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2011 South African Data Centre Green Excellence Award in Technology Innovation Cybernest
© 2011 Frost & Sullivan 1 “We Accelerate Growth”
2011 Global Integrated Biobanking Solutions
Company of the Year Award
2011
BEST PRACTICES RESEARCH
© 2012 Frost & Sullivan 1 “We Accelerate Growth”
Company of the Year Award
Integrated Biobanking Solutions
Global, 2011
Frost & Sullivan’s Global Research Platform
Frost & Sullivan is in its 50th year in business with a global research organization of 1,800
analysts and consultants who monitor more than 300 industries and 250,000 companies.
The company’s research philosophy originates with the CEO’s 360-Degree Perspective™,
which serves as the foundation of its TEAM Research™ methodology. This unique approach
enables us to determine how best-in-class companies worldwide manage growth,
innovation and leadership. Based on the findings of this Best Practices research, Frost &
Sullivan is proud to present the 2011 Global Company of the Year Award in Integrated
Biobanking Solutions to Thermo Fisher Scientific
(www.thermoscientific.com/biobankingresources).
Significance of the Company of the Year Award
Key Industry Challenges Addressed by Integrated Biobanking Solutions
The global biobanking industry is characterized by many newly established national and
regional disease-specific biobanks. Common challenges faced by every biobank are sample
identification, sample tracking, maintaining sample integrity, and lack of accurate and
accessible inventory. Biosample resources come together through a complex chain of
cooperation across collection, preservation, storage, retrieval, and research. The value of
these biosamples lies not only in the samples themselves but with the metadata
associated with each specimen. Information Management (IM) helps simplify data from
inventory management through management of samples, and data analysis, and results.
The research and development space has compelled the biorepositories to seek new
products and services that could support efficient and effective sample utilization. Service
providers and vendors face a tough challenge associated with clients’ varying
specifications, as no two biobanks operate with the same standards and specifications.
In such a scenario, implementing a significant degree of leadership and innovation in its
business processes and growth strategy can allow a vendor to strengthen its ability to
support clients. Besides, by providing an end-to-end portfolio of products and services for
biobanking, vendors can target a wider client base and solve many of their most pressing
needs. Furthermore, a competitive pricing strategy for its products and services will
benefit both the vendor and the customer in the long run.
Many biobanks are publicly funded and hence struggle to cut costs. Cost cutting is
achieved by discarding superfluous samples, in order to create space for the growing
number of new samples. Having a broad portfolio of solutions for biobanking can,
therefore, help tackle storage, sample handling and data management issues. It is
BEST PRACTICES RESEARCH
© 2012 Frost & Sullivan 2 “We Accelerate Growth”
important to preserve samples from different timelines, as the demands and the
requirements of the research and development (R&D) drug discovery community are
diverse and continuous. Advanced medicine requires next generation informatics
solutions.
Impact of Company of the Year Award on Key Stakeholders
The Company of the Year Award is a prestigious recognition of Thermo Fisher Scientific’s
accomplishments in Integrated Biobanking Solutions. An unbiased, third-party recognition
can provide a profound impact in enhancing the brand value and accelerating Thermo
Fisher Scientific’s growth. As captured in Chart 1 below, by researching, ranking, and
recognizing those who deliver excellence and best practices in their respective endeavors,
Frost & Sullivan hopes to inspire, influence, and impact three specific constituencies:
• Investors
Investors and shareholders always welcome unbiased and impartial third-party
recognition. Similarly, prospective investors and shareholders are drawn to
companies with a well-established reputation for excellence. Unbiased validation is
the best and most credible way to showcase an organization worthy of investment.
• Customers
Third-party industry recognition has been proven to be the most effective way to
assure customers that they are partnering with an organization that is leading in its
field.
• Employees
This Award represents the creativity and dedication of Thermo Fisher Scientific’s
executive team and employees. Such public recognition can boost morale and
inspire your team to continue its best-in-class pursuit of a strong competitive
position for Thermo Fisher Scientific.
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© 2012 Frost & Sullivan 3 “We Accelerate Growth”
Chart 1: Best Practices Leverage for Growth Acceleration
Key Benchmarking Criteria for Company of the Year Award
For the Company of the Year Award, the following criteria were used to benchmark
Thermo Fisher Scientific’s performance against key competitors:
• Growth Strategy Excellence
• Growth Implementation Excellence
• Degree of Innovation with Products and Technologies
• Leadership in Customer Value
• Leadership in Market Penetration
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© 2012 Frost & Sullivan 4 “We Accelerate Growth”
Decision Support Matrix and Measurement Criteria
To support its evaluation of best practices across multiple business performance
categories, Frost & Sullivan employs a customized Decision Support Matrix (DSM). The
DSM is an analytical tool that compares companies’ performance relative to each other
with an integration of quantitative and qualitative metrics. The DSM features criteria
unique to each Award category and ranks importance by assigning weights to each
criterion. The relative weighting reflects current market conditions and illustrates the
associated importance of each criterion according to Frost & Sullivan. Fundamentally, each
DSM is distinct for each market and Award category. The DSM allows our research and
consulting teams to objectively analyze each company's performance on each criterion
relative to its top competitors and assign performance ratings on that basis. The DSM
follows a 10-point scale that allows for nuances in performance evaluation; ratings
guidelines are shown in Chart 2.
