Schrödinger Q2 2023 Earnings Call Transcript

Quartr
Provided by Quartr
August 2, 2023

There are 12 speakers on the call.

Operator

To Schrodinger's Conference Call to review Second Quarter 2023 Financial Results. My name is Chris, and I'll be your operator for today's call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answer session. Call.

Operator

Please be advised that this call is being recorded at the company's request. Now I'd like to introduce your host for today's conference, Ms. Jerim Madden, Senior Vice President, Investor Relations and Corporate Affairs. Please go ahead.

Speaker 1

Thank you, and good afternoon, everyone. Welcome to today's call, during which we will provide an update on the company and review our Q2 2023 financial results. Earlier today, we issued a press release summarizing our financial results and progress across the company, which is available on our website at at schrodinger.com. Here with me on our call today are Ramy Farid, Chief Executive Officer Jeff Porges, Chief Financial Officer and Karen Akinsanya, President of R&D Therapeutics. Following our prepared remarks, we'll open the call for Q and A.

Speaker 1

Call. During today's call, management will make statements that are forward looking and made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995, Including, without limitation, statements related to our outlook for the full year 2023, our quarter ending September 30, 2023, Our plans to accelerate the growth of our software business and advance our collaborative and proprietary drug discovery programs the timing of, initiation of and readouts from our call. The clinical potential and properties of our compounds, the use of our cash resources as well as our future expenses. Call. These forward looking statements reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information currently available to us and on Actual results may differ materially due to a number of important factors, including the considerations described in the Risk Factors call.

Speaker 1

And elsewhere in the filings we make with the SEC, including our Form 10 Q for the quarter ended June 30, 2023. These forward looking statements represent our views only as of today, and we caution you that except as required by law, we may not update them in the future, call, whether as a result of new information, future events or otherwise. Also included in today's call are certain non GAAP financial measures. These non GAAP financial measures are not prepared in accordance with generally accepted accounting principles and should be considered only in addition to and not a substitute call. Thank you, Chris.

Speaker 1

We're superior to GAAP measures. Please refer to the tables at the end of our press release, which is available on our website for reconciliations of these non GAAP measures to the most directly comparable GAAP measures. With that, I'd like to turn the call over to Rami.

Speaker 2

Thanks, Sharon, and thank you, everyone, for joining us today. This is an incredibly exciting and pivotal time for computationally driven drug discovery. The heightened interest in this field is undoubtedly driven call. By the promise that computers and in particular artificial intelligence can increase efficiency across the R and D continuum And deliver more drugs to patients faster. At Schrodinger, we have developed powerful physics based methods and integrated them with the most advanced Machine learning methods or artificial intelligence to accelerate discovery of higher quality molecules for both therapeutics and materials.

Speaker 2

Call. Our leading platform is used by thousands of companies and research institutes worldwide. We extensively publish our underlying And we now have numerous success stories that have convincingly validated our approach. 11 of the molecules we have discovered with our collaborators call. We're independently are currently in the clinic, which includes 2 wholly owned molecules.

Speaker 2

We continue to heavily invest in advancing our computational platform To solve Grand Challenge Problems in Drug Discovery and Materials Design, we have made excellent progress during the first half of the year. Call. For the Q2, we reported total revenue of $35,200,000 which was in line with our expectations. With respect to For revenue, we are in active discussions with more than a dozen global biopharma software customers about multi year, multimillion dollar contracts. Call.

Speaker 2

We are confident about our software revenue outlook for the year given the stage of these discussions, the number of them And the enthusiasm we are seeing from our customers to deploy our platform on their discovery programs at scale. In fact, our confidence in these opportunities has led us to increase our software revenue growth guidance for the year to 15% to 18%. Call. As Jeff will describe shortly, we are reducing our 2023 outlook for drug discovery revenue. This adjustment primarily reflects expectations that call.

Speaker 2

Some milestones previously anticipated in 2023 have shifted to 2024. As you will hear from Karen, we continue to make significant progress on our proprietary call. Our 2 Phase 1 studies for our MALT-one inhibitor SGR-fifteen oh five are ongoing. And today, we announced FDA clearance of our IND call. For our CDC-seven inhibitor, SGR-two thousand nine hundred and twenty one, with our proprietary pipeline advancing, we have expanded our leadership team with the addition of Margaret Dougan as Chief Medical call.

Speaker 2

Margaret brings more than 25 years of pharma experience and will be responsible for clinical development and regulatory strategy for our pipeline of wholly owned programs, and we look forward to our contributions. We've made considerable progress in the first half of the year, and we are very excited about the opportunities that lie ahead in the second half of the year. Call. I greatly appreciate the dedication and hard work of all our employees who are critical to achieving our mission. I will now turn the call over to Jeff.

Speaker 3

Call. Thank you, Rami, and good afternoon, everyone. Shortening had a solid quarter in Q2 that met our expectations. Call. Our pipeline advanced significantly, and we continue building the breadth and capabilities of our organization.

Speaker 3

We managed our expenses and capital carefully and are very well positioned to invest in the active development of our computational platform and the exploration of the full potential of our proprietary pipeline. Our company is at the center of a revolution in the capabilities of computation to discover novel medicines. Call. And we're engaged with our largest customers with partners and technology companies and new entrepreneurs to capitalize on the opportunities presented by that revolution. Call.

