ImmunoPrecise Antibodies Q4 2023 Earnings Call Transcript

Quartr
Provided by Quartr
July 7, 2023

There are 8 speakers on the call.

Operator

Morning, ladies and gentlemen. Thank you for joining us today for IPA's earnings call covering the Q4 and full fiscal year of 2023. I am Regina, and I have the privilege of hosting this call. Before we commence, I would like to draw your attention to the fact that our discussion today may include forward looking statements. These statements are subject to various risks and uncertainties that could cause actual results to differ materially from what we express or imply.

Operator

We strongly encourage you to review our filings with the Securities and Exchange Commission for a comprehensive discussion of these risks and uncertainties. IPA remains committed to complying with legal requirements and will update forward looking statements only as mandated by law. During today's conference call as well as in the accompanying presentation slides, we will be employing non GAAP financial measures to assist investors and analysts and comprehending IPA's business performance. Adjusted EBITDA, in particular, allows for meaningful comparisons an analysis of trends in our business over different periods. For a detailed explanation and reconciliation of these non GAAP measures to GAAP measures, please refer to the Management Discussion and Analysis section of our filing on EDGAR and SEDAR.

Operator

Now without further ado, I would like to pass the floor to IPA's CEO, Doctor. Jennifer Bass, who will provide an overview of our quarterly results.

Speaker 1

Thank you, Regina. During today's call, we aim to provide you with a clear and comprehensive understanding of IPA, Our company and how we are strategically positioning ourselves as leaders in the field of AI and antibody therapeutics. At ImmunoPrecise Antibodies, we are consistently paving the way as pioneers in technology, positioning our company as a front runner in innovation. Our mission is to harness the potential of data driven AI and cutting edge laboratory technologies to deliver groundbreaking solutions. We set ourselves apart by employing patented technologies and trade secrets that provide unparalleled insights into the realm of biological data.

Speaker 1

Let's begin today's call by highlighting the significant achievements and developments of the past fiscal year. These key milestones not only showcase our unique position in the market, but also reflects the progress we have made over the last 12 months. I'm thrilled to share that in Q4 fiscal 2023, IPA reached a significant milestone by achieving a record revenue of $5,600,000 Demand which is continuing to build. Moreover, we are proud to report that in fiscal year 2023, It was a strong year with total revenue reaching $20,700,000 representing growth of 6.7% year over year, which equates to 9% when adjusting for the effects of currency translation. These outstanding accomplishments highlight our dedication to delivering service, the high demand of IPA's offerings and our ability to maintain stability in the face of prevailing market conditions.

Speaker 1

Building on our strong momentum, IPA continued its positive trend in Q4, securing a healthy $4,650,000 in sales orders for fee for service work now followed dramatically with a record breaking impressive $3,511,000 from the month of June alone, which as Barry will share shortly is a staggering forty 7% from the previous time point 1 year prior. This is a testament to the market's confidence in our capabilities and the ongoing high demand for our services, which have reliably translated to quarter over quarter growth. It further reinforces our optimistic outlook for revenue growth moving into this new fiscal year. Regarding our subsidiary, TALEM, after a strategic review, we made the decision to consolidate our programs and discontinue investments in earlier stage assets. Instead, we redirected our efforts toward enhancing 3 key programs that we believe hold significant value.

Speaker 1

Currently, these programs each are the focus of active discussions from industry prospects, which we will elaborate on further in today's call. Furthermore, TALEM has demonstrated its ability to adapt to the changing market landscape. We have strategically shifted our focus toward partnering discussions with larger corporations, aligning with the recent trends in capitalization and This approach allows us to navigate the industry's dynamics more effectively to capture valuable opportunities. Throughout the past year, we have achieved significant milestones that demonstrate our unique position in the market. Firstly, Tellem entered into an exclusive research collaboration and license agreement with Astellas Pharmaceuticals.

Speaker 1

This collaboration aims to develop antibodies targeting a novel tumor microenvironment protein. With Astellas having an exclusive option to license these antibodies for therapeutic development, including CAR T therapies. This partnership is the result of extensive due diligence and collaborative efforts, further validating the universal nature of BioStrant's HIF Technology. Additionally, IPA Europe's human phased display and humanization offerings have gained impressive financial momentum. We have bolstered these offerings with newly generated phage libraries and a modernized workflow incorporating next generation sequencing.

Speaker 1

This expansion has not only increased the potential for HIF accessible sequence data, but has also attracted a surge in requests for VHH Based discovery programs, opening new revenue opportunities for IPA. Furthermore, We have expanded on our single B cell screening capabilities to include species from the Camelid family. Our novel techniques in this area have proven highly successful, leading to increased demand for VHH based discovery programs and contributing to IPA's revenue growth and reputational leverage. In terms of integrated revenue stream, We have 3 core pillars, which we will elaborate on today. To give you an initial glimpse, the first pillar, InSilico Technologies combined with existing wet lab services are increasingly revenue generating with undeniably attractive trends.

Speaker 1

We have generated close to $790,000 in BioStrand specific service quotes with over 80% of those quotes issued within the past 6 weeks. The second pillar is our Insilico de novo antibody discovery and development partnerships, which offer revenue potential through upfront payments, Milestone and royalty payments, with milestone payments alone ranging from up to approximately $60,000,000 to $400,000,000 You will receive some enthusing updates on these exact endeavors in today's call. Lastly, our data organization and management platform represents an exciting upcoming revenue stream And we are thrilled to be able to share more information on this eventual SaaS model with you today for the first time. In conclusion, our innovative revenue streams, valuable partnerships and expanded market reach have allowed us to achieve record breaking revenues. We are committed to driving continued growth and success through our unwavering dedication to innovation by harnessing the power of AI, our HIF technology and our esteemed laboratory discovery bio platforms, we have created a legacy paradigm that integrates any biological data with lightning speed, with reduced energy and unparalleled insights.

