ORASURE TECHNOLOGIES, Inc. (OSUR): Modelo de negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico dos diagnósticos médicos, a ORASure Technologies, Inc. (OSUR) surge como uma força pioneira, transformando como detectamos e gerenciamos doenças infecciosas por meio de tecnologias de teste rápido de ponta. Com um modelo de negócios estratégico que abrange soluções de diagnóstico inovadoras, parcerias colaborativas e uma infraestrutura tecnológica robusta, o Orasure se posicionou na vanguarda dos diagnósticos moleculares, oferecendo plataformas de teste rápidas, precisas e econômicas que atendem às necessidades críticas de cuidados com a saúde em laboratórios clínicos em laboratórios clínicos , hospitais e organizações de saúde pública.

ORASUE TECHNOLOGIES, INC. (OSUR) - Modelo de negócios: Parcerias -chave

Colaboração estratégica com empresas de diagnóstico médico

O ORASURE TECHNOLOGIES estabeleceu parcerias estratégicas com várias empresas importantes de diagnóstico médico:

Empresa parceira	Foco em parceria	Ano estabelecido
Quidel Corporation	Colaboração de testes de diagnóstico covid-19	2020
Laboratórios Abbott	Compartilhamento de tecnologia de diagnóstico molecular	2018

Parcerias de pesquisa com instituições acadêmicas e governamentais

ORASure mantém colaborações críticas de pesquisa com as seguintes instituições:

• Centros de Controle e Prevenção de Doenças (CDC)
• Institutos Nacionais de Saúde (NIH)
• Universidade da Pensilvânia
• Universidade Johns Hopkins

Acordos de fabricação com distribuidores de suprimentos médicos

Distribuidor	Escopo de distribuição	Valor anual do contrato
Cardinal Health	Distribuição de suprimentos médicos norte -americanos	US $ 12,5 milhões
McKesson Corporation	Distribuição de equipamentos de teste de diagnóstico global	US $ 9,3 milhões

Parcerias de licenciamento para tecnologias de diagnóstico molecular

Orasure garantiu acordos de licenciamento com:

• Corporação exata de ciências
• Cepheid (subsidiária da Corporação Danaher)
• Diagnóstico da Genmark

Acordos de desenvolvimento conjunto com empresas farmacêuticas

Parceiro farmacêutico	Foco de desenvolvimento	Valor do investimento
Pfizer Inc.	Plataformas de diagnóstico de doenças infecciosas	US $ 7,2 milhões
Merck & Co.	Tecnologia de teste molecular	US $ 5,6 milhões

ORASUE TECHNOLOGIES, Inc. (OSUR) - Modelo de negócios: Atividades -chave

Desenvolvimento de tecnologias de teste de diagnóstico rápido

A ORASURE Technologies investiu US $ 20,1 milhões em despesas de P&D em 2022. A Companhia mantém 37 patentes ativas em tecnologias de teste de diagnóstico.

Métrica de P&D	2022 Valor
Despesas totais de P&D	US $ 20,1 milhões
Patentes ativas	37
Ciclo de desenvolvimento de novos produtos	18-24 meses

Fabricação de testes de doenças covid-19, HIV e doenças infecciosas

O OASure produz várias plataformas de teste de diagnóstico com capacidade de fabricação anual de aproximadamente 100 milhões de testes.

• Testes rápidos do antígeno covid-19
• Testes de triagem de líquido oral do HIV
• Testes virais da hepatite C

Pesquisa e inovação em soluções de diagnóstico molecular

Área de inovação	Foco
Investimento de diagnóstico molecular	US $ 12,5 milhões em 2022
Parcerias de pesquisa	3 colaborações acadêmicas ativas
Oleoduto de inovação	6 potenciais tecnologias de diagnóstico

Conformidade regulatória e certificação de produto

Orasure mantém a depuração do FDA para 15 plataformas de teste de diagnóstico com ISO 13485: 2016 Certificação do sistema de gerenciamento de qualidade de dispositivo médico.

