Tempo™ LC Systems

1. Tempo™ LC Systems Sandra Chu, Lydia Nuwaysir

2. OEM and Third Party Vendor Strategy • Vendor neutral – work collaboratively with vendors that have hardware and software products that complement and/or enhance the value of our mass specs • Enable our customers easy access to vendor products that complement and/or enhance the value of our products • Enable customers to use AB as a single source for purchasing a complete system • Engage the vendors as much as possible to help our customers

3. OEM and Third Party Vendor Strategy • Benefits • AB able to offer customers a complete system • Provide customers with flexibility • Allow access to state-of-the-art front end technology • Reduce our commitment to install, service, and support • Faster support, development of new technology and software

4. OEM and Third Party Vendor Strategy • Challenges • Who is responsible for interfacing front end technology with AB mass spec? • Waters offers single source for sales, service, and support • building momentum on strength of Acquity marketing • Agilent will be offering competitive triple quad and TOF instruments • sales reluctant to continue to sell Agilent products to our customers

5. Our LC Strategy • Deliver our own (AB/MDS SCIEX branded) high-value, front-end products for our mass spec systems that allow us to create complete solutions that meet current and emerging customer needs • High value derived from unique market position and/or market leading performance and features • Niche applications and markets that match and/or compliment the strategic direction of the business

6. Our LC Strategy Applied Biosystems/MDS Sciex Tempo™ LC Products powered by Eksigent Technologies • Tempo™ nano LC • Tempo™ nano MDLC • Tempo™ ht LC • Tempo™ LC MALDI

7. Tempo™ ht LC Tempo™ nano MDLC Tempo™ nano LC or or + +

8. Tempo™ nano LC • Target market • Biomarkers/Proteomics researchers in research institutes, academia, pharma, and biotech organizations • Features • binary nano pump + autosampler • direct pumping – no flow splitting • low system dead volume • 20 – 1000 nl/min flow rate • Michrom C18 100 um column included • Peltier cooled autosampler • List Price • $80,000 US

9. Tempo™ nano MDLC • Target market • Biomarkers/Proteomics researchers in research institutes, academia, pharma, and biotech organizations • Features • 2 binary pumps + autosampler • Incorporates all features of nano LC system and more • first dimension 1-20 ul/min; second dimension 20 – 1000 nl/min flow rate • 10-port column switching valve accommodates 2 trap columns plus analytical column • can operate in a variety of modes, providing ultimate flexibility • List Price • $90,000 US

10. Tempo™ ht LC • Target markets • Pharma discovery/metabolomics • CROs • Clinical/Applied Markets • Proteomics/Biomarker – discovery and validation • Proteomics/Biomarker researchers in research institutes, academia, pharma, and biotech • Features • binary pump + autosampler + integrated diode array detector • 0.2 – 30 ul/min flow rate • column temperature control 27–40 ºC • precise, rapid gradient formation • ideal for applications requiring speed, high quality quantitative data and separation efficiency • List Price $71,500 US

11. Tempo™ LC MALDI Spotting System • Target markets • Proteomics/Biomarker researchers in research institutes, academia, pharma, and biotech • Robust contact-free droplet dispensing stage delivering highly reproducible results and high quality MS data • High spotting speed of up to 4 Hz • High density spotting (<10,000 spots per plate) with accurate over-spotting capabilities • Precise control of droplet size from < 1 nL to 5 µL • Modified Tempo ht LC stage with MFC technology • Three-channel LC pump for the gradient and post-column addition of MALDI matrix • Gradient flow range from 200 nL/min to 20 µL/min • Ultra-low solvent consumption • High plate capacity • 8 plates for 4800 TOF/TOF analyzer, or 16 plates for 4700 Proteomics or oMALDI/QSTAR analyzers • Fully integrated system • Include a stand-alone computer and software • List Price $135,000 US

12. Demonstrate Workflow • A workflow demonstration is a system-wide demonstration of all of the components working together in a typical customer workflow • For Proteomics Sales this includes: • MS • NanoSpray II Source with heated interface • Tempo nano LC • Analyst and Tempo LC control software • For Small Molecule Sales this includes: • MS • TurboIonSpray Source • Tempo ht LC • Analyst and Tempo LC control software

13. Why do we need a “Workflow Demonstration” from the Service Organization? • We are selling a complete package • We sell the instrument bundled as a package with most components • We need to demonstrate to the customer that these components all work together as expected • This is particularly critical for proteomics sales since the primary message is that the complete package – and not any one component on its own – allows you to realize the full benefits of the product • By demonstrating the workflow, the service organization will leave the customer with a method that can be duplicated by them until they are properly trained on all components • Reduces overall cost in service/support (no FAS required as follow-up and not as many support calls after installation) • Increases customer satisfaction by making the customer successful immediately following installation