Speaker 1

Our software development enhancements and ability to solve the information integration dilemma have further supported our growth as the future leaders in this industry. We are excited about the opportunities that lie ahead and look forward to disseminating these exciting updates to you, our investors, throughout various media channels on a regular basis as we continue to rapidly solve biological enigmas and bring you case based evidence to validate our advancements. I'll now turn the microphone over to Barry Duplantis for updates on client relations and business development.

Speaker 2

Thank you, Jennifer. As many of you may know, and as Jennifer has just Previously mentioned, IPI presently operates with 3 primary sources of revenue, broadly classified as fee for service, including product sales, Outlicensing of preclinical assets and non fee for service partnerships. In the past, IP primarily maintained separate Teams for fee for service sales and business development endeavors. However, in fiscal year 2023, we have adopted a more integrated and comprehensive approach to enhance our outreach capabilities and ensure that we capture any and all opportunities. In this update, I will provide an overview of each of these revenue streams.

Speaker 2

The team has actively participated in several conferences and asset specific partnering summits, hosted IPA collected events Held in major biotech hubs and engaged in on-site visits to build strong client relationships. These outreach efforts and events have been made possible by the addition of 2 highly Effective sales team members in key geographic regions who have greatly contributed to establishing IPA's industry leading technical sales team. Throughout fiscal year 2023, we have seized every opportunity to present our global value proposition. And as the year progressed, we have been able to showcase how IPA is disrupting the current discovery Paradigm. This has been achieved through the ongoing integration of BioStrand's proprietary technologies, which have significantly enhanced our technical output.

Speaker 2

The inclusion of BioStrand's expertise has further strengthened our position and allowed us to demonstrate how we are pushing boundaries with the industry. The conventional approach to antibody discovery and development follows a linear funnel model, where the value of an asset increases along with the corresponding expenditure in wet lab activities. Simply put, the cost of failure for an asset, both in terms of finances and time, escalates significantly with each phase of the program, Cumulating in multimillion dollar expenses associated with clinical trials. IPA has always been at the forefront of therapeutic development, thanks to our function first workflows. We mitigate risk by providing our partners with crucial wet lab data early in the discovery process, ensuring that the most promising candidates are prioritized and advanced.

Speaker 2

With the integration of BioStrand's technologies, IPA can extend its function first workflow beyond the wet lab to incorporate antibody sequences. Our integrated in silico multi parametric screening and assessment is highly scalable and cyclical, allowing IPA to move away from the traditional linear triage funnel approach. We can incorporate, what was once considered late stage lead candidate development processes such as humanization, immunogenicity assessment and liability evaluation Early in the cycle. By integrating our in silico services, we are revolutionizing early stage triaging and working towards eliminating costly attrition associated with core lead candidate selection. Furthermore, apart from the exceptional services we provide, we're also extremely enthusiastic about the business prospects of our Insilico work.

Speaker 2

These services offer several advantages including rapid revenue recognition and higher profit margins. Moreover, they act as catalysts in attracting clients to our wet lab services, resulting in a desirable feedback loop. The combination of our cutting edge and silico capabilities and wet lab expertise creates compelling value proposition that drives business growth and customer satisfaction. Based on our expected sales cycle, the impact of the fiscal 2023 sales efforts began to materialize in the second half of the year with 3 of our top sales order months occurring during this timeframe. Once again, while the sales orders are signed commitments of future antibody discovery Based work and do not encompass our standalone protein production revenue from IPA Europe Utrecht, they are a useful metric Even though they may not correlate perfectly with future revenue.

Speaker 2

While we acknowledge that June 2023 is Q1 of fiscal year 2024, the cumulative efforts of fiscal year 2020 3 have resulted in a remarkable monthly sales order record of $3,510,000 This represents an impressive 47% increase over the previous hired record sales order month. The most recent bump can be attributed to growth in our core Services and a surge in both phage and humanization offerings. In the last 4 months, we've initiated 11 phage based programs as compared to programs in all of fiscal year 2022. In the past 6 months, we secured greater than $1,200,000 in sales orders for humanization services, solidifying the industry's movement away Regarding revenue, as Jennifer mentioned, IPA has achieved notable milestones. In Q4, the company recorded an impressive revenue Total of $5,600,000 marking the highest quarterly revenue to date.

Speaker 2

Additionally, the annual revenue for fiscal year 2023 reached $20,700,000 reflecting a solid 6.7% The sales quarter and revenue results highlight our strong momentum, consistent growth and ongoing success in generating revenue. Moving on from the fee for service offerings, our asset out licensing efforts have obviously been a major focal point for our business Development team and our proactive approach has yielded significant progress. We have implemented a comprehensive tracking sheet for each Program and contact, which enables us to maintain detailed records of all communications, updates and specific requirements related to each program. This systematic approach ensures effective communication and a tailored approach for each targeted company. As a result of our strategy, we have initiated discussions with key decision makers in over These conversations have enabled us to identify and prioritize Indication and resulted in a new compelling pitch decks and marketing materials that have effectively kept conversations active while our asset data packages are close to being finalized.

Speaker 2

Thus far, our efforts have led to approximately 30 confidential, technical or advanced meetings with interested parties. Additionally, we have approximately 60 companies eagerly awaiting more data. These outcomes highlight our success in driving conversations and generating significant interest in our assets, positioning us favorably in the out licensing landscape. Finally, I'd like to touch on our featured non fee for service partnerships where our recent successes have been driven by the integrative sales approach I mentioned earlier. During fiscal year 2023, we identified and executed upon 2 appropriate in silico joint intercompany opportunities starting with the Briocel BioStrand.

