Revenue and Related Matters | Note 3. Revenue and Related Matters Disaggregated Revenue The following tables disaggregate the Company’s revenue from contracts with customers by geography, based on the location products and services are consumed, and revenue type (in thousands): Three Months Ended September 30, 2023 Three Months Ended September 30, 2022 North America EMEA Asia Pacific Total North America EMEA Asia Pacific Total Product revenue Instruments $ 1,693 $ 707 $ 1,257 $ 3,657 $ 2,964 $ 3,115 $ 1,684 $ 7,763 Consumable and other products 8,710 5,205 2,088 16,003 6,262 2,840 828 9,930 Total $ 10,403 $ 5,912 $ 3,345 $ 19,660 $ 9,226 $ 5,955 $ 2,512 $ 17,693 Service revenue Service-type warranties $ 1,595 $ 810 $ 161 $ 2,566 $ 1,454 $ 703 $ 125 $ 2,282 Research services 6,690 617 433 7,740 5,246 305 44 5,595 Other services 388 243 1 632 315 142 36 493 Total $ 8,673 $ 1,670 $ 595 $ 10,938 $ 7,015 $ 1,150 $ 205 $ 8,370 Collaboration and license revenue $ 237 $ — $ — $ 237 $ 136 $ 165 $ — $ 301 Grant revenue $ 499 $ — $ — $ 499 $ 282 $ — $ — $ 282 Total revenues $ 19,812 $ 7,582 $ 3,940 $ 31,334 $ 16,659 $ 7,270 $ 2,717 $ 26,646 Nine Months Ended September 30, 2023 Nine Months Ended September 30, 2022 North America EMEA Asia Pacific Total North America EMEA Asia Pacific Total Product revenue Instruments $ 4,879 $ 3,659 $ 3,864 $ 12,402 $ 7,602 $ 7,288 $ 4,699 $ 19,589 Consumable and other products 25,978 14,692 5,567 46,237 19,814 10,854 2,877 33,545 Total $ 30,857 $ 18,351 $ 9,431 $ 58,639 $ 27,416 $ 18,142 $ 7,576 $ 53,134 Service revenue Service-type warranties $ 4,711 $ 2,269 $ 449 $ 7,429 $ 4,057 $ 2,050 $ 341 $ 6,448 Research services 18,200 1,562 1,001 20,763 16,853 752 65 17,670 Other services 1,142 719 16 1,877 916 590 104 1,610 Total $ 24,053 $ 4,550 $ 1,466 $ 30,069 $ 21,826 $ 3,392 $ 510 $ 25,728 Collaboration and license revenue $ 1,234 $ — $ — $ 1,234 $ 179 $ 248 $ 52 $ 479 Grant revenue $ 877 $ — $ — $ 877 $ 357 $ — $ — $ 357 Total revenues $ 57,021 $ 22,901 $ 10,897 $ 90,819 $ 49,778 $ 21,782 $ 8,138 $ 79,698 For each of the three and nine months ended September 30, 2023, one customer accounted for more than 10% of the Company’s total revenues. At September 30, 2023, one customer accounted for more than 10% of the Company’s gross accounts receivable. Product Revenue UltraDx On May 26, 2022, the Company and UltraDx Limited (“UltraDx”), a company formed by ARCH Venture Partners (“ARCH”), entered into an agreement (the “UltraDx Agreement). Under the UltraDx Agreement, the Company agreed to supply UltraDx with HD-X instruments (both fully assembled and disassembled), assays and assay components, and granted a co-exclusive license to manufacture, seek Chinese regulatory approval of (including performance of any necessary research and development activities), and commercialize, HD-X instruments assembled in China and related assays in the Chinese neurological in vitro diagnostic market. Refer to Note 14 − Related Party Transactions The Company determined that the instruments, components, and licenses formed a single, combined performance obligation. The consideration due to the Company included (1) cash proceeds of $1.9 million, which was received and recognized as revenue in the third quarter of 2022 when the instruments, components, and licenses were delivered to and paid by UltraDx, and (2) contingent, non-cash consideration in the form of ordinary shares of UltraDx with a deemed fair value of $1.0 million. The issuance of the shares was contingent on UltraDx completing a preferred share financing under the terms and conditions in the UltraDx Agreement. Given the uncertainty of the completion of the preferred share financing, the Company concluded that the non-cash consideration related to the ordinary shares was variable consideration that was fully constrained at contract inception. In the second quarter of 2023, UltraDx completed the qualified preferred share financing and issued to the Company one million ordinary shares. Refer to Note 6 − Fair Value of Financial Instruments Variable Interest Entities for additional information on the Company’s investment interests in UltraDx as a result of the share issuance. During the three months ended September 30, 2023, revenue recognized was not material. During the nine months ended September 30, 2023, the Company recognized $1.6 million of revenue, which includes the one-time revenue from the receipt of the UltraDx shares in the second quarter of 2023. During the three and nine months ended September 30, 2022, the Company recognized $1.9 million of revenue. Service