Speaker 3

Our Q2 software revenue was in line with our expectations, and our results reflect relatively limited renewal opportunities among our largest call. Coupled with stable trends in other markets and segments. Our drug discovery efforts continue to evolve from mainly collaborations to a balance between collaboration projects and our proprietary portfolio. We have increased our software revenue guidance based on the prospects for new or increased large scale technology deployments that we expect to contribute meaningfully to revenue in the second half of the year. We have lowered our drug discovery revenue guidance for the year, reflecting our new expectations for the timing of milestones and for the contribution of new business development activity.

Speaker 3

Call. We're not including any revenue contributions from partnering any of our most advanced programs in that guidance. We continue to advance discussions about new collaborations with some of the largest and most innovative companies in the industry. Call. And those collaborations could contribute significant near and long term value if successful.

Speaker 3

Let me turn to the financial results for the quarter. Call. Software revenue for the quarter was $29,400,000 which was 2% below Q2 2022. There were several services contracts that contributed revenue to Q2 call. 2022, including our Gates battery research project, have had lower contributions in Q2 2023.

Speaker 3

Call. We expect the Gates Ventures contract to be renewed at an increased level in Q3. Hosted software grew fast with an on prem during the quarter, driven by new contracts with hosted licenses implemented in prior periods and providing continuing revenue this quarter. Call. Drug Discovery revenue for the quarter was $5,800,000 compared to $8,500,000 in the same period in Q2 2022.

Speaker 3

The drug discovery revenue result was affected by the expected timing for achievement of development milestones and collaborations. The timelines and costs for the achievement of certain milestones in our collaborations are exceeding our prior estimates, which resulted in a reduction in the amount of deferred revenue We recognize this quarter for those programs. Total revenue was $35,200,000 compared to $38,500,000 in the same period a year ago, call, mainly due to lower drug discovery revenue in the quarter. Cost of revenue was $21,400,000 for the quarter And was similar to the cost of revenue from the same period in 2022. Our software gross margin was 77% and is consistent with our expectations.

Speaker 3

Call. The cost of our drug discovery activities was similar to the prior year and increased compared to the prior quarter, driven by royalty payments and higher CRO expenses for Partnered Programs. Gross profit decreased from $17,100,000 in Q2 2022 to 13,800,000 call in Q2 2023 based on lower drug discovery revenue. And our gross margin declined from 45% to 39% for the quarter. Call.

Speaker 3

Total operating expenses were $75,000,000 compared to $61,000,000 in the same quarter a year ago and $76,000,000 in Q1 2023. R and D was $42,700,000 and increased by 37% from $31,000,000 in Q2 2022 call. And was 5% higher than the $41,000,000 we reported in Q1 2023. The increase was driven by increased headcount to support the development of our platform, the redeployment of our discovery organization towards proprietary programs And building the capabilities and scale of our development organization. CRO expenses increased significantly year over year, call driven by the progress of our existing programs and the addition of new programs to our portfolio.

Speaker 3

Technology spending also increased As our discovery portfolio broadened and advanced, we expect our R and D expenses to increase through the year as we progress the most advanced programs in our call. Portfolio into clinical development and increase our investment into our earlier stage molecules and programs. We intend to outline the progress and potential of the most advanced programs and also discuss the earlier programs at our first Schrodinger Pipeline Day later this year. Call. During the quarter, our sales and marketing expense was $9,000,000 and increased by 21% compared to the prior year Q2 and was flat compared to Q1 this year.

Speaker 3

Call. The year on year increase was mainly due to increased staffing to support our geographic expansion, to commercialize into new industry verticals And to support our growing number of global accounts, we foresee our sales and marketing expenses offering significant operating leverage from these levels. Call. Our G and A expense was $23,000,000 in Q2, which is an increase of 5% compared to Q2 2022. This increase was due to high headcount and lease expenses offset by savings in certain external services.

Speaker 3

G and A was lower in Q2 compared to Q1 due to lower onetime call. We expect quarterly G and A to be relatively stable through the balance of 2023. Call. Overall, our loss from operations was $61,100,000 in Q2 compared to $43,500,000 in Q2 2022 and $30,500,000 in Q1 2023. Other income items were significant during the quarter, reflecting changes in the value Our equity investments in Structured Therapeutics and Morphic, adjustments to estimated tax liabilities from prior periods and interest income.

Speaker 3

Call. Change in fair value of equity investments was $40,700,000 Other income, including interest, was $4,300,000 and we reported a tax benefit $20,400,000 as an adjustment to the full year tax estimate that was applied in Q1. Overall, total other income was $45,000,000 call compared to a loss of $4,200,000 in the same period in 2022. As a result of these items, we reported GAAP net income of $4,300,000 for Q2 call compared to a net loss of $47,700,000 in the same period a year ago. This translated into net earnings of $0.06 call.

