OptimizeRx (OPRX) 9 Nov 192019 Q3 Earnings call transcript

Good afternoon, and thank you for joining us today to discuss OptimizeRx Corp.

Third Quarter Ended September 30, 2019. With us today is the Company's Chief Executive Officer, William Febbo; and the Company's President, Miriam Paramore. They are joined by the Company's Chief Financial Officer, Doug Baker; and Chief Commercial Officer, Stephen Silvestro.

Following their remarks today, we'll open the call to questions. today's made some call. by conclude the cautions we statements forward-looking management before call, important provide regarding Then during the like company's available that and everyone release in instructions to is section press I'd recorded of Investors being the in today's today's will telephone for call made the replay website. via be remind

CEO, go ahead, Please Now to the turn Febbo. I'd call William like over to OptimizeRx sir.

everyone. Thanks for us Thank and good afternoon, you, today. joining

health greater digital scaling made of broad and advances pharma During the it patient the third with our beyond quarter, we solutions with designed adherence, engagement. platform, relevant set to assure affordability

confluence saw in involving three X our you year-over-year earlier setback unusual larger we issued of in clients. today, the we revenue growth. As primarily of press a was rare the events experienced This release to due

First, clients one represented usual. loss XXXX, million the XX% annual earlier experience supporting brands to one year. in about exclusivity was XX stop of which coming than of or to their this months revenue for brand up loss in the of revenue prior our of of about our less $X decided in The our than

we the be client with solid a have visibility brands and in However, relationship introducing. believe future we new have with business this they'll

We year-over-year also which budget brands, grow have their into more XXXX. than have and to increased XX other considerably are looking

impact more similar the been acquisition, to to event. in call. also of the last the this through internally talk later revenue the both future and expect our and diversifying have Steve stream any this course that year, will we lessen I should we over mention of

but out complete, There year. from in half revenue 'XX next revenue the $X indications happen, larger Secondly, it XXXX. clients, the our million is X now merger the which about into will initial clear wouldn't into go is of this second now were of pushed of

benefit our out one of multiple reaching newly While company risk similar of control. and is this factors, in budgets. from timing to unfortunately have we past, news was the The relationship a strong, of the and the this good hope synergies larger remains successfully navigated merged we

X the to continue business positive. Aside prospects of events, be from these our very

a have to and is going with market what our line in looks it and forward, what like expectations strong date. We understanding messaging

our expect commercial a new positive on on have even expanded and impact greater We an to team XXXX. QX impact

we strong anticipate to fact, In growth traditional last QX the past. seeing very are compared like we year have as in seasonal upselling and in opportunities

pipeline to more into the will later line, earnings sharing planning going this to in call. some We're of the following provide of the the of start details do the numbers session. we've and each this will year-end year. for set our around expectations the call, Along decided the in help pipeline Steve which sales details quarter third

pipeline our primarily increased one by our Importantly, to critical information. we pay-for-distribution model as more and disseminating is such the one a from gradual that that is create is defined transition our reflecting of client for efficiency revenue value impact-driven,

year. next overnight, will completed time not we happen be expect to by While largely this it this transition

predictable. partnership this recent We true a benefit will by key revenue stream, is expect Health revenue as recurring engagements provided SaaS enterprise to which predictable this component our revenue, This of involve XX with being a by of clients. top well more as RMDY our be with more generated acquisition

of have team, care. on initiatives a our of last result our We launched initiatives the also fortunate the been solutions focused to leaders industry seeing we driven Created and greater revenue on diversity these thought we're as the are at have in delivering year. by multiple point

the patient has to industry on being the as our pharma, gap new well Closing the especially become communication address to specialty physicians patients. value as gap the the coming further market trends as with solutions placed especially between in onto and close journey These medications of adherence. emerging relates designed have increasing medication it wave increasingly this been important, and the to

of our from directly interacting to trends broaden efforts reach recognition driven patients. with to our physicians these The has

adherence the for greater largest patients today, brand has being issues beyond of taken our how now one facing Given clients clients. to an simply become message financial has to essential our a a or us connection partner provider our

assessment this see in began our a important is our Another the we earlier to financial messaging maturing year. market point of that of products

pricing. with While the these all of also the we increasingly competitive expect reflected will messaging - become solutions, growth expect maturation - factors we still competitive anticipate in we and