Speaker 2

Entered into an exclusive research collaboration and license option agreement with Astellas Pharmaceuticals. The goal of the program is to develop antibodies against a novel Tumor microenvironment target or TME target. Because of the unique and challenging nature of the TME, there is an unmet need in the development of a universal solution targeting TMA specific antigens. In this collaboration with Astellas, Talem will leverage its experience, knowledge and unique insights acquired in its internal programs in combination with BioStrand's artificial intelligence focused Lens AI technology. Following the completion of the in silico and de novo antibody Covering analysis, Astellas has an exclusive option to license the antibodies against the TME target for the development of therapeutics, including Astellas chimeric antigen receptor based We are excited about the ongoing progress of this groundbreaking program.

Speaker 2

It is important to emphasize the technologies used are not specific to Astellas program and will be available to future partners including applications targeting the TME. And with that, I will hand it over to our CSO.

Speaker 3

Thank you, Barry, and good morning all. I would like to take a moment to Coast Talam's strategic initiatives aimed at streamlining our operations and maximizing shareholder value. Over the past fiscal year, we have conducted an extensive review of Talend's portfolio, resulting in reprioritization and consolidation of our programs. Through this process, we have identified 3 key programs that exhibit unique modes of action, hold significant value potential and have garnered Substantial interest from prospective partners in the biotech and pharma industry. Our focus is now directed towards generating robust And feedstock proof of concept data packages to facilitate early stage partnering and out licensing in a cost effective and time efficient manner.

Speaker 3

These measures are driven by market changes that have impacted the capitalization of smaller pipeline companies, leading us to target larger companies in our partnering efforts. By aligning our resources and concentrating on select Programs, we aim to optimize operational efficiency, reduce costs and accelerate the development time line. We remain steadfast in our commitment to creating value for our shareholders and navigating the evolving landscape of the biotech And pharmacectors. We believe that these strategic actions will position Talend for success and foster sustainable growth in the years to come. Our research and development efforts are taking on a revolutionary Trajectory with the integration of wet lab techniques and high capacity and seeded code methodologies provided by LensAI, especially when it comes to enhancing our single B cell screening capabilities.

Speaker 3

Given the rapidly expanding bi- and multi specific market And surging demand for suitable targeting modalities, we are currently advancing our wet lab R and D by implementing protocols for single basal based Chemylates have a distinct characteristic in the antibody repertoire, The presence of heavy chain only antibodies. The antigen binding fragments of these antibodies referred to as VHHS are composed of a single domain. This simplicity not only makes them highly compatible with a multi specific modality, But also ideal candidates for Anadasis using our AI driven structural prediction tools. As part of our AI integrated strategy, we are able to deploy machine learning Algorithms to assess and predict the suitability of candidates for bi- and multispecific formulations, more specifically to determine which targeting arm would be most suitable for the desired bi- or multi specific format. Furthermore, we are able to embed epitope prediction into the selection There was facilitating a refined and targeted approach for lead selection.

Speaker 3

We have repositioned ourselves in the phage based antibody market by broadening our ready to use human repertoires on paid from healthy and immune disease donors and expanding the sequence output obtained from our pay to play platform. Our latest workflow smoothly combines the deep mining of Target enriched antibody repertoires, leveraging next generation sequencing capabilities with computational cluster based analysis. This workflow diversifies the output, minimizing platform induced bias and yielding a superior array of potential therapeutic antibody candidates. In the short term, we anticipate an increase in revenue directly resulting from these technological advancements. However, our long term vision encompasses the development of in silico optimized libraries as well as fit for purpose repertoires Like ion channel focused libraries using our AI technology to guide the design.

Speaker 3

These libraries are expected to outperform the currently available optimized repertoires, which have undergone traditional improvement methods. To conclude, we are on a transformative journey. We are emerging traditional website methodologies with the remarkable potential of Our strategy underscores our commitment to innovation and positions us to lead in a rapidly evolving biotherapy tax field. I would like to turn the call over to Jennifer now for the operational update.

Speaker 1

Thank you, Ilsan. IPA has dedicated years to building a strong foundation for leading innovation. Our commitment to bringing together cutting edge technologies and delivering high quality products to our clients has been a driving force. Historically, we placed a strong emphasis on quality metadata collection and analysis focused on throughput and output, knowing that data would always serve as the core denominator in the business. Throughout our journey, we have conducted extensive due diligence in the fields of AI and machine learning, Seeking truly pioneering solutions.

Speaker 1

These efforts have brought us to this pivotal moment in time where we are streamlining and solidifying our identity as a leader in AI and technology innovation. The cornerstone of BioStrand's business plan revolves around our patented HIF technology that powers our LensAI software. Through the utilization of HIFs, we gain the tools to explore intricate biological mechanisms to target complex receptors, including GPCRs, ion channels and the intricate tumor microenvironment. These advanced technologies provide us with the means to delve deeper into these challenging areas and unlock potential solutions. While success is not guaranteed, our ability to address these intricate targets opens up new possibilities and avenues for therapeutic development in previously unexplored areas of biology.

Speaker 1

By harnessing the power of HIF, We are equipped with the tools to tackle these complex challenges and make significant strides in our understanding and treatment of diseases. In this endeavor, Lens dot ai plays a pivotal role. With its capacity to analyze massive datasets, identify intricate patterns and simulate complex biological systems. Our AI provides invaluable support. By harnessing the power of AI and leveraging hip patterns, we are uncovering novel strategies and pathways to design effective therapeutics.

