Good day, ladies and gentlemen, and welcome to the NeoGenomics third quarter 2019 earnings release conference call. All lines have been placed in listen-only mode. After the presentation, there will be a question and answer session. If you should require assistance during the call, please press star zero. At this time,
This conference call may contain forward-looking statements which represent our current expectations and beliefs about our operations, performance, financial condition, and growth opportunities. Any statements made on this call that are not statements of historical fact are forward-looking statements. These statements, by their nature, involve substantial risks and uncertainties, certain of which are beyond our control. Should one or more of these risks or uncertainties materialize, or should the underlying assumptions prove incorrect, actual outcomes and results could differ materially from those indicated in the forward-looking statements. Any forward-looking statements speak only as of today, and we undertake no obligation to update any such statements to reflect events or circumstances after today.
Before turning the call back to Doug, I want to let everyone know that we will be making a copy of our prepared remarks for this morning's call available on the investor relations section of our website shortly after the call is completed. We also want to let everyone know that we're going to limit the number of questions to two per person in order to give more people a chance to ask a question within the one-hour limit that has been allotted for this call.
Thank you, Bill. For today's call, I'll briefly review some quarter 3 highlights. Kathryn McKenzie will then provide a more detailed review of the financial results. I'll then share with you several initiatives and investments that we're making to drive both the near-term and long-term growth. We'll then have time for questions and answers. Let's begin with quarter 3 highlights. Quarter 3 results were excellent. We have significant momentum heading into the end of the year. Revenue increased 51% year-over-year to $105 million, with organic revenue growth once again greater than 20%. Adjusted EBITDA increased 32% year-over-year to $15 million. Both divisions had very strong performance. Clinical division test volumes increased 35% year-over-year, with combined company organic volume growth approaching 13%. Year-over-year growth rates have accelerated each quarter since acquiring Genoptix late last year.
We once again drove growth across all testing modalities. Next-generation sequencing and molecular testing growth rates also accelerated and were well in excess of 50%. We believe those growth rates reflect a steady increase in market share with very high rates of customer retention in both the legacy NeoGenomics and the Genoptix customer base. Clinical division revenue per test increased 15% to $369, marking the fifth straight quarter in which revenue per test has increased on a year-over-year basis. That increase primarily reflects the addition of Genoptix and a favorable change in the mix of test volume. As expected, revenue per test increased sequentially as we continue to work through and transition Genoptix reimbursement to the NeoGenomics managed care contract rates at slightly more favorable terms than expected. Pharma services revenue increased 26% year-over-year to $12 million.
New bookings in the quarter were a record $28 million, and the backlog increased 22% year-over-year to more than $118 million. We achieved outstanding revenue increases in flow cytometry and very strong increases in immunohistochemistry. We opened our new office in Singapore during the third quarter as our global expansion remains on track, and we are winning global studies as a result. The pharma business has great momentum and is well-positioned to capitalize on a robust environment for oncology therapy development. Importantly, we also saw significant growth in profitability. Gross margin increased nearly 200 basis points year-over-year and 50 basis points sequentially to 48.6%. Adjusted EBITDA grew 32% to $15 million, and we're very pleased with the increase in profitability, particularly since we increased our R&D spending significantly and the Genoptix business is initially dilutive to EBITDA.
Adjusting for the impact from the Genoptix business, the incremental EBITDA contribution in the quarter approximated 25%, in line with our long-term guidance of 25%-35% EBITDA contribution on revenue growth. In summary, we are pleased with the quarter three results and feel good about our outlook for the future. I'll now turn the call over to Kathryn McKenzie, our Chief Accounting Officer, to discuss some of the details of quarter three financial results.
Thank you, Doug. Doug already touched on some of the high points of revenue and profitability. I will focus my commentary on some of the other important financial metrics in the quarter. Our average cost of goods sold for clinical tests, also known as our cost per test, decreased 4% year-over-year on a pro forma basis to approximately $190, despite adding 124 net new employees during the quarter. We continue to benefit from increasing scale, automation, and process improvement. On a reported basis, cost per test increased 12% year-over-year due to the addition of Genoptix. Cost per test increased 2% sequentially, reflecting the impact of additional employees hired during the quarter to support our rapid growth, as well as our test mix shifting to higher priced and higher cost NGS panels.