The innovate been of the first good trends. ahead always that we news among to the have is and get

messaging have our of highly of are no a longer majority relevant for suite built financial with the representing revenue. that solutions We pharma

have recent segments, enabled our partners to revenue channels, Our acquisitions stream. us of new will also and multiple which client grow all continue diversify and help

companies. client gross wellness Our provides and acquisition also include us addressable further base stream greater and SaaS-based model has our pricing recent margins to of medtech our RMDY while that payers, Health revenue recurring high a with diversifying increased predictability. market brought RMDY to a severalfold, total

growth communications very by We over But messaging expect recent within Steve demonstrated be are we with this months. from and to announcement. and to firmly our this sure, EHR talk will at next committed to XX Miriam point-of-care shortly. the NewCrop still channel least this the more a XXX% the

partnerships us call technology over the to of our client for growth. the like and our followed Steve will segments, Miriam, give to to by then pipeline quarter. I'd Doug Now discuss we drive leveraging the where to a provide details strategic shift, view who our will hand and financial are

Afterwards, and the our to Q&A. up few team business, call about I'll Doug? open a clients then anecdotes and return with

everyone. good afternoon, Thanks, Will, and

issued of of Earlier our the XXXX. available Investor be today, XX, Relations may press third downloaded with results copy and website. a section the which September viewing for release ended quarter, we our is A from

our well. filed also afternoon We this XX-Q as

to primarily $X second we due was quarter to which in was a a to the the quarter. XX.X%, total due the up from maintained ago of in year our Despite favorable gross revenue margin revenue, discussed. million mix. Will shift $XXX,XXX product For client XX.X% The in decreased of events the decrease XXXX, improvement about

expect maintain to at margins gross XX% basis. quarterly We of a continue least on to

Our from up of $X to increase was the expenses to Communications million, in year This $X.X XXXX CareSpeak including expenses other quarter. due last in our million additional totaled acquisition the related same ago and in operating initiatives, our year. October new hires growth

of Health expenses million ongoing in similar occur included and the to our $X.X are expected not of in expenses of new related the basis. will Approximately type recent on quarter but offerings research is be related product acquisition fourth potential to an quarter. There RMDY to also expenses these

to continue closely. our watch We expenses

the per a third basis net on For This $X.X of quarter, XXXX. or $XXX,XXX $X.XX quarter a line of was of income or our to third per compares million share. loss share $X.XX the bottom GAAP in net

remain a While quarterly could GAAP any noncash to positive return and loss GAAP growth given on we to initiatives onetime cash to quarter. basis, result or related expenses expect profitability flow charges in in a investments and

share. the of in We measures: Starting quarter fourth loss in assessing earnings loss the non-GAAP these reporting In measures be our financial helpful net non-GAAP we was or financial can share began XXXX, of and per quarter net X the third company's the use performance. believe EPS. non-GAAP $X.XX of or per income XXXX, non-GAAP

in same the to per diluted year net $X.XX share income This a non-GAAP quarter. compares ago of

measures these our to related reconciliation additional today's the press use For please of section about their see information non-GAAP and in GAAP, release.

of balance end with sheet. million XXXX. June to $XX.X the was to totaled at our decrease equivalents XXXX. This Turning cash million Cash cash due at in compares and operations. $XX.X September used XX, The

debt-free. operate to continued have We

we used $XXX,XXX working levels. operations fact, to of the X This the first the needs higher support for from increased year. cash only In months for in revenue resulted capital

additional adjusted or needing on income capital for purposes term a loss We to basis or for net to plans. not quarterly our the positive raise do expenses foreseeable in to the short fund operating growth expect anticipate future. noncash long or our for We remain any

partner focused are growing our channel We and network. on revenue

may relationships that require or that activity, active opportunities a such capital. However, may with a as additional is in company market acquisitions M&A partner as strategic for we have

assess they these a and shareholder always value. towards arise will We with maximizing opportunities as view

our up This financial wraps results.

the I'd to So now like over Steve. call to turn

Doug. Thanks

we to our future, convey immediate revenue term. around strong and what long temporary as with optimism a both I our Now hope us, shortfall behind view

the first Looking numbers. at

increase which Our aggregate outstanding last million. $XX is year XX% pipeline, around sits at comprised over and of today a is submitted, RFPs showing we've

close For XX% such RFPs, XX% we have historically rate. achieved a to

with In on. clients. our deals holistic million, for addition while are all solution well reviewing in deals, positioned we which adherence, have deliver the for to These five we growth, we're need the significant early to improving address which currently stages, totaling a set enterprise pipeline $XX

initiatives. come as there believe more We to we these will progress be

couple new of segments past nicely Our pharma customers of address able within has really together such commercial core associations. come client increasing payers, in the we're medical the and demands industry organization that service and our medtech our months the of to

