Good day, ladies and gentlemen, and welcome to the Pacific Biosciences of California, Inc. Third Quarter 2012 Earnings Conference Call. [Operator Instructions] As a reminder, this conference call is being recorded. I would now like to introduce your host for today's conference, Trevin Rard. Ma'am, you may begin.

Thank you. Good afternoon, and welcome to the Pacific Biosciences third quarter 2012 conference call. With me today are Mike Hunkapiller, our Chairman and CEO; Susan Barnes, our Chief Financial Officer; and Ben Gong, our Vice President of Finance and Treasurer. Before we begin, I'd like to inform you that comments made on today's call may be deemed to contain forward-looking statements. Forward-looking statements may contain words such as believe, may, estimate, anticipate, continue, intend, expect, plan, the negative of these terms or other similar expressions and include the assumptions that underlie such statements. Such statements may include, but are not limited to, revenue, margin, cost and earnings forecast, future revenue implied by the company's backlog, expectations of future cash usage and other statements regarding future events and results. Actual results may differ materially from those expressed or implied as a result of certain risks and uncertainties. These risks and uncertainties are described in detail in the company's Securities and Exchange Commission filings, including the company's most recently filed quarterly report on Form 10-Q. The company undertakes no obligation to update, and prospective investors are cautioned not to place undue reliance on such forward-looking statements. Please note that today's press release announcing our financial results for the third quarter of 2012 is available on the Investors section on the company's website at www.pacb.com and have been included on the Form 8-K, which is available on the Securities and Exchange Commission's website at www.sec.gov. In addition, please note that today's call is being recorded and will be available for audio replay on the Investors' Section of the company's website shortly after the call. Investors electing to use the audio replay are cautioned that forward-looking statements made on today's call may differ or change materially after the completion of the live call and that Pacific Biosciences undertakes no obligation to update such forward-looking statements. At this time, I'd like to turn the call over to Mike.

Thanks, Trevin. Good afternoon and thank you for joining us today. We are continuing to make progress against the plans we laid out earlier this year. Highlights of our third quarter achievements are as follows: We booked orders for 4 new PacBio RS systems, up 3 from the 1 order we booked during the second quarter; our recurring revenue grew sequentially despite the effects of typical season summer seasonality; we launched our automated mag bead station for the PacBio RS during the third quarter as we had planned and we have upgraded nearly all the systems in the field; finally, we continue to see numerous scientific papers published highlighting the advantages of the PacBio RS. In just the past few months, there have been 11 papers published in journals such as Nature, Nucleic Acids Research, Genome Research and the International Journal of Cancer. Now, I'd like to take this time to review the priorities we established at the beginning of the year and then highlight the progress we've made on those priorities. Those priorities are: one, improving system reliability and performance; two, delivering a series of product enhancements; three, providing full customer solutions including front-end sample prep and back-end bioinformatics; and four, focusing on the key applications where we add significant value, which are de novo assembly, targeted sequencing and base modification analysis. We are very pleased with the progress we have made over the course of the year on these priorities. In terms of system reliability, we've come a long way in just a few quarters. Beginning of the year, our customers were having issues that stem from hardware and software bugs as well as training. In many cases, this resulted in low system availability and low utilization. Since then, we upgraded the installed base with a comprehensive release…

Thank you, Mike, and good afternoon, everyone. I will begin my remarks today with the financial overview of our third quarter that ended September 30, 2012. I will then provide details on our operating results for the quarter with a comparison to the second quarter of 2012, as well as a comparison to the third quarter of 2011. Finally, I will conclude my remarks with a brief discussion of our balance sheet. Starting with our third quarter financial highlights. Consistent with the outlook we made earlier in the year, our bookings began to pick up in the second half of 2012 as we booked 4 instrument orders, bringing our instrument backlog from 1 at the end of Q2, to the current backlog of 5 instruments. During the third quarter, we recognized revenue of $2.8 million, and incurred a net loss of $22.7 million, while cash used during the quarter totaled $17.7 million. Breaking down our revenue. Total revenue for the quarter was $2.8 million, a decrease of $4.5 million from the $7.3 million of revenue realized in Q2 and a decrease of $7.7 million from the $10.5 million recognized in Q3 of 2011. We did not recognize instrument revenue in Q3, as the 1 instrument we had in backlog at the beginning of the quarter was still in the process of being installed at the end of the quarter. No instrument revenue in Q3 compares to $4.6 million realized on 7 instruments in Q2. With regard to our recurring revenue. Although the summer months are typically slower, our consumer revenue still increased to $1.3 million in Q3, up from $1.2 million in Q2. Our customers are continuing to increase system utilization as the number and size of projects they are working on expand. Service revenue remained relatively flat with Q2…