While we continue to expect to drive reductions in cost per test going forward, the reductions may be mitigated to some extent by continued test mix shift to higher cost next-generation sequencing panels. As a reminder, these next-generation sequencing panels also have higher revenue per test and higher margin. The year-over-year decline may be lower than normal in Q4 due to the high level of investment made to accommodate growth and upgrade our next-generation sequencing products and capabilities during the quarter. General and administrative expenses increased 57%, or $12 million, year-over-year to $33 million, primarily due to the addition of Genoptix. G&A expense increased by $3 million sequentially, largely due to the influx of new hires, incremental growth-related investments, and other one-time items.
Sales and marketing costs increased 67% year-over-year to $12 million, driven by the acquisition of Genoptix and the expanded size of our sales teams on both the clinical and pharma sides of the business. Research and development costs increased nearly fivefold, driven by continued investments in new test development, including our next-generation sequencing and FDA initiatives. We exit Q3 with $179 million in cash and $109 million in debt. We have approximately $115 million of availability on our credit facilities. DSOs declined four days year-over-year and one day sequentially to 80 days, as cash collections were especially strong in the quarter. Cash flow from operations was strong at $19 million for the quarter. We are increasing our full year 2019 revenue and earnings guidance. We now expect consolidated revenue to be in the range of $401 million-$406 million versus our previous guidance of $388 million-$402 million.
We now expect adjusted EBITDA to be in the range of $56 million-$58 million versus our previous guidance of $54 million-$58 million. The increase in guidance reflects the better-than-expected third quarter results and our growth momentum. I will now turn the call back over to Doug to provide commentary on our key growth initiatives.
Thank you, Kathryn. Before addressing your questions, I'll share some thoughts about our business. As you can tell from our quarterly results, we continue to benefit from our position as a leading cancer testing provider in the U.S., where we are experiencing very high growth in both divisions, and our outlook suggests that growth is likely to continue for the foreseeable future. In the clinical division, we've recently added some of the largest and most recognizable hospital systems and oncology practices in the country, with most of that business still in front of us. In the pharma services business, our backlog of signed contracts is larger than ever, and our pipeline remains robust. With that as background, I'd like to focus my comments on two key topics.
Actions that we're taking to focus and fortify our operations to accommodate high levels of growth, including the final phase of the Genoptix integration. Second, investments we are making to enable those high levels of growth to continue well into the future. In terms of fortifying our operations, we've recently taken a number of actions to maintain a laser focus on execution and to ensure that we consistently deliver the exceptional service that is expected of us. We hired and onboarded almost 200 full-time employees during the quarter. The additional technical staff and pathologists have put us in a much better position to accommodate continued growth while maintaining exceptional service. We added much needed facility capacity in Fort Myers and in Aliso Viejo.
This is providing additional lab and office space to accommodate existing volume and allow us to have capacity until the new Fort Myers headquarters and lab facility is completed in 2021. Third, we significantly upgraded our next-generation sequencing instrumentation and assays during the quarter. We moved our assays to the high throughput NovaSeq instruments, upgraded our chemistry, and optimized our pipeline. We also incorporated MSI, that's microsatellite instability, and TMB, tumor mutational burden, into most of our NGS panels, updated our gene lists, and upgraded our physician reports. With NGS growth rates well over 50%, these upgrades are providing us with much needed capacity, higher quality, and the ability to streamline and further automate the workflow and processes. Fourth, we delayed the planned migration of Genoptix customers to the NeoGenomics systems and processes by three months.
This is providing our teams additional time to finalize plans and prepare more thoroughly for a seamless client migration process. We feel very good about the Genoptix integration. While we made a decision to delay, we are on track with all other integration activities, and synergies are tracking as expected. Customer retention is our top priority during the integration period, and so far, so good. In fact, we have already stemmed the volume decline occurring when we took the business over. Organic growth for the combined company has been better than we expected at the beginning of the year. We also passed on several smaller M&A opportunities, which could have been a distraction to our teams. With these actions, we feel that our lab operation is ready to seamlessly complete the Genoptix integration and will be in great shape to accept greater volume with higher levels of productivity and efficiency.