Chart 2: Performance-Based Ratings for Decision Support Matrix
This exercise encompasses all criteria, leading to a weighted average ranking of each
company. Researchers can then easily identify the company with the highest ranking. As a
final step, the research team confirms the veracity of the model by ensuring that small
changes to the ratings for a specific criterion do not lead to a significant change in the
overall relative rankings of the companies.
Chart 3: Frost & Sull ivan’s 10-Step Process for Identifying Award Recipients
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© 2012 Frost & Sullivan 5 “We Accelerate Growth”
Best Practice Award Analysis for Thermo Fisher Scientific
The Decision Support Matrix, shown in Chart 4, illustrates the relative importance of each
criterion for the Company of the Year Award and the ratings for each company under
evaluation. To remain unbiased while also protecting the interests of the other
organizations reviewed, we have chosen to refer to the other key players as Competitor 1
and Competitor 2.
Chart 4: Decision Support Matrix for Company of the Year Award
Measurement of 1–10 (1 = lowest; 10 = highest) Award Criteria
Growth Strategy Excellence
Growth Implementation
Excellence
Degree of Innovation with
Products and Technologies
Leadership in Customer
Value
Leadership in Market
Penetration
Weighted Rating
Relative Weight (%) 20% 20% 20% 20% 20% 100%
Thermo Fisher Scientific 8 9 7 8 8 8.00
Competitor 1 7 7 6 7 7 6.80
Competitor 2 6 7 5 6 6 6.00
Criterion 1: Growth Strategy Excellence
Thermo Fisher Scientific is the world’s largest provider of biobanking products, services
and solutions, enabling its customer to make the world healthier, cleaner and safer. The
company continues to build on its global brand image by executing an aggressive growth
strategy. During the analysis of this award, it was clear that Thermo Fisher Scientific’s
award winning biobanking products aimed to improve quality and simplify the
management of biobanks. The company has delivered complete biobanking solutions to
customers unlike its competitors in the market. Thermo Fisher Scientific has always
stayed ahead of the competition by continually delivering innovative biobanking products
and venturing into the latest creative collaborative projects, such as virtual biobanks,
where the samples reside in multiple biobanks. Researchers need to locate samples for a
particular disease and/or patient population. The National Cancer Institute’s (NCI)
Common Biorepository Model (CBM) is one such model introduced in 2011. Thermo Fisher
Scientific is working with the NCI to search for biospecimens across the network
comprising CRO’s, dedicated biobanks, pharmaceutical companies, biotech companies and
universities. This will enable the researchers to locate the samples they need and
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© 2012 Frost & Sullivan 6 “We Accelerate Growth”
collaborate and share with other research organizations participating in the program. The
Centralized Research Biorepository model aims to capture the total collection, processing
and storage workflow and makes the data available to multiple global users. With the
state-of-the-art scheduling software and unequalled choice of robot movers, Thermo
Fisher Scientific provides a comprehensive automated workflow for sample preparation,
storage and analysis.
Criterion 2: Growth Implementation Excellence
Thermo Fisher Scientific’s growth plan focuses on several key areas, such as adding
functionality to deliver innovative biobanking products to the market, providing
competitive products, administering complete end-to-end solutions to customers, and
keeping ahead of new trends in the market. This has given Thermo Fisher a reputation in
the industry as a solid provider with strong customer references.
Automation is a critical component of any biobank. With over 20 years of experience in
laboratory automation, Thermo Fisher Scientific provides automated solutions for sample
arraying / re-formatting, DNA, RNA & Protein extraction, ELISA / Immunoassays, and
biochemical assays. Some biobanks, such as the UK Biobank, have been extensively
planned with automation to facilitate intended large storage capacity (15 million aliquots)
and desired retrieval rates. Being the market leader in the Laboratory Information
Management Systems (LIMS) sector and the consumables sector, Thermo Fisher Scientific
products enable biobanks to ensure sample consistency and control their processes.