Speaker 1

This approach not only pushes the boundaries of scientific understanding, but it also opens up new frontiers in our ongoing fight against diseases. BioTrans revenue generation strategy has been methodically planned to capitalize on the multifaceted potential of our innovation. Our initial revenue stream originates from our in silico technologies, complemented by our well respected wet lab services. These offerings provided as a fee for service model, are geared toward harnessing the power of advanced machine learning techniques and AI algorithms and span a wide array of applications including, but not limited to, natural language processing or NLP driven target identification and target analysis Immunogenicity testing, binding and docking analyses and relative affinity calculations. To provide insight into the revenue potential of these services, let's explore the specifics of immunogenicity testing.

Speaker 1

This assessment plays a crucial role in ensuring the safety and effectiveness of therapeutic proteins, making it an indispensable component of the biotherapeutics development process. Our pricing structure for immunogenicity testing is determined by the number of clones being evaluated. For a single clone, the costs start at $10,000 As the program size increases, we offer sample price reductions to accommodate larger volumes. For instance, testing 1,000 clones cost $200,000 resulting in a reduced price per clone of $200 to $200 With a volume of 10,000 clones, the total cost is $550,000 reducing the price per clone to $55 These pricing tiers allow for scalability and accommodate different sample sizes, making our immunogenicity testing services accessible to a wide range of clients. We have reason to anticipate significant revenue growth from the immunogenicity service alone.

Speaker 1

In the approximately 6 weeks Since publicizing these offerings and showcasing the unique insights they provide, we have garnered strong demand resulting in approximately 8 different program requests. We anticipate yet another revenue stream through our partnerships in in silico de novo antibody discovery and development. These partnerships are designed to create a steady and growth oriented income stream, benefiting both parties from shared successes. Our partners have the opportunity to utilize our multimodal platform to advance their therapeutic discovery efforts, supported by upfront fees. Furthermore, our agreements include milestone payments that began as early as preclinical evaluations and continue through clinical development phases.

Speaker 1

These milestones, as mentioned, ranging from approximately US60 $1,000,000 to US400 $1,000,000 not only track the progress of therapeutics, but also serve as incentives for successful development. By implementing this structure, we are able to celebrate and partake in our partners' clinical achievements. Completing our deal structure is a royalty model that takes effect upon commercialization of a drug. Through negotiations, we have established per country royalty payments in aim of generating consistent and long term revenue sources Post commercialization. This model guarantees our continued involvement, invested interest in the successful development and commercialization of therapeutics discovered using our platform.

Speaker 1

Under this comprehensive model, we have successfully completed The in silico phase of our work with Breasil Therapeutics. We are now nearing the completion of Phase 1 of the Astellas program. These advancements go beyond financial gains as they demonstrate the potential and practicality of our platform, playing a pivotal role in our long term strategic vision. Given the projected exponential growth of data in the pharma industry with an estimated 40 exabytes of data to be generated in the coming years To put it into perspective, 1 exabyte equals 1,000,000,000 gigabytes. Effective data management is a top priority.

Speaker 1

Managing such an enormous volume of data poses immense challenges, but also presents a golden opportunity for businesses Our offerings are precisely geared toward addressing this data deluge. We have strategically positioned BioStran to capture a slice of this burgeoning big data market within the pharma sector. With a conservative estimate of acquiring 0.024 percent of the data management market over the next 5 years, This translates to annual recurring revenue of $25,000,000 over 5 years. We understand that as clients generate and utilize more data, their data management needs will grow. Hence, we plan to meet those needs with tiered packages that are designed to be scalable and flexible to accommodate this evolution.

Speaker 1

This planned approach is well researched and based on market analyses and we believe is well suited to help position BioStrand as a key player in the pharma industry's big data management market. Expanding on our strategic business model, We will further enhance our data management offering by completing it with an analytical layer, by seamlessly fusing Lens dot ai's suite of advanced analytical tools is designed to unlock valuable insights from complex biological data. It offers an integrated framework that is capable of analyzing sequence, Structure and function in one unified setup. Using advanced algorithms, LensAI can rapidly analyze large volumes of intricate biological data, identifying patterns and insights that would otherwise be impossible to detect. This unmatched analytical scalability provides actionable insights and reveals meaningful biological relevance, giving our clients a comprehensive understanding of their data in a fraction of the time typically required.

Speaker 1

When a pharma client uses our data management platform, the addition of Lens dotai's capabilities can dramatically their extensive data, but also leverages Lens dot ai's prowess to analyze and interpret this data, driving meaningful discoveries and innovation. From sequence alignment and comparative genome studies To biomarker identification and biotherapeutic discovery, our integrated platform streamlines these complex processes, providing our clients with a holistic view of their research. Additionally, the data generated from Lens dotai's Analyses further contributes to the data management system, creating a continuous cycle of data generation, management, analysis and interpretation. This upselling strategy aims to add substantial value for existing data management clients, Driving additional revenue while providing a comprehensive efficient solution to the complex challenges of biological data analysis. We believe this integration of Lens dotai's tools with our data management platform will not only distinguish our service offerings, but also eventually solidify our position as a leading provider of innovative solutions in the pharma industry's big data management market.

Speaker 1

Essentially, the future of transformation the future transformation of our data organization and management platform Into a SaaS model, we'll provide our clients with a comprehensive streamlined solution for their data challenges. This evolution will empower them to seamlessly integrate and scrutinize diverse datasets, encompassing unstructured text, structured data, sequence information and structural data. As we forge ahead in refining and expanding our software capabilities, we are not only aiming to keep pace with the industry's evolving needs, but also to establish ourselves as the partner of choice for biotech and pharmaceutical companies. Our goal is to aid these organizations in streamlining their data, their data management workflows and amplifying the impact of their research and development efforts. Indeed, we believe that the integration of advanced data management with our Lens dotai toolset is a game changer, Setting a new standard in the industry.