Now let's turn our attention to investments we are making to enable high levels of growth to continue well into the future. I'll highlight just a few of these investments this morning. First, we continue to invest in new test development, particularly in next-generation sequencing. We are in various stages of development with several next-generation sequencing panels, including a comprehensive genomic profile for hematologic cancer, a 500-plus gene solid tumor profile, a suite of liquid biopsy offerings, and an NGS-based test for minimal residual disease. We have a well-defined plan and a much broader and deeper organizational capability to execute it than ever before. Second, we continue to invest in companion diagnostics. We have a unique and powerful capability to help develop and validate companion diagnostic tests and to quickly respond to new drug approvals with the timely launch of companion diagnostic tests.
Among the most important of those capabilities is our wide scale and scope across pharma and clinical markets, a broad reach to oncologists and pathologists, and access to a massive quantity of oncology-specific test result data. Few labs have our same ability to take an oncology companion diagnostic test across the continuum from development through clinical trials and into the market. This capability is clearly a synergy of operating both the Pharma Services and Clinical Services operation focused in oncology, and increasingly, our services are of interest to both pharma and clinical clients. We are currently winning Pharma Services business because of our companion diagnostic capabilities and boosting our Clinical Services market share by being first to market with companion diagnostic tests. We have a track record of responding quickly to new drug approvals. I'll give you several recent examples.
We already have several offerings for NTRK, including for TRK inhibitor therapies, including a small fusion panel incorporating NTRK1, 2, and 3, an immunohistochemistry pan-TRK screening panel, and a FISH NTRK1, 2, and 3 assay. We have also incorporated NTRK into our NeoTYPE next-generation sequencing panels. We have also been a leading provider, if not the world's leading provider, of PD-L1 testing for lung cancer and other neoplasms. We were quick to market with the SP142 assay for triple-negative breast cancer, as well as assays for other new indications. We have talked at length about PIK3CA, which is the companion diagnostic for Novartis' Piqray and have seen uptake that is even better than we expected. We also were quick to market with the QIAGEN therascreen companion diagnostic PCR assay for FGFR in metastatic bladder carcinoma.
We have already included RET into some of our small fusion panels and have incorporated RET testing into several of our NeoTYPE offerings. In addition, we have over 2 dozen companion diagnostic assays in our pipeline of signed projects for a variety of pharma and biotech companies and are increasingly in discussions to add to the pipeline. Finally, we have begun to make initial investments in data and informatics. We are quite excited about the possibilities here. Over the past year, a number of leading payers, providers, and pharma services companies have approached us to partner on data and informatics-related initiatives. We have developed our strategy and plans, have begun to build our team, and are investing to develop our capabilities and initial products. Areas of particular interest for us, based on market research, include clinical decision support, real-world analytics, clinical trials matching, and several other exciting ideas.
We anticipate that informatics and data will enhance our competitive position in both clinical and pharma services and eventually be an incremental source of revenue for the company. The need for precision oncology diagnostics is growing and changing rapidly. We believe that investments in advanced technologies companion diagnostics and informatics have the potential to create exciting opportunities for future growth and continued market leadership for our company. In summary, quarter three results were extremely strong, and we feel good about our momentum heading into the rest of the year. More importantly, our leading position in the market is proving to offer significant, sustainable competitive advantages today and in the future, and we remain committed to further strengthening that position over time. I'll now hand the call back over to Bill Bonello to lead us through a question and answer period.
At this point, we'd like to open up the call for questions. Incidentally, if you're listening to this conference call via webcast only and would like to submit a question, please feel free to email us at bill.bonello@neogenomics.com during the Q&A session and we will address your questions at the end of the call if the subject matter hasn't already been addressed by our call-in listeners. As mentioned at the beginning of this call, we would like to ask each person to limit their question to two, so that we may hear from everyone and still keep within the hour allotted for this call. Operator, you may now open the call for questions.