Thank you, Susan. As in previous calls, I will be providing guidance on our near-term financial performance. In brief review of our previous guidance on revenue, as we had expected our third quarter revenue was primarily comprised of recurring service and consumable revenue. When an instrument is booked in a quarter, we typically convert it to revenue in either the subsequent quarter, or the second quarter afterwards, depending on customer readiness. For example, for each of the 5 systems that were in backlog at the end of the third quarter, we expect to convert them into revenue in either the fourth quarter or the first quarter. With some of the systems likely to be recognized in the fourth quarter, we expect our fourth quarter revenues to increase sequentially from the third quarter. With regard to gross margin, at our current revenue level, we are a little above breakeven and we expect our fourth quarter gross margin from a dollars perspective to be similar to last quarter. Our operating expenses have been fairly stable at roughly $23 million per quarter and we expect this to remain relatively the same for the fourth quarter. Please note that our operating expenses have included non-cash stock compensation expense and depreciation expense that together amounts to approximately $4 million per quarter. Finally, with regard to cash usage, we are targeting less than $20 million with cash usage per quarter, and less than $80 million with cash used for this year, which would translate to approximately $100 million in cash and investments at the end of the year. This does not take into account any additional cash that we may raise, pursuant to our recently filed perspective supplement. As Susan mentioned earlier, we have not yet raised any cash with the aftermarket equity offering vehicle and we have not yet made any specific plans for doing so. And with that, we will open the call to your questions.

[Operator Instructions] Our first question comes from the line of Dan Brennan with Morgan Stanley.

So Mike, you laid out just a kind of a litany of kind of improvements both on some existing improvements and some future improvements. Maybe, can you help maybe narrow in on kind of what you have in place today with adding [ph] the fruits of benefits like how do you think the current technology and improvements you've already made kind of positions you to kind of grow say, as you look out from here? I mean, do you need to have some of the additional pieces in place or do you think that what you've already made thus far, with the C2 and their performance enhancements, kind of positioned you guys to grow from here?

Well, I think it's a series of incremental improvements and I think our customers in this regard expect that kind of continual improvement no matter what state they are. As we expand the read length, as we expand the throughput of the system, as we make it addressable to more and more samples, more sampled types, then we just continue to open up opportunities, both for expanding the use by existing customers, as well as by getting to the point where other customers with different kinds of applications can now see their way towards the capital outlay for purchasing a new system. So we've made a lot of progress, that's why I think we're getting to see that and from an order perspective, as well as the utilization perspective, but we're certainly not going to stop there. I think in this business, if you kind of rest on your laurels, you run into problems pretty quickly and we clearly need to continue, maybe even to increase the pace with which we improve the system in order to take full advantage of the capabilities that we see inherent in the technology. So we've done a lot, we're seeing the results of that, we've got certainly more and more papers being published on the technology, particularly since C2 came along, which reminds people, we only released beginning in the middle of February this year. So most customers didn't get it until this spring and yet, we're beginning to see people produce good, strong, novel science out of that technology and important areas who are ready.

Dan, the only other thing I might add is a lot of the papers and talks that you've seen people make as in doing work on bacterial genomes, and maybe to your point with all of the products that we've released so far, it's been really useful and impactful on bacterial genomes, and we are starting to see people do things on much larger genomes such as the primate genome that Mike talked about earlier. And with the further enhancements that we have in plan, you might see more activity in these larger genomes.

Yes. We've had people who've done a little bit in those up to now. This kind of proved that this long, reasonable [ph] loan made a big difference. I think that the issue in the bigger genomes is just total throughput. And with some of enhancements that we've just recently come out with or about to come out with on the chemistry side, the early access customers have already started applying those into what traditionally have been very tough genomes to sequence in the plant field. And everybody's done a lot of work on them because they're important but they're just so complicated, the genomic structures, because they've been resulting quickly to agriculture. The important ones from fusions of different species, genomes together, that they get a very piecemeal look at them with existing technologies. And they're, I think, extremely excited about being able to tackle these things now in a way that would really give them insights as to how these plants function and what you might want to do to them to make them more productive from an agriculturally useful perspective.

