Personalis, Inc. Q2 FY2024 Earnings Call

Good day and welcome to the Personalis Second Quarter 2024 Earnings Conference Call. All participants will be in listen-only mode. After today's presentation, there will be an opportunity to ask questions. Please note this event is being recorded. I would now like to turn the conference over to Mr. Caroline Corner, Investor Relations. Please go ahead.

Thank you, operator. Welcome to Personalis’ second quarter 2024 earnings call. Joining today’s call are Chris Hall, Chief Executive Officer and President; Aaron Tachibana, Chief Financial and Chief Operating Officer; and Rich Chen, Chief Medical Officer and EVP, R&D. All statements made on this call that do not relate to matters of historical facts should be considered forward-looking statements within the meaning of U.S. securities laws. For example, any statements regarding trends and expectations for our financial performance this year and longer term, cash runway, revenue expectations and timing, reimbursement goals, size and booking of orders, products, services, technology, clinical milestones, the outcome and timing of reimbursement decisions, expectations for our existing and future collaboration activities, cost expectations, our market opportunity, and business outlook. These statements are subject to risks and uncertainties that could cause actual results to differ materially from our current expectations. We encourage you to review our most recent filings with the SEC, including the risk factors described in our most recent filings. Personalis undertakes no obligation to update these statements, except as required by applicable law. Our press release with our second quarter 2024 results is available on our website www.personalis.com under the Investors section and includes additional details about our financial results. Our website also has our latest SEC filings, which we encourage you to review. A recording of today’s call will be available on our website by 5 P.M. Pacific Time today. Now, I would like to turn the call over to Chris for his comments and second quarter business highlights.

