2011 global integrated biobanking solutions company of the year award

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


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



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.



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



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



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



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.



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.



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.



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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Chart 5: How the CEO's 360-Degree Perspective™ Model Directs Our Research



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Chart 6: Benchmarking Performance with TEAM Research

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2011 global integrated biobanking solutions company of the year award

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