Speaker 3

Per basic and diluted share compared to a loss of $0.67 in Q2 2022. Our non GAAP net loss for the quarter was $56,800,000 And cash used in operating activities during the quarter was $18,400,000 compared to cash used in operations in Q2 last year of 24,700,000 call. Year to date, our cash used in operating activities is $49,500,000 As of June 30, 2023, we reported cash and marketable securities of 5 $54,000,000 compared to $532,000,000 at the end of March 2023. Our accounts receivable declined significantly as we collected on milestone payments, call. As I mentioned earlier, we are updating our revenue guidance for the year.

Speaker 3

Call. We are raising our software revenue guidance for the year from 13% to 17% growth to 15% to 18% growth. This increase is based on the number and value of the large renewals we expect in the second half of the year, particularly in Q4. Call. For Q3, our software revenue guidance is $27,000,000 to $31,000,000 Based on the timing of milestones and anticipated business development activity, We are lowering our drug discovery revenue guidance from $70,000,000 to $90,000,000 to $50,000,000 to $70,000,000 While there are scenarios in which our realized Discovery revenue is higher than the new range.

Speaker 3

We now believe that the probability of those higher scenarios being realized is low. Call. We anticipate that most of the milestones associated with this change in guidance will now be achieved in 2024. Call. We continue to expect operating expense growth this year to be significantly lower than operating expense growth last year and anticipate that our operating cash burn this year will also be lower than last year.

Speaker 3

We continue to expect our cash position at year end to be above our cash position at call. I'll now turn the call over to Carol.

Speaker 4

Thank you, Jeff, and good afternoon, everyone. In line with our strategy to build a growing pipeline Discovery and Development assets, we have made important progress during the first half of this year. In addition to the 9 molecules designed using our Our clinical stage wholly owned programs now include MULT-one and CDC-seven, call. And our V1 inhibitor program is on track for an IND submission next year. Our immunology programs are also advancing, And we expect to select our 1st development candidate in this therapeutic area in 2024.

Speaker 4

The increasing number of potentially first in class or best In class investigational medicines speaks with the power of the platform and provides us with an opportunity to advance molecules through proof of concept call. With a growing clinical stage portfolio, this was the right time to hire a Chief Medical Officer. Call. This week, we welcomed Margaret Dougan to our team. And as CMO, Margaret will oversee clinical development and regulatory Strategy for our wholly owned programs.

Speaker 4

Margaret is a Board Certified Medical Oncologist and Hematologist With more than 30 years of clinical medical research and drug development experience, including serving as the Global Program Head for Novartis Oncology, call. We are very pleased to welcome her to the team and look forward to the insights she will bring. Turning now to our wholly owned programs, we are pursuing a global development strategy to build our safety pharmacokinetics, pharmacodynamics and preliminary antitumor data activity package call. For SGR1505, our MORT1 inhibitor. In addition to adding clinical sites in the U.

Speaker 4

S. To our ongoing Phase 1 study call. In patients with advanced B cell malignancies, we also expect to open sites in Europe this year to support our recruitment objectives. Call. We are conducting a Phase 1 healthy volunteer study designed to generate additional data on the profile of SGR1505.

Speaker 4

Call. Call. We designed and optimized SGR1505 to improve on the properties of previously described MORT1 inhibitors. Call. Imaging preliminary data from the healthy volunteer study informs our assessment of the pharmaceutical properties of SGR1505 and points to once daily dosing, well behaved pharmacokinetics and evidence of pharmacodynamic activity call.

Speaker 4

That support further development. We are really pleased with the progress we're making and look forward to sharing additional results at medical meetings and investor events. Call. Moving to our CDC-seven program, today we announced IND clearance for SGR-two thousand nine hundred and twenty one. Call.

Speaker 4

Our preclinical data package demonstrates that SGR-two thousand nine hundred and twenty one exhibits strong monotherapy call. And combination anti tumor activity in multiple preclinical patient derived AML models independent of genetic drivers call. And resensitizes AML models to standard of care agents such as FLT3 inhibitors. Activities are already underway To open clinical study sites globally this year, the Phase 1 study is designed to evaluate the safety, pharmacokinetics, call. And establish a recommended dose of SGR-two thousand nine hundred and twenty one in patients with acute myeloid leukemia

Speaker 5

call. Charles Zhang:] Or myelodysplastic syndrome.

Speaker 4

Once the recommended dose is determined, we intend to evaluate SGR-two thousand nine hundred and twenty one in combination with approved call. Charles Zhang:] Earlier this year, we selected our V1 development candidate SGR-three thousand five hundred and fifteen, call, which is showing durable anti tumor activity in preclinical models used to study more advanced V1 inhibitors. Call. Clinical data from another V1 program presented at a medical meeting earlier this year continues to validate V1 inhibition as a therapeutic Strategy in several forms of cancer with high unmet need, including uterine and ovarian cancers. Call.

Speaker 4

We are excited about the profile of SGR-three thousand five hundred and fifteen and believe it may offer advantages over prior inhibitors, call, including lower risk of drug drug interactions and off target activity. Furthermore, our collaboration with MD Anderson call. Has resulted in the identification of potential synthetic lethality relationships and sensitive tumor types, which help call. Inform our Phase 1 trial design. We are continuing to characterize SGR-three thousand five hundred and fifteen as we move through IND enabling studies call.