Thank you, Caroline. Good afternoon everyone and thank you for joining us. I'm very proud of our team at Personalis as we continue to fight cancer and help patients with our novel technologies. For those of you joining one of our calls for the first time, welcome. Personalis is one of the leaders in the fast-growing MRD testing market. MRD stands for minimal residual disease and involves using blood, which is commonly called a liquid biopsy instead of imaging or invasive biopsies to monitor therapy and to detect cancer recurrence after treatment. The MRD market is expected to mature into a $20 billion market. And with our first-of-its-kind ultra-sensitive MRD test, Personalis has emerged as a leader in this space. Our technologies are able to spot cancer when there's only about one fragment of tumor DNA circulating among 1 million DNA fragments in the blood. Our platforms are used by many of the world's top biopharma companies to improve clinical trial results by new ways to personalize treatment and power a new generation of therapies. Earlier this year, we laid out our strategy to drive Personalis to $100 million in revenue in 2025. Now, this operational milestone has at its core three growth engines and its effect has been to shift us into a higher growth mode. In the second quarter, we achieved revenue of $22.6 million, up 35% year-over-year. This growth was driven by our biopharma business, which grew 117% year-over-year, led by strong demand for our tumor profiling product that is used to create personalized cancer vaccines for patients as well as increasing demand for our MRD product NeXT Personnel. Our strong Q2 revenue also helped us increase our guidance for the full year by $3 million, and we now expect full year revenue in the range of $79 million to $81 million. We're particularly pleased to have been able to deliver this top line growth while also making improvements to both our cost and margins, as Aaron will cover shortly. I'll now review progress this quarter on our three growth engines. First, the first growth engine, Win-in-MRD is the most important as we focus on turning Personalis into a clinical diagnostic powerhouse. As I noted, MRD testing uses a liquid biopsy to find evidence of minimal residual disease or cancer recurrence and to monitor therapy effectiveness. We laid out our Win-in-MRD strategy six quarters ago, and we've been executing on its four pillars; one, focus on cancer types where an ultra-sensitive approach can unlock significant value for patients, payers, and partners. Two, drive reimbursement by developing robust clinical evidence and partnering with the top global collaborators. Three, leverage our deep relationships to accelerate adoption by biopharma partners and power our revenue growth by the use of NeXT Personnel in clinical trials; and four, commercialize NeXT Personnel with a partner-centric model. Now, to delve into the first pillar, we previously explained how we're developing evidence to support NeXT Personnel's clinical usage and reimbursement in lung cancer, breast cancer, and IO therapy monitoring. The data from multiple studies now indicates we're able to detect recurrence earlier, holding out the promise that those patients can seek treatment sooner with potentially better outcomes. The clinical studies that have been conducted to date indicate we can identify cancer many months ahead of imaging. The data also suggests that patients who are classified as MRD negative, meaning our test doesn't detect circulating DNA from the tumor largely do not experience recurrence. Having more confidence in a negative result may allow a doctor to reduce patients from unnecessary therapies and procedures, potentially avoiding toxicities and ultimately saving the healthcare system money. Our focus on these indications is intentional, and our data have demonstrated that NeXT Personnel can win in these markets. To elaborate a bit on our approach, lung cancer and breast cancer shed very little DNA in the blood, so cancer is difficult to detect without an ultra-sensitive approach. Lung and breast cancers can be aggressive when they recur, so early detection is critical. For patients on IO therapy, we believe the potential decision to switch treatment requires insights from monitoring that are provided by our ultra-sensitive test. These factors make breast cancer, lung cancer, and therapy monitoring ideal indications for us. In October of 2023, we launched the first commercial ultra-sensitive MRD test into the clinic. NeXT Personnel is being marketed alongside our Medicare reimbursed tumor profiling test, NXDX, which is used to help put patients on appropriate therapy. We started our commercial journey with just 10 doctors in an early access program, and we've been adding incrementally. As we previously stated, our intention is to gradually add more doctors into the program until we receive reimbursement. Our quarter-over-quarter growth continues to be healthy as we delivered 561 clinical tests in the second quarter, a 66% increase from the 338 results delivered in the first quarter of this year. In addition, Tempus has commenced the commercial launch of NeXT Personnel late in the second quarter and we expect this to fuel additional growth. Early feedback has been that clinicians are seeing a leap in actionability from our approach. If you remember, we report circulating tumor DNA in the blood down to one part per million, which means that if there is just one fragment of tumor DNA circulating in about 1 million DNA fragments in the blood, we expect to see it and quantify it. This is a leap forward in the field. This extra analytic sensitivity we report on with our NeXT Personnel test on the ultra-sensitive MRD range is something that has previously been hard to observe consistently. About 30% of the ctDNA positive samples in our clinical testing have been in this ultra-sensitive range. That is a jump in the actionability of MRD testing, which means physicians can see cancer recurrence earlier, have more discrimination in monitoring therapy, and have more confidence that patients with negative ctDNA results are, in fact, cancer-free. Indeed, we've had many anecdotes related from our early access doctors that the ultra-sensitive range is allowing them to see cancer sooner and intervene with the patient to get them the help they need and also to consider deescalating therapy when our test determines patients are negative for ctDNA. For example, a female patient from the Northeast receiving therapy for breast cancer tested positive with our NeXT Personnel test. Her physician saw low traces of cancer in the ultra-sensitive range for over several months. And luckily for this patient, the detected levels trended downwards until the patient's cancer finally became undetectable. Continued monitoring can potentially help inform taking patients like this off therapy in the future and provide reassurance to both the doctor and the patient. Moving to our second pillar, we're focused on building and publishing clinical evidence to gain reimbursement and continue to work with many of the top thought leaders around the world. In previous calls and during the ASCO webinar, we talked about the importance of our work with two leading cancer centers in Europe, Royal Marsden for breast cancer and Valdarna for immunotherapy monitoring. Both of these collaborators have provided access to studies that are broad and comprehensive. In the case of Royal Marsden and the Institute of Cancer Research in the U.K., which are among the leading global institutions in breast cancer, the study included patients across major breast cancer subtypes, including HR-positive, HER2-positive, and triple-negative breast cancer. Patients were followed in this study for a median of six years. The study results were highlighted at ASCO during a podium presentation and the results were compelling. NeXT Personnel detected early-stage breast