Our outcomes client passion improving with ultimately, patients. aligns team and better for for expansion and adherence our

We're they care link physicians on also puzzle the and tools focus clarity patient anxious experience need by with are patients. augmented witnessing help migration key specifically. an provide the their digital to accelerated an of added empower solutions with pharma to to to Manufacturers continuum pieces together

has presents patients unique they Every of the and tools our to network complexities. challenge our about more navigate informed solutions the educate to can help with so and reach at physicians aligns have unique move a and options. ability pharma in OptimizeRx their care, physicians with the point patient the This and to conversations these customers treatment

efficiently and manufacturers digital reduced outcomes, With solution solutions recently the through order it set more way. improved core and care In robust new a integration addition patient several the effectively we've capabilities, therapy abandonment level single messaging, harmonious of in support our into pharma of that enterprise can adherence improve of this, to including and overall a all provides greater retention, completed platform. now

begun specific group our XXXX. to approach this needs an of XX also in of much whose needs of XXXX identified new aggregate of platform pipeline, and $XXX,XXX Our platform The our including manufacturers, average our size integrated deal we've of benefits already a $XXX,XXX align manufacturers allows solution. larger address in with us to the from directly appear growth in have to integration increase the

Our look recent commercial clients, and will Health years. focused and be team members who next forward that X to We Mobi payer the new segment we acquisition market. new our X aggressively the X other RMDY sales to growing of over welcome Anthem, to on added

segment. sales the directly months few also payer next on the focus who hiring We're will more two over professionals

our Given management the revenue. increasing in activity to expect patient and digital solid recurring growth SaaS-based we see in health engagement space,

now I'd over our turn Miriam, to like time President. to the

Steve. Thanks

up today: I'd bit why a Will our important it that address little portfolio talked about before. like strategy This topics to and the first, three drives backing is matters. product

agreement exclusive how drive new a recently win our segment of Second, RMDY NewCrop help new launch will major we and as Innovation Lab. a the profitability platform. our and our lastly, with And through had of important us revenue

first. strategy Regarding

business our of some us areas and powerful to grows to and our a of enter Earlier does portfolio and management in the the RMDY decision acquisition solutions. strategy this year, needs, digital of strategic so changes, their care gives we member payer market engagement. particularly tools meet As the digital made

the Steve matches of expand how solutions of has solutions strategically orchestrated already talked like on to I'd payer pharma both needs. about meet a how can pharma the sector. and our portfolio of portfolio needs

point with OptimizeRx was our the digitally we the who ecosystem aggregation providers health care. pharma care at value value network, create of to in for through want those the for communicate built on of the EHR

We "lighting a network pharma by by business have the sector. created use up" this for successful

providers believe their the support improve help Payers to their sector. payer do members' and relationships journeys. with with to also We the point-of-care the can the with communicate care same health to we health want

payer Leveraging Our the OPRX tremendous part and now shows platform we yield both across strategy economy multiple scale. through unified only our platform. to network are product sectors cloud-based support one pharma Leveraging strategy. is the and how sectors our our cloud our of network expressing market EHR EHR can our of business

trajectories. EHR into channels to continued grow Our

find the At EHR add providers and partners, as ways new time, with new to we channel. scale, continue within number ways we to the add of our to We they upon expand same providers network. channel communicate we each

the point For pharma at currently example, prescribing. providers time we manufacturers connect to of real in

provide also the point at content clinical the EHR We same other workflow. in

within to of footprint other is a other In workflow. are expanded revenue valuable the finding in channel multiplier. digital ways communicate we This parts an EHR addition,

Now and moving on channel specifically. to focus NewCrop our

is has and expansion platform network new unique key we an innovation of value providers. introducing which the XX,XXX through used channel e-prescribing healthcare by Beyond industry-leading partners. are agreement and scale, our EHR with we exclusive relationships Last NewCrop, messaging e-prescribing announced that value with than month, a more

our rights successful After within NewCrop, agreement several digital type years of NewCrop us the of an gives any with messaging platform. to exclusive new existing partnership