Speaker 5

B. Lowe:] To support an IND submission to the FDA

Speaker 4

next year. Beyond these three programs, we are working on a number of undisclosed programs call. David Wang:] In oncology, immunology and neurology at various stages of discovery, we are continuing to initiate We also announced Today that for strategic reasons, Zai Lab has elected not to advance their discovery collaboration with us to the next stage of development. Call. In the 2 years of the collaboration, the joint team has made substantial progress towards the technical goals for this complex target.

Speaker 4

Call. The program is now wholly owned by Schrodinger. In summary, we are very pleased with the progress we have made this quarter call and expect continued advancements across our pipeline in 2023. Our pipeline day is now scheduled to take place in December given the timing call. And we look forward to providing a more detailed update on our pipeline at that time.

Speaker 4

I will now turn it back over to Rami.

Speaker 2

Call. Thank you, Karen. As you heard, we've made excellent progress across the business this quarter, and we look forward to updating you on the opportunities that lie ahead in the second half of the year. At this time, we'd be happy to take your questions. Thank you.

Operator

Call. Our first question is from Michael Yee with Jefferies. Your line is open. Call.

Speaker 6

Hey, guys. Thank you for the opportunity to ask some questions. We have 2. On the revenue side, can you call. Just reemphasize or clarify what you're seeing on the software part.

Speaker 6

I think I heard you say call. Multiple big companies talking multiple year deals. And so that's the positive on the software part. But on the drug discovery part, I heard a lot of comments around timing of milestones. I would say $20,000,000 guidance change is not small.

Speaker 6

So what exactly was going on there? And then my question for Karen is on the MALT I. It sounded like you were making quite good progress on the call. Phase 1, including on the HealthEast, can you just remind us how much progress you have there? And if you've been dosing patients and you're not seeing anything, so you feel quite good about

Speaker 2

call. Thanks, Mike. This is Rami. I will answer the first couple of questions, Ask Jeff if he wants to add anything, I will hand it over to Karen. So with regard that's correct.

Speaker 2

With regard to the software guidance and the increase, That is the result of real confidence we have in the quality and the number call. Multi $1,000,000 and multi year contracts, again, with quite a number excuse me, with large companies. Call. Given the stage of these discussions relative to what it was like in previous years, we're call. And that's given us the confidence that's required to increase the guidance.

Speaker 2

Call. We think this is coming from just the overwhelming validation of the platform coming from success call. And the structure and BMS and Morphic and even our own programs, I think that must be we think that's contributing to call. The quality of the discussions and the clear desire by quite a number of companies to call. With respect to the drug discovery revenue, I'll hand it over to Jeff.

Speaker 5

Yes. Hey, Mike. There are a number of Contributing in fact is the change in the drug discovery guide. We have to form what our collaborators are doing with programs that are out of back control. Call.

Speaker 5

And as you can imagine, it's sometimes difficult to get information about the progress those programs are making. We've taken a Of course, this approach with this update is to try to estimate when those milestones will occur. The second component is the ongoing collaborations call. Our project teams are working and in some of those cases, we have to adjust the timelines for if the cost of the program call. It's for milestone results in us changing the revenue that we can expect over subsequent quarters.

Speaker 5

That's a contributing factor here. And then lastly, of course, we're trying to forecast new business development activity, particularly the revenue contribution from that BD call. And as you probably understand, revenue recognition rules limits the contribution that you can take for active EBITDA, The deal that we might close, and of course, there's uncertainty about timing of closing those deals. So it's a significant change in the guidance call. And

Speaker 7

then on 1505, hi Mike. Call. We are pleased with the progress we're making on this program. You heard we have an open healthy volunteer study. We are beginning to see data from that study, and it's suggesting to us that we have an attractive profile.

Speaker 7

We have gathered some PK, call. And so far, the data is suggesting that we have a well behaved compound call with well behaved PK and evidence of pharmacodynamic activity. On the patients call. Call.

Operator

The next Question is from David Leibowitz with Citigroup. Your line is open.

Speaker 8

Thank you very much

Speaker 6

for taking my question. Call. With respect to the change in guidance on the partnership and drug discovery call. Would you view it as appropriate for us to take call. The incremental shift we do and just move it to next year and place it on top of what our prior expectations were for next year?

Speaker 6

Call. Or would there be a more nuanced way to adjust?

Speaker 5

Call. Yes. David, I think I don't want to try to but I would say that we're pretty clear that Most of the milestones that we have taken out of this year's guidance, we expect now to occur next year. Call. Clearly, that's a milestone that we don't anticipate growing in the future, but call.

Speaker 5

That's only a relatively small component of the outlook.

Speaker 6

Got it. Call. And on achieving enrollment objectives in the Phase 1 MALP-one trial, call. Has the pace shifted from earlier this year to this point? Or does it wait do you really need the European sites to come on board

Speaker 7

call. Yes, hi. Yes, indeed, we are opening more call. We're seeing and have spent time with investigators Actually, globally now, there's a lot of interest in the trial. And so, we do think that additional sites in Europe will help with enrollment and goals that we have.

Speaker 7

Call.

Speaker 6

Any thoughts on to when we might see data from the patients,

Speaker 7

call. We're not finding anything specific right now. Call.

Operator

Call. The next question is from Evan Zagerman with BMO Capital Markets. Your line is open.