cancer a median of 15 months before imaging scans for patients. For Valdarna, our VHIO, the work is in pan-cancer and included over 120 patients across 18 different cancer subtypes. The study showed that NeXT Personnel could be potentially used to predict immunotherapy response for patients. Similar to what we are seeing with our breast cancer studies, our test is detecting traces of cancer well ahead of imaging scans. These Royal Marsden results and the VHIO studies for immunotherapy monitoring join our TRACERx work in lung cancer to form the backbone of our efforts to gain Medicare reimbursement. Investigators in all three of these studies, Royal Marsden, VHIO, and TRACERx are working to submit manuscripts to peer-reviewed journals, which is a key step for us ultimately to submit for Medicare reimbursement. Once those manuscripts are published, we can then submit the individual dossiers for each of the indications to Medicare. There were two other data sets at ASCO that highlighted NeXT Personnel that are also worth noting. One was a study with Dana-Farber for HER2-positive patients that showed NeXT Personnel was correlated with outcomes in patients receiving neoadjuvant therapy. Neoadjuvant therapy is given to these patients before surgery to try to shrink the tumor before cancer is removed. In the second study, this one with Duke, deepened the data indicating NeXT Personnel could be used to predict immunotherapy response. The third pillar of our NeXT Personnel strategy is to leverage our biopharma relationships to drive the use of NeXT Personnel in clinical trials. We're engaged with most of the world's top biopharma companies and have continued to generate excitement around our NeXT Personnel test, most recently from discussions at ASCO. Customers want and need an ultra-sensitive approach to ensure that the most appropriate patients enter clinical trials. For example, we believe that our ultra-sensitive assay means that patients testing negative are much less likely to have a recurrence. Our biopharma customers can then expect that these patients are less likely to benefit from a therapeutic intervention, holding out the promise that NeXT Personnel be an excellent approach to optimize biopharma trials. We have booked millions of dollars of revenue from biopharma customers from MRD projects to date and expect the growth to accelerate. Now, move on to the fourth and final pillar: commercializing NeXT Personnel in the clinical market using a partner-centric model. In December, we announced our key partnership with Tempus to commercialize NeXT Personnel in the clinics with oncologists, and recently, Tempus announced the launch of our products to their customers. To quickly review, we expect to leverage Tempus' 200-plus salespeople channel to co-commercialize NeXT Personnel and accelerate growth. Personalis will be responsible for processing samples in our lab, obtaining reimbursement, invoicing health insurance payers and patients under the arrangement, while paying Tempus fair market value for the commercial services they provide to us. Overall, the deal is worth approximately $30 million for Personalis should all milestone payments be triggered and then Tempus fully exercise their warrants. We expect this to allow us to ramp up commercial efforts quickly with minimal additional cash investments. We're now on the Tempus requisition and we're processing samples sent to our lab. The goal for the balance of the year is to purposefully grow our efforts together, learning how to work seamlessly as partners, integrating our business systems, and refining our message to oncologists. This way, we're set to drive accelerated growth together on the backside of reimbursement approval. The Tempus relationship is working extremely well to date. Our cultures and our teams work well together, and we're confident that we're creating something great for doctors, patients, and payers. While we made strides with our first growth engine, our Win-in-MRD strategy to establish NeXT Personnel as a leading MRD test, we've also made progress with our second growth engine, leveraging our ImmunoID NeXT platform to deepen relationships with biopharma customers who use the offering to pioneer new therapies. Our biopharma business grew 117% year-over-year, and we had solid performance across our product portfolio. Customers primarily use our ImmunoID NeXT platform in two ways. First, they leverage our platform to power translational research and find new biomarkers and insights that can enable their drug discovery efforts. Second, companies in the personalized cancer vaccine or PCV market use our platform to create a molecular fingerprint of a patient's tumor to develop personalized therapy. We previously informed you about our partnership with Moderna in which Moderna is utilizing our platform in their mRNA cancer program. Moderna and its partner, Merck are enrolling patients, and our collaboration with Moderna is an important driver of revenue for us in 2024 and 2025. We have several other partners that work in this space as well. The third engine of our growth is growing our Personalis inside approach as we service enterprise customers. In these relationships, partners adopt our platforms and technologies to power their solutions. For example, Natera has leveraged our Exome platform as part of their MRD product to help them scale while they work to build in-house capabilities. As planned, they've reached the point where they can now run the product in their lab, and we expect to wind down our work with Natera by the end of 2024, and we have no intention to extend the current commercial arrangement. With other strategic parts of our business accelerating quickly, including PCV, biopharma MRD projects, and our clinical diagnostic business, the additional capacity will shift to support those critical parts of our business. I should also note, we're having other discussions exploring scaling up enterprise work in 2025. A second important enterprise relationship is with the VA. The VA utilizes our whole genome sequencing capabilities to power the Million Veteran Program, a national research program looking at how changes in lifestyle affect health in veterans. We've helped power this program with the VA for over 10 years. The VA informed us this quarter that they plan to renew the contract for another year, and we expect to receive a new purchase order by the end of September. Before I turn it over to Aaron, I have a couple of important corporate updates. First, we recently completed an agreement with Myriad Genetics to cross-license patent estates covering tumor-informed approaches to detect minimal residual disease, or MRD. Both companies value tumor-informed approaches for cancer patients and have developed deep foundational patent estates in the field and each sees the benefits of an ultra-sensitive approach as key to making MRD testing standard-of-care. The agreement we entered into helps solidify each company's freedom to operate in the MRD market and broadens access to the benefits of MRD testing for cancer patients. Personalis and Myriad are each pioneering tumor-informed genome scale approaches to power ultra-sensitive MRD tests enabling early cancer recurrent detection and more refined therapy monitoring. Additionally, we settled our litigation with Foresight, which resulted in us granting them a license to our MRD patents. This is a great outcome for Personalis. One, our IP that we've developed over many years is valuable. We were able to show that, and we'll be paid royalties moving forward. Secondly, we can focus on running our business and putting litigation costs behind us. Both the cross-license agreement with Myriad and the settlement should give investors confidence in the value of our IP, the strength of its protection, and our ability to create value from it. With that, I'll now turn it over to Aaron to review our financial results.