Revenue Eli Lilly and Company On February 25, 2022, the Company entered into a Master Collaboration Agreement with Eli Lilly and Company (“Lilly”) establishing a framework for future projects focused on the development of Simoa immunoassays (the “Lilly Collaboration Agreement”). The Company also entered into a statement of work under the Lilly Collaboration Agreement to perform assay research and development services within the field of Alzheimer’s disease. In connection with the Lilly Collaboration Agreement, the Company received a non-refundable up-front payment of $5.0 million during the first quarter of 2022, which was recognized over a one-year period. In addition, under the statement of work, the Company receives $1.5 million per calendar quarter, which began in the first quarter of 2022. The statement of work automatically renews on a quarterly basis until Lilly provides a termination notice in accordance with the terms of the Lilly Collaboration Agreement. As of September 30, 2023, the Lilly Collaboration Agreement and the statement of work were still in effect. Concurrent with the execution of the Lilly Collaboration Agreement, the Company entered into a Technology License Agreement (the “Lilly License”) under which Lilly granted the Company a non-exclusive license to Lilly’s proprietary pTau217 antibody technology for use in research use only products and services and future in vitro diagnostics applications within the field of Alzheimer’s disease. In consideration of the Lilly License, the Company paid an upfront fee, is required to make milestone payments based on the achievement of predetermined regulatory and commercial events, and will pay royalties on net sales of licensed products. The Company recognized revenue from the Lilly Collaboration Agreement of $1.5 million and $4.5 million during the three and nine months ended September 30, 2023, respectively, and $2.7 million and $8.1 million during the three and nine months ended September 30, 2022, respectively. Collaboration and License Revenue Abbott Laboratories On September 29, 2020, the Company and Abbott Laboratories (“Abbott”) entered into a Non-Exclusive License Agreement (the “Abbott License Agreement”) under which the Company granted Abbott a non-exclusive, worldwide, royalty-bearing license, without the right to sublicense, to the Company’s bead-based single molecule detection patent (the “Licensed Patents”) in the field of in vitro diagnostics. Abbott paid the Company an initial license fee of $10.0 million, which was recognized as license revenue during 2020. Abbott also agreed to pay the Company milestone fees, subject to the achievement by Abbott of certain development, regulatory, and commercialization milestones and low single-digit royalties on net sales of licensed products. The Abbott License Agreement will continue until expiration of the last-to-expire licensed patent, or the agreement is earlier terminated. Under the terms of the Abbott License Agreement, the Company and Abbott each have the right to terminate the agreement for uncured material breach by, or insolvency of, the other party. Abbott may also terminate the Abbott License Agreement at any time, without cause, upon 60 days’ notice. During the three and nine months ended September 30, 2023, the Company recognized zero and $0.5 million of one-time revenue, respectively, related to the expiration of a previously paid for option to expand the scope of the Abbott License Agreement. Grant Revenue The Company recognizes grant revenue after funding is committed and as each grant’s related activities are performed. The timing of revenue recognition and receipt of funding varies by grant and can be independent from performance of the related activities, such as an upfront payment of the award value, or subsequent to the Company’s requests for reimbursement for already performed activities (subject to the approval of the granting organization), as further described below. NIH Grant On September 21, 2022, the Company and the National Institutes of Health (the “NIH”), an agency of the U.S. Department of Health and Human Services, entered into a contract (the “NIH Grant”) with a total award value of $1.7 million. The NIH granted the Company funding in support of the development of certain point-of-care diagnostic technologies through collaborative efforts. Grant funding is to be used solely for activities related to the point-of-care diagnostic device development project and the contract period runs through August 2025. Receipt of the award value occurs throughout the term of the contract period