Pacific Biosciences of California (PACB) investor relations material

Business strategy and market positioning

• Developed a comprehensive end-to-end workflow, enabling entry into clinical markets, especially whole genome sequencing for rare diseases.

• SPARQ-Nx chemistry rollout in 2026 aims to improve performance, throughput, and lower costs by enabling SMRT Cell reuse.

• Achieved competitive pricing with high accuracy, positioning for growth and larger project sizes.

• Long-read sequencing offers unique capabilities, avoiding commoditization seen in short-read markets.

• Global expansion is prioritized, with Europe and China as key growth regions.

Competitive landscape and technology differentiation

• Long-read sequencing is increasingly valued, with competitors attempting to emulate its benefits.

• SPARQ-Nx chemistry provides cost and performance advantages over competitors like Illumina's TruPath.

• Customer head-to-head studies have favored PacBio over TruPath, reinforcing the importance of long reads.

• Short-read market is highly competitive and commoditized, while long-read market remains differentiated.

Financial performance and guidance

• U.S. academic market faced funding challenges, resulting in a $30 million revenue gap, but overall growth was maintained through strong consumables sales.

• Academic market outlook for 2026 remains conservative, with growth expected primarily outside the U.S.

• Clinical consumables shipments grew 55% last year, with clinical revenue still in the teens as a percentage of total revenue.

• Gross margins improved by 700 basis points in 2025, with guidance for an additional 100–400 basis points in 2026.