Thank you, Chris. Total company revenue for the second quarter 2024 was $22.6 million, an increase of 35% compared with $16.7 million for the same period of the prior year. The increase in revenue was driven by higher volume from biopharma and personalized cancer vaccine customers, which was partially offset by declines from the VA MVP. Biopharma revenue grew 17% compared to the same period last year, and the growth was primarily from the ImmunoID NeXT. In addition, we recognized $0.1 million of clinical revenue from our NeXT Dx tumor profiling test. Gross margin expanded to 35.6% for the second quarter compared with 28.7% for the same period of the prior year. The year-over-year increase of 6.9 percentage points was primarily due to product cost reduction and operating leverage from the 35% increase in revenue. Over the last year and a half, our focus has been to reduce product costs and to reduce lab operations expenses to drive margins higher. Recall that just a few quarters ago, our gross margin was only 19%, so we are making very good progress. Also, we had over 4 percentage points of unreimbursed clinical test costs during the second quarter. Otherwise, gross margins would have been closer to 40%. One of our top goals is to continue expanding gross margin. As we go forward, we expect margins to continuously improve with scale, although there could be some quarter-to-quarter variability due to fluctuations in volume, unreimbursed clinical test costs and other factors. Operating expenses were $24.9 million in the second quarter compared with $30.1 million for the same period of the prior year. Most of the year-over-year decrease was attributed to actions taken to reduce headcount in 2023. R&D expense was $13 million in the second quarter compared with $17.9 million for the same period last year, and SG&A expense was $11.9 million compared with $12.1 million for the same period last year. Net loss for the second quarter was $12.8 million compared to $24 million for the same period of the prior year. The second quarter net loss included a $3 million non-cash gain related to fair value accounting of the outstanding warrants issued to Tempus. This non-standard income was a result of the decrease in fair market value of the warrants at June 30, 2024, compared with the fair market value at the end of the last quarter. And for clarification, the accounting implications for the warrants have no bearing on the cash value they are exercised in the future. Now, on to the balance sheet. We finished the second quarter with a strong balance sheet with cash and short-term investments of $87 million. During the quarter, we used $8.4 million to fund operations, and we have more than one and a half years of cash on the balance sheet, which is expected to last through the first quarter of 2026. Now, I'd like to turn to guidance. For the third quarter of 2024, we expect total company revenue in the range of $21 million to $22 million, revenue from pharma tests, enterprise sales, and other customers in the range of $17 million to $18 million, and revenue from population sequencing of approximately $4 million. And for the full year, we increased our guidance and now expect total company revenue in the range of $79 million to $81 million, an increase from our prior guidance of $76 million to $78 million. Revenue from pharma tests, enterprise sales, and other customers in the range of $71 million to $73 million, an increase from our prior guidance of $68 million to $70 million, and this estimate includes revenue from Natera of approximately $21 million to $22 million, of which $5 million to $6 million is expected in the second half of the year. Population sequencing revenue to be approximately $8 million; non-GAAP net loss of approximately $75 million, a decrease from our prior guidance of $77 million and excludes any income or expense related to the outstanding warrants issued to Tempus. And cash usage is expected to be approximately $60 million, a decrease from our prior guidance of $62 million. We look forward to updating you on our progress during the next conference call in a few months. And with that, I will turn the call back over to the operator to begin the Q&A session.

