GeneDx (WGS) Barclays 28th Annual Global Healthcare Conference summary

Business momentum and market positioning

• Focused on expanding whole exome and genome sequencing from expert-only use to broader pediatric and adult specialties since 2021.

• Leveraged updated American Academy of Pediatrics guidelines to drive adoption as a first-line diagnostic for children.

• Embarked on an investment cycle to expand the commercial team and embed genomics into global medical practice.

• Maintains strong market share among clinical geneticists, with significant growth runway by converting panel tests to exome/genome.

• Plans to extend leadership by entering new markets, supported by dedicated sales teams for each segment.

Foundational and expansion markets

• Foundational markets include clinical geneticists and pediatric neurologists, with 80% and 33% penetration, respectively.

• NICU market is early-stage, with 25% of target NICUs contracted but low utilization rates; aiming to increase from 5% to 60% of eligible patients tested.

• Expansion targets include prenatal diagnostics and general pediatricians, leveraging new guidelines and tailored customer experiences.

• Dedicated teams address unique needs of each market segment, avoiding distraction and maximizing expertise.

• Added nearly 100 new sales heads, including those with experience in therapeutics and vaccines for pediatricians.

Adoption challenges and strategies

• Physician adoption hindered by outdated perceptions of complexity, cost, and turnaround time for exome/genome tests.

• Education and repeated engagement are key to changing entrenched behaviors and increasing test utilization.

• Reimbursement and payer coverage depend on clinical and economic evidence, with physician demand driving policy changes.

• Commercial team expanded from 50 to 75 reps to accelerate outreach and utilization in core markets.

• Bottom-up engagement in NICUs supplements top-down contracting to boost on-the-ground adoption.