EXELIXIS, INC. — Call Transcript 2026

Great. We'll continue with the next session. I'm Paul Choi, I cover this mid-cap biotech sector here at the firm. It's our pleasure to have Exelixis join us for this session. To my left is Andrew Peters, who heads up Strategy and IR. Maybe what we'll do is kick it off and let Andrew maybe describe the company's priorities and strategy for the balance of 2026 and going into 2027. Then we'll go into Q&A after that. Yeah. Sounds good. Thank you for the invite. Always a great conference, good meetings this morning, looking forward to the rest of the day. Just as a reminder, I'm going to be making some forward-looking statements today, please see all relevant disclosures around the risks to our business in 2026 is an important Big picture, I think the way that we tend to think about the world is through the lens of franchises, what I mean by that is it's multidimensional. The idea, say, take something like cabo or zanza, where we're investing broadly in those molecules with multiple indications within each drug, then within each of those indications, say, either RCC or CRC or NET, going broadly as well. Not only with zanza with multiple trials, say, ongoing in CRC, but say XB371, our tissue factor-targeting ADC, some other areas as well. Then broadly speaking, franchises within ADCs, franchises within small molecules, franchises within multi-specific antibodies. That sort of thing. From a big-picture strategic perspective, I think really what we're doing is transitioning from a single-franchise company to a multiple-franchise company. What that means is we're going to maximize the value of the cabo franchise, keep our eye on the ball, make sure that we're executing, focusing every day, every minute, every hour on getting cabo to patients, while also getting ready for the launch of zanza in third line plus CRC, then executing from a clinical development perspective, the remaining six pivotal studies that we have ongoing there, while we're also investing in our earlier stage pipeline, while we're also looking externally to potentially build out that third and that fourth molecule. Then just lastly, taking those cash flows that we're generating, investing in the internal bucket that I mentioned before externally, then focusing on some more shareholder-friendly activities like buybacks. Big picture, the strategic question that I get a lot is that sweet spot, but it really is that transition from a single-franchise to a multiple-franchise company, and all of the individual things that are encompassed within that. Great. Let's start with your current commercial franchise with the cabo and more specifically, the addition of the net indication in the past few quarters and how that's contributed to growth. Can you just help us understand what percentage of the mix is that now and how do you envision that, I guess, at steady state, as you look forward here? As we talked about in the last quarter, now that we're one year post-launch, frankly, for competitive reasons, we're no longer breaking out specifically that net contribution. What we have said is that when we reiterated guidance again on the Q1 call, we expect growth to come from both the RCC segment and from net. The net indication is one we're really excited about. It's a high-priority franchise for us, not only the cabo investment that we're making, but also what we're doing with zanzalintinib and then some of our earlier-stage studies. I think it's that dynamic that we're really focused on. The only other thing I'd add there, just on the net side, as you know, we added to our sales force earlier this year, in part to continue to maximize the effectiveness and momentum around the launch and the net indication, but also to hit the ground running, so to speak, ahead of a potential zanzalintinib approval later this year as well, in that similar space. It's a little bit of a two-pronged effort. Right. Ahead of zanza coming up here. Great. I am curious, though, can you provide some color on where you're seeing the most cabo utilization in that versus label, where are you seeing in terms of settings versus chemo and radiopharmaceuticals in any particular patient subgroup, whether it's pancreatic or extra-pancreatic? Yeah. As P.J.'s talked about on the last couple of earnings calls, the is going really well. It's the number 1 oral now in new patient starts in that second-line plus segment. It's really reflective of the data. If you looked at cabo broadly, I think one of the things that's most encouraging about it is just the robustness across each of those subcategories or subsegments of patients. So we're really seeing use across the board. I'd say nothing in particular jumps out, but that's the benefit of having such a broadly robust data set. Great. You also mentioned earlier, I think continues to surprise investors this many years into the launch is that you're continuing to see RCC growth and what people sort of write off as a much mature market, but you continue to gain share sequentially quarter-after-quarter. You're approaching about half the market, roughly speaking, in terms of market share. Can you maybe articulate for us where this growth continues to come from? Is it from duration of therapy? Is it just more share gains versus other small molecules, increased utilization of IO and TKIs combos? Maybe just some color there would be helpful. Yeah. As we've talked about, kind of the data that we've provided is additional share gains, and we go out and fight every day for that incremental share point because we understand what that means from a value and from a revenue perspective. Someone asked the other day, why or how? It's really simple. Good data and good team. The data that we've generated and the data that we continue to generate, say, kind of long-term, five-year data, and all of these updates that you see at conferences like ASCO, GU, or when they're presented, that gives an opportunity for our commercial organization, for our reps to go out and have conversations with clinicians about why we think that cabo-nivo should be the preferred option for these patients. Having the right team in place to then go out and have those conversations and interactions with prescribers is really, at the end of the day, the recipe for success. That's something that our maniacal focus on cabo and the success of cabo, we're not distracted by a million other different things, is something that I think makes us relatively unique and is something that, as you mentioned we're seeing continued growth this far after approval. It's something we're really proud of. Great. I want to turn to zanza here. We were all at ESMO last year. Maybe could you briefly recap the STELLAR-303 data for us and then contextualize what do these data imply for its use in sort of previously treated metastatic CRC here? The STELLAR-303's really interesting study, kind of strong foundation, let's say, to help build zanza where we think it could go to ultimately be candidly bigger than cabo. That study was looking at zanza plus Atezo versus regorafenib, which is the standard of care in that kind of third-line plus space. It showed a statistically and clinically meaningful improvement over the standard of care on overall survival, which is the gold standard in oncology. I think the important part of that roughly 11 months, 10.9 versus nine-ish months in the control arm, is really that consistency of data and that consistency of benefit across the board. That's something that has stood out in all of our market research, not only around the different patient populations, but even, say, looking at things like prior treatment with, say, Avastin where other studies, say, may have seen a little bit of a different dynamic, different efficacy across whether patients had seen prior Avastin or not. That consistency of benefit is something that stands out. Maybe adding to that, we had a poster at this most recent ASCO conference. [audio distortion] One of the dynamics there, and it shows that the combination of zanza+atezo does have an additive benefit for patients. Just the only other thing I'd add is kind of the 303 study was the latest in a series of, up until then, unsuccessful attempts to get IO into this patient population. If you compare it to, say, prior studies like LEAP-017, at the end of the day, the biggest differentiating factor candidly was probably zanzalintinib. So it does, at least to me, show that zanzalintinib is a differentiated best-in-class TKI, that's why we're so excited, not only about this 303 opportunity, but as I mentioned before, using that kind of as that foundation to build on from there. Great. I want to double-click on something you just mentioned here, which is use of IO in this particular patient population. I think people who treat colorectal are familiar with using KEYTRUDA and other IO agents in the MSI-high population, but it hasn't really been used in this particular later-line population, let alone in combination. Can you maybe share your thoughts on whatever physician feedback has been, both since that ASCO poster that you referenced and ESMO with regard to use of combination therapy here from the KOLs? Yeah. That's actually something that has consistently jumped out in market research and conversations that we've had. I think if you take a little bit of a step back and think about the CRC market in general, one of the things that's a little bit different about CRC, say, than some of other tumor types, is it tends to be a little bit more community-based than kind of academic, say, KOL-based. What that functionally means, oftentimes, is these clinicians, these prescribers are treating CRC patients and lung cancer patients and RCC and kind of across the board. What that inherently means is they all have this high degree of familiarity with checkpoint inhibitors. Up until now, their patients have come to them and said, "Hey, I just saw this commercial on the Super Bowl for this thing. Can it help me?" Unfortunately, no, it's not approved for your type of cancer. Well, if zanzalintinib's approved later this year with atezolizumab, the answer can be yes. That dynamic around patient awareness, physician familiarity, frankly, the chemo-free option for patients who have had a relatively long journey in CRC with multiple prior rounds of chemotherapy, all of those things kind of build into this market dynamic around an excitement around the doublet. It's something that you're right to point out. Certainly comes up, but at the end of the day, we're eager to help launch this and get it into patients. Great. Maybe one more question on KOL feedback before we move on is, any sense from either the physician community at ESMO or more recently at ASCO, that there's a particularly readily identifiable patient population where an IO plus zanza combination would be most initially used, I guess, based on either the patient backgrounds, demographics, or just sort of appetite to try an IO combination here? Yeah. I mentioned it before, but one of the things that's most encouraging, I think, about the data set is just the consistency across subgroup. One of the dynamics that you can often see is, in other studies at least, maybe an effect size in one particular subgroup driving the overall activity. We don't see that same dynamic here. As we've gone out to the market and kind of done a lot of this research ahead of time, that theme has actually played out. That it doesn't really seem like it's just one particular group that seems most likely or most appropriate for this. Frankly, our goal, our job is to ensure that zanza/atezolizumab is used in the widest group possible. Again, if you take a step back and think about kind of the overall CRC landscape, what we've said is it's about a $1.5 billion kind of total market, but that's relatively evenly split between, say, the frontline regimen, TKIs, and then kind of a mix of chemos and some other things. Our goal, frankly, is really to penetrate across all three of those segments as broadly as possible, because we do think that this is really a new novel combination that really has the potential to help these patients live longer. Great. Your PDUFA is coming up for zanza in December here. I guess one question is, would you launch immediately upon approval here in the calendar year, or would you sort of wait for the turn of the calendar given the rough holiday timing? My second question is, how do you think about pricing here given the data you have and maybe some of what your payer conversations have suggested in terms of what the market can support? Carefully. I think it's something that we haven't discussed widely publicly, I think pricing of any medicine is an important consideration, and it's something that we're spending a lot of time with. As it relates to your question on launch timing and preparedness, we're going to be ready to launch kind of day one. When that happens, we're going to be ready. It's certainly not something that we're going to want to wait until the new calendar year, because at the end of the day, our job at Exelixis is ultimately to help patients live longer. We want to get this new medicine into the hands of prescribers and ultimately to patients candidly as soon as possible, because we really do think that this has the potential to right-shift that survival curve and benefit patients. We're going to be ready from day one. If it happens on the PDUFA and it happens earlier, there's always that possibility. We want to make sure that we're not going to be the limiting step here for patients. Great. Historically, you've partnered your cabo sales in terms of