Thank you, sir. Ladies and gentlemen, if you'd like to ask a question at this time, it is star one on your touch-tone telephone. Please make sure your mute function is turned off to allow your signal to reach our equipment. Again, that's star one at this time if you'd like to ask a question. We'll go first to Puneet Souda with SVB Leerink.
Yeah. Hi, Doug. Congrats on an impressive quarter here. First question, if I could. I was hoping to touch on the guidance raise and Genoptix. You have steadily increased guidance throughout the year, and as you proceed here in the final phase of Genoptix, your recent hiring, the capacity expansion, the NGS efforts, it's clear that the growth is accelerating. Wanted to touch on two points. What we're seeing here is a fourth quarter implied guide that still looks a bit conservative. Anything there that you would point to in terms of anything that gives you a pause in the near term? Secondly on Genoptix, if you could elaborate on what's left at this point in the integration. It's been much more smoother compared to your last integration. Just help me on those two points, and I just have a quick follow-up.
Great, Puneet. Well, thanks. Relative to the guidance, our incremental EBITDA contribution, which is implicit in the guidance, is consistent with our long-term guidance, which is in the range of 25%-35% incremental EBITDA on the revenue growth. At the midpoint of the raise from the initial guidance, our EBITDA raise is about 36%, I think. At the midpoint of our raise versus the last guidance in quarter two, the EBITDA raise is approaching 30%. I think it's quite consistent. The quarter three, was a little better than we expected, so we did take the guidance up. As you point out, we are still in the midst of the Genoptix integration, so we do want to be prudent with our guidance. In quarter four, we expect to make continued investments in next-generation sequencing. We are investing, as I mentioned in the script, in informatics.
We feel very good about the business. There's no pause in our momentum and I think our guidance reflects prudence as well as confidence. In terms of the Genoptix integration, Rob Shovlin is here. He's leading the integration effort along with the clinical division. I'll ask Rob to address that.
Sure. Good morning, Puneet. The integration's going really well. We've made tremendous progress this year, and I think the acquisition's contributing as we expected it to. Q3 was really a quarter of lots of IT system projects. Through Q3, we implemented nearly 300 different IT user stories, of which two-thirds were integration related. We're basically doing an IT release every week. We did decide to move the final phase of integration, which is the last waves of client migration, out to Q1 of 2020. We did this to allow time to ensure that our systems are implemented and stabilized before impacting clients with changes. To your point, this was a lesson that we learned from the Clarient integration, where we got a little too aggressive with client migration and then had to stabilize afterwards.
We applied that lesson learned, and we're allowing the systems to stabilize and be ready for client migration in Q1. It's also been great to see that our sales team has continued to grow the business without integration distractions to this point. It's a little too early to see any revenue synergies just yet. We have seen some cost synergies realized in the quarter.
That's great. Thank you both. On NGS, if I could, Doug, this is increasingly becoming a focus for you and clearly for the market as well. You highlighted strong growth last quarter, again this quarter. Just wanted to get a longer-term view here. What's your expectation for NGS contribution longer term? Is it taking any business away from the current test, or is it just the overall market growth? Just help us get situated here in the NGS contribution and the longer term. Again, NGS seems to be becoming a larger piece of the story here. Is that the right way to think about it?
It is the right way to think about it, Puneet. I think I mentioned that the NGS and molecular growth rates were in excess of 50% during the quarter, and that's a continuation of very strong momentum. NGS is becoming a greater part of our mix, but it's still relatively low. We have a comprehensive menu and, as you know, we're offering every discipline. Interestingly, every single test modality increased during the quarter. That indicates we're taking market share. I think NGS will, over time, take market, some of the mix away from some traditional FISH testing, particularly in the solid tumor FISH area. I think that we expect NGS generally to continue to grow at an outsized pace relative to our other test modalities for as far as my eye can see.
All right, great. Thank you. Puneet Souda again.
Thanks, Puneet.
We'll take our next question from Kevin Ellich with Craig-Hallum.