Speaker 9

Hi, guys. Thank you so much for taking my questions. One on kind of the Zai Lab partnership, any color as call. Why they pulled out of the collaboration? Was there something on the data or is it just refocusing of their pipeline priorities?

Speaker 9

And just a bigger picture question for me, call. With all the interest in AI these days, how are you working to keep your narrative focused on that you are a software company, but also a drug development company call. I know that's a common question that comes up, but we'd love to hear if you have any updated thoughts there. Thank you.

Speaker 7

Call. So first of all, on the Zai collaboration. So Zai did elect not to advance the discovery call. We understand that's for strategic reasons. Obviously, the collaboration is going well.

Speaker 5

Call. Call.

Speaker 8

Yes, for sure. So the question was just kind

Speaker 9

of taking a step back with all the hype and AI, call. How are you controlling the narrative so that investors and folks interested in Schrodinger are not getting ahead of themselves When it comes to what you're working on and kind of how you manage the business in terms of your software platform, but also your drug development platforms?

Speaker 2

Yes. I think And there's a really clear answer to that, which is what we've been doing for the last 33 years, which is just call. Avoiding always hype and just talking about the platform call. And the technology and what it can and cannot do in a completely rigorous and accurate way. And I think we've gained that reputation of doing that, call.

Speaker 2

All the advances we make with peer reviewed journals. Call. We have people using the software and validating it with their own publications. And I think as long as we avoid call. Just using words that I think people hear, which is the definition of hype call.

Speaker 2

And we talk about the science in a rigorous way. We're able to differentiate ourselves, I think, from a number of other companies call. And we don't see that you may be alluding to.

Operator

Call. The next question is from Vikram Purdohit with Morgan Stanley. Your line is open.

Speaker 8

Hi, good afternoon. Thanks for taking our questions. 2 from our side. Call. One clarification question.

Speaker 8

So just to make sure we understood this correctly. So for Drug Discovery revenue guidance for this year of $50,000,000 to $70,000,000 call. Is there any future or is there any sorry, ED contemplated in these numbers? Or is this purely economics from current partnerships? Call.

Speaker 8

And then secondly, on BOLT-one, as you move towards an initial healthy volunteer data set and as you're towards call. Moving through a study in patients, how are you thinking about potential partnership opportunities for this program and also for your other lead proprietary programs? And call. When do you think might be a good time and see the development here to seek partnerships? Thanks.

Speaker 5

So let me answer the question on the drug discovery guidance. There is a very small amount of call. Potential BD to that forecast and the guidance. The reason it is now small is because of The IP revenue that we could report in the second half of the year, even if we close the transaction. So call.

Speaker 5

There isn't a huge amount riding on closing additional deal. We just don't think

Speaker 3

it's prudent to be sort of putting us

Speaker 5

in this situation. That being said, call. We are engaged in very active discussions as we are at any at all times about both collaborations and about call. It's not suggesting anything. It should be viewed as imminent, but we're because we are

Speaker 3

call. With everybody in the industry, of

Speaker 5

course, those discussions were ongoing. Karen, do you want to chime in about strategy on MOLT-one?

Speaker 4

Yes, certainly. So, on the healthy volunteer study, as you point out, we are approaching having a package of data call. And the health volunteers that will tell us more about the profile of the compound, as we said on the call, really happy so far with the pharmaceutical properties call. We've observed and including PK and PD, the strategy moving forward. Call.

Speaker 4

As you're well aware, we are pursuing opportunities in oncology. We believe this mechanism has the potential for indications call. And the health volunteer trial sets us up well to I'll take a number of different directions with this asset potentially. So with respect to the second part of your question, you asked about partnering. And as Jeff just alluded to, we And as Jeff just alluded to, we can our mature programs and our obviously early programs with a number of partners.

Speaker 4

Specifically with 1505, we see a number of opportunities. First of all, I think we all saw earlier this year that there is monotherapy call. It was published at EHA and ICML for another molecule. We think that sets up MALT1 well. Call.

Speaker 4

But we do believe that combinations with BTK inhibitors and other standard of care even emerging call. Opportunities for Mont1 and as such, the potential to partner with companies who have those assets either approved and on the call. We think is very interesting, and we continue to have those conversations. Call. So there's the potential to partner around combinations.

Speaker 4

And I think that in order to pursue those combinations, Obviously, there's going to have to be access to drugs for those combination studies, and we continue to pursue those types of opportunities.

Speaker 9

Call.

Operator

The next question It's from Matt Hewitt with Craig Hallum. Your line is open.

Speaker 10

Good afternoon. Thank you for taking the questions. Maybe a first clarification on the software. I think, Rami, in your prepared remarks, you mentioned over a dozen call. Multinational global pharmaceutical companies are you're in discussions with them for multiyear, possibly multimillion dollar contracts.

Speaker 10

Call. Just a clarification, are those new would those represent new customers or would those represent expansions with

Speaker 5

call.

Speaker 2

It's call. Very much existing customers to the extent that we of course already are working with Pretty much everybody in the industry, as Jeff said, this is in I'd say in all cases, call. Actually discussions with existing customers who have already actually even gone through a few of those steps call. And are very familiar with the technology, already seeing an impact of the technology call. And they're scaling up even more.