ex-U.S. markets. Can you maybe first update us on your regulatory plans for sort of the key ex-U.S. markets for zanza here, and then sort of the commercial strategy as you advance on the regulatory side for zanza, at least initially here in CRC? Yeah. It's something that, again, we spent a lot of time on kind of internally thinking through all of those different dynamics. As you can appreciate, there's a lot of inputs to, say, going into that. One of the, frankly, most relevant ones is just understanding the MFN dynamic and how pricing ex-U.S. is going to potentially play a role in the U.S. as well. As you know, we own rights to zanza globally. We have yet to kind of decide on what we're going to do with kind of that ex-U.S. market. Outcomes range from do we want to launch it ourselves? Do we want to find a European partner? Do we want to find a global partner kind of ex-U.S.? As opposed to, say, what we've done with cabo, with Ipsen-ex-U.S., ex-Japan, and then our partners, Takeda, with the Japanese rights. There's all those different dynamics around it, but I think what we want to ensure is we get that U.S. launch right first, understand all of the relative dynamics around MFN and ex-U.S. pricing and its potential influence on the U.S. market, and then we'll kind of come to a real decision around what we're going to do with the rest of the world. There's also obviously the consideration of indication expansion there as well, which we can address in a moment. You talked earlier about sort of the three segments within mCRC, but as you look at sort of commercial analogs here, there have been one or two launches in the small molecule space in CRC here in the U.S. in the past couple of years. Is there any one that you would probably call out as sort of the best analog for a zanzalintinib launch here? I guess also on the commercial side, how much of your current cabo, whether it's on the RCC or NET side prescriber base, overlaps with a potential CRC prescribing population? Yeah. Probably tough to speculate on kind of what's the most similar launch dynamic. I mean, candidly, I think the way we view it is our goal, our job, is to maximize penetration as quickly as possible into that segment that I mentioned before, either the $1.5 billion total market or the three different patient buckets. That's frankly our goal is to kind of maximize the value there as quickly as we can. As it relates to kind of this commercial footprint and overlap with the sales force, as I mentioned before, getting those boots on the ground, focusing initially on kind of maximizing the NET launch, while also gaining familiarity with the customers, gaining familiarity with our own internal systems, that's an important driver. Our goal, if you fast-forward the clock a couple of years, is to have much more of an equally balanced GI and GU footprint, whereas now we're much more GU than GI, just based on kind of RCC and its relative maturity, say, this is to NET. As we layer on zanza CRC and additional indications and kind of cabo continues to build out in NET, we see that kind of GI/GU as ideally more 50/50 split. One of the things we talked about ahead of the NET launch, and again, this kind of plays into the dynamic, one, of the breadth of cabo, but two, the community versus academic space. At the time of the NET launch, we saw a really high amount of existing cabo prescribers, something like 75%-80% of NET prescribers already wrote cabo for another indication. The remainder were generally co-located in sites that in an office next door, for example, tended to give cabo. That's the foundation or the kind of base point- Yep -to where we're going to grow from commercially for zanza. Great. If there are any questions from the audience, please raise your hand and we can get a mic to you. In the interim, I want to turn to the STELLAR-304 study, in which you're evaluating nivo plus zanza in the non-clear cell RCC population. The study is, I believe, scheduled to top line in the H2 of this year. Maybe as we think about non-clear cell RCC, how do you guys forecast or estimate the potential TAM here versus the clear cell market? Yeah. I mean, if you look at kind of just purely the epi, it's about 20% of RCC. That's a reasonable proxy, I guess, kind of plus/minus depending on a bunch of different factors. Just looking purely on the segmentation of patients, I think that's a good starting point. Okay. Maybe just to provide an overview, how are these patients sort of more or less currently treated? Are they allocated to any particular therapy or directed any way in terms of current treatment approaches? As you think about your 1L study, this will be sort of the first directly focused study, I believe, in this population. How could that, I guess, in your view, potentially change prescribing behavior in this category? Yeah, that's one of, I think, kind of the more interesting dynamics around frankly any indication is we've looked at it. When we first started discussing the non-clear cell opportunity, it really was, at the end of the day, pretty surprising that there had never been a pivotal study run in that indication for a variety of historic reasons. Basically, approval in the non-clear cell space is done somewhat by inference. Every drug that's approved in clear cell is also approved in non-clear cell, the label, it reflects both, despite the fact that Non-clear cell hasn't really been studied in that robust way. Right now, use is somewhat guidelines driven. Those guidelines, again, are kind of informed by single-arm, unrandomized, potentially selected, relatively small N studies, and all of the inherent challenges and limitations with those sorts of things. Someone mentioned to me recently that use and utilization in the non-clear cell space can be something akin to like, which unrandomized study do you trust more sort of thing. The result of that is utilization is a little bit more mixed than I think one would expect. There's not a lot of great market share data because we don't necessarily have all that information. Is this a clear cell script or a non-clear cell script? It's somewhat imperfect from that perspective. Our sense is that if we can come to market with robust data showing in compelling treatment effect against a current standard of care, then that provides an opportunity to really establish what that standard of care is, kind of planting a flag in the ground, so to speak, and really go from there. Great. One question I have is, given that you're doing a combination therapy with a checkpoint inhibitor, how central to the commercial outlook here is hitting on the OS secondary endpoint, to your view, to driving adoption of this combination in non-clear cell RCC? Yeah. Candidly, I think it's somewhat of a statement of the obvious. The more robust data we have, the better. Yeah. One of the lessons from CheckMate-9ER is hitting that response rate, PFS, and ultimately survival have certainly helped adoption. Can't speculate on what the data's going to be. Again, our hope is we want to be able to come to market with as compelling of a story to again, help patients live longer without cancer and ultimately live longer. Great. Assuming the data are positive from STELLAR-304, can you walk us through what timelines might be to either presenting the detailed data and filing the sNDA? How does this maybe compare to maybe some cabo analogues, if that's appropriate? Do you think you can move more quickly here, given you'll be launching zanza in the not-too-distant future? Yeah. I think the short answer is probably as soon as possible. One of the through lines that we talk about at the company is live longer and recover stronger is a motto at the company. At the end of the day, if we're able to show positive data, we want to do everything we can possibly do to get it in the hands of prescribers and ultimately patients, because that's what we're here for. I think we certainly have a history of being able to move quickly, being able to prioritize effectively and efficiently to either present the full data or submit at an accelerated pace. Something we're going to hope to do, but we'll see based on the data. We've just touched on two of the pivotal programs for zanza here, but you have multiple other studies going on, including one in MRD-positive CRC, which I think is super interesting, and we're just starting to scratch the surface on that one, as well as combination studies with Merck's WELIREG in post-adjuvant IO frontline RCC, as well as a second-line population, and then also in neuroendocrine tumors. I guess first, you have a lot going on in terms of multiple programs, which, I guess if you were to guesstimate, could potentially be completed earliest. The second question is, as you think about resourcing and just assessing the scenario of wins for these potential studies, how do you think about resourcing and likelihood of success here? Yeah, I think that's something that hopefully differentiates Exelixis from a lot of other companies, is that we're trying to be particularly strategic and thoughtful around indication selection and clinical trial design and development, in that at the end of the day, we want to run positive studies and positive studies in large market opportunities. If you look at the seven pivotals that we have ongoing or announced right now, they're all in relatively large market opportunities, and they're all in areas that I think are relatively high probability of success studies. We're running them in a way to be capital efficient. A model that we liked with cabo that we've now incorporated into zanza is this idea of finding clinical collaborators. You take, say, our relationship with Merck, which you mentioned before. We're running three studies now with them. Functionally speaking, the way that the economics work is the costs are split basically 50/50 across the three studies. That's a really capital efficient way for us to interrogate broadly the zanza opportunity, but also have a chance to work with probably the best oncology drug developer in the world, who's also, frankly, our biggest competitor. It's this kind of interesting dynamic where we're able to efficiently allocate that incremental investment dollar in zanza to ultimately broaden that revenue opportunity, but in a way that we think all have high probability of success, whether it's STELLAR-316, where Either zanza alone or zanza plus pembrolizumab is randomized against watch and wait or placebo, just given the dynamics of that indication or looking at, say, the post-adjuvant RCC or a later line RCC. All these things, we take each study individually as something that we think is a smart investment to make, because ultimately, as I've mentioned multiple times today, our goal, our job is to establish a new standard of care for patients. That's why we're here. If we're able to do that, we believe that'll translate to meaningful revenue. If we can generate meaningful revenue, we can generate value for all stakeholders in the company. We have a couple of minutes left here, maybe turning to your earlier stage pipeline, can you maybe for investors who are not as deep, call out one or two earlier stage assets that may have a nearer term clinical readout and versus what gets us most excited? I think DLL3 looks super interesting. There's been some progress there, most recently at ASCO. If you were to call out sort of one or two near-term catalysts, what would you point investors to? Yeah. Without getting into the specifics of timing, the way we view our early stage pipeline is we want to generate as much data as quickly as possible to help get us to that go, no-go decision. What we mean by that is there an asset that's going to raise its hand with data and say, "Invest in me in a pivotal study"? We're not in the business of dragging something along to show 10 patients here with the data and say, "Okay, look how great this is. Go raise some money and raise blah, blah." That's all too common, probably, unfortunately, in biotech, but that's just the reality of how our business works. We're in the fortunate position where we don't need to go out and potentially overpromise. What we're going to do is essentially show a profile of this is what, say, XB628 is versus this is what it could be. We're going to present data when it's mature, stable, and a sufficient cohort to get a sense of what that is. The way, again, coming back to the beginning of the conversation to view our early stage pipeline is through that franchise space. Take XB371, the tissue factor ADC, that we conceived of as a CRC asset to build upon that foundation with zanza. Similarly with XB628, so that's our PD-L1 NKG2A bispecific. That one has really interesting novel biology, looking at bringing in both the adaptive and the innate immune system. Really the crux of that is asking the question, well, does that mechanism, does that combination have the potential to combine well with, say, something like zanza? Again, that's this franchise build-out mode of building on and further enabling zanza across all those different indications. That's the best lens to view the early pipeline, whether it's the SSTR program. Same thing. That has the ability to meaningfully drive utilization in something like NETs. That's probably the best way to view the early pipeline is through this franchise lens and maximize value across these multiple different factors. Great. We're up on time here, so I think we'll end it on that note. My thanks to you, Andrew, for sharing. Yeah how Exelixis is evolving from a one product story into a multi-product, multimodal story. Thanks. Great. Thank you. Thank you.

