BioPharma BoardRoom sat down with Simona Grandits, Senior Director, Head of Sales and Marketing EEMEA at QIAGEN, to delve into the company's recent strategic decisions and initiatives in the Middle East. In this exclusive interview, Grandits sheds light on QIAGEN's regional expansion, collaborative efforts with health ministries, and technological advancements, providing insights into how these endeavors align with the company's broader business strategy and global health goals.

What factors led to the decision to open a regional headquarters in Riyadh, Saudi Arabia, and how does it align with QIAGEN’s overall business strategy?

The establishment of QIAGEN’s regional headquarters in Riyadh, Saudi Arabia, is a strategic move driven by the immense market potential in the country, particularly in light of the Health Sector Transformation Program of Saudi Arabia’s Vision 2030., local content policies, and healthcare service expansion. This decision aligns with our commitment to adhering to regional regulations, fostering strong local relationships, and supporting the global healthcare industry.

Saudi Arabia’s political stability and thriving economy further complement our pursuit of sustainable growth in dynamic markets. We have seen a consistent double-digit growth rate in the region over the past five years, so our regional headquarters in Riyadh will undoubtedly bolster our overall business strategy.

Can you elaborate on the specific public health and infection control initiatives outlined in the Memorandum of Understanding (MoU) with the Ministry of Health of Saudi Arabia?

Our MoU with the Ministry of Health of Saudi Arabia encompasses several public health and infection control initiatives aligned with the Health Sector Transformation Program of Saudi Arabia. Key initiatives include aiding the Ministry in eliminating meningitis through our QIAstat-Dx syndromic testing platform, implementing a cervical cancer prevention screening program using HPV tests in line with the WHO elimination initiative, and developing a national screening program for latent tuberculosis utilizing our QuantiFERON-TB Gold Plus solution. These efforts emphasize early detection and effective treatment of communicable diseases.

How will the localized data center by QIAGEN Digital Insights (QDI) contribute to advanced bioinformatics in Saudi Arabia, and what measures are in place to ensure data protection and compliance with national legislation?

The localized data center by QIAGEN Digital Insights (QDI) will significantly contribute to advanced bioinformatics in Saudi Arabia by enabling in-country molecular data analysis and providing localized access to QIAGEN Clinical Insight (QCI) Interpret. This ensures that personal patient information remains within the country while being able to access all bioinformatic data available in the QCI interpretation software. To guarantee data protection and compliance with national legislation, we are dedicated to adhering to the recently implemented Personal Data Protection Law.

What role does QIAGEN anticipate playing in the Ministry’s efforts to eliminate meningitis and prevent cervical cancer, as outlined in the MoU, and how do these initiatives contribute to the broader healthcare landscape?

Our collaboration with the Ministry of Health began in December 2023 and focuses on optimizing meningitis diagnosis and creating a surveillance tool for the Kingdom of Saudi Arabia. Utilizing QIAGEN’s unique QIAstat-Dx Meningitis/Encephalitis (ME) syndromic test and the QIAstat-Dx Analyzer, we enable the rapid simultaneous detection of 14 pathogens in approximately one hour. The implementation across various labs in the kingdom significantly improves meningitis diagnosis and facilitates faster, more effective treatment.

Moreover, our instruments provide online connectivity and a results dashboard for the entire kingdom, promoting efficient monitoring and data analysis. This comprehensive approach helps better understand and monitor the local epidemiology status, ultimately leading to more targeted intervention strategies and contributing to the broader healthcare landscape.

Could you provide more details on the scale and scope of the nationwide tuberculosis screening program in Oman, including the number of QuantiFERON-TB Gold Plus tests expected to be conducted?

The nationwide tuberculosis screening program in Oman aims to incorporate our QuantiFERON-TB Gold Plus solution into migration visa requests, enhancing the detection and prevention of latent tuberculosis infection. Currently, only active TB screening is performed through chest X-rays, but upon the project’s start, QuantiFERON-TB Gold Plus results will be mandatory for obtaining all types of work visas in Oman, including new applications and renewals.

In cases where a positive test result is obtained, a latent TB preventive approach will be implemented to rule out the risk of TB activation through preventive treatment. The tender for this project has been awarded to commercial partner Taiba for a period of 24 months, during which 800,000 tests are expected to be performed.

