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Field training September 5th, 2014
Highly Confidential and Embargoed
What do all of these technologies have in common?
Launch Objectives
1. REVITALIZE AND GROW THE STRATAGENE-AGILENT QPCR CUSTOMER BASE.
Revitalize: penetrate Stratagene base which needs an upgrade or is not satisfied with their current instrument
Grow: target core lab and service provider section.
Grow : Geographically: US and China
2. IMPROVE CONNECT RATE OF OUR REAGENTS TO THE INSTALLED INSTRUMENT BASE.
Promotions to improve visibility in market: (1) discount with purchase of instrument (2) sponsored research for our newreagents
Evidence driven campaigns: using financial, publications and CRM data to push relevant products to customer.
AGILENT’S COMPLETE PORTFOLIO Reason to believe: validated on over 100,000 samples across 14 assays and different chemistries
Ready, Go! Each instrument is calibrated as it leaves the factory so you have easier first time set up
Blazing Scan times: all channels, 2 seconds or less irrespective of plex number/ optical channels used.
Success is faster than failure: instrument diagnostics most comprehensive in industry
Ultra-fast reagents: SYBR, Probe and (coming soon) HRM
Choices for the long run: instrument’s modular design, intuitive software, multiple chemistries and open platform.
Performance you would expect from a more expensive machine.
More information on the optics -Each cartridge has 8 excitation and emission read points, one for each row, so the motion system only scans left to right, then right to left.
-8 LEDs for excitation in each cartridge, one per row.
-8 Photodiode detectors in each cartridge. Dichromatic mirrors at each of the eight positions reflect emitted light to photodiode.
-Instrument always saves data for all wells and for all the optical cartridges that are inserted.
No compromise optics 8 excitation and emission read points, next generation LEDs
Thermal uniformity and control better than most competitors in this price point
Robust ultra-fast chemistry capture data from the toughest sample types for the challenging alleles.
Why we win…
Unlike the Bio-Rad and Life Technologies solution Aria’s has: (1) more comprehensive instrument health diagnostics to provide the most assurance for successful runs
(2) more agility through our modularity customer has a lower all-around maintenance cost
(3) better results because precision optics, exquisite thermal stability and analytics capture your high quality data.
Who is the target customer
CCore Lab: Academic
• DDominant Application:• NGS library quant.• Gene expression• Genotyping• MMajor Concerns• Timelines• Cost• Instrument failure• Prestige• SSelling Tactics• Promotions• Cross selling• Application breadth
Core Lab Service Provider 2 industry
• DDominant Applications• CT Patient stratification• Multiplexing assays• Gene expression• Pathogen detection• MMajor Concerns• Timelines• Training• Tracking & compliance• Predictable workflow• SSelling Tactics• Platform stability• Quality & Service
Primary Investigator
• DDominant Applications• Genotyping• Multiplexing assays• Gene expression• Methylation• NGS library quant.• MMajor Concerns• Cost• Assay performance• Publications• SSelling Tactics• Application breadth• Promotions
Translational Medicine Investigator
• DDominant Applications• CT Patient stratification• Multiplexing assays• Gene expression• Microarray validation• MMajor Concerns• Training• Tracking & compliance• Predictable workflow• Publications• SSelling Tactics• Application breadth• Cross-selling
NOW
HO
W
Stratagene Loyalists
How we can win
Platform
Temperature
Uniformity (°C)
Roche LightCycler 0.2
Aria MX 0.2 Stratagene Mx4000 0.25 Stratagene Mx3000P 0.25 Stratagene Mx3005P 0.25 Bio-Rad CFX96 0.4 BioRad MiniOpticon 0.4 BioRad MyiQ 0.4 BioRad Opticon 2 0.4 BioRad Chromo4 0.4 BioRad iQ5 0.4 ABI 7900HT Fast 0.5 ABI 7300 0.5 ABI 7500 0.5 ABI 7500 Fast 0.5 ABI StepOne 0.5
Platform Max. heating/
cooling rate (°C/sec) Roche LightCycler 20.0/20.0 AriaMx 6.0/4.5 Bio-Rad CFX96 5.0/3.3 Roche LightCycler 480 4.8 /2.5 ABI 7500 Fast 3.5/3.5 Bio-Rad MyiQ 3.3/2.0 Bio-Rad iQ5 3.3/2.0
ABI 7900HT Fast 3.0/3.0
Bio-Rad Opticon 2 3.0/2.0 Bio-Rad Chromo4 3.0/2.0
Stratagene Mx3000P 2.5/2.5 Stratagene Mx3005P 2.5/2.5 BioRad MiniOpticon 2.5/2.0 ABI StepOne 2.2/2.2 Stratagene Mx4000 2.2/2.2
ABI 7300 1.1/1.1 ABI 7500 0.8/1.6
Platform Temperature
Accuracy (°C) Aria MX 0.2 or better Roche LightCycler 480 0.2 Bio-Rad CFX96 0.2 ABI 7900HT Fast 0.25 ABI 7300 0.25 ABI 7500 0.25 ABI 7500 Fast 0.25 ABI StepOne 0.25 Stratagene Mx4000 0.25 Stratagene Mx3000P 0.25 Stratagene Mx3005P 0.25 Bio-Rad MyiQ 0.3 Bio-Rad Chromo4 0.3 Bio-Rad iQ5 0.3 Roche LightCycler 0.4 BioRad Opticon 2 0.4
Avoid the mistakes that cause mountains of work
How to beat the competition: Agility, Precision, Speed
Product Group COMPETITION
Life Tech Roche Bio-Rad ILMN
INSTRUMENTS
Limited temperaturerange
Well to well thermalvariability (edge effects)
CCD Camera has lessresolution than Aria
HEAVY & BIG machines
Locked in reagents andinstrumentation
Multiplex tops outat 4
Limited temperature range
Long ramp rate
Thermal precision: accuracy &Uniformity
CCD Camera instruments haveless resolution than our Optics
LED instruments are lastgeneration
Locked in choice, sameamount of money
Less value for your money
H A R V E S T
Exited business
TRADE UP
SOFTWARE
Few protocols
Difficult programing
Least protocols
Difficult programing
Biggest opportunities
The Busy PI: Too many conflicting priorities Avoid the mistakes that cause mountains of work
Bias in NGS runs
Missing Alleles in Gene Expression and Genotyping arrays
Missing alleles in competitor qPCR runs
Complex reporting and software
Track experiments remotely
PAIN To Overcome The Busy PI SECTOR SOLUTION
Principal investigator AriaMx and Agilent Reagents
REASONS Is it because today you need to:
IMPACT Is your current solution causing concerns:
CAPABILITIES What if?, Would it help?