Speaker 2: Great. We'll continue with the next session. I'm Paul Choi, I cover this mid-cap biotech sector here at the firm. It's our pleasure to have Exelixis join us for this session. To my left is Andrew Peters, who heads up Strategy and IR. Maybe what we'll do is kick it off and let Andrew maybe describe the company's priorities and strategy for the balance of 2026 and going into 2027. Then we'll go into Q&A after that. Great. great We'll continue with the next session. we'll continue with the next session I'm Paul Choi, I cover this mid-cap biotech sector here at the firm. i'm paul choi i cover this mid-cap biotech sector here at the firm It's our pleasure to have Exelixis join us for this session. it's our pleasure to have exelixis join us for this session To my left is Andrew Peters, who heads up Strategy and IR. to my left is andrew peters who heads up strategy and ir Maybe what we'll do is kick it off and let Andrew maybe describe the company's priorities and strategy for the balance of 2026 and going into 2027. maybe what we'll do is kick it off and let andrew maybe describe the company's priorities and strategy for the balance of 2026 and going into 2027 Then we'll go into Q&A after that. then we'll go into q&a after that

Speaker 1: Yeah. Sounds good. Thank you for the invite. Always a great conference, good meetings this morning, looking forward to the rest of the day. Just as a reminder, I'm going to be making some forward-looking statements today, please see all relevant disclosures around the risks to our business in 2026 is an important Big picture, I think the way that we tend to think about the world is through the lens of franchises, what I mean by that is it's multidimensional. The idea, say, take something like cabo or zanza, where we're investing broadly in those molecules with multiple indications within each drug, then within each of those indications, say, either RCC or CRC or NET, going broadly as well. Yeah. yeah Sounds good. sounds good Thank you for the invite. thank you for the invite Always a great conference, good meetings this morning, looking forward to the rest of the day. always a great conference good meetings this morning looking forward to the rest of the day Just as a reminder, I'm going to be making some forward-looking statements today, please see all relevant disclosures around the risks to our business in 2026 is an important Big picture, I think the way that we tend to think about the world is through the lens of franchises, what I mean by that is it's multidimensional. just as a reminder i'm going to be making some forward-looking statements today please see all relevant disclosures around the risks to our business in 2026 is an important big picture i think the way that we tend to think about the world is through the lens of franchises what i mean by that is it's multidimensional The idea, say, take something like cabo or zanza, where we're investing broadly in those molecules with multiple indications within each drug, then within each of those indications, say, either RCC or CRC or NET, going broadly as well. the idea say take something like cabo or zanza where we're investing broadly in those molecules with multiple indications within each drug then within each of those indications say either rcc or crc or net going broadly as well Not only with zanza with multiple trials, say, ongoing in CRC, but say XB371, our tissue factor-targeting ADC, some other areas as well. Then broadly speaking, franchises within ADCs, franchises within small molecules, franchises within multi-specific antibodies. That sort of thing. From a big-picture strategic perspective, I think really what we're doing is transitioning from a single-franchise company to a multiple-franchise company. Not only with zanza with multiple trials, say, ongoing in CRC, but say XB371, our tissue factor-targeting ADC, some other areas as well. not only with zanza with multiple trials say ongoing in crc but say xb371 our tissue factor-targeting adc some other areas as well Then broadly speaking, franchises within ADCs, franchises within small molecules, franchises within multi-specific antibodies. then broadly speaking franchises within adcs franchises within small molecules franchises within multi-specific antibodies That sort of thing. that sort of thing From a big-picture strategic perspective, I think really what we're doing is transitioning from a single-franchise company to a multiple-franchise company. from a big-picture strategic perspective i think really what we're doing is transitioning from a single-franchise company to a multiple-franchise company What that means is we're going to maximize the value of the cabo franchise, keep our eye on the ball, make sure that we're executing, focusing every day, every minute, every hour on getting cabo to patients, while also getting ready for the launch of zanza in third line plus CRC, then executing from a clinical development perspective, the remaining six pivotal studies that we have ongoing there, while we're also investing in our earlier stage pipeline, while we're also looking externally to potentially build out that third and that fourth molecule. Then just lastly, taking those cash flows that we're generating, investing in the internal bucket that I mentioned before externally, then focusing on some more shareholder-friendly activities like buybacks. What that means is we're going to maximize the value of the cabo franchise, keep our eye on the ball, make sure that we're executing, focusing every day, every minute, every hour on getting cabo to patients, while also getting ready for the launch of zanza in third line plus CRC, then executing from a clinical development perspective, the remaining six pivotal studies that we have ongoing there, while we're also investing in our earlier stage pipeline, while we're also looking externally to potentially build out that third and that fourth molecule. what that means is we're going to maximize the value of the cabo franchise keep our eye on the ball make sure that we're executing focusing every day every minute every hour on getting cabo to patients while also getting ready for the launch of zanza in third line plus crc then executing from a clinical development perspective the remaining six pivotal studies that we have ongoing there while we're also investing in our earlier stage pipeline while we're also looking externally to potentially build out that third and that fourth molecule Then just lastly, taking those cash flows that we're generating, investing in the internal bucket that I mentioned before externally, then focusing on some more shareholder-friendly activities like buybacks. then just lastly taking those cash flows that we're generating investing in the internal bucket that i mentioned before externally then focusing on some more shareholder-friendly activities like buybacks Big picture, the strategic question that I get a lot is that sweet spot, but it really is that transition from a single-franchise to a multiple-franchise company, and all of the individual things that are encompassed within that. Big picture, the strategic question that I get a lot is that sweet spot, but it really is that transition from a single-franchise to a multiple-franchise company, and all of the individual things that are encompassed within that. big picture the strategic question that i get a lot is that sweet spot but it really is that transition from a single-franchise to a multiple-franchise company and all of the individual things that are encompassed within that

Speaker 2: Great. Let's start with your current commercial franchise with the cabo and more specifically, the addition of the net indication in the past few quarters and how that's contributed to growth. Can you just help us understand what percentage of the mix is that now and how do you envision that, I guess, at steady state, as you look forward here? Great. great Let's start with your current commercial franchise with the cabo and more specifically, the addition of the net indication in the past few quarters and how that's contributed to growth. let's start with your current commercial franchise with the cabo and more specifically the addition of the net indication in the past few quarters and how that's contributed to growth Can you just help us understand what percentage of the mix is that now and how do you envision that, I guess, at steady state, as you look forward here? can you just help us understand what percentage of the mix is that now and how do you envision that i guess at steady state as you look forward here

Speaker 1: As we talked about in the last quarter, now that we're one year post-launch, frankly, for competitive reasons, we're no longer breaking out specifically that net contribution. What we have said is that when we reiterated guidance again on the Q1 call, we expect growth to come from both the RCC segment and from net. The net indication is one we're really excited about. It's a high-priority franchise for us, not only the cabo investment that we're making, but also what we're doing with zanzalintinib and then some of our earlier-stage studies. I think it's that dynamic that we're really focused on. As we talked about in the last quarter, now that we're one year post-launch, frankly, for competitive reasons, we're no longer breaking out specifically that net contribution. as we talked about in the last quarter now that we're one year post-launch frankly for competitive reasons we're no longer breaking out specifically that net contribution What we have said is that when we reiterated guidance again on the Q1 call, we expect growth to come from both the RCC segment and from net. what we have said is that when we reiterated guidance again on the q1 call we expect growth to come from both the rcc segment and from net The net indication is one we're really excited about. the net indication is one we're really excited about It's a high-priority franchise for us, not only the cabo investment that we're making, but also what we're doing with zanzalintinib and then some of our earlier-stage studies. it's a high-priority franchise for us not only the cabo investment that we're making but also what we're doing with zanzalintinib and then some of our earlier-stage studies I think it's that dynamic that we're really focused on. i think it's that dynamic that we're really focused on The only other thing I'd add there, just on the net side, as you know, we added to our sales force earlier this year, in part to continue to maximize the effectiveness and momentum around the launch and the net indication, but also to hit the ground running, so to speak, ahead of a potential zanzalintinib approval later this year as well, in that similar space. It's a little bit of a two-pronged effort. The only other thing I'd add there, just on the net side, as you know, we added to our sales force earlier this year, in part to continue to maximize the effectiveness and momentum around the launch and the net indication, but also to hit the ground running, so to speak, ahead of a potential zanzalintinib approval later this year as well, in that similar space. the only other thing i'd add there just on the net side as you know we added to our sales force earlier this year in part to continue to maximize the effectiveness and momentum around the launch and the net indication but also to hit the ground running so to speak ahead of a potential zanzalintinib approval later this year as well in that similar space It's a little bit of a two-pronged effort. it's a little bit of a two-pronged effort

Speaker 2: Right. Ahead of zanza coming up here. Great. I am curious, though, can you provide some color on where you're seeing the most cabo utilization in that versus label, where are you seeing in terms of settings versus chemo and radiopharmaceuticals in any particular patient subgroup, whether it's pancreatic or extra-pancreatic? Right. right Ahead of zanza coming up here. ahead of zanza coming up here Great. great I am curious, though, can you provide some color on where you're seeing the most cabo utilization in that versus label, where are you seeing in terms of settings versus chemo and radiopharmaceuticals in any particular patient subgroup, whether it's pancreatic or extra-pancreatic? i am curious though can you provide some color on where you're seeing the most cabo utilization in that versus label where are you seeing in terms of settings versus chemo and radiopharmaceuticals in any particular patient subgroup whether it's pancreatic or extra-pancreatic