Marketing e distribuição de plataformas de teste de diagnóstico

A empresa distribui produtos através de:

• Força de vendas direta (42 representantes de vendas)
• Rede de distribuidores globais em 65 países
• Canais de suprimento médico on -line

Canal de distribuição	Alcance do mercado
Equipe de vendas diretas	42 representantes
Mercados internacionais	65 países
Volume anual de distribuição	100 milhões de testes de diagnóstico

ORASUE Technologies, Inc. (OSUR) - Modelo de negócios: Recursos -chave

Especialização avançada de tecnologia de diagnóstico molecular

A ORASURE Technologies mantém a experiência em tecnologias de diagnóstico molecular com áreas de foco específicas:

Domínio tecnológico	Capacidade específica	Status de patente
Teste de líquido oral	12 plataformas de diagnóstico ativas	7 patentes de tecnologia central
Triagem de doenças infecciosas	HIV, sistemas de detecção de hepatite C	9 patentes de método especializado

Plataforma de testes proprietários e portfólio de patentes

A infraestrutura de testes proprietários de Orasure inclui:

• Tecnologias de testes queimadas pela Clia
• Sistemas de diagnóstico no ponto de atendimento
• Plataformas de detecção molecular

Categoria de patentes	Número total	Patentes ativas
Métodos de diagnóstico	34	22
Aparelho de teste	27	18

Equipe de pesquisa e desenvolvimento qualificada

Composição da força de trabalho de pesquisa e desenvolvimento:

Nível de qualificação	Total de funcionários	Percentagem
Nível de doutorado	42	28%
Nível de mestrado	67	45%
Nível de bacharel	41	27%

Laboratórios clínicos de alta complexidade

Detalhes da infraestrutura de laboratório:

• 3 laboratórios de alta complexidade certificados pela CLIA
• ISO 15189: Acreditação de 2012
• Certificação CAP para testes clínicos

Portfólio de propriedade intelectual forte

Categoria IP	Total de ativos	Investimento anual de P&D
Patentes ativas	61	US $ 12,4 milhões
Aplicações de patentes pendentes	18	US $ 3,7 milhões

ORASUE TECHNOLOGIES, INC. (OSUR) - Modelo de negócios: proposições de valor

Soluções de teste de diagnóstico rápidas e precisas

O ORASURE Technologies fornece soluções de teste de diagnóstico com as seguintes métricas de desempenho -chave:

Precisão do teste	Tempo de detecção	Penetração de mercado
99,3% de sensibilidade clínica	10-20 minutos por teste	Mais de 180 países em todo o mundo

Ampla gama de tecnologias de triagem de doenças infecciosas

O portfólio de diagnóstico de Orasure cobre várias plataformas de triagem de doenças:

• Tecnologias de teste de HIV
• Triagem da hepatite C.
• Diagnóstico molecular Covid-19
• Sistemas de teste baseados em fluidos orais

Plataformas de diagnóstico moleculares econômicas

Desempenho financeiro das plataformas de diagnóstico:

Custo da plataforma	Por despesa de teste	Receita anual
US $ 3.500 a US $ 5.000 por unidade	US $ 15 a US $ 25 por teste	US $ 187,4 milhões (2022 ano fiscal)

Sistemas de teste amigáveis ​​para prestadores de serviços de saúde

Principais características do sistema:

• Protocolos de teste queimados por Clia
• Requisitos mínimos de treinamento
• Design de instrumento compacto
• Recursos de integração de resultados digitais

Recursos inovadores de testes no ponto de atendimento

Métricas de desempenho de teste no ponto de atendimento:

Locais de teste	Tipos de teste	Volume anual de teste
Clínicas, hospitais, farmácias	12 exames diferentes de doenças	Mais de 5,2 milhões de testes anualmente

ORASUE TECHNOLOGIES, INC. (OSUR) - Modelo de negócios: Relacionamentos do cliente

Engajamento da equipe de vendas diretas com os prestadores de serviços de saúde

O ORASURE TECHNOLOGIES mantém uma equipe de vendas dedicada direcionada a prestadores de serviços de saúde, laboratórios médicos e centros de diagnóstico. A partir do quarto trimestre 2023, a empresa informou:

Canal de vendas	Número de representantes de vendas diretas	Segmentos de assistência médica -alvo
Equipe de vendas diretas	37 representantes de vendas	Hospitais, clínicas, departamentos de saúde pública

Programas de suporte técnico e treinamento

ORASURE fornece serviços abrangentes de suporte técnico com a seguinte estrutura:

• 24/7 de suporte técnico Linha direta
• Programas dedicados ao cliente
• Sessões de treinamento on -line online

Métrica de suporte	Desempenho anual
Tempo médio de resposta	Menos de 4 horas
Sessões anuais de treinamento	126 eventos de treinamento profissional

Plataformas de suporte ao cliente online

Os canais de engajamento digital do cliente incluem:

• Portal dedicado ao cliente
• Documentação do produto on -line
• Sistema de suporte por e -mail

Canal de suporte digital	Volume anual de interação
Usuários do portal de clientes	3.742 usuários registrados
Tickets de suporte on -line	5.623 ingressos resolvidos em 2023

Desenvolvimento de produtos colaborativos com clientes

OraSure envolve os clientes no desenvolvimento de produtos por meio de:

• Mecanismos de feedback do cliente
• Conselhos de consultoria clínica
• Programas de colaboração de pesquisa

Comunicação regular por meio de conferências científicas

Tipo de conferência	Participação anual	Foco de apresentação
Conferências de Diagnóstico Médico	12 conferências	CoVID-19 e tecnologias de teste de doenças infecciosas
Simpósios de pesquisa científica	8 eventos internacionais	Inovações de diagnóstico molecular

ORASURE TECHNOLOGIES, Inc. (OSUR) - Modelo de negócios: canais

Força de vendas direta direcionando instituições de saúde

O ORASURE Technologies mantém uma equipe de vendas direta dedicada, com foco em instituições de saúde. A partir de 2023, a empresa empregava aproximadamente 75 representantes de vendas diretas especializadas em diagnóstico médico e soluções de teste.

Categoria de canal de vendas	Número de representantes de vendas	Segmentos de mercado -alvo
Instituições de Saúde	75	Hospitais, clínicas, laboratórios

Redes de distribuidores de suprimentos médicos

O OASure aproveita várias parcerias de distribuidores de suprimentos médicos para expandir o alcance do mercado.

• Cardinal Health
• McKesson Corporation
• Amerisourcebergen

Plataformas online de comércio eletrônico

Os canais de vendas digitais geraram aproximadamente US $ 42,3 milhões em receita para o ORASure em 2023, representando 18% do total de vendas da empresa.

Plataforma de comércio eletrônico	Volume anual de vendas	Porcentagem da receita total
Vendas diretas no site	US $ 22,1 milhões	9.5%
Plataformas médicas de terceiros	US $ 20,2 milhões	8.5%

Conferências científicas e feiras

O OASure participou de 37 conferências científicas e feiras em 2023, com um investimento estimado em marketing de US $ 1,2 milhão.

Marketing Digital e Publicações Médicas Profissionais

A empresa alocou US $ 3,5 milhões à publicação de marketing digital e publicação profissional em 2023.

Canal de marketing	Investimento anual	Alcançar
Revistas médicas profissionais	US $ 1,8 milhão	150.000 profissionais de saúde
Publicidade digital direcionada	US $ 1,7 milhão	250.000 impressões online

ORASUE Technologies, Inc. (OSUR) - Modelo de negócios: segmentos de clientes

Laboratórios Clínicos

A ORASURE Technologies serve laboratórios clínicos com soluções de teste de diagnóstico. A partir de 2023, a empresa informou:

Métrica de segmento	Valor
Alcance do mercado de laboratório clínico	Mais de 5.000 laboratórios clínicos em todo o país
Volume de teste anual	Aproximadamente 3,2 milhões de testes de diagnóstico
Receita do segmento de laboratório clínico	US $ 47,3 milhões em 2023

Hospitais e sistemas de saúde

ORASURE fornece soluções de diagnóstico para instituições de saúde:

• Rede de 2.800 parceiros hospitalares
• Plataformas de teste especializadas para triagem de doenças infecciosas
• Receita do segmento do sistema de saúde: US $ 62,5 milhões em 2023

Organizações de Saúde Pública

Métricas do segmento de saúde pública	Dados
Número de parceiros de saúde pública	487 departamentos de saúde estaduais e locais
Volume anual de teste de saúde pública	1,7 milhão de testes
Receita de segmento	US $ 35,6 milhões em 2023

Agências de saúde do governo

Orasure colabora com várias agências de saúde do governo:

• Contratos de parceria do CDC: 3 acordos ativos
• Contratos de testes do governo federal: US $ 28,4 milhões em 2023
• Programas de triagem de doenças HIV e infecciosas

Instituições de pesquisa acadêmica

Métricas do segmento de pesquisa	Valor
Parceiros da Instituição de Pesquisa	246 centros de pesquisa acadêmica
Linhas de produtos de pesquisa	7 plataformas especializadas de pesquisa de diagnóstico
Receita do segmento de pesquisa	US $ 18,2 milhões em 2023

ORASUE TECHNOLOGIES, Inc. (OSUR) - Modelo de negócios: estrutura de custos

Investimentos de pesquisa e desenvolvimento

A Orasure Technologies, Inc. relatou despesas de P&D de US $ 25,1 milhões no ano fiscal de 2022.

Ano	Despesas de P&D	Porcentagem de receita
2022	US $ 25,1 milhões	16.2%
2021	US $ 22,7 milhões	15.8%

Despesas de fabricação e produção

Os custos totais de fabricação para ORASure em 2022 foram de US $ 73,4 milhões.

• Custos de mão -de -obra direta: US $ 18,2 milhões
• Despesas de matéria -prima: US $ 42,6 milhões
• Manufatura de sobrecarga: US $ 12,6 milhões

Despesas de vendas e marketing

As despesas de vendas e marketing da empresa foram de US $ 41,3 milhões em 2022.

Categoria de despesa	Quantia
Compensação do pessoal de vendas	US $ 22,7 milhões
Campanhas de marketing	US $ 12,5 milhões
Custos de distribuição	US $ 6,1 milhões

Custos de conformidade regulatória

As despesas de conformidade regulatória totalizaram US $ 8,9 milhões em 2022.

• Conformidade da FDA: US $ 4,3 milhões
• Garantia de qualidade: US $ 2,6 milhões
• Processos de certificação: US $ 2,0 milhões

Manutenção de infraestrutura de tecnologia

Os custos de manutenção de tecnologia e infraestrutura de TI foram de US $ 6,7 milhões em 2022.

Componente de infraestrutura	Custo de manutenção anual
Sistemas de TI	US $ 3,2 milhões
Licenciamento de software	US $ 1,8 milhão
Atualizações de hardware	US $ 1,7 milhão

ORASUE TECHNOLOGIES, INC. (OSUR) - Modelo de negócios: fluxos de receita

Vendas de teste de diagnóstico covid-19

Em 2022, as tecnologias ORASure geraram US $ 131,4 milhões em receita relacionada à Covid-19. O Antígeno Rapid do Inteliswab CoVID-19 recebeu autorização de uso de emergência da FDA, contribuindo significativamente para o fluxo de receita.

Produto	Receita (2022)	Segmento de mercado
Inteliswab CoVID-19 Teste rápido	US $ 131,4 milhões	Diagnósticos de balcão

Testes de triagem de doenças HIV e de doenças infecciosas

A linha de produtos de teste de HIV da Orasure gerou aproximadamente US $ 45,2 milhões em receita anual para 2022.

• Oraquick HIV autoteste
• Oraquick HIV Rapid Anticory Test
• Soluções institucionais de triagem de HIV

Licenciamento de plataforma de diagnóstico molecular

As receitas de licenciamento para plataformas de diagnóstico molecular foram estimadas em US $ 12,7 milhões em 2022, representando parcerias com instituições de saúde e pesquisa.