Speaker 2

So that's very encouraging,

Speaker 6

of course.

Speaker 10

Absolutely. And then

Operator

let's go ahead.

Speaker 5

Call. Some of these large scale ups that we are contemplating and not specifically with pharma companies, call. What's quite encouraging is that we are seeing established biotech companies who are relying on the software for their drug discovery efforts And they're seeing the real benefit and also in discussions with us about stepping up the utilization to higher levels. So call. I don't want to leave the impression that it's just Louisville Pharma Companies who are finding the technology very helpful at accelerating drug discovery.

Speaker 5

It's biotech companies as well.

Speaker 2

Yes. It's a great point, Jeff.

Speaker 10

That's really helpful. And I guess it ties into my the next question, which is call. We've heard from a number of companies already this early season that

Speaker 9

can you hear me?

Speaker 10

Call. Can you guys hear me okay?

Speaker 9

Call. No, no, don't.

Speaker 2

Yes, we're no, no. Just a second. Can you say that again?

Speaker 9

Can you guys hear me?

Speaker 2

Yes, we can hear. We might have had a technical problem on our end. Sorry if you were so sorry.

Speaker 10

No, that's okay. I guess the follow-up here is, We've already heard from a number of companies so far this earnings season that what given the weak funding environment, which was originally impacting small pharma or small biotech, Now that's expanded where even larger pharma, larger biotech companies are just kind of slow rolling their contracting phases. And what I guess I'm hearing from you is that Not only is that not occurring, but you're actually seeing an expansion. So I guess the question is what do you think is differentiating? Is this the AI and the Learning component that's really driving a lot of excitement and leading to those new contracts or is there something else?

Speaker 10

Thank you.

Speaker 2

Call. Yes. No, no, it's we don't think that's what it is. We think it's much better than that. It's actually because they're seeing impact.

Speaker 2

Call. They're now starting to see that they're making fewer compounds that increase the success probability. They're call. The positive impact of using the technology, it doesn't as we talked about, as we've talked about many times of using call. The combination of physics based methods with machine learning that's impacting real projects that they're working on.

Speaker 2

Call. And so if they're seeing improvement in efficiency in drug discovery, of course, that's going to be the motivating call. Driver, it's not hype, it's not just because somebody might associate the platform with AI. That would be call. Sort of artificial and short lived phenomena.

Speaker 2

This is a real something much more real than call.

Operator

The next question is from Gaurav call, Gopraaju with Berenberg Capital Markets. Your line is open.

Speaker 9

Hey, guys. Thanks for taking my questions. First one, Assuming CDC-seven and V1 recent clinic, while MULT-one is still in your hands, do you think you have the bandwidth and resources to support Internal clinical development for 3 programs in addition to launching and advancing new proprietary discovery stage programs?

Speaker 4

Call. Yes, thanks for the question. So, yes, we have now, as you know, ongoing 1505 call. We have our IND accepted for CDC-seven, and we have been preparing call to bring that molecule to the clinic over the last 6 months to 9 months. So, we are on track with regard to planning for those programs.

Speaker 4

Call. And V1, as you know, is going to transition we expect it to transition next year. Everything is going according to plan. Call. So we have been planning for this, obviously, over the last few years, the fact that our molecules will transition into the clinic.

Speaker 4

So call. As you heard today, we've just brought on Margaret Dougan, who will be working closely with our teams, and not just on the execution of the existing programs, but also building up this capability at Schrodinger to manage these clinical stage programs. Call. And as far as Discovery is concerned, you're aware that we have a significant number of programs in motion. These last for a couple of years, 3 years, And then we replace those.

Speaker 4

So, we think that the bandwidth in Discovery is good, and we are preparing call. Right now and in the future to bring our programs to the clinic. So we feel well prepared.

Speaker 9

Call. Awesome. Thanks. And then just a quick follow-up also related on the same topic. So as you increase the number of internal programs into the clinic, do you call.

Speaker 9

I'd like to pull back any tech platform investment, but

Speaker 10

do you feel you have

Speaker 9

the bandwidth to support both efforts? Just looking to see where Capital allocation priorities will stand as internal clinical development activities escalate? Thanks.

Speaker 5

Yes. Good question, Gaurav. You're right. Call. We're making a significant investment in the platform now.

Speaker 5

We're making a significant investment in discovery of proprietary medicines. Call. And of course, we're making an investment in advancing the most advanced of those proprietary medicines. So it's all free. Call.

Speaker 5

At this stage, we certainly don't have any plans to scale back our investment in the technology. I think part of the reason That we are as well positioned as we are with our customers is because we are continuing to innovate. We're continuing to invest call. Not just in our physics based methods, but our machine learning, our enterprise informatics platform. We're just adding new features literally every quarter with a quarterly update, What I think enhances the utility of a software and differentiates us more and more from our competitors.

Speaker 5

So we're not backing off in that investment. Call. We're not backing off in our investment in discovering new medicines, and we're certainly excited about the opportunities to call. That being said, I think the area of growth in the future is in our investment Our capital allocation is likely to be in the progress of the proprietary medicines rather than the first two areas that I Right. Well, we're going to maintain the investment, but I think obviously the growth is going

Speaker 3

to be in the proprietary programs progressing.