Speaker 1: Yeah. As P.J.'s talked about on the last couple of earnings calls, the is going really well. It's the number 1 oral now in new patient starts in that second-line plus segment. It's really reflective of the data. If you looked at cabo broadly, I think one of the things that's most encouraging about it is just the robustness across each of those subcategories or subsegments of patients. So we're really seeing use across the board. I'd say nothing in particular jumps out, but that's the benefit of having such a broadly robust data set. Yeah. yeah As P.J.'s talked about on the last couple of earnings calls, the is going really well. as p.j.'s talked about on the last couple of earnings calls the is going really well It's the number 1 oral now in new patient starts in that second-line plus segment. it's the number 1 oral now in new patient starts in that second-line plus segment It's really reflective of the data. it's really reflective of the data If you looked at cabo broadly, I think one of the things that's most encouraging about it is just the robustness across each of those subcategories or subsegments of patients. if you looked at cabo broadly i think one of the things that's most encouraging about it is just the robustness across each of those subcategories or subsegments of patients So we're really seeing use across the board. so we're really seeing use across the board I'd say nothing in particular jumps out, but that's the benefit of having such a broadly robust data set. i'd say nothing in particular jumps out but that's the benefit of having such a broadly robust data set

Speaker 2: Great. You also mentioned earlier, I think continues to surprise investors this many years into the launch is that you're continuing to see RCC growth and what people sort of write off as a much mature market, but you continue to gain share sequentially quarter-after-quarter. You're approaching about half the market, roughly speaking, in terms of market share. Can you maybe articulate for us where this growth continues to come from? Is it from duration of therapy? Is it just more share gains versus other small molecules, increased utilization of IO and TKIs combos? Maybe just some color there would be helpful. Great. great You also mentioned earlier, I think continues to surprise investors this many years into the launch is that you're continuing to see RCC growth and what people sort of write off as a much mature market, but you continue to gain share sequentially quarter- after- quarter. you also mentioned earlier i think continues to surprise investors this many years into the launch is that you're continuing to see rcc growth and what people sort of write off as a much mature market but you continue to gain share sequentially quarter- after- quarter You're approaching about half the market, roughly speaking, in terms of market share. you're approaching about half the market roughly speaking in terms of market share Can you maybe articulate for us where this growth continues to come from? can you maybe articulate for us where this growth continues to come from Is it from duration of therapy? is it from duration of therapy Is it just more share gains versus other small molecules, increased utilization of IO and TKIs combos? is it just more share gains versus other small molecules increased utilization of io and tkis combos Maybe just some color there would be helpful. maybe just some color there would be helpful

Speaker 1: Yeah. As we've talked about, kind of the data that we've provided is additional share gains, and we go out and fight every day for that incremental share point because we understand what that means from a value and from a revenue perspective. Someone asked the other day, why or how? It's really simple. Good data and good team. The data that we've generated and the data that we continue to generate, say, kind of long-term, five-year data, and all of these updates that you see at conferences like ASCO, GU, or when they're presented, that gives an opportunity for our commercial organization, for our reps to go out and have conversations with clinicians about why we think that cabo-nivo should be the preferred option for these patients. Yeah. yeah As we've talked about, kind of the data that we've provided is additional share gains, and we go out and fight every day for that incremental share point because we understand what that means from a value and from a revenue perspective. as we've talked about kind of the data that we've provided is additional share gains and we go out and fight every day for that incremental share point because we understand what that means from a value and from a revenue perspective Someone asked the other day, why or how? someone asked the other day why or how It's really simple. it's really simple Good data and good team. good data and good team The data that we've generated and the data that we continue to generate, say, kind of long-term, five-year data, and all of these updates that you see at conferences like ASCO, GU, or when they're presented, that gives an opportunity for our commercial organization, for our reps to go out and have conversations with clinicians about why we think that cabo-nivo should be the preferred option for these patients. the data that we've generated and the data that we continue to generate say kind of long-term five-year data and all of these updates that you see at conferences like asco gu or when they're presented that gives an opportunity for our commercial organization for our reps to go out and have conversations with clinicians about why we think that cabo-nivo should be the preferred option for these patients Having the right team in place to then go out and have those conversations and interactions with prescribers is really, at the end of the day, the recipe for success. That's something that our maniacal focus on cabo and the success of cabo, we're not distracted by a million other different things, is something that I think makes us relatively unique and is something that, as you mentioned we're seeing continued growth this far after approval. It's something we're really proud of. Having the right team in place to then go out and have those conversations and interactions with prescribers is really, at the end of the day, the recipe for success. having the right team in place to then go out and have those conversations and interactions with prescribers is really at the end of the day the recipe for success That's something that our maniacal focus on cabo and the success of cabo, we're not distracted by a million other different things, is something that I think makes us relatively unique and is something that, as you mentioned we're seeing continued growth this far after approval. that's something that our maniacal focus on cabo and the success of cabo we're not distracted by a million other different things is something that i think makes us relatively unique and is something that as you mentioned we're seeing continued growth this far after approval It's something we're really proud of. it's something we're really proud of

Speaker 2: Great. I want to turn to zanza here. We were all at ESMO last year. Maybe could you briefly recap the STELLAR-303 data for us and then contextualize what do these data imply for its use in sort of previously treated metastatic CRC here? Great. great I want to turn to zanza here. i want to turn to zanza here We were all at ESMO last year. we were all at esmo last year Maybe could you briefly recap the STELLAR-303 data for us and then contextualize what do these data imply for its use in sort of previously treated metastatic CRC here? maybe could you briefly recap the stellar-303 data for us and then contextualize what do these data imply for its use in sort of previously treated metastatic crc here

Speaker 1: The STELLAR-303's really interesting study, kind of strong foundation, let's say, to help build zanza where we think it could go to ultimately be candidly bigger than cabo. That study was looking at zanza plus Atezo versus regorafenib, which is the standard of care in that kind of third-line plus space. It showed a statistically and clinically meaningful improvement over the standard of care on overall survival, which is the gold standard in oncology. I think the important part of that roughly 11 months, 10.9 versus nine-ish months in the control arm, is really that consistency of data and that consistency of benefit across the board. The STELLAR-303's really interesting study, kind of strong foundation, let's say, to help build zanza where we think it could go to ultimately be candidly bigger than cabo. the stellar-303's really interesting study kind of strong foundation let's say to help build zanza where we think it could go to ultimately be candidly bigger than cabo That study was looking at zanza plus Atezo versus regorafenib, which is the standard of care in that kind of third-line plus space. that study was looking at zanza plus atezo versus regorafenib which is the standard of care in that kind of third-line plus space It showed a statistically and clinically meaningful improvement over the standard of care on overall survival, which is the gold standard in oncology. it showed a statistically and clinically meaningful improvement over the standard of care on overall survival which is the gold standard in oncology I think the important part of that roughly 11 months, 10.9 versus nine-ish months in the control arm, is really that consistency of data and that consistency of benefit across the board. i think the important part of that roughly 11 months 10.9 versus nine-ish months in the control arm is really that consistency of data and that consistency of benefit across the board That's something that has stood out in all of our market research, not only around the different patient populations, but even, say, looking at things like prior treatment with, say, Avastin where other studies, say, may have seen a little bit of a different dynamic, different efficacy across whether patients had seen prior Avastin or not. That consistency of benefit is something that stands out. Maybe adding to that, we had a poster at this most recent ASCO conference. [audio distortion] One of the dynamics there, and it shows that the combination of zanza+atezo does have an additive benefit for patients. Just the only other thing I'd add is kind of the 303 study was the latest in a series of, up until then, unsuccessful attempts to get IO into this patient population. That's something that has stood out in all of our market research, not only around the different patient populations, but even, say, looking at things like prior treatment with, say, Avastin where other studies, say, may have seen a little bit of a different dynamic, different efficacy across whether patients had seen prior Avastin or not. that's something that has stood out in all of our market research not only around the different patient populations but even say looking at things like prior treatment with say avastin where other studies say may have seen a little bit of a different dynamic different efficacy across whether patients had seen prior avastin or not That consistency of benefit is something that stands out. that consistency of benefit is something that stands out Maybe adding to that, we had a poster at this most recent ASCO conference. [audio distortion] One of the dynamics there, and it shows that the combination of zanza+at ezo does have an additive benefit for patients. maybe adding to that we had a poster at this most recent asco conference. [audio distortion] one of the dynamics there and it shows that the combination of zanza+at ezo does have an additive benefit for patients Just the only other thing I'd add is kind of the 303 study was the latest in a series of, up until then, unsuccessful attempts to get IO into this patient population. just the only other thing i'd add is kind of the 303 study was the latest in a series of up until then unsuccessful attempts to get io into this patient population If you compare it to, say, prior studies like LEAP-017, at the end of the day, the biggest differentiating factor candidly was probably zanzalintinib. So it does, at least to me, show that zanzalintinib is a differentiated best-in-class TKI, that's why we're so excited, not only about this 303 opportunity, but as I mentioned before, using that kind of as that foundation to build on from there. If you compare it to, say, prior studies like LEAP-017, at the end of the day, the biggest differentiating factor candidly was probably zanzalintinib. if you compare it to say prior studies like leap-017 at the end of the day the biggest differentiating factor candidly was probably zanzalintinib So it does, at least to me, show that zanzalintinib is a differentiated best-in-class TKI, that's why we're so excited, not only about this 303 opportunity, but as I mentioned before, using that kind of as that foundation to build on from there. so it does at least to me show that zanzalintinib is a differentiated best-in-class tki that's why we're so excited not only about this 303 opportunity but as i mentioned before using that kind of as that foundation to build on from there

Speaker 2: Great. I want to double-click on something you just mentioned here, which is use of IO in this particular patient population. I think people who treat colorectal are familiar with using KEYTRUDA and other IO agents in the MSI-high population, but it hasn't really been used in this particular later-line population, let alone in combination. Can you maybe share your thoughts on whatever physician feedback has been, both since that ASCO poster that you referenced and ESMO with regard to use of combination therapy here from the KOLs? Great. great I want to double-click on something you just mentioned here, which is use of IO in this particular patient population. i want to double-click on something you just mentioned here which is use of io in this particular patient population I think people who treat colorectal are familiar with using KEYTRUDA and other IO agents in the MSI-high population, but it hasn't really been used in this particular later-line population, let alone in combination. i think people who treat colorectal are familiar with using keytruda and other io agents in the msi-high population but it hasn't really been used in this particular later-line population let alone in combination Can you maybe share your thoughts on whatever physician feedback has been, both since that ASCO poster that you referenced and ESMO with regard to use of combination therapy here from the KOLs? can you maybe share your thoughts on whatever physician feedback has been both since that asco poster that you referenced and esmo with regard to use of combination therapy here from the kols