You need to run more NGS runs You don’t have the mental bandwidth?
Consortium: is there batch variation? Is therebias?Technician: will my run fail?Bioinformatician: Did SNPs/variants fall out?
When: running an NGS run it was easy and cost effect to confirm your results Who: Consortiums What: could have more confidence in results especially from new PIs.
You can’t afford the time because you are busy running gene expression or genotyping arrays?
•Director: Did I get consistent results on the hard toquery genes?
•Bioinformatician: Are the algorithms biasedtowards western european populations, so am Imissing alleles?
•Technician: The results don’t seem right, is mytechnique contributing to bias or something else?
When: you had a fast way to ensure consistency of your array workflows Who: The Technician, The Manager, The Bioinformatician What: could have more confidence in the results
My current solution is good enough? •Customer: Did you capture all the information from
my sample?•Manager: Is our chemistry helping us, or hindering?•PI: Can our costs be reduced?•PI: Can I cherry pick (best-in-class) chemistries todevelop new applications?
•Technician: I don’t have time to learn a new system
When: you can resolve difficult loci faster and more reliably with better chemistries? You had fewer repeats because your system was always running at top performance Who: The Technician, The Manager What: T: could be more confident in results and workflow
How to order G8830A
Single Filter Bundle 2 fixed filter 3 fixed filter 6 fixed filter
All prices are at list and in USD All include 2 year warranty
4 fixed filter $27,500
G8830-64000
5 fixed filter $30,000
G8830-64010
Trade UP your instrument (competitor or Agilent) 30% off Promo Code: 9399
How to order G8830A It is as easy as 1, 2, 3 We modeled the ordering process after 3000Mx
1.) You will always need the base unit
G8830A $18,000 list
2.) Choose the number of filters: Fixed choice 5 fixed filters: G8330-64000
4 fixed filters: G8330-64010
3.) Now choose your services List price includes: Option Add: 2 year warranty
Things you need to know: I &F optional delete. First 100 units, included
Step 3: Services affiliated with G8330A
Maintenance Services Preventative Maintenance
Enhanced PM Repair and Bundled Service Installation and Familiarization
Extended Warranty Advantage Silver Bench Services Return to Agilent
Return to Agilent w/Loaner Instrument Exchange
Scott Marzano to discuss in further detail We will send a screen shot cheat sheet in launch packet
How to beat the competition: Agility, Precision, Speed
Product Group COMPETITION
Life Tech Roche Bio-Rad ILMN
INSTRUMENTS
Limited temperaturerange
Well to well thermalvariability (edge effects)
CCD Camera has lessresolution than Aria
HEAVY & BIG machines
Locked in reagents andinstrumentation
Multiplex tops outat 4
Limited temperature range
Long ramp rate
Thermal precision: accuracy &Uniformity
CCD Camera instruments haveless resolution than our Optics
LED instruments are lastgeneration
Locked in choice, sameamount of money
Less value for your money
H A R V E S T
Exited business
TRADE UP
SOFTWARE
Few protocols
Difficult programing
Least protocols
Difficult programing
Biggest opportunities
Helpful Resources
AriaMx Real-Time PCR System Selected Specifications
Description SpecificationExcitation source 8 dye specific LEDs per optical module
Detection 8 silicon photodiodes per optical module
Dyes (at launch) ROX, FAM, HEX, CY3, CY56 slots, swappable cartridges, no reference channel needed
Dye selection Excitation and emission
Electrical power (input) 100-240VAC, 50/60Hz, 1100A
Thermal system Pelletier-based, 96 well
Thermal system temperature range 25.0 – 99.9 CHeating: 6C/SecCooling: 3C/secAccuracy: ± 0.2°C or better of target
Cycling speeds 40 cycles in 43 minutes
Operating environment 18-35C (65-95F), 85% non-condensing humidity7500 feet, max altitude
Weight 50 lbs. (23 kg)
Dimensions 19.7” W x 18.1 “D x 16.5” H (50cm x 46cm x 42cm)
Warranty & Reliability Two year warrantyNo install plate necessaryOn-board QC testing system: long version: 125 pain points, Short version: 65 pain points
Sample containers 0.2ml tubes, 96 well plates, strip tubes