NeoGenomics, Inc. Morgan Stanley 24th Annual Global Healthcare Conference

Thanks for having us. Thank you.

Sure. I guess first, NeoGenomics, pure play oncology, I think is an important factor. We remain focused in oncology because we think it allows us to better understand and serve our customers. We focus in the community. We are proud of that fact. We help bring innovation into the community setting. Why? That is where the patients are. Almost 80% of patients seek treatment in the local community, so we focus relentlessly on that community provider. Our genesis, while that was in diagnosis, our portfolio has continued to evolve in through therapy selection and MRD. I would say the area that is probably not as well understood, and it is our effort to do so, we are obviously the market leader in hematopathology. How we leverage that hematopathology position enables us to grow and penetrate into other market segments.

I think a lot of investors, when they step back and you look at NeoGenomics in totality, while it is only 10% of our portfolio is NGS, it is a third of our clinical revenue. So we actually have a portfolio that is over $250 million in NGS, and it is growing at 26%. So we believe that there is still ample opportunity for us to continue to drive. In fact, our future is very much dependent on how we continue to drive our NGS and an MRD business. So I think sometimes people ask us the question, how will you compete as if we are starting from scratch, when in reality, we have a $250 million business that is growing quite nicely. So I think it is incumbent upon us to continue to educate and drive that message home.

Yeah, you actually hit it in the question with the focus. Where do I focus? When I joined NeoGenomics, I could tell you, there was not a place you could not point that you would not see an opportunity, right? This is a company that grew primarily through acquisition, so a lot of the fundamentals were not in place quite yet, right? It is not an organization that had invested heavily in R&D, so there was an opportunity. You could look to commercial, and there was an opportunity. You could look over to IT, and there was an opportunity. I think for us, the biggest challenge was focus, focus. Where do we want to put our resources? Where do we want to make sure that we are at our top three or four things that are going to drive value for us, and then really focus relentlessly on those.

And I think that simplicity has actually unlocked a lot of value. Today, we always talk about the midnight question. We try to boil down things at NeoGenomics to what is most important for the N, the E, and the O of Neo to be successful, and it is for our R&D team to continue to drive our next generation portfolio. For our commercial team, it is how do they continue to build out their commercial organization and infrastructure to better serve their customers. In our labs, it is the lab of the future initiatives. This simplicity of focus is unlocking a lot of value for us.

Sure. I will kick it off and then Warren- Yeah.

Maybe can drive more color. Again, I think companies are built in purpose of their pursuit, right? I think those organizations that are built to serve academia, they focus on innovation and they have deserved their right with some of the great products that they bring to market. But in the community, that practicing physician has completely different needs. They are ground in guidelines. They are ground in practicalities. They are dealing with patient flow. They want to take out friction within the system. Just like that drive on innovation can be a competitive advantage, so is a deep understanding of what your customer needs are at the community level. Simple things like how you prepare your lab reports could actually be the most important thing in their day. Right? You have to be built for purpose, and we think that we are very much focused on what their needs are.

For them, better serving their customers with pragmatic solutions that unlock time so that they can more effectively treat their patients is something that we focus relentlessly on everything from through our labs, to our commercial, to even how we position our portfolio of solutions, not a product. I think there is a big difference in how companies are built to serve those. Warren, maybe some color? Yeah.