Speaker 1: Yeah. That's actually something that has consistently jumped out in market research and conversations that we've had. I think if you take a little bit of a step back and think about the CRC market in general, one of the things that's a little bit different about CRC, say, than some of other tumor types, is it tends to be a little bit more community-based than kind of academic, say, KOL-based. What that functionally means, oftentimes, is these clinicians, these prescribers are treating CRC patients and lung cancer patients and RCC and kind of across the board. What that inherently means is they all have this high degree of familiarity with checkpoint inhibitors. Yeah. yeah That's actually something that has consistently jumped out in market research and conversations that we've had. that's actually something that has consistently jumped out in market research and conversations that we've had I think if you take a little bit of a step back and think about the CRC market in general, one of the things that's a little bit different about CRC, say, than some of other tumor types, is it tends to be a little bit more community-based than kind of academic, say, KOL-based. i think if you take a little bit of a step back and think about the crc market in general one of the things that's a little bit different about crc say than some of other tumor types is it tends to be a little bit more community-based than kind of academic say kol-based What that functionally means, oftentimes, is these clinicians, these prescribers are treating CRC patients and lung cancer patients and RCC and kind of across the board. what that functionally means oftentimes is these clinicians these prescribers are treating crc patients and lung cancer patients and rcc and kind of across the board What that inherently means is they all have this high degree of familiarity with checkpoint inhibitors. what that inherently means is they all have this high degree of familiarity with checkpoint inhibitors Up until now, their patients have come to them and said, "Hey, I just saw this commercial on the Super Bowl for this thing. Can it help me?" Unfortunately, no, it's not approved for your type of cancer. Well, if zanzalintinib's approved later this year with atezolizumab, the answer can be yes. That dynamic around patient awareness, physician familiarity, frankly, the chemo-free option for patients who have had a relatively long journey in CRC with multiple prior rounds of chemotherapy, all of those things kind of build into this market dynamic around an excitement around the doublet. It's something that you're right to point out. Certainly comes up, but at the end of the day, we're eager to help launch this and get it into patients. Up until now, their patients have come to them and said, "Hey, I just saw this commercial on the Super Bowl for this thing. up until now their patients have come to them and said "hey i just saw this commercial on the super bowl for this thing Can it help me?" Unfortunately, no, it's not approved for your type of cancer. can it help me?" unfortunately no it's not approved for your type of cancer Well, if zanzalintinib's approved later this year with atezolizumab, the answer can be yes. well if zanzalintinib's approved later this year with atezolizumab the answer can be yes That dynamic around patient awareness, physician familiarity, frankly, the chemo-free option for patients who have had a relatively long journey in CRC with multiple prior rounds of chemotherapy, all of those things kind of build into this market dynamic around an excitement around the doublet. that dynamic around patient awareness physician familiarity frankly the chemo-free option for patients who have had a relatively long journey in crc with multiple prior rounds of chemotherapy all of those things kind of build into this market dynamic around an excitement around the doublet It's something that you're right to point out. it's something that you're right to point out Certainly comes up, but at the end of the day, we're eager to help launch this and get it into patients. certainly comes up but at the end of the day we're eager to help launch this and get it into patients

Speaker 2: Great. Maybe one more question on KOL feedback before we move on is, any sense from either the physician community at ESMO or more recently at ASCO, that there's a particularly readily identifiable patient population where an IO plus zanza combination would be most initially used, I guess, based on either the patient backgrounds, demographics, or just sort of appetite to try an IO combination here? Great. great Maybe one more question on KOL feedback before we move on is, any sense from either the physician community at ESMO or more recently at ASCO, that there's a particularly readily identifiable patient population where an IO plus zanza combination would be most initially used, I guess, based on either the patient backgrounds, demographics, or just sort of appetite to try an IO combination here? maybe one more question on kol feedback before we move on is any sense from either the physician community at esmo or more recently at asco that there's a particularly readily identifiable patient population where an io plus zanza combination would be most initially used i guess based on either the patient backgrounds demographics or just sort of appetite to try an io combination here

Speaker 1: Yeah. I mentioned it before, but one of the things that's most encouraging, I think, about the data set is just the consistency across subgroup. One of the dynamics that you can often see is, in other studies at least, maybe an effect size in one particular subgroup driving the overall activity. We don't see that same dynamic here. As we've gone out to the market and kind of done a lot of this research ahead of time, that theme has actually played out. That it doesn't really seem like it's just one particular group that seems most likely or most appropriate for this. Frankly, our goal, our job is to ensure that zanza/atezolizumab is used in the widest group possible. Yeah. yeah I mentioned it before, but one of the things that's most encouraging, I think, about the data set is just the consistency across subgroup. i mentioned it before but one of the things that's most encouraging i think about the data set is just the consistency across subgroup One of the dynamics that you can often see is, in other studies at least, maybe an effect size in one particular subgroup driving the overall activity. one of the dynamics that you can often see is in other studies at least maybe an effect size in one particular subgroup driving the overall activity We don't see that same dynamic here. we don't see that same dynamic here As we've gone out to the market and kind of done a lot of this research ahead of time, that theme has actually played out. as we've gone out to the market and kind of done a lot of this research ahead of time that theme has actually played out That it doesn't really seem like it's just one particular group that seems most likely or most appropriate for this. that it doesn't really seem like it's just one particular group that seems most likely or most appropriate for this Frankly, our goal, our job is to ensure that zanza/atezolizumab is used in the widest group possible. frankly our goal our job is to ensure that zanza/atezolizumab is used in the widest group possible Again, if you take a step back and think about kind of the overall CRC landscape, what we've said is it's about a $1.5 billion kind of total market, but that's relatively evenly split between, say, the frontline regimen, TKIs, and then kind of a mix of chemos and some other things. Our goal, frankly, is really to penetrate across all three of those segments as broadly as possible, because we do think that this is really a new novel combination that really has the potential to help these patients live longer. Again, if you take a step back and think about kind of the overall CRC landscape, what we've said is it's about a $1.5 billion kind of total market, but that's relatively evenly split between, say, the frontline regimen, TKIs, and then kind of a mix of chemos and some other things. again if you take a step back and think about kind of the overall crc landscape what we've said is it's about a $1.5 billion kind of total market but that's relatively evenly split between say the frontline regimen tkis and then kind of a mix of chemos and some other things Our goal, frankly, is really to penetrate across all three of those segments as broadly as possible, because we do think that this is really a new novel combination that really has the potential to help these patients live longer. our goal frankly is really to penetrate across all three of those segments as broadly as possible because we do think that this is really a new novel combination that really has the potential to help these patients live longer

Speaker 2: Great. Your PDUFA is coming up for zanza in December here. I guess one question is, would you launch immediately upon approval here in the calendar year, or would you sort of wait for the turn of the calendar given the rough holiday timing? My second question is, how do you think about pricing here given the data you have and maybe some of what your payer conversations have suggested in terms of what the market can support? Great. great Your PDUFA is coming up for zanza in December here. your pdufa is coming up for zanza in december here I guess one question is, would you launch immediately upon approval here in the calendar year, or would you sort of wait for the turn of the calendar given the rough holiday timing? i guess one question is would you launch immediately upon approval here in the calendar year or would you sort of wait for the turn of the calendar given the rough holiday timing My second question is, how do you think about pricing here given the data you have and maybe some of what your payer conversations have suggested in terms of what the market can support? my second question is how do you think about pricing here given the data you have and maybe some of what your payer conversations have suggested in terms of what the market can support

Speaker 1: Carefully. I think it's something that we haven't discussed widely publicly, I think pricing of any medicine is an important consideration, and it's something that we're spending a lot of time with. As it relates to your question on launch timing and preparedness, we're going to be ready to launch kind of day one. When that happens, we're going to be ready. It's certainly not something that we're going to want to wait until the new calendar year, because at the end of the day, our job at Exelixis is ultimately to help patients live longer. Carefully. carefully I think it's something that we haven't discussed widely publicly, I think pricing of any medicine is an important consideration, and it's something that we're spending a lot of time with. i think it's something that we haven't discussed widely publicly i think pricing of any medicine is an important consideration and it's something that we're spending a lot of time with As it relates to your question on launch timing and preparedness, we're going to be ready to launch kind of day one. as it relates to your question on launch timing and preparedness we're going to be ready to launch kind of day one When that happens, we're going to be ready. when that happens we're going to be ready It's certainly not something that we're going to want to wait until the new calendar year, because at the end of the day, our job at Exelixis is ultimately to help patients live longer. it's certainly not something that we're going to want to wait until the new calendar year because at the end of the day our job at exelixis is ultimately to help patients live longer We want to get this new medicine into the hands of prescribers and ultimately to patients candidly as soon as possible, because we really do think that this has the potential to right-shift that survival curve and benefit patients. We're going to be ready from day one. If it happens on the PDUFA and it happens earlier, there's always that possibility. We want to make sure that we're not going to be the limiting step here for patients. We want to get this new medicine into the hands of prescribers and ultimately to patients candidly as soon as possible, because we really do think that this has the potential to right-shift that survival curve and benefit patients. we want to get this new medicine into the hands of prescribers and ultimately to patients candidly as soon as possible because we really do think that this has the potential to right-shift that survival curve and benefit patients We're going to be ready from day one. we're going to be ready from day one If it happens on the PDUFA and it happens earlier, there's always that possibility. if it happens on the pdufa and it happens earlier there's always that possibility We want to make sure that we're not going to be the limiting step here for patients. we want to make sure that we're not going to be the limiting step here for patients

Speaker 2: Great. Historically, you've partnered your cabo sales in terms of ex-U.S. markets. Can you maybe first update us on your regulatory plans for sort of the key ex-U.S. markets for zanza here, and then sort of the commercial strategy as you advance on the regulatory side for zanza, at least initially here in CRC? Great. great Historically, you've partnered your cabo sales in terms of ex-U.S. markets. historically you've partnered your cabo sales in terms of ex-u.s markets Can you maybe first update us on your regulatory plans for sort of the key ex-U.S. markets for zanza here, and then sort of the commercial strategy as you advance on the regulatory side for zanza, at least initially here in CRC? can you maybe first update us on your regulatory plans for sort of the key ex-u.s markets for zanza here and then sort of the commercial strategy as you advance on the regulatory side for zanza at least initially here in crc