Great. And then maybe just as a follow-up. So from what you seemed to convert the 4 orders in the backlog, I mean, are you willing to discuss at all any kind of visibility towards whether 2, 3, 4, 5 minutes? When do you think you'll be in a position to give us any sense of -- again, it's going to be lumpy, we get that, but maybe as you look out, do you feel confident yet given the improvements in the funnel to discuss any kind of forward visibility on kind of trends, on order trends?

In general, we're optimistic that we are in positive momentum from where we were at the beginning part of the year. That's clear. In terms of calling it exactly, we don't have a specific forecast for you for Q4 and forward. But we are feeling confident that you're going to see us delivering results that are better than what we're delivering in the first half of this year.

And our next question comes from the line of Bill Quirk with Piper Jaffrey.

So first question is, I guess, perhaps, working off of Dan's last one. Recognizing that you don't necessarily want to talk specifically to the deal funnel, can you talk a little bit, guys, perhaps about just the amount of prospects? And just thinking about it from more of a broad brush stroke, has the new chemistry led to via more prospects that hopefully will turn into deals, 1, 2, 3 quarters down the road?

Well, I think that's our expectation. I think we had more prospects now than for -- new system orders than clearly we had in the first half of the year. And it's not that there weren't people who are interested at that point, but the technology in their mind wasn't quite at the point of them really pulling the trigger and finalizing -- getting the funding in place and getting ready to place the order, and we've seen that. It's also, it is still a tough environment out there for our customers in a lot of cases if they've been funded by government agencies. It's still a little up in the air as to exactly what their budgets are going to be over the next year. But that aside, we're seeing a renewed interest by a wider range of customers in acquiring the technology. So that's why we feel a little more confident now about where we're going from an order perspective than certainly we were earlier in the year, where we really decided we needed to buckle down and focus on getting the proof statements out there from our existing customers and the kind of work we're doing that justified people's willingness to go out and come up with the money.

And then following up on some of your earlier comments about some additional chemistries being released and the fact that you have, let's call it for lack of a better term, C3 in the hands of some of your beta users right now. Is it reasonable to assume that we might see this 5,000 average base, 13,000 base of 5%, call it, February or early 2013, essentially kind of the year after you officially released the C2 chemistry?

I think you might expect to see it a lot sooner than that, actually.

Yes, we suggest that we're going to be releasing that this quarter and -- but maybe what's to your point is will people be sharing results with it? And I think, what Mike gave you an example of is with an early access version of it, some people already had some pretty good results.

And actually, you had presented that at a meeting or 2. So yes, I would be very disappointed if you didn't see it about earlier than February. But you should definitely begin to see presentations at meetings such as AGBT in February from a variety of customers using the chemistry. So stay tuned.

Our next question comes from the line of Bryan Brokmeier with Maxim Group.

Of the 3 key applications, where are you seeing the most customer interest in research paper publications? And also, after introducing the new chemistry, do you expect that to change at all?

Well, I think the change has come in a sense in the last 3 or 4 months since we really began to give easily usable software for doing base modifications. Before that, we had a few people who were doing some really early proof of principle studies with their own informatics expertise. But now that they've got decent software tools that process the data as part of the normal sequencing operation of the machine, we've seen a big uptick in customers starting to use the technology for base mods. I think for the sort of targeted sequencing applications, that's continuing to expand as the sample prep technologies got better. I think on the de novo thing, I wouldn't necessarily say that there's been any -- sort of hasn't been any lack of people interested in that already. I think what's happened as the read links get longer, the throughput gets longer, it's moving from the smaller genomes to the mid-sized genomes and now a little bit for the very large genomes because throughput is more compatible with that. And so it's not so much a change in people want to do de novo assembly, which they wanted to do all along. It's just the kinds of genomes that they can apply the RS technology to. And we're clearly seeing a trend towards people using it for larger and larger genomes.

Bryan, the only other thing I'd add is the sheer volume of the publications have increased. And so, you probably still have at least as much volume and activity in de novo assembly and targeted sequencing. And then on top of that, you're probably going to see even more publications on base modifications.

Okay. And given the expected seasonality in the third quarter over the summer months, was consumer pull through in line with your expectations? Or do you see any weakness there that was more than the planned seasonality?

Well, I think if you remember the last call, we expected it actually to be flat to slightly down, which is more typical for the summertime on a sequential Q2 to Q3 basis. So we were certainly glad to see that and in fact we got a modest uptick in the quarter.

[Operator Instructions] Our next question comes from the line of Amanda Murphy with William Blair.