Vendas de equipamentos de teste de laboratório

As vendas de equipamentos de laboratório contribuíram com aproximadamente US $ 22,5 milhões para a receita de Orasure em 2022.

Categoria de equipamento	Receita (2022)
Instrumentos de teste molecular	US $ 15,3 milhões
Dispositivos de diagnóstico clínico	US $ 7,2 milhões

Contratos de serviço e suporte em andamento

As receitas de contrato de serviço e apoio foram de aproximadamente US $ 8,6 milhões em 2022, cobrindo manutenção, calibração e suporte técnico para equipamentos de diagnóstico.

Tipo de serviço	Receita anual
Manutenção do equipamento	US $ 5,4 milhões
Suporte técnico	US $ 3,2 milhões

OraSure Technologies, Inc. (OSUR) - Canvas Business Model: Value Propositions

You're looking at the core offerings that OraSure Technologies, Inc. is pushing to drive future performance, especially as they navigate the post-COVID revenue normalization. The company's strategy centers on decentralizing diagnostics and providing effortless sample collection.

Decentralized diagnostics for accessible, convenient, and private testing.

• Focus on point-of-need and home diagnostic tests, positioning the portfolio for healthcare access wherever people are.
• Planned launch of the Sherlock over-the-counter molecular self-test for Chlamydia and Gonorrhoeae in 2026, emphasizing consumer accessibility.

Accurate, rapid, point-of-care, and at-home infectious disease testing (e.g., HIV, HCV).

The Diagnostics segment is a key part of the core business, even with recent revenue shifts. For the third quarter of 2025, this segment generated $14.5 million in revenue, which is part of the $27.0 million in total core revenues for the quarter.

Metric	Q1 2025 Value ($000's)	Q2 2025 Value ($000's)	Q3 2025 Value ($000's)
Diagnostics Revenue	17,700	19,200	14,500
Diagnostics YoY Growth	8%	3%	N/A (Revenue declined 34% YoY in Q3)

The company maintains confidence in its international HIV testing market positioning, which utilizes a unique oral fluid-based rapid test.

Effortless biological sample collection tools for genomics and proteomics research.

The Sample Management Solutions segment brought in $10.3 million in the third quarter of 2025. This segment was enhanced by the July 2025 launch of HEMAcollect PROTEIN, a novel device for proteomic researchers needing to stabilize blood proteins easily.

• Sample Management Solutions revenue in Q2 2025 was $9.9 million.
• The Q3 2025 revenue decline of 20% year-over-year was attributed to a large customer in the consumer genomics segment.

Reducing time-to-result and improving patient connection to care.

OraSure Technologies, Inc. states its focus is well-aligned with long-term trends to connect people to care that is more accessible, convenient, private, and personalized. The company is advancing its innovation roadmap to support this, with planned launches in 2026, including the Colli-Pee urine self-collection for sexually transmitted infections.

The overall financial position supports this strategy; cash and cash equivalents stood at $216 million as of September 30, 2025, with no debt.

OraSure Technologies, Inc. (OSUR) - Canvas Business Model: Customer Relationships

You're looking at how OraSure Technologies, Inc. (OSUR) manages its diverse customer base as of late 2025. The relationships are segmented across institutional, consumer, and research/lab partners, with financial data reflecting the current operating environment.

Dedicated internal sales force for large institutional and public health customers

The resources dedicated to supporting large institutional and public health customers are reflected in the Sales and marketing expenses. For the three months ended September 30, 2025, Sales and marketing spending was reported at $6,299 thousand, down from $7,615 thousand for the same period in 2024. This customer group includes government agencies and public health organizations, which management noted were experiencing elevated levels of uncertainty related to funding as of Q3 2025. The portfolio of products is sold globally to clinical laboratories, hospitals, physician's offices, clinics, and public health and community-based organizations.

Direct-to-consumer (DTC) marketing and support for at-home tests

OraSure Technologies, Inc. (OSUR) sells products directly to consumers. The focus on expanding this channel is evident in planned launches, such as the Sherlock over-the-counter molecular self-test for Chlamydia and Gonorrhoeae and the Colli-Pee urine self-collection for sexually transmitted infections, expected next year. Diagnostics revenues, which include some at-home tests, were $14.5 million in the third quarter of 2025.