We barriers. messaging this pharma competitive access our significant improve expect while to revenue, significantly creating

previous allowed us pharma Their providers partners success is health our prescribing to We've a care in digital our point seen for tremendous and through has match programs marketing great NewCrop. to of efficiency their with unmatched offer our platform spend. access

our information care daily delivered of For health workflow. providers' medication-specific NewCrop, partnership enhanced broader their within distribution means conveniently

goes it I about But our that. talk to beyond Innovation want Lab.

exciting OptimizeRx solutions that Innovation creating testing and more both founding perfect our as even the will and include The as the in As lab the we're to excited is, partner for payers. Lab. point-of-care launch pharma NewCrop of be for incubator

stress ideas lower a to for industry, in outcomes unparalleled the bed measuring patients is providing providers. for piloting much for and test improve new needed It and

on already NewCrop Stay experiment. are e-prescribing OptimizeRx next Lab and to utilize as that the the with pilots brands tuned We reach. few we will pharma the several Innovation quarters over working

management. especially to Finally, the poorly of lack how complements the recent board digital results across billion adherence followed ready much about engagement, adherence patient and RMDY cost medication for from Health I'd and that the therapy. to of the areas in as study, terms According solutions like medication suite our is product system the illness that U.S. and OptimizeRx sees death care in a talk management as of health healthcare portfolio. strategic $XXX

strategies refilling help when risk this to that improve holistic manage address There and public to lower are challenge in or risk lens. contributing filling Patients order can an health. this avoid are at care costs prescriptions. through of We to health need they ecosystem-wide this

app this our to solution We text-based broaden digital. have mobile and market set solutions solutions. highly invested address customizable as in to now well RMDY as We SMS have shift native

American our it X RMDY like Medtronic, in expands one, Anthem, for X segments and excuse me, is Heart acquisition base client us transformational - X The The ways: companies others. from to Association number include to

of health it care two, our on those margins any model, recurring journeys. a us solution acquisition RMDY gross expand Number XX%. help that consumers revenue is on offerings used areas. be their largely sponsor or Broadly to alongside can It patients previous hence help by digital to a speaking, SaaS management of and CareSpeak strong is in comes

growth confident our segments. to ability new with in revenue are these We drive

great with have need engage inside this XXX% of In fact, seen patients we across from the strong contribution X the year, by journey. being health line, CareSpeak and for revenue driven product growth margin that industry digital their solutions

turn to like back call to I'd over Now the Will.

and Doug Miriam, Thanks Steve.

clear reaching to we ahead, digital with penetration Miriam, health many Steve heard expanding segments. a a are As client and from for market pain as look market opportunity. points And our involved. our and on you all addresses it's significant intently we order grow addressing new large In client share, are focused by revenue we platform

strategic are partnerships. We EHR working expand solution set, to and our network also

total we health and solution our CareSpeak of adding severalfold, RMDY, and acquisitions management addressable have set. by to our With digital market care expanded our

only now is better more $X.X management. estimated able HCP messaging our therapeutics billion, patient digital engagement than at which the So to care market, not and existing we're but address market,

and the beyond continue This to and most future. retain this north $XX and the total it. growth we to This to lot room very brings opportunity ahead as team year see our take for market this of excited a in billion. means attract We're addressable size and of of we about capable advantage

of messaging e-prescribing that Our reaches enable of most EHR platform the within point currently care. and EHRs

our ultimately, continues to and revenue them success their We platforms expanding grow. their as content new to deliver and to EHR, We partners. Our members needed businesses. view integrating into acquiring, in eRx

of do and that care us ecosphere. us, did very everything or proud as network Over channel and time, partner, with health the innovate appreciate our We're proud will ago. for to NewCrop years they they their Veradigm preferred as need selected Allscripts many are we

positioned perfectly physicians, of opportunity and tremendous market payers. enjoy We continue now all to the stakeholders being patients between pharma,

We our core while our supports from adherence affordability, now remain greater seeking and on opportunities. M&A revenue expanding revenue growth and solutions, platform focused multiple solid driving streams plan care partnership Our and delivering network to management.