Good morning. Thanks for taking the questions. Doug, thanks for the commentary. A lot of information there. Wanted to go back to the data and informatics investments you're making. Can you give some more detail in terms of what could this ultimately become, and I guess how long will it take before you can convert that into revenue for the company?
Yeah, Kevin, thanks for the question about informatics. William Bonello is here and is actually leading our strategy development and informatics efforts. Bill will address this. I'll just say upfront that we have invested a lot of time and energy and money in developing our informatics strategy. The general idea is that we would both strengthen our existing businesses in clinical and pharma and develop an independent revenue stream. We've got a lot of great plans and thoughts here. With that, let me just turn it over to Bill and see if he has anything to add.
Yeah, Kevin, I would say it's still obviously very early days. We do have lots of requests from our clients, as Doug mentioned on the call, including payers and provider clients, as well as our pharma clients, to collaborate on various data initiatives. We have a number of projects that are actually in place right now, some of which are revenue generating, albeit not hugely revenue generating. We do have a pretty robust pipeline of additional projects. More importantly, we have a roadmap of products that we want to develop. That's really where our time and energy is focused today, is on getting our organization in place and those products up and developed, and working in a sort of pilot fashion with our various customers to make sure that we're meeting their needs. There'll be a little bit of revenue.
We probably won't break that out in the near term, but it will help a little bit. It will be a bit before it's a significant needle mover from a revenue standpoint. In the meantime, we do think it's already reinforcing our strategic position in both of our divisions.
That's helpful. Thanks for the detail there, Bill. I guess on top of that, clearly you guys are making investments. You talked about the R&D investments you made during the quarter and also the investments you made. I guess kind of a combined question, how much more do you plan on investing in informatics and I guess what other capabilities do you want to add? Then on the hiring side, what positions did you fill, and do you have much left that you want to do on that front?
Kevin, we continue to make investments in our business, and I think we will for some time. This is a company which is operating in an exciting area. Precision medicine in oncology is growing very rapidly. At this part of the evolution of the company, we think it's prudent to focus on growth and growth-related investments. We're going to continue to do that. We are investing heavily in next-generation sequencing, as we mentioned a couple of times now and in the script. We're also investing in capacity. We're investing in people. I mentioned we hired about 200 full-time and part-time folks during the quarter. I think we've hired over 400 people so far this year, and that is a lot to keep up with our current volume growth. Also, we are investing in new capabilities. For example, informatics is a new capability that we're investing in.
We're investing pretty heavily in our Pharma Services Division globally. You know that we put in a new lab in Singapore. We've increased our business development team in pharma outside the U.S. pretty significantly. We've added technical resources in a big way. I think we've increased the number of molecular pathologists by about four times from where we were just about a year ago. We're increasing our hiring in the area of bioinformaticians, variant scientists, pathologists. This is a growth business. We intend to continue to grow at outsized pace, and our investments, I think, reflect that.
Good. Thanks, Doug, and congrats on the nice quarter.
Thanks, Kevin.
We'll take our next question from Brian Weinstein with William Blair.
Hey, guys. Thanks for taking the questions. First, can you talk about the impact and sustainability of test mix on the pricing as well as just get a better understanding of contribution here? Obviously, I think NGS and molecular are higher. Can you get a little bit more specific on what you see there versus more traditional testing methodologies and how to think about where average recognized revenue per test goes longer term? Why would the trend not continue here?
Well, there are a lot of crosscurrents, Brian, in average unit price. We mentioned it's been up five consecutive quarters. Part of that is Genoptix, and the increase of Genoptix test mix in our overall mix. Next-generation sequencing has, as that's grown at very high growth rates, has come in at higher prices, and that has impacted our average unit price, and I think will continue to impact our average unit price. We also have gotten some benefit in our average unit price because of good cash collections. You'll see that in the quarter when you have a chance to look at our financial results, you'll see cash from operations was very strong. As Kathryn mentioned, our Days Sales Outstanding sort of reflects that.
