Qiagen N.v. · NYSE:QGEN
Qiagen — Investor Day (June 2019)
17 slides from Qiagen's investor day presentation, Jun 20, 2019
Slide 1: Agile commercial teams capturing dynamic growth opportunities
2019 Analyst & Investor Day Commercial Operations Agile commercial teams capturing dynamic growth opportunities Manuel O. Méndez Senior Vice President, Head of Commercial Operations Sample to Insight
Slide 2: Disclaimer
Disclaimer Safe Harbor Statement: This presentation contains both historical and forward-looking statements. All Regulation G: QIAGEN reports adjusted results, as well as results on a constant exchange rate (CER) statements other than statements of historical fact are, or may be deemed to be forward
Slide 3: Sample to Insight
Sample to Insight 2019 Analyst & Investor Day 3
Slide 4: Addressing changing market trends through agility and focus on key opportunities
Addressing changing market trends through agility and focus on key opportunities Molecular testing used from acute to routine testing $ Reimbursement scrutiny Molecular Automation demands Diagnostics customers Dynamic growth in emerging markets Budget pressures require efficient workflows Technicall
Slide 5: Agile commercial teams capturing dynamic opportunities across the continuum of customers
Agile commercial teams capturing dynamic opportunities across the continuum of customers A true global presence with ~2,000 commercial employees Addressing customer needs in $11 bn market opportunity Applied Molecular Academia Pharma Testing Diagnostics QIAGEN direct QIAGEN commercial partners Scien
Slide 6: Strategy: Deliver above-market growth through commercial agility and digital engagement
Strategy: Deliver above-market growth through commercial agility and digital engagement Get aligned with customers Targeting growth through specialization and omni-channel strategies Partnering with Get focused on what matters customers to Using Artificial Intelligence and capture high-impact opport
Slide 7: Specialized go-to-market strategies per product portfolio and customer segment
Specialized go-to-market strategies per product portfolio and customer segment Molecular Diagnostics customers Life Sciences customers Other segments Customer Business Managers Customer Business Managers CG IR RH IDx QF GEN HID Clinical Immune Reproductive Infectious Bioinformatics Foundation / Geno
Slide 8: Case study: Investments fueling growth in emerging markets and key portfolios
Case study: Investments fueling growth in emerging markets and key portfolios “China for China” expansion strategy QuantiFERON U.S. growth initiatives 2019 2019 ~20% CER >20% CER growth 2018 growth outlook 2018 outlook* 2017 2017 20% CER growth* ~25% CER growth 3% CER growth* ~15% CER growth QIAGEN
Slide 9: Omni-channel customer engagement blends both traditional and digital touchpoints
Omni-channel customer engagement blends both traditional and digital touchpoints Customer Solutions Managers and Customer Business Managers Sales concierge QIAstock Mobile Direct mail content Marketing automation Inside sales Customer care QIAGEN QIAGEN Field service support webshop website Case stu
Slide 10: Using smart algorithms to improve close rates and commercial efficiency
Using smart algorithms to improve close rates and commercial efficiency Artificial Intelligence Management System (AIMS) Internal and External Improved execution Sources of Data (Growth rates) Algorithms Sales representative Internal Impact • Website click rates / visitors • Greater coverage Demand
Slide 11: Sales concierge: Reduce administrative burden and drive field-force effectiveness
Sales concierge: Reduce administrative burden and drive field-force effectiveness Global Sales Concierge organization QBS QBS Wroclaw, Poland Manila, Philippines 2018 2019 2023 Self-driven territory management Support Lead follow-up Established sales management steering High administrative burden Ta
Slide 12: Track record of improving sales force efficiency while increasing customer loyalty
Track record of improving sales force efficiency while increasing customer loyalty QIAGEN sales per Sales and Marketing FTE ~$850,000 Increasing Net Promoter Score ~$600,000 ~$650,000 ~$650,000 ~$680,000 to 54% Growing sales per Sales & Marketing FTE Continued growth of customer loyalty 2016 2017 20
Slide 13: Ensure focus for successful product launches through clear and simplified processes
Ensure focus for successful product launches through clear and simplified processes 2018 2019 2020 Dedicated Steer Execute Cross- QFT DiaSorin EU Project Tracking QFT DiaSorin U.S. functional Management systems teams Office QIAstat-Dx EU QIAstat-Dx U.S. Monitor / Optimize NeuMoDx EU NeuMoDx U.S. acq
Slide 14: Case study: Partnerships built in key markets to accelerate growth
Case study: Partnerships built in key markets to accelerate growth QIAstat-Dx distribution agreements United States QIAGEN 80% MDx labs QIAGEN Small hospitals McKesson Distributors 20% Physician offices Partnering with major U.S. medical supplier Customer access Share of sales Access to thousands of
Slide 15: Real-time analytics to support decisions with more than 500,000 customer touch points
Real-time analytics to support decisions with more than 500,000 customer touch points Leading to lagging indicators Digitally powered analytics to increase growth opportunities and improve risk management Drive performance via productivity tools Sample to Insight 2019 Analyst & Investor Day 15
Slide 16: Very positive feedback from our customers shows excitement and loyalty to our brand
Very positive feedback from our customers shows excitement and loyalty to our brand “We can act quickly and in one hour we have a result.” (QIAstat-Dx) Dr. Celestin Alexis Agbessi Emergency Room physician at Bichat-Claude Bernard Hospital Paris, France “Using this workflow seems intuitive and fast-f
Slide 17: Summary
Summary • Global agile teams capturing opportunities across the customer continuum • Greatly reduce admin with Sales Concierge and increase AI-generated prospects • Grow sales per FTE while increasing customer loyalty and NPS • Sharpening focus on geographical expansion and capitalizing on new portf