Speaker 1: Yeah. It's something that, again, we spent a lot of time on kind of internally thinking through all of those different dynamics. As you can appreciate, there's a lot of inputs to, say, going into that. One of the, frankly, most relevant ones is just understanding the MFN dynamic and how pricing ex-U.S. is going to potentially play a role in the U.S. as well. As you know, we own rights to zanza globally. We have yet to kind of decide on what we're going to do with kind of that ex-U.S. market. Outcomes range from do we want to launch it ourselves? Do we want to find a European partner? Do we want to find a global partner kind of ex-U.S.? As opposed to, say, what we've done with cabo, with Ipsen-ex-U.S., ex-Japan, and then our partners, Takeda, with the Japanese rights. Yeah. yeah It's something that, again, we spent a lot of time on kind of internally thinking through all of those different dynamics. it's something that again we spent a lot of time on kind of internally thinking through all of those different dynamics As you can appreciate, there's a lot of inputs to, say, going into that. as you can appreciate there's a lot of inputs to say going into that One of the, frankly, most relevant ones is just understanding the MFN dynamic and how pricing ex-U.S. is going to potentially play a role in the U.S. as well. one of the frankly most relevant ones is just understanding the mfn dynamic and how pricing ex-u.s is going to potentially play a role in the u.s as well As you know, we own rights to zanza globally. as you know we own rights to zanza globally We have yet to kind of decide on what we're going to do with kind of that ex-U.S. market. we have yet to kind of decide on what we're going to do with kind of that ex-u.s market Outcomes range from do we want to launch it ourselves? outcomes range from do we want to launch it ourselves Do we want to find a European partner? do we want to find a european partner Do we want to find a global partner kind of ex-U.S.? do we want to find a global partner kind of ex-u.s As opposed to, say, what we've done with cabo, with Ipsen-ex-U.S., ex-Japan, and then our partners, Takeda, with the Japanese rights. as opposed to say what we've done with cabo with ipsen-ex-u.s ex-japan and then our partners takeda with the japanese rights There's all those different dynamics around it, but I think what we want to ensure is we get that U.S. launch right first, understand all of the relative dynamics around MFN and ex-U.S. pricing and its potential influence on the U.S. market, and then we'll kind of come to a real decision around what we're going to do with the rest of the world. There's all those different dynamics around it, but I think what we want to ensure is we get that U.S. launch right first, understand all of the relative dynamics around MFN and ex-U.S. pricing and its potential influence on the U.S. market, and then we'll kind of come to a real decision around what we're going to do with the rest of the world. there's all those different dynamics around it but i think what we want to ensure is we get that u.s launch right first understand all of the relative dynamics around mfn and ex-u.s pricing and its potential influence on the u.s market and then we'll kind of come to a real decision around what we're going to do with the rest of the world

Speaker 2: There's also obviously the consideration of indication expansion there as well, which we can address in a moment. You talked earlier about sort of the three segments within mCRC, but as you look at sort of commercial analogs here, there have been one or two launches in the small molecule space in CRC here in the U.S. in the past couple of years. Is there any one that you would probably call out as sort of the best analog for a zanzalintinib launch here? I guess also on the commercial side, how much of your current cabo, whether it's on the RCC or NET side prescriber base, overlaps with a potential CRC prescribing population? There's also obviously the consideration of indication expansion there as well, which we can address in a moment. there's also obviously the consideration of indication expansion there as well which we can address in a moment You talked earlier about sort of the three segments within mCRC, but as you look at sort of commercial analogs here, there have been one or two launches in the small molecule space in CRC here in the U.S. in the past couple of years. you talked earlier about sort of the three segments within mcrc but as you look at sort of commercial analogs here there have been one or two launches in the small molecule space in crc here in the u.s in the past couple of years Is there any one that you would probably call out as sort of the best analog for a zanzalintinib launch here? is there any one that you would probably call out as sort of the best analog for a zanzalintinib launch here I guess also on the commercial side, how much of your current cabo, whether it's on the RCC or NET side prescriber base, overlaps with a potential CRC prescribing population? i guess also on the commercial side how much of your current cabo whether it's on the rcc or net side prescriber base overlaps with a potential crc prescribing population

Speaker 1: Yeah. Probably tough to speculate on kind of what's the most similar launch dynamic. I mean, candidly, I think the way we view it is our goal, our job, is to maximize penetration as quickly as possible into that segment that I mentioned before, either the $1.5 billion total market or the three different patient buckets. That's frankly our goal is to kind of maximize the value there as quickly as we can. As it relates to kind of this commercial footprint and overlap with the sales force, as I mentioned before, getting those boots on the ground, focusing initially on kind of maximizing the NET launch, while also gaining familiarity with the customers, gaining familiarity with our own internal systems, that's an important driver. Yeah. yeah Probably tough to speculate on kind of what's the most similar launch dynamic. probably tough to speculate on kind of what's the most similar launch dynamic I mean, candidly, I think the way we view it is our goal, our job, is to maximize penetration as quickly as possible into that segment that I mentioned before, either the $1.5 billion total market or the three different patient buckets. i mean candidly i think the way we view it is our goal our job is to maximize penetration as quickly as possible into that segment that i mentioned before either the $1.5 billion total market or the three different patient buckets That's frankly our goal is to kind of maximize the value there as quickly as we can. that's frankly our goal is to kind of maximize the value there as quickly as we can As it relates to kind of this commercial footprint and overlap with the sales force, as I mentioned before, getting those boots on the ground, focusing initially on kind of maximizing the NET launch, while also gaining familiarity with the customers, gaining familiarity with our own internal systems, that's an important driver. as it relates to kind of this commercial footprint and overlap with the sales force as i mentioned before getting those boots on the ground focusing initially on kind of maximizing the net launch while also gaining familiarity with the customers gaining familiarity with our own internal systems that's an important driver Our goal, if you fast-forward the clock a couple of years, is to have much more of an equally balanced GI and GU footprint, whereas now we're much more GU than GI, just based on kind of RCC and its relative maturity, say, this is to NET. As we layer on zanza CRC and additional indications and kind of cabo continues to build out in NET, we see that kind of GI/GU as ideally more 50/50 split. One of the things we talked about ahead of the NET launch, and again, this kind of plays into the dynamic, one, of the breadth of cabo, but two, the community versus academic space. Our goal, if you fast-forward the clock a couple of years, is to have much more of an equally balanced GI and GU footprint, whereas now we're much more GU than GI, just based on kind of RCC and its relative maturity, say, this is to NET. our goal if you fast-forward the clock a couple of years is to have much more of an equally balanced gi and gu footprint whereas now we're much more gu than gi just based on kind of rcc and its relative maturity say, this is to net As we layer on zanza CRC and additional indications and kind of cabo continues to build out in NET, we see that kind of GI/GU as ideally more 50/50 split. as we layer on zanza crc and additional indications and kind of cabo continues to build out in net we see that kind of gi/gu as ideally more 50/50 split One of the things we talked about ahead of the NET launch, and again, this kind of plays into the dynamic, one, of the breadth of cabo, but two, the community versus academic space. one of the things we talked about ahead of the net launch and again this kind of plays into the dynamic one of the breadth of cabo but two the community versus academic space At the time of the NET launch, we saw a really high amount of existing cabo prescribers, something like 75%-80% of NET prescribers already wrote cabo for another indication. The remainder were generally co-located in sites that in an office next door, for example, tended to give cabo. That's the foundation or the kind of base point- At the time of the NET launch, we saw a really high amount of existing cabo prescribers, something like 75%-80% of NET prescribers already wrote cabo for another indication. at the time of the net launch we saw a really high amount of existing cabo prescribers something like 75%-80% of net prescribers already wrote cabo for another indication The remainder were generally co-located in sites that in an office next door, for example, tended to give cabo. the remainder were generally co-located in sites that in an office next door for example tended to give cabo That's the foundation or the kind of base point- that's the foundation or the kind of base point-

Speaker 2: Yep Yep yep

Speaker 1: -to where we're going to grow from commercially for zanza. -to where we're going to grow from commercially for zanza. -to where we're going to grow from commercially for zanza

Speaker 2: Great. If there are any questions from the audience, please raise your hand and we can get a mic to you. In the interim, I want to turn to the STELLAR-304 study, in which you're evaluating nivo plus zanza in the non-clear cell RCC population. The study is, I believe, scheduled to top line in the H2 of this year. Maybe as we think about non-clear cell RCC, how do you guys forecast or estimate the potential TAM here versus the clear cell market? Great. great If there are any questions from the audience, please raise your hand and we can get a mic to you. if there are any questions from the audience please raise your hand and we can get a mic to you In the interim, I want to turn to the STELLAR-304 study, in which you're evaluating nivo plus zanza in the non-clear cell RCC population. in the interim i want to turn to the stellar-304 study in which you're evaluating nivo plus zanza in the non-clear cell rcc population The study is, I believe, scheduled to top line in the H2 of this year. the study is i believe scheduled to top line in the h2 of this year Maybe as we think about non-clear cell RCC, how do you guys forecast or estimate the potential TAM here versus the clear cell market? maybe as we think about non-clear cell rcc how do you guys forecast or estimate the potential tam here versus the clear cell market

Speaker 1: Yeah. I mean, if you look at kind of just purely the epi, it's about 20% of RCC. That's a reasonable proxy, I guess, kind of plus/minus depending on a bunch of different factors. Just looking purely on the segmentation of patients, I think that's a good starting point. Yeah. yeah I mean, if you look at kind of just purely the epi, it's about 20% of RCC. i mean if you look at kind of just purely the epi it's about 20% of rcc That's a reasonable proxy, I guess, kind of plus/minus depending on a bunch of different factors. that's a reasonable proxy i guess kind of plus/minus depending on a bunch of different factors Just looking purely on the segmentation of patients, I think that's a good starting point. just looking purely on the segmentation of patients i think that's a good starting point