Operator

Call. The next question is from Michael Ryskin with Bank of America. Your line is open.

Speaker 9

Great. Thanks for taking the question, guys. I've got a couple. First, I want to pick up exactly where you call. Jeff, on the relative areas of investment and sort of focus going forward, and you talked about internal pipeline.

Speaker 9

Call. For the drug discovery and the collaboration side of things, I mean, is there an appetite given the update today and some of your language call. Around some of these collaborations just taking longer to come to fruition in terms of revenues. Is there an opportunity or an you're in appetite to sign new collaborations to continue to expand that to sort of if your current ones are just moving through a little bit slower, call. Is there interest to do more to offset or is that just not as priority for you

Speaker 5

call. Just with respect to the collaborations, you are right. Call. And we've signaled this the last couple of quarters, Mike. There is a transition going on in where we're allocating capital call.

Speaker 5

Between the collaborations and the proprietary programs, and we are lucky that we have such a good balance sheet that we have an opportunity To put more skill in the game with our own programs. That being said, we're not walking away from collaborations. We're completely committed to those that we have. Call. But as you can see with the news, for example, from Zai, that leaves us a little bit more dependent upon the internal decision making call.

Speaker 5

So we do think that there are opportunities for additional collaborations. We do believe that we have bandwidth to take on call. A very small number of additional collaborations. I've alluded to some of the business development discussions that we're having, but those remain very active. But of course, we're going to be very selective about them.

Speaker 5

We're going to go after targets that we think our technology is going to be effective at enabling And where we think that we have attractive economic terms. And of course, with the validation of our technology, there are opportunities for

Speaker 3

those terms to continue to improve.

Speaker 9

Call. Okay. That's really helpful. I appreciate that color. It sounds like you're not just going to be chasing a number for the sake of chasing it.

Speaker 9

Call. And then my second question is, I got to go back to the software revenues and the software guide call. And your comment on all those customers and the negotiations and the conversations you're having, call. I just want to make sure I'm thinking through this correctly. So if most, if not all of these are existing customers and they would normally And a lot of them already are on sort of multiyear contracts.

Speaker 9

If they all re up or if a lot of them call. Re up later this year, and just based on your guide, it looks like it implies that it's going to be a 4Q re up because you're essentially guiding call. Flat sequential revenues and the fiscal year guide calls for something like roughly $29,000,000 software in the 3rd quarter, dollars 67,000,000 in the 4th quarter. So Huge step up just to hit the midpoint of the guide. So if that happens in the Q4, does that create an air pocket in a sense for next call.

Speaker 9

Sure, because customers that may have renewed and scaled up next year, if they all scale up this year, then there's If it's a multiyear contract and you're doing it in 4Q 'twenty three, then you're not going to be renewing anything in 4Q 'twenty four. Am I thinking about that correctly?

Speaker 5

Call. Look, you are thinking about it correctly, Mike. I would say, first, there are some multiyear contracts from prior periods that are going to be renewed in the Q4 anyway. And we've disclosed those in the past, And we've also disclosed that our software very high degree of retention. So we expect those contracts to renew.

Speaker 5

Call. Now as we've indicated, we're very positive about the discussions that we're having with those customers and the opportunities to call. I'll scale up the deployment of our technology to even higher levels than we have in the pre existing contracts. So that's contributing to the output that we have for the Q4 of the year. Call.

Speaker 5

Now the question of whether that creates an air pocket for next year, maybe we'll come to that next year. I'm certainly not trying to give guidance for next year. But the call. That volatility that comes from that is certainly not lost on us and something that we're thinking about. Call.

Speaker 5

I don't want to get into giving more guidance about next year, but we do see further opportunities to scale up the deployment of our technology next year, As well as the opportunities we see this year.

Speaker 2

Yes. We have more than 12 customers. Yes.

Speaker 9

Yes. I'm exaggerating, of course.

Speaker 2

No, no, no. I totally get that. Yes. I didn't mean to be, but that's exactly right.

Speaker 9

No, you're absolutely right. Okay.

Operator

All right. Appreciate it. Thanks, guys. Call. Thanks.

Operator

The next question is from Joseph Catanzaro with Piper Sandler. Your line is open.

Speaker 11

Call. Hey, everybody. Thanks for taking my questions here. Maybe 2 for me on the clinical side of things. I know you've said a couple of things on the MALPF-one healthy volunteer call.

Speaker 11

I was wondering if you could say how long you're dosing the healthy volunteers for and whether you think that's long enough to give you a sense of Whether you're avoiding some of the safety liabilities that we've seen with other MALT-one inhibitors? And then second question on the immunology side of things for your first Candidate in 2024. Should we think of that as a target with clinical proof of concept where you think there is opportunity for best in class or

Speaker 4

call. Okay. So first of all, on 1505, call. We are not sharing today the expansive information we have on the molecule, of course, but we I can say that we've obviously dosed in single dosing and multiple dosing. And so far, the profile is looking good.

Speaker 4

There is call. We have further work to do on that first in human trial. And so, we expect to be sharing more about that later on this year. But so far, We're very happy with the profile we've seen for that molecule, especially from a pharmaceutical properties point of view and safety so far, but look, there's call. As far as the immunology program is concerned, we're not yet Sharing information about the target, and we'll hope to look to present some of that towards the end of this year.