this to continued of client expect health our entire adoption platform base. drive We our across

the along growth that can all to our our expect and patient engagement drive messaging continue network, of pharmaceutical we we should of with solutions will As round when our products this All year distribution grow another activities. XXXX. fantastic growth drive out we

terms coming months commercial is opportunities, expanded I of enthusiastic in the more to announce with have happening seeing the potential say, in for about what building pipeline prospects. team M&A am we and than new new now ever XXXX, I solutions some the our will our

we company, we'll and who and and a products from continue as we've value growth and we've us with into over helped with the For collection grown participation successful to full-fledged, business. a profitable build hope a of a us being your simple stayed highly years shareholders few meaningful, simply trust, and have and deeply the those to diverse last - I continue evolve market support. innovate earned your greatly

investors, value patient in team help but we all, them our on the trust building we a stage. are But that remain imagine new as we clients strive care. focused still I improve promise as our to steadfastly support to For we'll shareholder verify for

part of we Now you. with Q&A. to more to should that, it get over I'll the important hand

today [Operator Andrew FBR. Instructions] We'll from Riley D'Silva with hear B. first

Doug, from quick, you. just real

there. was you're could why the still, was color little you could earnouts Was on about? that thinking the that traceability you just there a space? gave [Technical that the we explain was CareSpeak. the related what to much cost rationale customer if as or If you? at any left should be from And least Difficulty] a while just too clawback pulling relates their issues provide Any Like there client $XXX,XXX color to it that brand. in benefit it the earlier, then they

there's fair done has We So projections. XXXX, We works. to to and that be a your question calculation it's whole value still product CareSpeak the or earnout, bit. earnout, lowered about that's to the way CareSpeak on specifically not our little projections future their GAAP but expect a related GAAP line based them make for

So...

management. This A good GAAP is Will.

disappointed, And question, expect they and next the client that market they great it's year. good second this increase compared to continue a penetration that with spend very their of That's the And call. revenue decided the to to it. ultimately was on have just need while to didn't so relationship On we year still case. into

had the And there kind you happened back were just third well, to of far market. those related if - believe, of that something as And by of anything. as some client - that of the issues QX macro I kind reporting Again, allocating year. customer, in curious anomaly that some not I back in that was not three Or any into were benefits customers the the half quarter. caused

was No, the hasn't expiration spending early, an reporting Yes. issue, that unfortunately. been patent to that a stopped we through was a issue year. just address, were isolated an strictly requirement temporary, This basically able

And from being then a as just it relates differentiated get good curious be you into package the it there. Livongo really color how will as to RMDY and enterprise far it's I'm actually Health, little can included well? in insight - market - as gave and on to

add. maybe could start can and I then Miriam

enable from to content, is specific basically specific is differentiation Livongo activities. method Livongo the adherence-related So is

health effective adherence. impressive to so anything And bought as they want it It's a because care focused do and can very show. basically business. and way, they We their on anyone is great very it you enable with which RMDY into buy

allows can digitally. the a obviously health to way it we that now them opportunity content because great and very be and And middle that's - they're for easy - a model, all there a Wix to members members it, enable are in for think with just big to of players, a desperate their care. someone almost It's are big that a SaaS And and has then - there's RMDY. market so requiring you are think like very digital

just weigh I'll Andy, in bit. this Miriam. little a is

took Livongo also approach. So a disease-specific

combined of a started side. from sort before content approach. and They actually their side into created devices they and So and the the hardware services they took content own the hardware went

combined technology they're back with a end. educators company services and on So the nurse diabetic

technology call end Our and strategy to to company is focused that. a things back centers not include stay and like

to or that. contemporary differentiation. trying point speaking, a that's are use disease management digital ease current So pain the broadly of But technology, solutions the do of help management care and to technology

the any So bunch specific. acceleration is solution into whether who is exists, say phone disease used that that or clinical can is area set be and of pathways and would the a organization, I has about It up not focus be It enabling not move more that's research-driven advice communications. that specific. last a content is for already contemporary it's therapeutic payer via our thing to or offered technology or pharma but coaching that an

from hear We'll Capital. Richard Baldry with ROTH

of curious you I like quickly. surprised I'm pattern talk of someone sort drop brands. alter about or contracts kind what spending out midyear so with look if guess their that typical can could I'm

are So Or price change their certain not involved optional guarantees. minimums it pattern? at volumes, is the fly customers very the spend to for on or for points there

They as SOW, and revenue are question, we that is recognized an got the Thanks revenue will - the throughout Typically, for we open agreements then the on XX-month that Richard. we've agreements. year. deliver