Speaker 1

We look forward to a future when we can continue to break barriers and foster innovation, Driving the next wave of advancements in life sciences. As you can see, the BioStrand revenue streams encompass a range of services From Ensilico Technologies and De Novo Antibody Discovery to our future SaaS model for data organization and management. By continuously refining our software capabilities and expanding our offerings, we are well positioned to achieve sustainable growth and make a meaningful impact in the biotech and pharmaceutical sectors. Furthermore, it is worth noting that some of our competitors in the industry have reported burn rates exceeding $100,000,000 annually. This highlights the substantial investments being made in the field of AI driven drug discovery and development.

Speaker 1

We believe that our efficient operations, our core technology And strategic focus position us well in this competitive landscape, allowing us to maximize shareholder value while maintaining prudent financial management with an overall company burn of close to only 10% of those competitors. Now let's delve into the additional highlights of our accomplishments this year. The integration of next generation sequencing or NGS, pipeline analytics and workflows at our discovery sites has been an ongoing endeavor. Over the years, we have developed multi species NGS capabilities to enable us to capture vast amounts of antibody sequence data, which can be used to continuously enrich hit patterns. This integration enables us to leverage the power of AI and data analytics to improve and accelerate discovery processes for our clients and partners.

Speaker 1

Software development has been a major focus for us this year. The build out of our Lens dotai software has been a massive undertaking as it forms the backbone of our operations, tying together WetLab Services, software capabilities and our HIF technology. This integration required a massive effort to translate knowledge and expertise from IPA to BioStrant, culminating in a software platform that goes beyond a minimum viable In April, We reached a monumental validation and milestone with the issuance of an EU patent by the European Patent Office for BIO key's application covering our HIF technology. This patent solidifies the novel and efficient way To integrate multimodal data into a single framework, addressing many high priority challenges in the life sciences, including the current challenges in omics data integration and analysis. The hip technology serves as the core of BioStran's LensAI integrated technology platform, which provides cutting edge data solutions and supports antibody discovery.

Speaker 1

So far, our HIF patent has been accepted in over 10 different countries. Incorporating the white box approach, we fundamentally shifted the paradigm of AI and genomics, putting an emphasis on scientific reasoning and process transparency. This unique approach provides scientists with a clear understanding of AI's Unlike traditional black box, deep learning models that offer little to no insight into their internal workings. Our advanced platform LensAI fosters traceability and interpretability In each step of data analysis, this ensures that users are not just presented with results, but they can actually Follow the logical path that the AI took to arrive at those conclusions. Importantly, By doing this, we're empowering scientists with a tool that not only performs high throughput data analysis, but also provides a detailed rationale For bioinformaticians, biologists and other researchers, this visibility is invaluable.

Speaker 1

It engenders trust in the AI's output, fosters a deeper understanding of the patterns and correlations that the AI is identifying and provides users with a powerful tool to verify their hypotheses. In essence, it bridges the gap between AI's In short, integration of the white box concept elevates AI's role in genomics from being a simple data analysis tool to becoming a partner in the scientific discovery. This aligns perfectly with our goal to deliver AI driven insights while ensuring that the user stays in control, thus creating a harmonious blend of AI capabilities and human expertise in the pursuit of biomedical breakthroughs. By seamlessly integrating different modalities and dimensions of biological data, Including unstructured text, structured data, sequence information and structural data, we unlock valuable insights. Our HIF based model and integrated intelligence platform enables scalable data analysis, distinguishing between known and new information and making predictions across different modalities.

Speaker 1

As we face an imminent data wall in the life sciences, with data generation expected to exceed 40 exabytes in the coming years. The capacity for scalability and efficient processing in our technological Systems becomes more than just an advantage. It is an absolute necessity. Traditional screening or parsing algorithms Are becoming increasingly inadequate to handle this data influx, which poses a major challenge to the field. This is where our framework underpinned by HIF and empowered by our integrated intelligence platform Lens dotai steps in.

Speaker 1

Our model is uniquely equipped to process and analyze very large volumes of data efficiently. This robust capacity to manage and interpret such expansive datasets is built into the very fabric of our technology, enabling it to remain effective and efficient in the face of rapid data growth. Our scalable approach is not only about Handling sheer volume, but also about extracting meaningful insights amidst all of the noise. In an era where data is expanding exponentially, the ability to identify the needle in the haystack becomes more crucial than ever. Our framework ensures that this surge in data does not drown out potentially groundbreaking discoveries, but instead enables their identification and exploration.

Speaker 1

In short, our focus on scalability and efficiency Backed by our HIF based model and Lens dotai platform positions us at the forefront of this data revolution. It allows us to drive healthcare innovation and reveal new connections and relationships in the biomedical field, all while navigating the upcoming data wall with agility and precision. Our revenue streams, NGS analytics, Software development, Hips patent, collaboration and competitive analyses are all key indicators of our emergence, Modern Antibody Discovery Technologies, as we continue to leverage cutting edge innovations, optimize our operations and expand our capabilities, we are well positioned to drive advancements in healthcare and deliver value to you, our stakeholders. With that, I will go ahead and turn the microphone over to Mr. Brad McCahon, our Chief Financial Officer.

Speaker 4

Thank you, Jennifer, and good morning, everyone. I'll provide an overview of our financial results for the year before touching on our financial position as of the end of the period. As a reminder, all numbers I reference are in Canadian dollars unless otherwise noted. IPA recorded total revenue of $20,700,000 during the fiscal year 2023, a 6.7% increase compared to fiscal 2022. This includes record quarterly revenues $5,600,000 during the Q4 of fiscal 2023.