AUP can fluctuate, and it has fluctuated, but I think we're on the right track, and we have a heck of a lot of opportunities to further improve average unit price beyond test mix with just plain good old-fashioned collecting cash for the work that we do. We have a lot of opportunity to do that.
Okay. The second one, can you just describe a little bit more and get a little bit more detail to us on the nature of the backlog that you're building on the services side, how you see that developing in terms of time to bringing that backlog to revenue, and any other details that you can provide on efforts that George and the team are making to continue to add to that? Thanks.
Yeah. Let me make one brief comment, and then George will fill it in. I would say that we are all really excited about pharma services and the backlog increase. The $28 million of new sales was, again, a record. We've got a terrific sales team in clinical, but also in pharma services. Our products are really in good demand, and we've made a lot of good progress in our infrastructure. George, you want to take it?
Yeah, no, I would say we're pleased to have a record backlog again. We are winning more phase II and phase III studies, which are by nature longer than maybe a quick research project or a phase I study. The timing of our backlog has gone out a bit, but we do scrub our backlog pretty faithfully. We have a very rigorous dormant policy. Things do come out of our backlog if we don't feel that they're real, and I think you've seen the growth in the backlog convert to the 41% year-to-date revenue growth that you see. We're very excited about the backlog. Certainly, we're winning business now in Europe. We're winning business now on global studies that we really couldn't win a year or two ago. We remain very bullish, and the backlog is a nice sign for future growth.
Thank you, guys.
Thanks, Brian.
We'll take our next question from Steve Unger with Needham. Mr. Unger, your line is open. Please check your mute button.
Oops, sorry about that. Doug, you talked about large wins with health systems and oncology groups briefly, and that these were relatively untapped, and I was wondering if you could provide some additional color there.
Yeah, I can provide additional color there. I would say that increasingly, our capabilities, our scope of services, our comprehensive menu, our emerging informatics capabilities are more interesting to large players. For example, let's take large hospital systems. We have a somewhat unique capability to serve them and help them to standardize their practices, monitor their testing, understand their costs across their wide scope of hospital systems regionally or even nationally. That's helped us to land a number of big hospital systems as clients, and we're just penetrating their hospitals. I think we've got a lot of room to grow through those activities.
Switching over to the oncology group side, as I think most people know, oncology group practices, many of them are getting larger, and our ability to serve large oncology group practices with multiple offices regionally within a state or region really, or even nationally, is somewhat unique. We can offer them partnerships which allow us to benefit from their testing as well as to offer them some capabilities around internalizing certain testing, which might be quick turnaround tests, understanding their data better, and a variety of other services that I think are of interest to them. We've been penetrating oncology group practices for quite some time, but we've got some opportunity to continue to do that.
Great. As far as the FDA initiative is concerned, I guess, how long do you think it'll take you to complete the change to FDA compliance as far as your lab operations? Is that a drain on EBITDA at the moment?
We are investing a lot of money and time and resources in this FDA process, I must say. We've made a lot of progress. Our infrastructure in the assays that we intend to bring to the FDA, is largely FDA compliant at this point. That's not a small feat, by the way, because that requires a heck of a lot of validation and documentation, including systems documentation and validation, for those areas. I think we made excellent progress there. We have invested a lot of money in resources to make that happen. In terms of taking the test through the FDA process, we're still working on that with the FDA. The assays require a different kind of validation than we're used to under a CAP/CLIA regulatory environment, which, as you know, most labs, just about all labs are subject to.
We're working through that with the FDA. I think we've got a little bit more work to do with the assay that we intend to bring through the FDA. I would stress that the infrastructure is, in our opinion, most important, because that allows us to bring multiple tests through the FDA in the future if we consider that to be appropriate and to our advantage.
Then just one last one. On the cost per test trend, I guess, I realize there's a mix issue and that we should expect perhaps the cost per test to rise as the sophistication of the tests increase in the mix. I was just wondering if But there's also this dynamic of incremental staff hiring, and I know that you're hiring a lot of people. Is there a point in time where that sort of staff addition normalizes? I know you're hiring lots of people still in your facilities. Is that beyond 2020 or sometime in 2020?