LOE to significant case not was back, pulling the clawback of an specific basically to There that in client have to they be that a out. move able in guarantee brand agreement revenue. replace So and that

that's so the And we felt. impact that

in is account our Also going to past which that adjusted the as in model, cetera. far of revenue the that. from bit little alluded And contracts, et remuneration of a recurring we've Will we've to of the had as switch sort for a forward, model contracting language

drop and out. that clawback occurring of revenue So Makes the we're preventing sense? sort from issue revenue

what really expected of is in would later that, 'XX be the sort have from talk those Yes. the clients into period? it you Or think about you of of a you that that XXXX? beginning out delays pushing spend second of half climb into it And that the to otherwise XXXX, does incremental revenues mean when will that

Steve let it's is But I a company, nothing needs. They as I'll view as so gigantic that, it we - have well. Well, but many that upside. answer - now

little to and are do the reasons things work gain these their We happen, Often they bit actually relationship when for the more at you because can't. own want table. actually a

So you in terrific stay close and broader a to think areas, us. to opportunity footprint staying disease of that's and it in close having for brands and terms a going be we

be opportunity totally It would initially on Yes, anticipated. agree. will upside the year from have what we

the around continue that side, the in enthusiasm to of a should you on feel of before bit you you count about commercial have now in year? Given right gel think more like can you it? the or add add Or entering put additional you team you top head count talk whether to early XXXX you'd head sort

I add, we continue as add to think we're - will Richard. we need to

prove time, people the of So market the worth alluding What just the go. sake their adding heads ramped, head in them want bringing have right what to we as and do, in is don't adding letting count. we what what job right them of we to, done you're is at a for which will good we is the then adding getting out trained, -

very about I that. disciplined think we're

and on not we in, is bring bring prematurely. people is we're new So that, continue looking and board on but execute, the correct bring them on talent board, of there. when to when for opportunity necessary, Outside we to continually the have as people scoping

at growth about be willing XX% answer XX%. when quarter in sure expecting third this, putting to you'd not I'm quarters, look quarter aside, the if ranged And anywhere range from, you from strong the fourth I Okay. last year-over-year, if growth X to but growth anywhere the has talk

room lot So of there. there's a

Now way that expect fourth seen band versus in the is that periods? that down revenues of swing any narrow your there of any then you'd prior on quarter pretty gauge what meaningfully, we've maybe can kind to and

what look back because it's tricky. Yes. me don't you think Thanks, try and look And I referred actually a lightly these, back be to believe twice you'll not be you you give row. want able company calls, it's to yes, and who knows little good obviously is And disappoint if that obviously last a go everyone But I say range. thing I'm a that Richard. me. guidance, to knows, emotional at we've go wouldn't a at Yes, as you in earnings tough as so do consistent. because get we on think strong, to We if so the I as

we it. really team the run morale We really so the humming, quarterly And not feel our And our important. clients. The around is about We it company that's good run really calls. high. around is

We are disappointed. really We're frankly, from the well. not as right and about next feel hiding of it, good it. but We're in XXXX front quarter

Ryan to And we'll move from William Blair, Daniels.

to kind go see the one how versus much how need maybe QX. of a you, Will, fourth for get or through year-end on follow-up At revenue stream for you some clients this budget. point, visible flushing is quarter your

the your at visibility target what's internal to So point? this

upsell because get good. the in December. early November, The XX opportunity of you visibility of a is be internal target It on better days will end in lot

Success begets watch often and really They're success. quarterly job. there our don't for seeing meaningless it. really of They're a ready We're calls. And clients our all to are already we're They some about We deliver. our it. doing service them. great

feel I pretty about the So QX. good

are We're had felt have a X then those. quarter We we in, there we recurring like visibility we had some we in nature, there. talked months. and came visibility still no Obviously, Ryan, got But good when more learning we it's about to it, because about we visibility new they on businesses. is

But hard rid have You directly of can QX. your good those it's we're pretty visibility time. still risk have disruption. working going to We've take on really talked risk about getting factors. And to factors. we answer these But question, on just

we this organization engage to had That's of at relates revenue or definitely helpful. entities, the is then seen Is have Or more could where look hiccup the item. the dollar indicates And X agreements into it Okay. blip issue larger just quarter, you XXXX. the RFPs, that actually very hoping merger contractual kind a that third-party especially the the as help? that something that versus extend between larger are or if transitory/timing to contract in a a the which just needs you