Thank you. Ladies and gentlemen, we will now begin the question-and-answer session. Our first question is coming from Yuko Oku from Morgan Stanley.

Hi, this is Madison on for Yuko. How are you guys?

About the same, Madison.

Congrats on the quarter and thanks for taking the question. I have a two-part here. Just first one, I was wondering, should Moderna's PCV eventually secure FDA approval, I was wondering if you could remind us what the potential upside could be on that? And are you spec'd into the product? Or is it possible that another sequencing vendor could also start to sequence for Moderna once approved?

Hi Madison, thanks for the question. In terms of the Moderna relationship, so we are ecstatic about how this has been operating. Again, we've been partners with Moderna since 2016 to 2017. In terms of where this goes upon commercialization, that's something for Moderna to discuss. We're not really talking too much about the upside or the opportunity. We just know that it is a huge opportunity for us. We're excited about it, but that should come from the Moderna folks to talk about. In terms of the offering, today, patient samples are taken and sent to Personalis, we profile them, and we send back this rich, informative set of data to Moderna. So, they can then customize a vaccine or therapy for that individual patient. We believe we have a very solid relationship and Moderna values our platform.

Got it. Okay, that's good to hear. I was wondering how you ensure that Tempus, with their own MRD solution, is also motivated to market NeXT Personnel. What kind of incentive structure is in place for the product to ensure they receive equal commercial support from the sales force?

Yes. No, great question. Just backing up, right now, we're on the Tempus requisition, and we're growing the number of Tempus' sales reps that are selling the product over time to get the volume. Tempus' product is blood-based. It's not the same type of product; it's a tumor-naive product. Ours is a tumor-normal product. They are positioned in colorectal cancer, while we are focused on lung, breast, and IO therapy monitoring. So, the products are positioned a little differently. I think it's actually great to have both products under the same roof because the truth is, for some patients, you're not going to have access to the tissue, and you're just going to have access to the blood. Tempus is uniquely set up to accelerate growth in the marketplace with a comprehensive offering.

Got it. That's good to hear. Thanks so much for the time.

Thanks Madison.

Next question on the line will be coming from Mark Massaro from BTIG.

Hey guys, this is Vidyun on for Mark. Thanks for taking the questions. Could you just touch on NeXT Personnel reimbursement? Just remind us how you're thinking about a potential crosswalk or gap-fill there for pricing? Just where you think that will land and any potential upside as it relates to potential ADLT status? Thanks.