Speaker 2: Okay. Maybe just to provide an overview, how are these patients sort of more or less currently treated? Are they allocated to any particular therapy or directed any way in terms of current treatment approaches? As you think about your 1L study, this will be sort of the first directly focused study, I believe, in this population. How could that, I guess, in your view, potentially change prescribing behavior in this category? Okay. okay Maybe just to provide an overview, how are these patients sort of more or less currently treated? maybe just to provide an overview how are these patients sort of more or less currently treated Are they allocated to any particular therapy or directed any way in terms of current treatment approaches? are they allocated to any particular therapy or directed any way in terms of current treatment approaches As you think about your 1L study, this will be sort of the first directly focused study, I believe, in this population. as you think about your 1l study this will be sort of the first directly focused study i believe in this population How could that, I guess, in your view, potentially change prescribing behavior in this category? how could that i guess in your view potentially change prescribing behavior in this category

Speaker 1: Yeah, that's one of, I think, kind of the more interesting dynamics around frankly any indication is we've looked at it. When we first started discussing the non-clear cell opportunity, it really was, at the end of the day, pretty surprising that there had never been a pivotal study run in that indication for a variety of historic reasons. Basically, approval in the non-clear cell space is done somewhat by inference. Every drug that's approved in clear cell is also approved in non-clear cell, the label, it reflects both, despite the fact that Non-clear cell hasn't really been studied in that robust way. Yeah, that's one of, I think, kind of the more interesting dynamics around frankly any indication is we've looked at it. yeah that's one of i think kind of the more interesting dynamics around frankly any indication is we've looked at it When we first started discussing the non-clear cell opportunity, it really was, at the end of the day, pretty surprising that there had never been a pivotal study run in that indication for a variety of historic reasons. when we first started discussing the non-clear cell opportunity it really was at the end of the day pretty surprising that there had never been a pivotal study run in that indication for a variety of historic reasons Basically, approval in the non-clear cell space is done somewhat by inference. basically approval in the non-clear cell space is done somewhat by inference Every drug that's approved in clear cell is also approved in non-clear cell, the label, it reflects both, despite the fact that Non-clear cell hasn't really been studied in that robust way. every drug that's approved in clear cell is also approved in non-clear cell the label it reflects both despite the fact that non-clear cell hasn't really been studied in that robust way Right now, use is somewhat guidelines driven. Those guidelines, again, are kind of informed by single-arm, unrandomized, potentially selected, relatively small N studies, and all of the inherent challenges and limitations with those sorts of things. Someone mentioned to me recently that use and utilization in the non-clear cell space can be something akin to like, which unrandomized study do you trust more sort of thing. The result of that is utilization is a little bit more mixed than I think one would expect. There's not a lot of great market share data because we don't necessarily have all that information. Is this a clear cell script or a non-clear cell script? It's somewhat imperfect from that perspective. Right now, use is somewhat guidelines driven. right now use is somewhat guidelines driven Those guidelines, again, are kind of informed by single-arm, unrandomized, potentially selected, relatively small N studies, and all of the inherent challenges and limitations with those sorts of things. Someone mentioned to me recently that use and utilization in the non-clear cell space can be something akin to like, which unrandomized study do you trust more sort of thing. those guidelines again are kind of informed by single-arm unrandomized potentially selected relatively small n studies and all of the inherent challenges and limitations with those sorts of things. someone mentioned to me recently that use and utilization in the non-clear cell space can be something akin to like which unrandomized study do you trust more sort of thing The result of that is utilization is a little bit more mixed than I think one would expect. the result of that is utilization is a little bit more mixed than i think one would expect There's not a lot of great market share data because we don't necessarily have all that information. there's not a lot of great market share data because we don't necessarily have all that information Is this a clear cell script or a non-clear cell script? is this a clear cell script or a non-clear cell script It's somewhat imperfect from that perspective. it's somewhat imperfect from that perspective Our sense is that if we can come to market with robust data showing in compelling treatment effect against a current standard of care, then that provides an opportunity to really establish what that standard of care is, kind of planting a flag in the ground, so to speak, and really go from there. Our sense is that if we can come to market with robust data showing in compelling treatment effect against a current standard of care, then that provides an opportunity to really establish what that standard of care is, kind of planting a flag in the ground, so to speak, and really go from there. our sense is that if we can come to market with robust data showing in compelling treatment effect against a current standard of care then that provides an opportunity to really establish what that standard of care is kind of planting a flag in the ground so to speak and really go from there

Speaker 2: Great. One question I have is, given that you're doing a combination therapy with a checkpoint inhibitor, how central to the commercial outlook here is hitting on the OS secondary endpoint, to your view, to driving adoption of this combination in non-clear cell RCC? Great. great One question I have is, given that you're doing a combination therapy with a checkpoint inhibitor, how central to the commercial outlook here is hitting on the OS secondary endpoint, to your view, to driving adoption of this combination in non-clear cell RCC? one question i have is given that you're doing a combination therapy with a checkpoint inhibitor how central to the commercial outlook here is hitting on the os secondary endpoint to your view to driving adoption of this combination in non-clear cell rcc

Speaker 1: Yeah. Candidly, I think it's somewhat of a statement of the obvious. The more robust data we have, the better. Yeah. yeah Candidly, I think it's somewhat of a statement of the obvious. candidly i think it's somewhat of a statement of the obvious The more robust data we have, the better. the more robust data we have the better

Speaker 2: Yeah. Yeah. yeah

Speaker 1: One of the lessons from CheckMate-9ER is hitting that response rate, PFS, and ultimately survival have certainly helped adoption. Can't speculate on what the data's going to be. Again, our hope is we want to be able to come to market with as compelling of a story to again, help patients live longer without cancer and ultimately live longer. One of the lessons from CheckMate-9ER is hitting that response rate, PFS, and ultimately survival have certainly helped adoption. one of the lessons from checkmate-9er is hitting that response rate pfs and ultimately survival have certainly helped adoption Can't speculate on what the data's going to be. can't speculate on what the data's going to be Again, our hope is we want to be able to come to market with as compelling of a story to again, help patients live longer without cancer and ultimately live longer. again our hope is we want to be able to come to market with as compelling of a story to again help patients live longer without cancer and ultimately live longer

Speaker 2: Great. Assuming the data are positive from STELLAR-304, can you walk us through what timelines might be to either presenting the detailed data and filing the sNDA? How does this maybe compare to maybe some cabo analogues, if that's appropriate? Do you think you can move more quickly here, given you'll be launching zanza in the not-too-distant future? Great. great Assuming the data are positive from STELLAR-304, can you walk us through what timelines might be to either presenting the detailed data and filing the sNDA? assuming the data are positive from stellar-304 can you walk us through what timelines might be to either presenting the detailed data and filing the snda How does this maybe compare to maybe some cabo analogues, if that's appropriate? how does this maybe compare to maybe some cabo analogues if that's appropriate Do you think you can move more quickly here, given you'll be launching zanza in the not-too-distant future? do you think you can move more quickly here given you'll be launching zanza in the not-too-distant future

Speaker 1: Yeah. I think the short answer is probably as soon as possible. One of the through lines that we talk about at the company is live longer and recover stronger is a motto at the company. At the end of the day, if we're able to show positive data, we want to do everything we can possibly do to get it in the hands of prescribers and ultimately patients, because that's what we're here for. I think we certainly have a history of being able to move quickly, being able to prioritize effectively and efficiently to either present the full data or submit at an accelerated pace. Something we're going to hope to do, but we'll see based on the data. Yeah. yeah I think the short answer is probably as soon as possible. i think the short answer is probably as soon as possible One of the through lines that we talk about at the company is live longer and recover stronger is a motto at the company. one of the through lines that we talk about at the company is live longer and recover stronger is a motto at the company At the end of the day, if we're able to show positive data, we want to do everything we can possibly do to get it in the hands of prescribers and ultimately patients, because that's what we're here for. at the end of the day if we're able to show positive data we want to do everything we can possibly do to get it in the hands of prescribers and ultimately patients because that's what we're here for I think we certainly have a history of being able to move quickly, being able to prioritize effectively and efficiently to either present the full data or submit at an accelerated pace. i think we certainly have a history of being able to move quickly being able to prioritize effectively and efficiently to either present the full data or submit at an accelerated pace Something we're going to hope to do, but we'll see based on the data. something we're going to hope to do but we'll see based on the data

Speaker 2: We've just touched on two of the pivotal programs for zanza here, but you have multiple other studies going on, including one in MRD-positive CRC, which I think is super interesting, and we're just starting to scratch the surface on that one, as well as combination studies with Merck's WELIREG in post-adjuvant IO frontline RCC, as well as a second-line population, and then also in neuroendocrine tumors. I guess first, you have a lot going on in terms of multiple programs, which, I guess if you were to guesstimate, could potentially be completed earliest. The second question is, as you think about resourcing and just assessing the scenario of wins for these potential studies, how do you think about resourcing and likelihood of success here? We've just touched on two of the pivotal programs for zanza here, but you have multiple other studies going on, including one in MRD-positive CRC, which I think is super interesting, and we're just starting to scratch the surface on that one, as well as combination studies with Merck's WELIREG in post-adjuvant IO frontline RCC, as well as a second-line population, and then also in neuroendocrine tumors. we've just touched on two of the pivotal programs for zanza here but you have multiple other studies going on including one in mrd-positive crc which i think is super interesting and we're just starting to scratch the surface on that one as well as combination studies with merck's welireg in post-adjuvant io frontline rcc as well as a second-line population and then also in neuroendocrine tumors I guess first, you have a lot going on in terms of multiple programs, which, I guess if you were to guesstimate, could potentially be completed earliest. i guess first you have a lot going on in terms of multiple programs which i guess if you were to guesstimate could potentially be completed earliest The second question is, as you think about resourcing and just assessing the scenario of wins for these potential studies, how do you think about resourcing and likelihood of success here? the second question is as you think about resourcing and just assessing the scenario of wins for these potential studies how do you think about resourcing and likelihood of success here