Yes.

that is Steve. one, Ryan. I'll take So This

we So actually RFPs we've do have responded that the to.

one recall, sort specific a addition the which the this had pain. to blip of merger, revenue near-term that of In drug clients added to of sort of company, the

pause to so it on effectively. And caused really and executing that recall them it focus and

those RFPs the but progressing RFPs very those So and along have paused, were nicely. receipt and we we're

do I believe as said, So Will a a it's close. pause, not

basic off. could in and we I'll XX%, sales? say, how of a to the So of close is million, let's view into and actually sales if XX% flush use much gave then math, million, it's of the you that something that metric signed us? $XX $XX the much pipeline How this into versus go we that we being hop XXXX think would typical XXXX XX% multiyear be If just, that question And actually might last just how rate, should year $XX million contract?

which question. million million were not the provide opportunities we essentially, guidance versus created represents opportunities - any previous from in $XX period Yes. It's year, answering great on But previous to a year. question. $XX-some-odd I'll try created the the

push question. will So XXXX, some those of into no

what the of it great rather runway That's track. to and is businesses executing got we've sort to heart which where QX. addition trying on laser-focused position scaling we good of having really for one opening are to of building on great XXXX, a are think we these I a at in

answers that question a in specific providing your without way, - roundabout hopefully, So guidance.

Goldfarb Bruce Lake hear Street We'll Capital from now Markets. with

your Steve, Doug, progress Miriam, success. congrats on Will, and all

have couple Just a questions. of

progressing? discussions broader pharma us update how for Can potential on are with give enterprise these the your mentioned customers. you previously You any engagements

to. stages, want happy This late comprised of our know - of as is multiple more are don't several, say, we're what mid- mid-stages, right several, deals now that's… really I solutions set, I platform now but Steve. by Yes, much how driving we're to to toward. about key got progressing is which that X hear would across really in you they're and We've

different? around At around ones - about the - million, so maybe you you that least are the those earlier, $XX quantified talked

done. those Those are are done. Yes,

we solution By about a a by client. subsequent bringing level taking to in a of to or the And with multiple that because And with set tied our bit defined talked really a that's to you enterprise, brand taking bigger dominating complete clarify opportunity either that. Yes. investor. just of conversations around And engagement. specific the it and when a brands little I think it's QX engage just the solution deeper and really I It's gives solution to set. overall got it impact

you can't prefers jump over the still to So it But tactical important our we'll time, because what it get above it's meaningful. keep it's but that really selling. just but to really client it's overnight. We do defining more

they're enterprise And million. Last then to year, This $XXX one just give just they year, customer of did we've example, this an an $X got situation. going be year basically to year, million. you full revenues about

So that idea you an gives scale. of

Yes. That's why it's important.

like of And to then you're an call M&A something capabilities the things to there add that targeting you'd on is portfolio? mentioned you're that option or sort Are the certain you considering.

going pretty look tight what a at. we're have screen We on to

So or and would communication connected kind doesn't could solution to that expand enablement us digital access reach pharma but payers any of get pharmacy then to set for to to technology. HCPs have that of either have they kind patient, any that anything of

those one I in that leading on with think, So and going guardrails. to and screen. we very of stay But job our Miriam the good the right pretty have a X we're way. going really to doing now that's we're We're stay - focused becoming company it,

GX. Josh with We'll move on to Goldberg

had welcome. couple 'XX. get what quickly in pretty you're than to get just can if they It obviously sort we've change thoroughness Steve, that less of this your might you the of that as The well and start appreciate by visibility more you orders next trying a some I'll 'XX the call. by a to pipeline visibility as grab what quarter. I into some in business questions contracts have me is bag probably business budgets seen is enterprise looks of I which of asking, seems And advertising these you German I of the guess year exciting. gives quick might in like

the the or in through? Do XX Can you're time a you any better sort your frame. have or of of I coming pipeline it you or care. us year. at us mean XX of advertising, growth a we're about sort business, here? advertising based pipeline comments any health a I give XX sense implying next of your nice So to interim like looking give could that commentary confidence growth that on on sense comment January based you get seems that us from Generally, lot guess a conversations

question. X thanks, maybe, and say, Yes, I'd I to million that, you Good We've two credibility with client if now think set. you well, in got I can. And company. of I jump then asked - a And like Josh. right think $XXX things was always ton you very why want pharma. in, Steve, is ago, a to years meaningful our aren't that

a a million. then move because doesn't And And pharma you why year $XXX fast. it's ago, aren't

yourself. prove to have You

point, done of do with. You can best manufacturers to I that with that, then measurement you it have proof. And say second we've and that have we've would done the think I the