How does the collaboration with Taiba Medserv LLC enhance QIAGEN’s ability to support Oman’s TB screening program, and are there plans for further partnerships in the region?

The collaboration with Taiba Medserv LLC, a leading Omani healthcare solution provider, significantly enhances QIAGEN’s ability to support Oman’s TB screening program. As an authorized seller of QIAGEN products, Taiba plays a vital role in the latent TB infection screening project. Taiba’s local engineering team offers on-site training to the Ministry of Health stakeholders and continuous support, ensuring the smooth operation of all systems for successful project execution. QIAGEN’s local development manager maintains close communication with all parties, providing application training and support on an ongoing basis.

QIAGEN intends to replicate this fruitful collaboration in other countries across the Gulf Cooperation Council (GCC) and Egypt. We continuously seek new partnerships in the region, aiming to further solidify our presence and contribute to improved public health outcomes.

Considering the global impact of tuberculosis, how does QIAGEN envision contributing to the global efforts to end TB, particularly with the implementation of nationwide screening programs?

QIAGEN is dedicated to contributing to global efforts to end TB by supporting and implementing nationwide screening programs, exemplified by our collaboration with the Omani Ministry of Health. This initiative aligns with the World Health Organization (WHO) initiatives, recommendations, and targets for TB elimination, serving as a model for other countries.

Our focus on reinforcing prevention through latent TB infection testing can save lives while mitigating healthcare costs. This strategy is vital in addressing the growing issue of TB drug-resistance globally as part of the “antibiotic stewardship program”.

Moreover, QIAGEN is committed to addressing the needs of traditionally underserved groups at risk, such as work migrants from high-burden countries, in accordance with the “leaving no one behind” strategy.

Through these efforts, QIAGEN aspires to play an active role in the global fight against TB, fostering early detection, prevention, and treatment to ultimately eradicate this devastating disease.

Can you highlight the technological advantages of the QuantiFERON-TB Gold Plus assay, and how does it outperform traditional methods such as the TB skin test?

The QuantiFERON-TB Gold Plus assay, a leading interferon-gamma release assay (IGRA) blood test, offers several advantages over traditional TB skin tests (TST). It accurately identifies TB infection in BCG-vaccinated individuals, reduces required doctor’s visits with a single blood draw, and provides faster results, benefiting both patients and healthcare providers.

Unique to the market, the QuantiFERON-TB Gold Plus test features two primary blood collection tubes, TB1 and TB2, which detect responsive CD4 T-cell responses and additional CD8 T-cell responses, setting it apart from other IGRAs. The assay also simplifies the testing process with a streamlined workflow and whole blood samples.

International guidance from the CDC and WHO support the use of blood tests like QuantiFERON-TB Gold Plus in all settings.

How does QIAGEN perceive the market dynamics in the Middle East region, and what opportunities or challenges do you foresee in the healthcare and diagnostics sector?

We perceive the market dynamics in the Middle East region as evolving, particularly in the aftermath of the COVID-19 pandemic. The market has seen an influx of newcomers offering competitive pricing, and since the Middle East market is price-oriented, positioning high-quality healthcare solutions will be crucial for our success.

Opportunities in the healthcare and diagnostics sector include new healthcare transformation programs and public-private partnerships, which can drive industry growth. Additionally, governmental initiatives and newly established public health programs present opportunities for expanding our reach and impact. The region has also witnessed a significant increase in healthcare spending and investment in education, opening new avenues for growth.

Challenges in the region encompass market fluctuations related to regional dynamics, which can influence market stability and growth. Economic factors, such as foreign currency availability and volatility, also present considerations for businesses operating in the Middle East.

Are there any additional plans for expansion or collaborations in the Middle East, and how does QIAGEN foresee its role evolving in the region in the coming years?

QIAGEN has various plans for expansion and collaborations in the Middle East, recognizing the importance of addressing the unique needs and challenges of the region. Key initiatives include establishing a training center to enhance the skills of healthcare professionals and learning from successful collaborations, such as the MoU with Saudi Arabia, to work with other Middle East countries on public health challenges.

We also plan to expand the QIAGEN team and our regional presence, focusing on diversity, local hiring, and understanding local languages and cultures. Broadening collaborations with local healthcare experts will aid in promoting our solutions and reinforcing our dedication to delivering high-quality healthcare and diagnostic services.