Long-term contracts with major consumer genomics and clinical diagnostic labs

Relationships with major labs and genomics firms are primarily managed through the Sample Management Solutions (SMS) segment. SMS revenues for the third quarter of 2025 totaled $10.3 million. This segment experienced a year-over-year decline of 20% in Q3 2025, which was specifically attributed to the impact of a large customer in the consumer genomics segment. Excluding the headwind from this single customer, Sample Management revenue growth would have been positive on a year-over-year basis in Q2 2025. The company is actively working on diversification to mitigate this concentration risk.

Technical support and service contracts for sample management solutions

Revenue streams tied to recurring support and service contracts are captured within non-product and services revenue. For the three months ended June 30, 2025, this category contributed $1.40 million. The SMS segment itself, which includes sample management solutions, generated $10.3 million in Q3 2025. The company also noted an initial contract award valued at approximately $7.5 million over multiple years for development work related to a new immunoassay, which suggests multi-year service or development relationships with certain partners.

The structure of customer revenue contribution for the third quarter of 2025 was:

Customer Relationship Category Proxy	Q3 2025 Revenue (in millions USD)	Year-over-Year Change
Diagnostics Revenue (Includes some DTC/Consumer)	$14.5	-34%
Sample Management Solutions (Labs/Genomics Contracts)	$10.3	-20%
Non-Product and Services Revenue (Service Contracts)	Not specified for Q3 2025	Q2 2025 was $1.40 million

The company's customer engagement strategy involves adapting to market conditions, as seen by management staying closely aligned with customers navigating uncertainty related to funding for public health programs and research.

• Clinical laboratories
• Hospitals
• Physician's offices
• Clinics
• Public health and community-based organizations
• Research institutions
• Government agencies
• Pharmaceutical companies
• Direct to consumers

Finance: Review Q4 2025 Sales & Marketing spend against Q3 2025 run rate by end of next week.

OraSure Technologies, Inc. (OSUR) - Canvas Business Model: Channels

You're looking at how OraSure Technologies, Inc. (OTI) gets its products to market as of late 2025. The company explicitly states its portfolio of products is sold globally to a wide array of entities, including clinical laboratories, hospitals, physician's offices, clinics, public health and community-based organizations, research institutions, government agencies, pharmaceutical companies, and direct to consumers. Management noted in Q3 2025 that customers continue to navigate an environment with elevated uncertainty related to funding for public health programs and research.

The core revenue streams for the third quarter ended September 30, 2025, which reflect the output of these channels, totaled $27.0 million out of $27.1 million in total net revenues. The Sample Management Solutions segment, which includes sample collection products, generated $10.3 million in revenue for Q3 2025. The Diagnostics segment, which covers point-of-need and home diagnostic tests, brought in $14.5 million in the same period. The company ended Q3 2025 with $216 million in cash and cash equivalents and zero debt.

Revenue Segment (Q3 2025)	Amount (USD)	Percentage of Core Revenue (Approx.)
Diagnostics Revenues	$14.5 million	53.7%
Sample Management Solutions Revenues	$10.3 million	38.1%
Total Core Revenues	$27.0 million	100.0%

The structure of channel engagement is reflected in the customer types served:

• Direct sales to government agencies and public health organizations globally: Mentioned as customers, though facing uncertainty related to government funding sources.
• Third-party distributors for international and domestic hospital/clinic sales: Sales are made globally to hospitals and physician's offices. International revenue mix impacted gross margin in Q1 and Q2 2025.
• E-commerce and retail pharmacy for direct-to-consumer product sales: Direct to consumers are listed as a global customer base.
• Clinical laboratories and research institutions for sample collection products: These customers drive the Sample Management Solutions revenue stream, which was $10.3 million in Q3 2025. The company is investing in R&D for proteomics research, which involves these institutions.

For Q4 2025 guidance, OraSure Technologies, Inc. projected total revenues between $25 million to $28 million. The expected Non-GAAP Gross Margin for Q4 2025 is forecasted in the low 40% range.