This is actually Sylvia here today for Amanda. I just had a follow-up on the consumable utilization. So is this the level that you see to be a more stable level in terms of per machine utilization like, yes, just in general, it's just like the -- on the annualized basis, this range, sort of the range that your customers are using?

Well, I'll take a shot at that. So this is Ben. So honestly, it was relatively level Q3 and Q2 at, let's call it, $75,000 of consumables annualized over each system. On a go-forward basis, we're certainly working toward driving that upward. And in the long term, we absolutely expect that to be higher than where it is today. The pace at which that goes is the harder thing to say, but there's a lot of promising things that are happening out there with various customer projects. We highlighted a couple of them on this call, and when more of those kinds of projects kick in, that should contribute, we think, to in general, larger or higher utilization across the board.

We've got -- we have users that are kind of maxing out their system in a sense in terms of usage. So it's much higher than the average $75,000. In our number, we have users quoted that are below that number. And one of the things that we've been working really hard to do is to get the performance across a wider variety of projects for people, up to enable those so that a broader group of customers can come up to a more reasonable or higher number of projects that they're carrying out on the RS, it has increased the utilization. So that was one of our main goals, been one for this year and certainly will be a main goal for next year to really kind of ramp up the consumables usage.

Okay. Then I have another follow-up on the product enhancement side. I guess I'm just curious at this point, what are the other enhancements or key characteristics your customers are looking for in addition to what you have thrown out?

Well, it's one of the things that we shared with the users who were are at the meeting last week and that we've begun to share with some of our other customers. And that it's basically to -- sort of a lot of variety of fronts, you can't just improve one parameter in this space and get the full benefits of it. So you really have to work sort of soup to nuts on the sample prep up front, for one thing, certainly on the bioinformatics tools at the back end. On the core instrument performance and the chemistry associated with it, it essentially is to increase -- continue to increase the read links and the percentage of the reads that are very long because those are the most useful ones. And to -- at the same time increase the total throughput in terms of number of basis per experiment that people get out of the system. Because that's what drives it being applicable to more and more choices. And so we've laid out a series of incremental steps over the next 1 to 12 months that were incremental increases by a factor of 2, say, each time, relative to say, total throughput. And a couple of rounds potentially with the chemistry of continuing to increase the read link in about the same rate that we've been doing over the last 12 to 18 months. So once you get to do that, you kind of change pretty dramatically, I think, the kinds of projects that they're going to see the PacBio RS is suitable for. And particularly, as you get into larger and larger genomes, you got -- you can't just get the results with 1 or 2 cells right now, you need a very large number. We need to get that down to a reasonable enough number that they're going to do it a lot. And that's sort of what we rolled out.

Yes, so one more thing I'd add. It's kind of subtle that Mike mentioned this, some of our latest secondary analysis software that we made available on our DevNet site, typically what we do when we stuff is brand new and we want to get it out there available to the people is we put it in the DevNet site, and some the really advanced users start getting access to it. And then we follow on it some months later and incorporate that in sort of a production mode into the Software as a System. And as Mike mentioned, we're cautiously very optimistic with some of the latest developments in the secondary analysis software. And what we think is this could be a pretty significant driver or broader adoption because it just simplifies the ability for people to do projects in terms of using one type of library, one type of run and then getting an answer at the end of the experiment.

Okay then. Have you guys talked about the potential throughput after the next region upgrade?

Well, as I said, we actually gave them kind of a roadmap somewhat to define way of exactly what the next chemistry beyond the one that they're getting ready to introduce is. And that was part of that sort of stepwise group of 2x improvements that we showed them. So yes, we have laid that out.

And the way it kind of makes its way to our something tangible to customers, I'd just point out a couple of examples that Mike pointed out, is the one customer, Allegheny, that was doing a genome with 4 SMRT cells or different genome with 3 SMRT cells, the idea is that you can actually do a discrete project with a pretty small number of SMRT cells, and that's where the throughput is really meaningful.

And I'm not showing any further questions at this time. I'd like to turn the call back to management for closing remarks.

Thank you. So in closing, we remain steadfast in our commitment to bring the unique advantages of our SMRT technology and products to our customers and scientific community in general. Our customers are taking increasing advantage of our recent product releases to expand their use of the system. We're starting to see some momentum building in both system utilization and system bookings. With further products and software releases on the horizon, it will be exciting to see how this will impact both our consumable sales and new system bookings in the coming quarters. Thank you for listening in, and we will talk again in 3 months time.

Ladies and gentlemen, thank you for participating in today's conference. This does conclude the program, and you may all disconnect. Everyone, have a great day.