Yes. Great question. We've built all of our economic models assuming we get reimbursement similar to what other players have in the marketplace. But there are a couple of different shots on goal to drive that higher. One is that the test itself is more resource-intensive than an exo-based test. Medicare reimburses based on that, so we think that's one way the test should be priced higher. Secondarily, there is a shot to get ADLT status, so we're working on management. Our expectation is tracking to have gross margins greater than 60% even if we don't achieve any of those things and the Tempus relationship brings sales and marketing costs down into the 20% to 25% range.

Perfect. Thanks so much for the color there. And then just a follow-up on Moderna has sort of exceeded expectations. Can you just remind us, I think they've expanded the number of indications they're looking at on PCV. So, maybe just touch on that and then also your longer-term outlook on the pharma side of the business? Thanks.

Sure. Thanks Vidyun. In terms of the Moderna relationship, remember, they're in Phase III clinical trials right now with melanoma patients. They had prior success in Phase II. The number of patients in Phase III significantly outpace what you'll see in Phase I or Phase II. Yes, they are focused on additional cancer types as well, but specifics should come from them.

Great. Thanks so much for taking our question.

Thank you.

Next question will be coming from Thomas Flaten from Lake Street.

Good afternoon guys. I appreciate you taking the questions. Chris, you mentioned in an earlier response kind of gating the Tempus efforts here in the near term. Can you talk to us a little bit about exactly how you're going to do that? How many reps are you going to bring on? And how are you going to pace those reps, so you don't overburden the system with too much volume when you're not getting paid? Any color there would be super helpful.

Yes. We've started out with a small number of Tempus reps that are trained in marketing and discussing the product, and the plan is to grow that over time. It's a graduated approach to largest resources put into the sales process as we go. Remember, there are volume gates built into the agreement, so Tempus has agreed not to exceed certain numbers on a year-to-year basis. Our challenge is to show increasing clinical traction while managing the burn rate. So, we're trying to walk this tightrope, and we've structured the agreement with Tempus to achieve that.

Got it. And you mentioned in your prepared remarks the publications for each of the key data sets in breast and IO and lung. Any visibility into the timing of that? And I guess the follow-up to that would be what are your expectations now regarding submission of dossiers to CMS?

Yes. All the data has been run and is now publicly available. The data looked excellent. It was great this quarter to see the breast cancer data create a buzz in the community. Investigators are working on those papers now; they are nearing the end of it. We don’t control submission, but we're optimistic that they will submit soon. We will submit to Medicare as soon as those studies are published. Medicare wants to see peer-reviewed studies to consider an application.

We're on track and hopeful we can get these published soon.

One of the great things about us from an execution standpoint is that we are executing on a plan we laid out more than a year ago about how this would all happen. We’ve gotten the data, set up the studies, run the samples, and discussed the results at scientific meetings as planned. I'm proud of the team for bringing it up to this point.

Great. Appreciate you taking the questions. Thanks, guys.

Thanks.

Our next question will be coming from Mike Matson from Needham.

Hey everyone. This is Joseph filling in for Mike. I have a couple of questions. I believe you mentioned a 4% revenue headwind from clinical tests that were not reimbursed. Are these tests you intend to seek reimbursement for? Or have you already ruled them out for future revenue?

Yes, the costs are in the quarter; we bill insurance companies for them, but we just don't expect to get paid because they're not medically necessary or in the case of Medicare. They weigh down gross margins. Aaron's point was if they hadn't weighed down gross margins, we'd have been near 40%. We've made tremendous progress overall.

With the gross margin...

Yes, absolutely tremendous progress on margins and cash burn overall. I guess maybe just on cash burn, the reduction in the guidance for cash burn. I was just curious, is that coming from further, I guess, cost reduction initiatives? Or was this mostly coming from upside from raising the revenue guidance?

It's really from the revenue and the gross profit, right? Revenue went up $3 million in gross profit there as well.

Okay, great. And then just maybe one more. You had mentioned the Duke dataset being predictive. I assume this was ImmunoID of immunotherapy response. Just curious if you...

It's actually NeXT Personnel; it's the MRD product.

I see. Okay. That makes perfect sense. But I guess the question then, do you see that use case mostly sticking with pharma? Or is there a potential to use that use case in the clinical setting for immunotherapy eligibility?