Speaker 1: Yeah, I think that's something that hopefully differentiates Exelixis from a lot of other companies, is that we're trying to be particularly strategic and thoughtful around indication selection and clinical trial design and development, in that at the end of the day, we want to run positive studies and positive studies in large market opportunities. If you look at the seven pivotals that we have ongoing or announced right now, they're all in relatively large market opportunities, and they're all in areas that I think are relatively high probability of success studies. We're running them in a way to be capital efficient. A model that we liked with cabo that we've now incorporated into zanza is this idea of finding clinical collaborators. You take, say, our relationship with Merck, which you mentioned before. We're running three studies now with them. Yeah, I think that's something that hopefully differentiates Exelixis from a lot of other companies, is that we're trying to be particularly strategic and thoughtful around indication selection and clinical trial design and development, in that at the end of the day, we want to run positive studies and positive studies in large market opportunities. yeah i think that's something that hopefully differentiates exelixis from a lot of other companies is that we're trying to be particularly strategic and thoughtful around indication selection and clinical trial design and development in that at the end of the day we want to run positive studies and positive studies in large market opportunities If you look at the seven pivotals that we have ongoing or announced right now, they're all in relatively large market opportunities, and they're all in areas that I think are relatively high probability of success studies. if you look at the seven pivotals that we have ongoing or announced right now they're all in relatively large market opportunities and they're all in areas that i think are relatively high probability of success studies We're running them in a way to be capital efficient. we're running them in a way to be capital efficient A model that we liked with cabo that we've now incorporated into zanza is this idea of finding clinical collaborators. a model that we liked with cabo that we've now incorporated into zanza is this idea of finding clinical collaborators You take, say, our relationship with Merck, which you mentioned before. you take say our relationship with merck which you mentioned before We're running three studies now with them. we're running three studies now with them Functionally speaking, the way that the economics work is the costs are split basically 50/50 across the three studies. That's a really capital efficient way for us to interrogate broadly the zanza opportunity, but also have a chance to work with probably the best oncology drug developer in the world, who's also, frankly, our biggest competitor. Functionally speaking, the way that the economics work is the costs are split basically 50/50 across the three studies. functionally speaking the way that the economics work is the costs are split basically 50/50 across the three studies That's a really capital efficient way for us to interrogate broadly the zanza opportunity, but also have a chance to work with probably the best oncology drug developer in the world, who's also, frankly, our biggest competitor. that's a really capital efficient way for us to interrogate broadly the zanza opportunity but also have a chance to work with probably the best oncology drug developer in the world who's also frankly our biggest competitor It's this kind of interesting dynamic where we're able to efficiently allocate that incremental investment dollar in zanza to ultimately broaden that revenue opportunity, but in a way that we think all have high probability of success, whether it's STELLAR-316, where Either zanza alone or zanza plus pembrolizumab is randomized against watch and wait or placebo, just given the dynamics of that indication or looking at, say, the post-adjuvant RCC or a later line RCC. It's this kind of interesting dynamic where we're able to efficiently allocate that incremental investment dollar in zanza to ultimately broaden that revenue opportunity, but in a way that we think all have high probability of success, whether it's STELLAR-316, where Either zanza alone or zanza plus pembrolizumab is randomized against watch and wait or placebo, just given the dynamics of that indication or looking at, say, the post-adjuvant RCC or a later line RCC. it's this kind of interesting dynamic where we're able to efficiently allocate that incremental investment dollar in zanza to ultimately broaden that revenue opportunity but in a way that we think all have high probability of success whether it's stellar-316 where either zanza alone or zanza plus pembrolizumab is randomized against watch and wait or placebo just given the dynamics of that indication or looking at say the post-adjuvant rcc or a later line rcc All these things, we take each study individually as something that we think is a smart investment to make, because ultimately, as I've mentioned multiple times today, our goal, our job is to establish a new standard of care for patients. That's why we're here. If we're able to do that, we believe that'll translate to meaningful revenue. If we can generate meaningful revenue, we can generate value for all stakeholders in the company. All these things, we take each study individually as something that we think is a smart investment to make, because ultimately, as I've mentioned multiple times today, our goal, our job is to establish a new standard of care for patients. all these things we take each study individually as something that we think is a smart investment to make because ultimately as i've mentioned multiple times today our goal our job is to establish a new standard of care for patients That's why we're here. that's why we're here If we're able to do that, we believe that'll translate to meaningful revenue. if we're able to do that we believe that'll translate to meaningful revenue If we can generate meaningful revenue, we can generate value for all stakeholders in the company. if we can generate meaningful revenue we can generate value for all stakeholders in the company

Speaker 2: We have a couple of minutes left here, maybe turning to your earlier stage pipeline, can you maybe for investors who are not as deep, call out one or two earlier stage assets that may have a nearer term clinical readout and versus what gets us most excited? I think DLL3 looks super interesting. There's been some progress there, most recently at ASCO. If you were to call out sort of one or two near-term catalysts, what would you point investors to? We have a couple of minutes left here, maybe turning to your earlier stage pipeline, can you maybe for investors who are not as deep, call out one or two earlier stage assets that may have a nearer term clinical readout and versus what gets us most excited? we have a couple of minutes left here maybe turning to your earlier stage pipeline can you maybe for investors who are not as deep call out one or two earlier stage assets that may have a nearer term clinical readout and versus what gets us most excited I think DLL3 looks super interesting. i think dll3 looks super interesting There's been some progress there, most recently at ASCO. there's been some progress there most recently at asco If you were to call out sort of one or two near-term catalysts, what would you point investors to? if you were to call out sort of one or two near-term catalysts what would you point investors to

Speaker 1: Yeah. Without getting into the specifics of timing, the way we view our early stage pipeline is we want to generate as much data as quickly as possible to help get us to that go, no-go decision. What we mean by that is there an asset that's going to raise its hand with data and say, "Invest in me in a pivotal study"? We're not in the business of dragging something along to show 10 patients here with the data and say, "Okay, look how great this is. Go raise some money and raise blah, blah." That's all too common, probably, unfortunately, in biotech, but that's just the reality of how our business works. We're in the fortunate position where we don't need to go out and potentially overpromise. Yeah. yeah Without getting into the specifics of timing, the way we view our early stage pipeline is we want to generate as much data as quickly as possible to help get us to that go, no-go decision. without getting into the specifics of timing the way we view our early stage pipeline is we want to generate as much data as quickly as possible to help get us to that go no-go decision What we mean by that is there an asset that's going to raise its hand with data and say, "Invest in me in a pivotal study"? what we mean by that is there an asset that's going to raise its hand with data and say "invest in me in a pivotal study" We're not in the business of dragging something along to show 10 patients here with the data and say, "Okay, look how great this is. we're not in the business of dragging something along to show 10 patients here with the data and say "okay look how great this is Go raise some money and raise blah, blah." That's all too common, probably, unfortunately, in biotech, but that's just the reality of how our business works. go raise some money and raise blah blah." that's all too common probably unfortunately in biotech but that's just the reality of how our business works We're in the fortunate position where we don't need to go out and potentially overpromise. we're in the fortunate position where we don't need to go out and potentially overpromise What we're going to do is essentially show a profile of this is what, say, XB628 is versus this is what it could be. We're going to present data when it's mature, stable, and a sufficient cohort to get a sense of what that is. The way, again, coming back to the beginning of the conversation to view our early stage pipeline is through that franchise space. Take XB371, the tissue factor ADC, that we conceived of as a CRC asset to build upon that foundation with zanza. Similarly with XB628, so that's our PD-L1 NKG2A bispecific. That one has really interesting novel biology, looking at bringing in both the adaptive and the innate immune system. Really the crux of that is asking the question, well, does that mechanism, does that combination have the potential to combine well with, say, something like zanza? What we're going to do is essentially show a profile of this is what, say, XB628 is versus this is what it could be. what we're going to do is essentially show a profile of this is what say xb628 is versus this is what it could be We're going to present data when it's mature, stable, and a sufficient cohort to get a sense of what that is. we're going to present data when it's mature stable and a sufficient cohort to get a sense of what that is The way, again, coming back to the beginning of the conversation to view our early stage pipeline is through that franchise space. the way again coming back to the beginning of the conversation to view our early stage pipeline is through that franchise space Take XB371, the tissue factor ADC, that we conceived of as a CRC asset to build upon that foundation with zanza. take xb371 the tissue factor adc that we conceived of as a crc asset to build upon that foundation with zanza Similarly with XB628, so that's our PD-L1 NKG2A bispecific. similarly with xb628 so that's our pd-l1 nkg2a bispecific That one has really interesting novel biology, looking at bringing in both the adaptive and the innate immune system. that one has really interesting novel biology looking at bringing in both the adaptive and the innate immune system Really the crux of that is asking the question, well, does that mechanism, does that combination have the potential to combine well with, say, something like zanza? really the crux of that is asking the question well does that mechanism does that combination have the potential to combine well with say something like zanza Again, that's this franchise build-out mode of building on and further enabling zanza across all those different indications. That's the best lens to view the early pipeline, whether it's the SSTR program. Same thing. That has the ability to meaningfully drive utilization in something like NETs. That's probably the best way to view the early pipeline is through this franchise lens and maximize value across these multiple different factors. Again, that's this franchise build-out mode of building on and further enabling zanza across all those different indications. again that's this franchise build-out mode of building on and further enabling zanza across all those different indications That's the best lens to view the early pipeline, whether it's the SSTR program. that's the best lens to view the early pipeline whether it's the sstr program Same thing. same thing That has the ability to meaningfully drive utilization in something like NETs. that has the ability to meaningfully drive utilization in something like nets That's probably the best way to view the early pipeline is through this franchise lens and maximize value across these multiple different factors. that's probably the best way to view the early pipeline is through this franchise lens and maximize value across these multiple different factors

Speaker 2: Great. We're up on time here, so I think we'll end it on that note. My thanks to you, Andrew, for sharing. Great. great We're up on time here, so I think we'll end it on that note. we're up on time here so i think we'll end it on that note My thanks to you, Andrew, for sharing. my thanks to you andrew for sharing

Speaker 1: Yeah Yeah yeah

Speaker 2: how Exelixis is evolving from a one product story into a multi-product, multimodal story. Thanks. how Exelixis is evolving from a one product story into a multi-product, multimodal story. how exelixis is evolving from a one product story into a multi-product multimodal story Thanks. thanks

Speaker 1: Great. Thank you. Great. great Thank you. thank you

Speaker 2: Thank you. Thank you. thank you