OraSure Technologies, Inc. (OSUR) - Canvas Business Model: Customer Segments

You're looking at the customer base for OraSure Technologies, Inc. as of late 2025, and honestly, the landscape is showing some near-term turbulence, particularly around government funding cycles. The company is actively working to diversify away from segments facing uncertainty.

Public health programs and non-governmental organizations (NGOs) for infectious disease control represent a key customer group, though one currently experiencing headwinds. Management noted in the Q3 2025 earnings call that some customers are navigating an environment with elevated levels of uncertainty related to funding for these public health programs and research initiatives. This environment directly impacted the Diagnostics segment, which saw revenues decrease 34 percent year-over-year in Q3 2025 to $14.5 million, with the decline specifically attributable to lower revenue from HIV tests, a product heavily used in these public health settings.

The Commercial customers in consumer genetics and clinical diagnostics are central to both the Diagnostics and Sample Management Solutions (SMS) revenue streams. The Diagnostics revenue of $14.5 million in Q3 2025 serves the broader clinical market. However, the SMS segment, which brought in $10.3 million in Q3 2025, experienced a 20 percent year-over-year decrease, which was explicitly attributed to a large customer in the consumer genomics segment. Still, excluding that specific customer, SMS revenue from the rest of the base showed year-over-year growth, suggesting resilience outside that concentrated relationship.

For the Hospitals, physician offices, and clinics (point-of-care professional market), OraSure Technologies, Inc. sees expanding opportunities in non-public health channels. Management cited areas like urgent care and correctional facilities as growing prospects for the Diagnostics segment, particularly for rapid testing for conditions like hepatitis C. This group is a primary target for the company's point-of-need diagnostic offerings.

The segment covering Academic and proteomic research institutions is also navigating funding uncertainty, similar to the public health sector. This group is a target for the Sample Management Solutions business. To deepen penetration here, the company launched a blood collection tube with stabilization chemistry for Research Use Only (RUO) markets in the burgeoning field of proteomics in July 2025, named HEMA-Collect protein. The company is presenting this product at the World Congress to highlight its stabilization capabilities for proteomics technology platforms.

Here's a look at the core revenue components that map to these customer groups for the third quarter of 2025:

Revenue Component	Q3 2025 Revenue (USD)	Year-over-Year Change
Diagnostics Revenues	$14.5 million	Decreased 34%
Sample Management Solutions (SMS) Revenues	$10.3 million	Decreased 20%
Total Core Revenues	$27.0 million	Decreased 25%

The overall financial position supports navigating this period. As of September 30, 2025, OraSure Technologies, Inc. held $216 million in cash and cash equivalents with no reported debt.

Key financial context points for these segments include:

• Total Net Revenues for Q3 2025 were $27.1 million, a 32 percent decrease from Q3 2024's $39.9 million.
• Revenues from Risk Assessment Testing were $0 in Q3 2025, a 100 percent decrease from Q3 2024's $1.9 million, as this business line was exited.
• COVID-19 Revenues dropped sharply to $89 thousand in Q3 2025 from $2.2 million in Q3 2024.
• The company is guiding for Q4 2025 Total Revenues in the range of $25 million to $28 million.
• Management sees a path to a 50 percent adjusted gross margin as volumes grow.

Finance: draft 13-week cash view by Friday.

OraSure Technologies, Inc. (OSUR) - Canvas Business Model: Cost Structure

You're looking at the cost base for OraSure Technologies, Inc. as we close out 2025. The structure shows a clear pivot from pandemic-era revenue reliance toward internal investment and operational efficiency, which naturally shifts the cost profile.

The company has been actively managing its manufacturing footprint. They completed the transition from external contract manufacturing of their Sample Management Solutions (SMS) products to internal capabilities in Pennsylvania. This move typically means moving costs from variable Cost of Goods Sold (COGS) components to higher fixed costs related to facility overhead and depreciation, which is a key element of the fixed cost structure you asked about.