14. How do we do a “Workflow Demonstration”? • Proteomics installations: • Install the MS and the Tempo nano LC or nano MDLC independently of one another as per installation instructions • Run installation tests for both devices • Demonstrate Workflow as follows • Ensure communication exists between MS and Tempo LC • Set up column supplied with Tempo LC as per installation instructions • Set up pre-defined LC and MS methods • Prepare the 6-peptide mixture from the Applied Biosystems/MDS Sciex LC/MS Peptide/Protein Mass Standards Kit and inject a small amount onto the column • Acquire data using pre-defined method • Educate customer on this workflow

15. How do we do a “Workflow Demonstration”? • Small Molecule installations: • Install the MS and the Tempo ht LC independently of one another as per installation instructions • Run installation tests for both devices • Demonstrate Workflow as follows • Ensure communication exists between MS and Tempo ht LC • Set up column supplied with Tempo ht LC as per installation instructions • Set up pre-defined LC and MS methods • Prepare reserpine solution from the Applied Biosystems/MDS Sciex LC/MS Install Kit • Acquire data on 6 injections using pre-defined method • Verify that data meets pre-defined specs

16. What is the “6-Peptide Mixture”? • The 6-Peptide Mixture contains six peptides in the 900 to 3,700 Da mass range

17. What Should the Data Look Like? • 6 XIC (or MRM) peaks • all peaks elute between 3 and 13 minutes • first and last of 6 peaks separated by approx 5 minutes • 3-4 baseline resolved peaks • peak width at half height is < 2 min wide

18. What Should the Reserpine Data Look Like? • 10 injections • peaks width at half height is < 3 sec • peak elutes in less than 2.5 min • RSD on retention time is < 1.5%

19. Launch Activities • Product Announcement • November 15 • Product Ordering • November 15 • Product Shipment and Installation • Restricted release • Service training activities • Marketing activities • Demo lab activities

20. Installation, Service, Support • Service training objective: • customer is able to run samples through the LC-MS as soon FSE leaves the site • service is able to trouble shoot and service any hardware issues • Service training topics include: • Tempo LC System overview • Tempo installation • Trouble shooting • Planned Maintenance and IQ/OQ • Nanospray installation • Tempo LC + Nanospray + MS connection • Sample workflow

21. Installation, Service, Support • Service training dates: • Framingham: Nov 7 – 11 • Foster City: Nov 14 – 18 • Warrington, UK: Oct 24 – 28 • Germany: Oct 31 – Nov 4 • Audit install in Paris: Nov 2 – 4 • Pilot training class: Nov 25 – 29 • Japan: TBD

22. Sales and Marketing Material • Tempo™ LC Systems Brochure • “Setting the Pace in LC/MS Performance” • Press Release • Product Information page on website • Tempo™ LC Systems POI • Customer presentation • Technical Notes

23. Sales and Marketing Material • Technical Notes: • The Tempo™ ht LC System: Redefining High throughput with High Precision, Low Flow Rate Chromatography • The Tempo™ ht LC System: High Throughput Small Molecule Quantitation • High Performance Nanoflow Chromatography with the Tempo™ nano LC Systems: Making reliable low flow separations a reality!

24. Demo Labs • For proteomics, demos to lead with Tempo nano LC systems, unless customer requests otherwise • nano systems installed in Toronto, Foster City, Framingham, Warrington, and Darmstadt demo labs • ht systems installed in Toronto, Foster City, Framingham, and Warrington demo labs • Application chemist and FAS training during additional Framingham, Foster City, and Japan installs

25. Key Messaging for LC partners • Messaging to partners • AB/MDS Sciex have launched there own line of LC systems to address the low flow chromatography needs of our customers. This decision was driven from both a business and technical perspective. We felt we needed control of the LC system so we could deliver a fully integrated LC/MS system to our customers for our low flow rate applications • FAQ has been developed and will be distributed to the field

26. Continued relationship with LC partners • Dionex (LC Packings) • The applied markets co-marketing on the ion chromatography will be unaffected by the launch of the Tempo LC line. • We will continue to resell Dionex systems through our resellers agreement. • For proteomics and low flow rate applications the Tempo LC systems are our preferred choice for these customers. We will only sell and demo Dionex LC systems when the customer specifically requests us to do this. • Agilent • AB/MDS Sciex will continue to sell and support the Agilent high flow rate HPLC products we have sold through the OEM. • Shimadzu, and others • AB/MDS Sciex will continue to re-sell these vendors products through our existing resellers agreements when customers have a preference for these systems.