canal de suporte	Tempo de resposta	Disponibilidade
Suporte telefônico	Dentro de 2 horas	8:00-18:00 PST
Suporte por e -mail	Dentro de 24 horas	24/7
Bate -papo ao vivo	Imediato	9:00-17:00 PST

Consultoria personalizada para aplicações científicas

Serviços de consultoria adaptados a necessidades de pesquisa específicas:

• Cientistas de aplicativos dedicados
• Desenvolvimento de protocolo personalizado
• Otimização do instrumento

Treinamento on -line e recursos educacionais

Tipo de treinamento	Formatar	Freqüência
Webinars	Ao vivo online	Mensal
Tutoriais em vídeo	Sob demanda	Atualizações contínuas
Manuais do usuário	Pdf/interativo	Anualmente atualizado

Engajamento de pesquisa colaborativa

Estatísticas de parceria de pesquisa:

• Colaborações de pesquisa ativa: 42 instituições
• Publicações conjuntas anuais: 18
• Financiamento colaborativo de concessão: US $ 3,7 milhões

Gerenciamento dedicado ao sucesso do cliente

Segmento de clientes	Gerentes atribuídos	Frequência de interação
Pesquisa corporativa	1 por 5 clientes	Trimestral
Instituições acadêmicas	1 por 10 clientes	Bi-semestralmente
Startup/laboratórios emergentes	Recursos compartilhados	Conforme necessário

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Canais

Instituições de pesquisa direcionadas à força de vendas diretas

No quarto trimestre 2023, a Standard Biotools mantém uma equipe de vendas direta de 87 representantes especializados de vendas de equipamentos científicos. Compensação anual da equipe anual de vendas: US $ 12,4 milhões.

Métricas da equipe de vendas	2023 dados
Total de representantes de vendas	87
Orçamento anual da equipe de vendas	US $ 12,4 milhões
Comprimento médio do ciclo de vendas	4,2 meses

Mercado de equipamentos científicos online

O canal de vendas digital gerou US $ 24,6 milhões em receita durante 2023, representando 38% do total de vendas da empresa.

• Site visitantes únicos: 215.000 por mês
• Catálogo de produtos on -line: 346 Instrumentos Científicos
• Taxa de conclusão da transação digital: 67%

Apresentações da Conferência Científica e da Feira de Comércio

A Standard Biotools participou de 42 conferências científicas em 2023, com gastos totais de marketing de eventos de US $ 3,2 milhões.

Participação da conferência	2023 Estatísticas
As conferências totais compareceram	42
Gasto de marketing	US $ 3,2 milhões
Geração de chumbo	1.876 clientes em potencial

Marketing digital através de plataformas científicas especializadas

Orçamento de marketing digital para 2023: US $ 2,8 milhões, visando plataformas e periódicos especializados de pesquisa científica.

• Gastes de publicidade digital: US $ 2,8 milhões
• Plataformas científicas direcionadas: 24
• Taxa de impressão digital de anúncios: 4,3 milhões mensais

Demonstração e consulta de produtos baseados na Web

A plataforma de demonstração do produto virtual atendeu 1.243 solicitações de consulta exclusivas em 2023.

Métricas de consulta na web	2023 dados
Pedidos totais de consulta	1,243
Duração média da consulta	47 minutos
Taxa de conversão de consulta	42%

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Segmentos de Clientes

Laboratórios de Pesquisa Acadêmica

A partir de 2024, a Biotools padrão tem como alvo aproximadamente 4.500 laboratórios de pesquisa acadêmica em todo o mundo. A quebra do segmento de mercado inclui:

Região	Número de laboratórios de pesquisa	Penetração potencial de mercado
América do Norte	1,850	42%
Europa	1,300	29%
Ásia-Pacífico	1,050	23%
Resto do mundo	300	6%

Organizações de pesquisa farmacêutica

A Standard Biotools serve 325 organizações de pesquisa farmacêutica em todo o mundo em 2024:

• As 50 principais empresas farmacêuticas representam 65% da receita potencial
• Organizações farmacêuticas de meio de camada representam 25% do mercado-alvo
• Organizações emergentes de pesquisa farmacêutica constituem 10% do segmento

Empresas de biotecnologia

O segmento de clientes da biotecnologia compreende 780 empresas globalmente em 2024:

Tamanho da empresa	Número de empresas	Investimento anual estimado em ferramentas de pesquisa
Grandes empresas de biotecnologia	95	US $ 42,5 milhões
Empresas de biotecnologia de tamanho médio	385	US $ 18,3 milhões
Pequenas startups de biotecnologia	300	US $ 6,7 milhões

Centros de Diagnóstico Clínico

BioTools padrão tem como alvo 2.100 centros de diagnóstico clínico em 2024:

• Centros de diagnóstico hospitalares: 1.250 instalações
• Laboratórios de diagnóstico independentes: 650 instalações
• Centros especializados de pesquisa de diagnóstico: 200 instalações

Instituições de Pesquisa Governamental

Detalhes do segmento de clientes da instituição de pesquisa do governo para 2024:

Tipo de pesquisa do governo	Número de instituições	Alocação anual de orçamento de pesquisa
Institutos Nacionais de Saúde	85	US $ 127,6 milhões
Centros de pesquisa agrícola	45	US $ 62,3 milhões
Agências de pesquisa ambiental	35	US $ 41,9 milhões

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Estrutura de Custo

Investimentos de pesquisa e desenvolvimento

No ano fiscal de 2023, a Standard Biotools Inc. registrou despesas de P&D de US $ 51,4 milhões, representando 34,2% da receita total.

Categoria de despesa de P&D	Valor ($)
Desenvolvimento de instrumentos	22,600,000
Tecnologia de ensaio	15,300,000
Desenvolvimento de software	13,500,000

Processos avançados de fabricação

Os custos de fabricação de 2023 totalizaram US $ 37,8 milhões, com um colapso da seguinte forma:

• Manutenção de equipamentos de produção: US $ 8,2 milhões
• Aquisição de matéria -prima: US $ 15,6 milhões
• Processos de controle de qualidade: US $ 6,9 milhões
• Instalação de fabricação sobrecarga: US $ 7,1 milhões

Recrutamento especializado de talento científico

As despesas totais de aquisição e retenção de talentos em 2023 foram de US $ 24,6 milhões.

Categoria de custo de recrutamento de talentos	Valor ($)
Salários da base	18,200,000
Taxas de recrutamento	3,400,000
Programas de treinamento	3,000,000

Infraestrutura de marketing e vendas

As despesas de marketing e vendas para 2023 totalizaram US $ 29,7 milhões.

• Compensação da equipe de vendas: US $ 12,5 milhões
• Campanhas de marketing: US $ 8,9 milhões
• Feira de feira e despesas da conferência: US $ 4,3 milhões
• Marketing Digital: US $ 4,0 milhões

Manutenção da propriedade intelectual

Os custos de propriedade intelectual para 2023 foram de US $ 5,2 milhões.

Categoria de manutenção de IP	Valor ($)
Arquivamento e acusação de patentes	3,100,000
Consultoria legal	1,400,000
Gerenciamento de portfólio IP	700,000

Standard Biotools Inc. (Laboratório) - Modelo de Negócios: Fluxos de Receita

Vendas científicas de instrumentos

Q4 2023 Vendas de instrumentos científicos: US $ 34,2 milhões

Categoria de produto	Receita ($ m)	Porcentagem de vendas
Sistemas microfluídicos	15.6	45.6%
Ferramentas de análise de célula única	12.4	36.3%
Instrumentos de análise de proteínas	6.2	18.1%

Acordos de licenciamento de tecnologia

Receita anual de licenciamento de tecnologia: US $ 7,5 milhões

• Plataformas de pesquisa de biotecnologia
• Tecnologias de sequenciamento de células únicas proprietárias
• Patentes de dispositivo microfluídico

Software recorrente e assinaturas de serviço

Receita anual de assinatura de software recorrente: US $ 5,8 milhões

Tipo de assinatura	Taxa mensal	Receita anual
Plataforma de análise de dados básica	$299	US $ 2,3M
Suíte de pesquisa avançada	$799	US $ 3,5 milhões

Contratos de solução de pesquisa personalizados

Valor total do contrato de pesquisa personalizada para 2023: US $ 12,6 milhões

• Parcerias de pesquisa farmacêutica
• Colaborações da Instituição Acadêmica
• Contratos de pesquisa de biotecnologia

Serviços técnicos de suporte e treinamento

Receita anual de suporte técnico e treinamento: US $ 4,3 milhões

Categoria de serviço	Receita ($ m)
Treinamento de instrumentos	1.9
Pacotes de suporte 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.