No, absolutely. Certainly across the clinic, it's one of the major applications for MRD assays because it can be challenging for doctors when stimulating the immune system, and imaging can sometimes provide misleading results. Blood tests are increasingly handling much of the monitoring responsibilities. This is one of the key applications. There are three datasets that support its use: UKE with melanoma, Duke with gastric patients, and PHIO pan-cancer data.

Yes, about 40% of all cancer patients are eligible for immunotherapy, but only 12% respond. So, it becomes critical to understand whether these patients have a response to immunotherapy. MRD is definitely one of the key tools now that they can use, and we're showing highly predictive data.

I see. Okay. It makes perfect sense. I had read that comment as testing for eligibility pretreatment rather than monitoring, but thanks for clearing that up.

No, absolutely. It's monitoring. It's a significant part of the estimated $20 billion market.

Thanks.

Our next question will be coming from Arthur He from H.C. Wainwright.

Hey good afternoon Chris and Aaron. This is Arthur on for R.K. So, congrats on the quarter. I had a couple of quick ones. So first, regarding the total revenue, how about the physicians right now enrolled in the EAP? Does that number bump also?

So, that includes all the tests that we got, which are from those physicians and some Tempus physicians added during the last quarter. We did grow the number of physicians. We started with 10 and we've been slowly increasing that.

Got you. Thanks for the color. And my second question is, regarding the Razor guidance regarding revenue, it seems to come more on the former testing business. I'm just curious, is this driven more by the ImmunoID service or is there some interest in that NeXT Personnel?

So, it's actually both. Most of the revenue today is from ImmunoID NeXT. The pharmaceutical business has been very strong over the last few quarters, especially in Q2. The pipeline for NeXT Personnel with our biopharma customers is growing rapidly, and we're going to start to see that take over the next few quarters.

Got you. That's good to hear. The last question is, for NeXT Personnel, what's your plan when you're looking beyond breast cancer, lung cancer, and IO therapy monitoring? What's the potential beyond that?

We haven't really stated anything beyond that just yet, Arthur. Right now, we're focused on these cancer types. It's close to half of the market, and it's going to keep us busy over the next couple of years. So, we're focused on these cancer types.

Got you. Thanks, Aaron, and thanks for taking my question.

We have a question from Dan Brennan from TD Cowen.

Hey, it's Joe on for Dan. So, it was really nice revenue performance in the quarter at $22.6 million, which is well on your way to the run rate to hit the $100 million in 2025 levels. So, if we get closer, can you just share some thoughts on how you're feeling about achieving this milestone, especially with Natera business rolling off? It'd be great if you could kind of walk through expectations for different revenue buckets in terms of MRD vaccines, enterprise, and VA.

Sure. Thanks for the question. In terms of looking ahead into 2025, we haven't given specific guidance on the buildup of it. We can assume that with the enterprise work with Natera ending by the end of this year, there will be zero from Natera in 2025. We can assume most of that is going to be offset by our biopharma increase. Biopharma will increase from not only ImmunoID NeXT but also NeXT Personnel. The funnel is growing immensely, and we're expecting that to start taking off over the next few quarters. The VA MVP might be $7 million to $8 million, but the growth will primarily come from biopharma.

Got it. And then if you could give a little more color on the Myriad deal. What are both Personalis and Myriad looking to get out of this agreement? It seems Personalis is changing their IP strategy from one where you were previously enforcing your patents and now you're sharing your IP with Myriad and settling with Foresight?

It's all about patient access and having a model that is comprehensive helping build the market. In the case of Myriad, they had deep foundational work, and by doing a cross-license deal, we have ensured each company can operate freely, benefiting us both and building value for shareholders, patients, and doctors. In the case of Foresight, we have IP we believe is valuable, and we are receiving royalties going forward. We will continue to find ways to leverage the value of our IP.

Got it. Thanks.

There are no further questions at this time. Ladies and gentlemen, this concludes your conference call for today. We thank you for participating and ask that you please disconnect your lines. Goodbye.