Speaker 4

When adjusting for the effects of currency translations, Revenue growth rises to 9% year over year. Both our protein production and B Cell Select platforms realized impressive results during the year with our Utrecht and Victoria sites growing 19.3% and 18.9% year over year respectively. Gross profit for the year totaled $11,600,000 an increase of $600,000 compared to the prior year, while gross profit margin was 56% compared to 56.7% in fiscal 2022. Operating expenses totaled $40,100,000 for the year ended April 30, 2023, as compared to $27,700,000 during fiscal 2022. Research and development expenses totaled $12,300,000 during 20 3, an increase of $4,600,000 compared to 2022.

Speaker 4

This increase is primarily related to spend on polytope antibody combination therapy during the first and second quarters of this fiscal year. During the Q4 of 2023, research and development expenses totaled $500,000 as compared to $6,200,000 $4,600,000 during the 1st and second quarters of the year respectively. Sales and marketing expenses totaled $3,600,000 in fiscal 2023, an increase of $900,000 from the prior year. Compensation expense including share based payments increased $400,000 while advertising and travel costs each increased $200,000 General and administrative expenses totaled $19,800,000 during the year ended April 30, 2023, an increase of $4,400,000 compared to the prior year. Salaries and benefits increased $2,100,000 Primarily due to the addition of staff at BioStrand, professional fees decreased $200,000 driven by a reduction in legal costs.

Speaker 4

Management fees increased $1,300,000 due to contracted general managers at the Biostrands site, while share based payments decreased $1,000,000 The company also recorded an impairment charge of $2,500,000 on the goodwill associated with the BioStran cash Generating unit, more details of which will be found in our 40 F. This charge is a non cash transaction and arises primarily due to an increase in the cost of capital associated with the asset as compared to a year ago. Finally, amortization of intangibles increased $2,400,000 due to the intangibles recorded for the acquisition of BioStream. IPA recorded other income of $800,000 during compared to $900,000 during fiscal 2022. The biggest changes in other income include an increase in grant and subsidy Income of $300,000 as IPA recorded the 1st round of grant funding from FLIO, the research fund of the Flemish regional government in Belgium, along with a decrease of $400,000 in unrealized exchange gain.

Speaker 4

All told, IPA recorded a net loss of $26,600,000 during the year ended April 30, 2023, compared to a loss of $16,700,000 during the prior year. Moving to the balance sheet, IPA held cash of $8,400,000 as of April 30, 2023 compared to $30,000,000 as of April 30, 2022. During the year, our quarterly cash expenditures totaled $10,600,000 during Q1, dollars 5,000,000 during Q2, $3,700,000 during Q3 and finally $3,000,000 during the Q4. During the year, cash used in operating activities totaled $18,800,000 while cash used in investing activities included $1,500,000 in equipment purchases and $600,000 for a deferred acquisition payment Cash used in financing activities included $1,300,000 in lease payments, partially offset by $700,000 and proceeds from share issuance due to option exercises. With that, I'll turn it back to Regina for Q and A.

Operator

Thanks, Brad. Before Jennifer adds any closing remarks, we would like to open the floor to any questions from analysts and investors. Our first question will come from the line of Will McHale with Ingalls and Snyder. Please go ahead.

Speaker 5

Good morning, Jennifer and team. Just a couple of quick ones from me. I was hoping you might be able to speak about how the recent partner deals that is Briocell and Astellas differ from prior Talend collaboration.

Speaker 1

All right. Thank you, Will, for the questions. So I'll start this one off. Barry is also closely associated with these programs. So you can certainly feel free to add anything here As you see fit.

Speaker 1

So historically, our collaborations in TALEM Therapeutics have been collaborative efforts Where the 2 groups are working together primarily around 2 technologies we're bringing together. So when we look at, for instance, the collaborations we've announced with regard to Genmab or Twist, These are situations where each group is bringing a specific tool, a specific capability together to build an identified particular antibody of interest against the target that's been agreed upon. In those case, both Groups are typically pulling their resources together for a shared ownership of the final product that then can be out licensed by the parties for mutual benefits. In addition to that, We have other types of collaborations that exist in there where we have the early stage of the work being done by IPA With a set designated amount of work that's done in the wet lab and then from there on, and so an example of this For instance, would be Pierre Fabra, where they then would have the opportunity to out license that product and then move that Forward with milestone and royalty payments. So the major difference here, first of all, is that The initial work after the target of interest, which has been selected by the partner is done in the in silico Setting at Biostrend.

Speaker 1

So a key differentiator here, 1st and foremost, is that all of that work is being done Entirely in silico, it's being done on a much more rapid timeline because the in silico timelines are highly accelerated compared to a wet lab. So from the time that we start to the time that we end up with potential Insilico products, is Typically around 8 weeks time with regard to Bioceptrant in a laboratory setting that would take us many, many months. From that point on, the partners in these collaborations with BioStren, They have the opportunity to out license the assets of interest that have come from BioStran. And in those particular cases, if they're interested in taking those assets forward, they need Pay an upfront payment IPA. So there's several distinguishing factors here between these programs and the ones in TALM.

Speaker 1

First of all, with regard to the assets in one of these programs, there is what we call an automatic trigger payment. It's not really an option to take or to not take these particular assets if we are able to Show them that it does in fact bind and have a particular characteristic. And so that is Quite different than in a collaboration where it's an optional out licensing event. In addition to that, the milestones occur much earlier on In the BioStren deal, where we start seeing milestone payments for earlier on stages like preclinical work and IND applications. A further differentiator is that in most of these models within BioStrant, If there's not an automatic trigger payment, but the partner decides not to take the asset or some of the assets, The actual ownership of those assets reverts back to BioStrand, which is not at all common in these sorts of deal structures.