Fisher BioServices is the cornerstone of Thermo Fisher Scientific’s unparalleled support to
all segments of the biobanking industry. Fisher BioServices provides its customers with
numerous biobanking services, including cold chain transportation, specimen inventory
management, molecular lab and specimen processing services, sample collection kit
assembly within a documented quality system. With a significant double digit growth rate
in revenues since 2009, Fisher BioServices has set out to evaluate initiatives to cut down
on power usage and other cost saving measures. Over the past couple of years, Fisher
BioServices has installed new lighting in some of its repositories that utilize less power,
coupled with motion sensors, to activate the lights only when someone is moving in that
part of the repository. These lights automatically turn-off after a certain time when no one
is in that area. Yet another remarkable observation from Fisher BioServices is its
outstanding achievement in recycling solid waste. Fisher BioServices achieved a recycling
rate of 63 per cent for both required and voluntary materials in 2011.
In addition, having a global presence and strong brand image has only strengthened
Thermo Fisher Scientific’s position in the global biobanking market.
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© 2012 Frost & Sullivan 7 “We Accelerate Growth”
Criterion 3: Degree of Innovation with Products and Technologies
Thermo Fisher Scientific has showcased end-to-end solutions for biobanks and
biorepositories. With an increasing trend towards automation and more effective solutions
for storage and sample handling, Thermo Fisher Scientific has bestowed the biobanking
sector with comprehensive solutions that address the key challenges within the biobanking
workflow. The solutions from Thermo Fisher Scientific have set out to meet the needs of
both large and small scale organizations, starting from CRO’s to large biotech facilities,
worldwide. Thermo Fisher Scientific is a one-stop shop, as it delivers software, sample
handling and automation equipment, consumables, reagents and biobanking services, to
its customers. Due to their exceptional expertise in the area of informatics, the processes,
including sample collection, processing, testing, storage and data management, can be
managed seamlessly. The portfolio of biobanking products from Thermo Fisher Scientific
have effectively addressed issues pertaining to sample location management, sample
retrieval, preservation of sample integrity and accuracy with regard to accessing samples.
These solutions have been developed after an extensive understanding of the customer
businesses and then configured to reflect their business processes. The provision of the
right technology and the right solution has facilitated collaboration on a global scale,
which will accelerate research and near- term growth in the field of personalized medicine.
Thermo Fisher Scientific’s storage and tracking portfolio comprises Thermo Scientific
Nunc and Matrix 2D integral barcoded tubes of varying volumes, Thermo Scientific Capit-
All and Handheld decappers and VisionMate 2D readers. These products work together to
preserve samples and assist with their handling and tracking. The cold storage offerings
include solutions from +4 °C refrigerators to -196 °C cryogenic freezers. . In 2011,
Thermo Scientific Clinical LIMS was an important addition to the Thermo Fisher Scientific
portfolio of products that addresses a critical need in the field of personalized medicine,
which supports the rapid delivery of results directly from the lab to the patient's bedside.
The Clinical LIMS offers a lab-centric solution for patient-centric results. To complete the
portfolio, Fisher BioServices provides biorepository services, sample collection kits
and sample processing services including aliquoting, DNA/RNA extraction and
amplification, and other processing for genomic studies. All services are supported by
global cold chain logistics expertise. Fisher BioServices houses over 170,000,000 samples
in its facilities across the globe.
Criterion 4: Leadership in Customer Value
Thermo Scientific LIMS customers have pointed out that the solution sets new standards
in functionality and enables the efficient use of biobanking resources. Built on the
Microsoft .NET platform, the LIMS is easy to implement and has eliminates the need for
rigorous training and dedicated IT staff. The flexibility, adaptability and stability of Thermo
Scientific LIMS combined with Thermo Fisher Scientific’s long established experience
serving the health sciences and pharmaceutical industries has made Thermo Scientific
LIMS the obvious choice for the data management of many massive biobanking projects.
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© 2012 Frost & Sullivan 8 “We Accelerate Growth”
The Microsoft-based LIMS solutions offered by Thermo Fisher Scientific have set records
for breakthroughs in business processes and practices throughout the pharmaceutical and
life sciences industry. Some notable customer laboratories are UK Biobank, HUNT
Research Center and Biobank, AstraZeneca R&D center and Nova Biologicals Ltd that have
reaped enormous efficiency gains due to global coordination of requests and automating
workflow. Customers have pointed out that Thermo Scientific LIMS has delivered superior
data capture, integration and automation capabilities, eliminating transcription errors,
providing biobanks with access to both raw and derived data and lowering the Total Cost
of Ownership (TCO) for its LIMS investment. By improving efficiency and data reliability,
the system has enabled more informed decisions faster than ever. Customers of Thermo
Scientific LIMS opine that the quantitative benefits of the LIMS implementation are
detailed in improved cost savings that include maintenance and integration, efficiency,
data quality and traceability. They are far outweighed by the qualitative impact this
solution has on the life science research community. This is primarily because seamless
communication, sharing and collaboration across the biobank and external consortium are
the collective goals to advance discoveries amongst a community of institutions.