Yes. Steve, this is Kathryn. We've had a lot of progress still on cost per test. On a pro forma basis, we've decreased 4% year-over-year, you do see that increase with Genoptix. You're seeing the increase with our investment in people and our investment in technology. As we continue to go forward, I think we still see a lot of opportunity. We have a lot of different things that are going to impact that cost per test, including your NGS mix growth and those additional headcounts. I think you'll see that there's opportunity going forward, and we should see that in the coming quarters.
Yeah, Steve, volume growth really does play a role in reducing cost per test, and as Kathryn said, we have a lot of initiatives in addition to volume growth, automation initiatives and so forth, lean initiatives. Once we get through the Genoptix integration, we're just licking our chops here because we think we've got a lot of opportunity to reduce cost per test once everything's on the same platform.
Excellent. Thanks.
We'll take our next question from John Chu with Raymond James.
Thank you. Doug, if we could just go back to the guidance again. It seems like everything is trending well. You mentioned Genoptix volume is actually You extend the losses there, and then the organic volume is accelerated every quarter. Again, just maybe on the revenue side, said another way, can you help us think about the implied sequential decline at the midpoint? What type of scenario would drive the low end of the range? Is there any conservatism in there? For instance, I know a year ago, there was some anomalies in terms of the testing volume in November. Perhaps, some conservatism that you can speak to.
Well, we try to be prudent, first of all, in our guidance. We have raised our guidance really every quarter this year, and we don't see anything in our results that would give us pause, as I think someone asked before. This is a very competitive market. We have a lot going on here, and we think it's just wise to be relatively prudent. Gosh, we just had a meeting yesterday, reviewed all of the pharma pipeline for each representative in the Pharma Services Division, and George and I were feeling very good about that. We just had a similar review in the Clinical Division just a while ago. I think the long-term growth prospects in both of our divisions are very strong, and we may have some fluctuations in the short term, but we feel pretty darn good about it.
Okay, great. Then maybe you could just provide a quick update on the CFO search process, any color you can provide there. Maybe given your comments on the laser focus on execution, at this point, would you say that the search would preclude you from capital deployment? Just help us think about some of those dynamics. Thank you.
Yeah. Thanks for asking about the CFO search. We are in the midst of a CFO search. We've hired an executive recruiting firm, and we've had some initial interviews, and we're going through that process on a timely basis. I do want to mention to everyone, though, in response to your question, we have a very good and deep financial staff here. We have a CFO for the clinical division who's terrific, a CFO for the pharma division who's terrific. You heard Kathryn here. Kathryn's been with us for two and a half years now, I guess, and she's terrific. We've got a great new treasurer. We have a very strong financial organization. Not having a CFO in no manner is impeding any kind of analysis or capital deployment decisions or anything else.
Things are moving along, I think, very well and I'm not worried about that.
Okay, great. Thanks again.
We'll take our next question from Bruce Jackson with The Benchmark Company.
Good morning. Thanks for taking my question. If we could focus on the companion diagnostics business for a moment. You've got 24 projects in the pipeline. Maybe you could talk a little bit about the launch cadence and is there anything notable that's on the near-term horizon?
Thanks, Bruce. Actually, I think I said in excess of two dozen. We have a lot of companion diagnostic work in our company right now. I would say that you might see a companion diagnostic launch by us in the next couple of quarters, I would say. Some of these companion diagnostic projects will take a year or two and sometimes more. We're launching companion diagnostics in our clinical division in the normal course as new drugs get approved and as our partner suppliers develop a companion diagnostic test that we'll use. I think importantly, we're developing a number of those ourselves with the Pharma Services Division. George, do you want to add anything?
Yeah. I think you see the example with the success of the PIK3CA. We've blown away every projection that we came up with for that. For NeoGenomics, the Day One Readiness Program certainly is very compelling to the pharma divisions and the pharma services customers. They see the value that we have. They can get great service from us, pre-approval on the pharma services side, and then we're ready day one to commercialize it. It's certainly a unique offering to NeoGenomics. There's very few companies that have that continuum that we have, and it's the reason why we continue to win business.