Speaker 1

And so we consider that to be an incredible benefit because it's inadvertently also building a pipeline of valuable products, Which are now owned by BioStran. So that's a few of the major differences between these. And if we look at it from a financial perspective, there's a couple of things that are significantly Well, they have these upfront payments, milestones and royalties. One thing that's significantly different is that tying to that Revenue recognition and initial payment is a lot faster in BioStren. But in addition to that, the profit margins are extremely different because it's Not the full wet lab component of what we would do in a traditional TALM setting, where that wet lab work

Speaker 3

Would require

Speaker 1

fairly substantial expenditures for IPA to contribute to that component of a partnership. In this particular case, the Insilica work is not only much faster, but it's much less expensive For us to conduct with the majority of the cost just being the full time equivalents of the employees working on the program.

Speaker 5

Got it. Thanks. That's all really helpful. Just one more quickly from me is, Could you comment on the sort of pipeline for these types of partnership deals? Do you anticipate Adding additional partners over fiscal 2024?

Speaker 1

Yes, that's I'm sure a question a lot of people are wondering. So we do anticipate that as we We're already finished with the in silico portion of Breasal. Astellas is already moving along quite quickly. We actually do already have several groups that have engaged us for Quotes and as I mentioned about $790,000 worth of quotes queued in BioStrand. So there's a few interesting things with regard to that.

Speaker 1

With regard to 3 of those quotes, which make up about $640,000 it's about 80% of that total value in quotes. These are actually related to the Novo Insilico programs where it is still like Kind of a beta pricing in this particular case, but it's being run under fee for service work because this is a situation where the client Actually prefer the fee for service model nature to retain IP custody with Some very important data that they were bringing into the study. So we do have those particular quotes out in active conversation. Beyond that, we have several different large pharmaceutical companies that we are working with that all seem to be trending in a very similar direction. It does seem like when we're meeting with the larger groups at these different pharmaceutical firms Matt, they are all interested in each of the aspects of BioStrent's 3 revenue streams.

Speaker 1

And so we do, we first actually we believe there's a decent probability we'll be onboarding a pilot study for the data management program out of one of these. Can you still hear me?

Speaker 4

Yes.

Speaker 1

Okay. I apologize. I had a problem with my headset. But there is active conversation around further collaborations of this nature. And in those particular cases, we have Committed to not doing the early adopter pricing or beta pricing.

Speaker 1

The reason why we enabled these quotes, 3 quotes To this one large pharmaceutical company to go out under beta pricing is they are one of those first four companies that we approached where we knew They had a particular target that they've been working for 15 years on, has never been successful. So they were one of the ones that was qualified under that original arrangement Many months back. So we do see demand and we Are moving quite quickly through the ones that we do have. So yes, indeed, we do plan to bring more of these in, but the pricing structure will be changing And we won't be offering those beta pricing or early adopter pricing fees.

Speaker 5

Got it. Thanks a lot. I will jump back to

Speaker 1

line here.

Operator

Your next question comes from

Speaker 6

Thank you. And thanks, Jennifer and Brad. So I have just one question. I'm trying to understand how you're thinking about structuring Future deals or future collaborations, especially when You have different offerings from BioStrant from simple in silico Work and then if you're layering this data management on top of it, Whenever there is a data management transaction, is that always in In conjunction with InSilico sort of work or will you also have a separate And data management kind of collaboration?

Speaker 1

No, that's actually that's a great Question, RK. Thank you for that. So the data management tool can actually stand alone on its And I anticipate that the majority of that type of work would actually do so. What we're finding right now in those conversations is that much like IPA has been doing over the more recent 3 to 4 years here with regard to just collecting and storing data. We're finding that these large pharma companies have been doing that for 15, 20, 25 years.

Speaker 1

And so they're just sitting on massive amounts of data that are just sunk costs and to Store that data, oftentimes they're incurring costs, but they're doing that in a cloud based format. And many have it just In silos, very disparate, on hard drives, even floppy disks, some on the cloud, etcetera. And so The primary driver of what we're seeing in that space, with regard to data management, is actually it's universally with every group that we've It is how do we take all of that information, get it organized in a way that it all can be Utilized and analyzed together, how do we have it in one place to store it so we can remove those silos? And then on the other side of that, is there actually a way for us to analyze this, Right. If we're going to have data off of 10 years of data off of equipment, We're going to be utilizing external data sources that we brought in.

Speaker 1

Sometimes it's even people's notes and publications they've been collecting. And so that's kind of that added layer that I mentioned in terms of the Anadarko component where Not only can we help them by taking this and organizing it in a way where it can all be organized together And store that with very good security for them, but also now instead of it just being expensive and sunk cost, we can actually turn that into an asset for them. We can turn that into something where they can now actually analyze it no matter what kind of data that it is. And that's the unique differentiator, right? So what we're dealing with is data from Any different sort of domain, any different modality, it really doesn't matter what sort of data it is.

Speaker 1

We can now use that to enable them to get insights from it, to learn from it, to support their research programs. And that's part of what gives us the confidence that we're providing a real differentiator with regard to just the organization And the actual management. So I would say by and large, that's what we foresee. It's kind of those independent programs where we help people just Take all of this lost cost, sunk cost and data that they can't use and format it in a way That enables them to utilize our LensAI to turn it into revenue generating insights for them. On the other hand of that, like I mentioned, we are seeing that people are coming in for that type of work are also About the other things we're capable of doing.