Speaker 4

I will say This target that I alluded to is one that has strong genetic validation. And We believe that constitutes strong human evidence. There are other programs that have been in the clinic on this program. Call. And as you know, from our track record, we believe there's always an opportunity to design really fantastic molecules, call, including in the immunology space.

Speaker 4

So, we'll be sharing more about this later on this year.

Operator

Call. The The next question is from Chris Shibutani with Goldman Sachs. Your line is open.

Speaker 6

Yes. Thanks very much. In terms of the software business, I think a lot of us are trying to assess what is driving the growth. And there's a sense that you have such call. Depth of penetration in the industry, particularly in the biopharma side, can you help us understand a little bit what are the variable factors that would call.

Speaker 6

I think when we think about the smaller companies, we think about their budgetary constraints. There's always going to be an appetite to do things better But maybe they're kind of constrained by financing. But with the larger companies, what are the factors that drive this variable spend? And when it Reflecting your revenues, are you able to do anything with pricing? What is the dynamic there?

Speaker 6

Just in terms of thinking actually the software revenue print, These large customers seem to be so meaningful. And this decision that's going to come in the Q4 period, what are the factors that will define that? And then a second question that I have, call. As we think about the way artificial intelligence and machine learning is being inculcated throughout the kind of like drug discovery and development process, call. Obviously, your expertise primarily centers on the Discovery side.

Speaker 6

But with your pipeline, you're moving more into the development side. Call. I'm kind of provocatively curious to know whether we should think about the clinical development path as being kind of an approach you're taking in equipping yourself that's Pretty much on par with everybody else in the industry. Or do you feel that you are going to invoke something that is maybe smarter somehow with Artificial intelligence guided ways of better patient selection, managing clinical trials, Etcetera, that also would enable you to sort of say, see, we have this better, smarter path to discovery, and we're going to continue to walk that walk in the clinical development side. Thanks.

Speaker 5

Call.

Speaker 2

Thanks, Chris. I'll take the first question and then I'll hand it over to Terrence for the second one. So we've talked a little bit about this before. Call. We think the variable, if you will, and maybe what you're really asking is sort of what might be call.

Speaker 2

Barriers to continued increases in spend from these larger companies. And one thing you have to call. Remember is that, so there's it really require a fair amount of expertise, internal expertise call. And there needs to be a real shift in the whole Drug discovery process, for example, how many compounds you're committed to make, how many chemists you put on a program, how many computational chemists, call. How many computers or how many computer nodes that you'll dedicate to a program?

Speaker 2

Call. And that's one of the things that we're playing a really big role in this, call. In helping to train medicinal chemists, for example, to use this kind of sophisticated technology, We're seeing something really extraordinary happening in, for example, the online courses that we provide. We're seeing huge increase in the number of call. People in companies, not just in academic institutions, but in companies taking these courses and learning call.

Speaker 2

About how to deploy this technology at scale, and that's taking time. But we're obviously very encouraged, as you can hear, call. By the nature of those discussions, but it takes time because of that. You mentioned something else about price as well. Let me explain that really Quickly about increasing the price.

Speaker 2

So to the extent that our customers are now still limited call. And the or they're not fully utilizing the technology. And by utilization, what we mean is the number of calculations that they're actually running. So the way that we're getting these increases and the way that the spend goes up is by simply licensing more instances call. Of the calculations, more number of more calculations that they're running simultaneously.

Speaker 2

And so that's where the increase comes from, Getting more licenses, not just by and so it's unnecessary to increase the price per license since they're still far, far away from call. Maxing out on the number of licenses that are really required to fully support a program and we know that number because it's the way we use the software. And as we said many times, We're still utilizing the software orders of magnitude higher scale than even our largest customers. Call. Karen, do you want to talk about AI and development?

Speaker 4

Yes. So, I think as a company that has sort of call. Our phenotype is looking for ways to run our programs more efficiently. We are certainly eyes wide open on call. The validation that's required to really make a difference, obviously, in discovery with our methodologies, and we're taking that same view of clinical for technology to improve the efficiency and speed with which trials are done.

Speaker 4

But I do want to be clear that this is a highly regulated call. Our first programs are following a very typical approach. But as we advance, call. We do want to keep our eyes wide open for opportunities that are well validated as having an impact on clinical trial progress, call. Patient selection, understanding tumor types, etcetera.

Speaker 4

So we are keeping a very close eye on that, but really focused on validation, call, which we think is important in all spaces for technology enabled drug discovery and development.

Speaker 5

Call. And is the state

Speaker 6

of the art now, are there well validated choices that you'd be willing to go with? Or is that still work in progress?

Speaker 4

I believe it's still a work in progress. We're seeing some really nice opportunities to identify patient populations because of call. Computation, that's more industry broad, I'd say, but also actually call. Using imaging to look at tumor responses and understanding the opportunity To segment patients, that is emerging. And I think that within years, not decades, that's obviously going to be something that we'll

Speaker 6

call. Thank you. Appreciate the insightful comments.

Operator

Call. We have no further questions at this time, and that will conclude today's call. You may now disconnect.

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Schrödinger Q2 2023
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