Great. Thank you, and congratulations on the quarter.
Great. Thanks, Bruce.
We'll go next to Joe Munda with First Analysis.
Good morning. Can you guys hear me okay?
We can, Joe. Thanks.
Real quick, Doug, you talked in your prepared remarks about expanding capacity due to demand. Two questions there. If you could give us some sense of how much capacity was the increase versus prior, and then maybe an update on the progress of the new facility and when you expect to break ground.
Thanks for asking about capacity, Joe. In terms of capacity, I guess there are 2 kinds of capacity. Well, there are lots of different kinds, but I'll talk about 2. One is just plain people capacity. In our business, it just takes good, skilled, trained people to do the work that we have. They're not easy to find, we're thrilled to have hired over 200 people in the quarter. We actually have sort of a recruiting machine now. It's recruiting, onboarding, training, getting people productive, and all that stuff. I would say that we have good momentum, increasing capacity in terms of people. In terms of facilities, maybe a little less positive, we did open another facility here in Fort Myers that's freed up some space.
We have another facility in Aliso Viejo, which we're working on. I would say within the month, we'll be moving folks around to add a lot of lab capacity in Aliso Viejo. We do have some capacity in Carlsbad as well that we are looking to optimize. Our Houston lab is getting close to being full, frankly. You remember, as you've covered us before, that that lab was not full a year ago. I think on the capacity side, we're making good progress. In 2021, we will have, probably by fall, the new headquarters and lab facility in Fort Myers operational. That will enable us to move business around and free up a lot of capacity, and I think hold us in good stead for a number of years after that.
We have names of the roads in Fort Myers, and I think we're going to break ground here in the next couple of months. One road is called NeoGenomics Way, and the other is called Assay Avenue, I think.
Sorry. I'm sure Steve Jones would've been vying for a name of a street there as well. I guess he lost out. Flipping the script here, on the pharma side of the business, can you talk a little bit about the PPD collaboration? Have you seen any incremental revenue as a result or signed business as a result of that relationship? George, I was wondering if you could talk to us a little bit about the pricing you're seeing on the pharma side. Is it getting stronger? Any color there would be great. Thanks.
Yeah, no, we don't break out individual customer data, but certainly we're very pleased with the PPD alliance where we're into the 2nd year of it now, and even yesterday we won a couple of contracts. I mean, it continues to go quite well. We've got a very good relationship with them. They also were a tremendous help to us over in Singapore. We're literally located right across the hall from them, and for about 3 months our people were working out of their conference room. They've been a very valuable partner with us and just strategically, the ability to have that CRO solution for a pharma customer that wants it is very important strategically if people really don't want to bifurcate their contracts and just want to write one check and have everything managed centrally.
PPD continues to be a really good partner, and we're quite pleased with that. We really don't see In terms of overall pricing environment, there's always some competition. One of the things about our division is we do a lot of custom assays, and we really do tend to compete probably on a little bit of a higher end than maybe most firms. Speed is very important to our customers. We're able to bring out custom assays fairly quickly. That also sort of eliminates a lot of pricing competition because we do tend to move faster than the big guys. Generally, I think there's always a little bit of competition in the market, but we really haven't seen anything significant in terms of overall trends.
Again, I think our positioning in the market does shield us a lot because we're really coming at it from the sort of the high science side as opposed to maybe going through the procurement door.
Okay. Thank you.
That is our final question.
Didn't mean to throw you off, Joe, with the NeoGenomics way.
That is our final question for today. I'd like to turn the call back over to Mr. Douglas VanOort for any closing comments.
Okay, Tom, thanks very much. As we end the call, I'd like to recognize the approximately 1,600 NeoGenomics team members around the world for their dedication and commitment to building a world-class oncology diagnostics company. On behalf of our NeoGenomics team, I want to thank everyone here for your time joining us this morning. For those of you listening that are investors or are considering an investment in NeoGenomics, we thank you for your interest in our company. Goodbye.
Ladies and gentlemen, that does conclude today's teleconference. We appreciate your participation. You may disconnect your lines now and have a great day.