and after the Company submits for reimbursement of activities related to the grant. As of September 30, 2023, the Company had received $0.5 million of the award value. During the three months ended September 30, 2023, grant revenue recognized and research and development expenses incurred were not material. During the nine months ended September 30, 2023, grant revenue recognized and research and development expenses incurred were $0.5 million and $0.4 million, respectively. During the three and nine months ended September 30, 2022, grant revenue recognized and research and development expenses incurred were not material. ADDF Grant On March 24, 2022, the Company and the Alzheimer’s Drug Discovery Foundation (the “ADDF”) entered into a contract (the “ADDF Grant”) with a total funding value of $2.3 million. The ADDF is a charitable venture philanthropy entity that granted the Company funding in support of certain activities for the development of an in vitro diagnostic test for early detection of Alzheimer's disease. The ADDF Grant restricts the Company’s use of the granted funds solely for activities related to the Company’s Alzheimer’s diagnostic test development project and the contract period runs through June 2024. Receipt of the contract funding was subject to achievement of pre-defined milestones, and as of September 30, 2023, the Company had received the total funding value of $2.3 million. During the three and nine months ended September 30, 2023, grant revenue recognized and research and development expenses incurred were $0.3 million and $0.4 million, respectively. During the three and nine months ended September 30, 2022, grant revenue recognized and research and development expenses incurred were $0.3 million and $0.4 million, respectively. RADx Grant On September 29, 2020, the Company entered into a contract with the NIH under its Rapid Acceleration of Diagnostics (“RADx”) program (the “RADx Grant”), with a total award value of $18.2 million. The RADx Grant was to accelerate the continued development, scale-up, and deployment of the novel SARS-CoV-2 antigen detection test using the Company’s Simoa technology. Grant funding was used to expand assay kit manufacturing capacity and commercial deployment readiness, and the contract ran through the final milestone on May 31, 2022. Receipt of the award value occurred throughout the term of the contract period and after the Company submitted for reimbursement of activities related to the grant. During the first half of 2022, the Company received $0.5 million which represented the final and total funding value of the $18.2 million award. During the three and nine months ended September 30, 2023 and 2022, the Company recognized no grant revenue and incurred no research and development expenses. As of September 30, 2023, the Company had no future obligations under the RADx Grant. Contract Assets There were no contract assets of as September 30, 2023 or December 31, 2022. Deferred Revenue The Company refers to contract liabilities as deferred revenue on the Consolidated Balance Sheets. Remaining Performance Obligations As of September 30, 2023, the aggregate amount of transaction prices allocated to performance obligations that have not yet been satisfied, or are partially satisfied, was $11.0 million. Of the performance obligations not yet satisfied or partially satisfied, $9.8 million is expected to be recognized as revenue in the next 12 months, with the remainder thereafter. million primarily consists of amounts billed for undelivered services related to initial and extended service-type warranties and research services. Costs to Obtain a Contract The Company capitalizes commissions paid to its sales representatives and related fringe benefits costs that are incremental to obtaining customer contracts. These costs are included in prepaid expenses and other current assets on the Consolidated Balance Sheets. Changes in costs to obtain a contract were as follows (in thousands): 2023 2022 Balance at December 31 of prior year $ 377 $ 440 Deferral of costs to obtain a contract 414 1,182 Amortization of costs to obtain a contract (491) (914) Balance at September 30 $ 300 $ 708 Costs to obtain a contract are amortized to earnings over the life of the contract and are recorded in cost of goods sold and selling, general, and administrative expense on the Consolidated Statements of Operations. The Company evaluates potential impairment of these amounts at each balance sheet date, and no related impairments were recorded during the nine months ended September 30, 2023 and 2022. |