Criterion 5: Leadership in Market Penetration
Unlike its other competitors, Thermo Fisher Scientific is uniquely positioned in this market
because of the rich portfolio and the depth of expertise it possesses in each of the services
required for an end-to-end biobanking solution. Globally, Frost & Sullivan forecasts that
the LIMS (laboratory information management system) market segment for biobanking is
growing at CAGR of 9 percent from 2012 to 2018, with most of the growth being
generated from the revenue contribution by Thermo Fisher Scientific. This has been driven
by a strong focus by governments and organizations on epidemiology and the need for
primary samples for in vitro research. Frost & Sullivan forecasts that the consumables
sector of the biobanks will experience the fastest growth rate amidst all the other
segments of biobanking. The growth of biobanking consumables is forecasted to grow at a
compound annual growth rate (CAGR) of 12 percent from 2012 to 2018. Thermo Fisher
Scientific strongly believes that the addition of tubes to the 2D product line and other
products that universalize its racks, tube capping interfaces and cost-effective capping
systems, will positively influence its market share. The LIMS sector of Thermo Fisher
Scientific has a strong presence in Europe, especially after acquiring strong customer
projects, from UK Biobank, Hunt Biobank and University of Lund in 2010-2011. A
continued growth has been perceived in Europe ever since the completion of these
projects. In North America, there are a lot of upcoming academic and biotech biobank
projects who seek a standardized solution across their consortium, such as the Emory
University. Thermo Fisher Scientific is also supporting business models that involve virtual
biobanks, who want to centralize the information about the status of a particular disease.
An attempt to create a centralized inventory has generated the benefits, such as global
view of inventory, centralized web access data, chain of custody, online sample
registration and tracking, and so on for its customers.
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© 2012 Frost & Sullivan 9 “We Accelerate Growth”
Thermo Fisher Scientific is working closely with a number of long-term large
pharmaceutical customers to revolutionize biobanking.
Conclusion
Thermo Fisher Scientific offers end-to-end support for biorepositories and its Fisher
BioServices business is the only player in the market to provide a spectrum of services,
starting from collection, transportation, and inventory to repository. In addition, Thermo
Fisher Scientific provides best of breed cold storage equipment, consumables for
biobanking, liquid handling tools such as automated pipettes and market-leading
informatics software for the biobanking industry. Currently, there are no other market
participants with such a diverse and cutting edge portfolio for the biobanking industry.
Whether clients are building, expanding, or sustaining their own in-house biorepositories
or needing to store their samples, Thermo Fisher Scientific’s extensive product offering
exhibited excellence in all areas of the market penetration process by efficiently
identifying challenges in the market and developing strategies, products and services to
effectively address them (www.thermoscientific.com/biobankingresources).
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© 2012 Frost & Sullivan 10 “We Accelerate Growth”
The CEO 360-Degree PerspectiveTM
- Visionary Platform for Growth
Strategies
The CEO 360-Degree Perspective™ model provides a clear illustration of the complex
business universe in which CEOs and their management teams live today. It represents
the foundation of Frost & Sullivan's global research organization and provides the basis on
which companies can gain a visionary and strategic understanding of the market. The CEO
360-Degree Perspective™ is also a “must-have” requirement for the identification and
analysis of best-practice performance by industry leaders.
The CEO 360-Degree Perspective™ model enables our clients to gain a comprehensive,
action-oriented understanding of market evolution and its implications for their companies’
growth strategies. As illustrated in Chart 5 below, the following six-step process outlines
how our researchers and consultants embed the CEO 360-Degree Perspective™ into their
analyses and recommendations.
Chart 5: How the CEO's 360-Degree Perspective™ Model Directs Our Research
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© 2012 Frost & Sullivan 11 “We Accelerate Growth”
Critical Importance of TEAM Research
Frost & Sullivan’s TEAM Research methodology represents the analytical rigor of our
research process. It offers a 360-degree view of industry challenges, trends, and issues by
integrating all seven of Frost & Sullivan's research methodologies. Our experience has
shown over the years that companies too often make important growth decisions based on
a narrow understanding of their environment, leading to errors of both omission and
commission. Frost & Sullivan contends that successful growth strategies are founded on a
thorough understanding of market, technical, economic, financial, customer, best
practices, and demographic analyses. In that vein, the letters T, E, A and M reflect our
core technical, economic, applied (financial and best practices) and market analyses. The
integration of these research disciplines into the TEAM Research methodology provides an
evaluation platform for benchmarking industry players and for creating high-potential
growth strategies for our clients.
Chart 6: Benchmarking Performance with TEAM Research
About Frost & Sullivan
Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth
and achieve best-in-class positions in growth, innovation and leadership. The company's
Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined
research and best-practice models to drive the generation, evaluation and implementation
of powerful growth strategies. Frost & Sullivan leverages 50 years of experience in
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please visit http://www.frost.com.