Speaker 1

And so they are still asking about using LensAI, LensAI for analytical insights. They are still asking about de novo and silica work and collaborations, but those all can happen in separate programs that wouldn't necessarily be related.

Speaker 6

Thank you. Thanks for taking my question. Absolutely.

Operator

Your next question will come from the line of Michael Freeman with Raymond James. Please go ahead.

Speaker 7

Hi, Jennifer and team. Thanks so much for taking my questions and congratulations on a big year, patent awards and productizing Biostrand is these are no small feet. So congratulations on all that big work.

Speaker 1

Thank you, Matt. You have

Speaker 7

you're very welcome. You've described so many capabilities of your various platforms. And I wonder, Maybe as a simplifying exercise, could you describe maybe like what an ideal customer for IPA today looks like and how might that customer start and how might that customer be converted into Some of the sort of your sort of highest value add product offerings through IPA, that'd be really

Speaker 1

That's an interesting question, Michael, because I look at each of those revenue pillars as kind of distinct Opportunities that all have really unique benefits and all, I think in their own way contribute in a highly profitable way for BioStron and IPA. So it's a little difficult to choose one as an ideal client, but what we're seeing, I think, quite rapid adoption in It's maybe a good example because I think that rapid adoption into that wet lab in silico combination Is probably a little bit lower hanging fruit and faster adoption for our clients Because of the fact that they're already using the wet lab capabilities. So if they've come in, they're meeting with our sales team, they're having this conversation With the scientific team at IPA, as we're exploring how to address and solve the problem they've brought Forward, it's a very natural conversation for us to bring in all of the in silico capabilities that we have now added That can be integrated directly into a wet lab program very seamlessly, but give them more insights, Give them more diverse antibody candidates, give them more information about the safety and the potential efficacy of The actual antibodies that they're analyzing, and even give them information about the possible negative effects of those drugs once they get into patients.

Speaker 1

And so by adding all of these things into the wet lab, not only are we really Increasing the size of those programs for those clients, but we're introducing them into the Insilico capabilities. We're Showing them the power of what we're able to do. So not only is it kind of easier access to those clients where we've got them on the phone with the right people on our side, the right people on their But we're going to give them a taste of what we're capable of doing. And so I think that's probably quite a natural entry point Or a number of our clients, because that communication is already happening, right? We've already got the key decision maker in that company.

Speaker 1

And then from there, and this client right now that has the $640,000 in quotes right now for BioStran It's a perfect example. That's exactly how this happened. And from that conversation with the same key decision makers, We were then invited to meet with them around the de novo in silico programs of which now they are looking to launch 3 And now also they have put us in contact with the person that was recently hired to manage 16 years of disparately Collected data that is sitting in silos at their company. So that's kind of a perfect example of how this would cross sell and up sell quite naturally through the initial conversation.

Speaker 7

Brilliant. Okay, that's super helpful. Thanks so much. And last question for me. I wonder if you could comment on your cash needs During the next 12 to 18 months.

Speaker 1

Absolutely, we can. So I mentioned to you all Earlier, we've made some concerted efforts to reduce our spend to really make sure that we're On revenue generating activities within the company, right now we're projecting that Forward looking burn for the next 12 months to be sitting at somewhere around $12,000,000 We will have a need to raise money here in order to continue to support our strategic endeavors, in particular, The software development at BioStrant and probably for some general needs as well. I think the thing that we find really encouraging is that our overall annual burn is just so much less significant And our competitors and we mentioned in part why that's the case, but in large part it's because of the technology we use And that technology that supports our algorithms enables us to not have to focus on more and more coding and more complex algorithms because It takes any amount of information and immediately deduces it to these patterns that give you only the information that you need to retrieve the insights. And so, we have fewer needs with regard to the number of personnel. And we believe We're able to run that in a much more streamlined manner with much reduced cost.

Speaker 1

So as I mentioned, we're overall burn annually It is reduced to right now what looks like it's about 10% in the majority of our AI antibody competitors. And so, the amount that we would need to raise would be pretty minimal. We're looking at smaller raises maybe around the area of $5,000,000 at Some point with the caveat that it's really important to us to know who would be coming in, What their perspective on their long term investment is and what sort of contribution that they're able to With regard to just the reputation, understanding of our company, intention for really being interested in IPA. But we are very focused on making sure that these costs, those amounts are minimized, shareholder dilution is minimized, that we're getting the best Cost and deal possible and then yes, bringing in reputable long term investors.

Speaker 7

Fantastic. Also helpful. Good luck on the upcoming quarter year. Look forward to next call.

Speaker 1

Thank you very much, Michael.

Operator

We thank you for submitting your thoughtful questions today. I'll now move us on to closing remarks. Jennifer?

Speaker 1

Thank you very much, Regina. In closing, we would like to express Our sincere appreciation for your participation in our fiscal year earnings call. We are energized and dedicated to disseminating all of the exciting We are committed to bringing you validating case studies and demonstrating how our optimized biotherapeutics discovery tools combined with truly differentiating AI technology and revolutionize the cycle of drug discovery. We are enthusiastic about the opportunities ahead as we continue to shape the Your continued support and engagement are invaluable as we Strive to make a positive impact in addressing unmet medical needs and improving patient outcomes. We eagerly anticipate Sharing our progress and accomplishments in the coming months, showcasing the power of our integrated approach.

Speaker 1

Together, We can pave the way for a future where optimized biotherapeutics discovery tools and our pioneering LensAI technology Drive unprecedented innovation in the field of drug discovery. Once again, we thank you for your presence and we look forward to the journey ahead

Operator

That will conclude today's meeting. Thank you all for joining. You may now disconnect.

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Earnings Conference Call
ImmunoPrecise Antibodies Q4 2023
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