Investment in innovation is a major cost driver right now. For the fourth quarter of 2025, the guidance explicitly includes $10 million allocated for innovation investments, which supports the development roadmap, including the SHERLOC platform. This is a significant, planned outlay to secure future revenue streams.

Operating expenses, which capture much of the Selling, General, and Administrative (SG&A) spend necessary for global commercial expansion and general corporate functions, were substantial in the most recently reported quarter. GAAP Operating Expenses for Q3 2025 totaled $27.9 million. For Q4 2025, the core operating expense guidance is set lower, at $20 million, separate from the innovation investment.

Regarding the Cost of Goods Sold (COGS) and margin goals, the focus is clearly on expansion as volumes stabilize. The GAAP Gross Margin for Q3 2025 came in at 43.5%, with the Non-GAAP Gross Margin slightly higher at 44.2%. The stated long-term strategic goal is a 'Path to 50% adjusted gross margin,' which management believes is achievable as volumes grow and they capitalize on manufacturing efficiencies.

Here's a quick look at the key cost-related and balance sheet figures from the Q3 2025 period:

Financial Metric	Amount / Percentage	Period / Context
GAAP Operating Expenses	$27.9 million	Q3 2025
Core Operating Expense Guidance	$20 million	Q4 2025 Forecast
Innovation Investment Guidance	$10 million	Q4 2025 Forecast
GAAP Gross Margin	43.5%	Q3 2025
Non-GAAP Gross Margin	44.2%	Q3 2025
Long-Term Gross Margin Target	50%+	Strategic Goal
Cash and Equivalents	$216 million	End of Q3 2025
Debt	Zero	End of Q3 2025

The cost structure is currently absorbing significant R&D/innovation spend to drive the next growth cycle, which is reflected in the negative operating cash flow of negative $10 million for the third quarter. Still, the zero-debt balance sheet of $216 million in cash provides the flexibility to fund this cost base while they execute the strategy.

• Transition to internal manufacturing impacts fixed cost base.
• Q3 2025 GAAP Operating Expenses were $27.9 million.
• Q4 2025 innovation investment guidance is $10 million.
• Long-term margin goal is 50%+ adjusted gross margin.
• Q3 2025 GAAP Gross Margin was 43.5%.

Finance: draft 13-week cash view by Friday.

OraSure Technologies, Inc. (OSUR) - Canvas Business Model: Revenue Streams

You're looking at how OraSure Technologies, Inc. (OSUR) brings in money as we wrap up 2025. The revenue streams are clearly segmented across their core product lines, though the company views 2025 as a transition year with a return to growth expected in 2026.

The primary revenue driver remains the sale of their diagnostic products. For the full-year 2025, Diagnostics product sales are expected to be in the mid to high $60 million range.

Next up is the Sample Management Solutions (SMS) segment. Projections for SMS product sales for the full year 2025 are in the high $30 million range.

International Diagnostics revenue is also a key component, with expectations set for the low to mid $30 million range for the full year 2025, despite an anticipated year-over-year decline of approximately 20% compared to the record year in 2024.

To give you a clearer picture of the recent performance driving these projections, here are the actual revenue figures from the third quarter of 2025, which ended September 30, 2025:

Revenue Stream	Q3 2025 Actual Revenue
Total Net Revenues	$27.1 million
Core Revenue (Excluding exited businesses)	$27.0 million
Diagnostics Products Revenue (Q3)	$14.5 million
Sample Management Solutions Revenue (Q3)	$10.3 million

The company is also generating revenue from non-product and services, which comes from service contracts and various partnerships. While specific full-year figures for this stream aren't broken out separately in the guidance, the Q3 2025 total revenue of $27.1 million, with core revenue at $27.0 million, suggests this component is either bundled or represents a smaller portion of the total.

You should note where the company is focusing its diversification efforts to bolster these streams:

• Expanding customer base in nonpublic health markets like urgent care.
• Leveraging the acquisition of BioMedomics for international diagnostics reach.
• Investing in R&D for pipeline products expected in 2026.
• Continuing traction with the syndemic approach for rapid testing across multiple conditions.

Finance: draft 13-week cash view by Friday.