So just base. we have great, solid a

the and The is, solution this how points, can repositioned our language, is that but selling meaningful their it's we've way more, it's we're to pain their client set. in same to second a to talk Steve in more is

business. investors, to way as and And off worry have you brought it's our Steve So I really profile. cycle. because hats going the don't my just we've into changing think different and this delivering new their budget We're we're into And that a team their process, in thought connects creating to it sales about stuff. significantly that

the sell, mean work sell and specifically to just question open is months, that we recognized up then January. just way Yes. we over PO distribute we visibility the way contract, into I a right, Josh, that around add, and revenue the right? our a around contracts I the we mean as

have not recognized starting to start XXXX but in the into in that for on will drop sales which good we XXXX, the quarter, based will revenue in the visibility be January. year, revenue So sales make will fairly fourth we QX of next

forward-looking help guide So orient way. - our in the in developed to now more business, a revenue we've and us our business meaningful got metrics

Miriam. advantage with NewCrop. there. supply huge, Let me sell our That a our huge don't have is And side thing. win, in forget one This competitors just add we can't

that So is market share shifting period.

of All it.

it. All of

driver that by growth - a of for has huge - next it's year. so itself is And

Is that Josh? helpful,

of think and better to enterprise we're still you kind XX for have that Do will kind of the give through contracts we'll X think next sense still might that quarter you supply having catalyze to NewCrop from visibility year? visibility this walk going now from Or be or and Yes. what fact better also months gives XX a the not opportunity fourth of if you is might something will that? more us that have now months

is mean to more the I develop right, that predictive push, the Yes. is streams. enterprise for reason revenue

couple multiyear those what which do or number So think, of now, to when you instead we've as doing allows think got pipeline say. and some contract, agreements, term now including short to enter a him deals. I we're heard us Will in there, transactional us Also right one, it said about a of stuff, into enterprise XX-month enables right, has the you've

very predictive So be recurring our to an model that's and us that talk been opportunity actually revenue around hearing you've that really build for about. us

- RMDY predictable. historical revenue, revenue And revenue the RMDY in highly addition, is SaaS-based

that as well. visibility builds revenue increases - once So as that just

SaaS-based So multiyear, predictability. our those improve of X that recurring NewCrop kind are factors: supply control and

Private be Ron from Investor. a next will Our question Chez,

and was longer quarter How down a then million. in I have I $X.X the I much expense of couple one. nonrecurring. about increase third a right that, of Am Doug? wrote the quick questions

You number. are. the Correct. That's

without lower million, expenses would have have correct? - been So $X.X things, by these would

Correct.

that the exclusive, different I another know capability? that how but is is different that of advantage? set some what mean than EHR NewCrop physicians, I other It's Is And HCPs. it? how is

that. Miriam. take this Ron, is I'll

biggest will, of exclusivity all, EHR the monetization and network the marketplace. the established you And if is digital the have new an Innovation Lab communication growth EHR is really headline - But the that and is we're the the expansion First largest the subheadline. with network, that's EHR in monetizing pharma. network engine, so lead for we

this going track same railroad with new through to going that also But payers. to within we're ways monetize We're Lab. to the Innovation monetize pharma, find

couple now within a we have finishing that the of We element hotbed providers. pilots on that right XX,XXX are of design

so in creation. And value to pilots we're going those prove

start e-prescribing. you're show incubate And to revenue once of can look and we EHRs, and that prove inside go scale multiple that then NewCrop have expand get. a us, value agreed we ongoing to you to have creating to they've with because there's But creation multiple to to value place

that's So - different.

XX,XXX what, delivers NewCrop HCPs?

They do.

financial going there? messaging, going you're into messaging? Are to be to going sold You're sell That sell? they to brand

don't EHR we They So channels. are into sell our our partners.

agreements we can commerce we business-to-business many as the light EHR for and channel with with types So them. messages of have as we up

all So with that messaging we types can X the example of the revenue. of drive do NewCrop, our

NewCrop to lab and and pharma users from to NewCrop we're this drive through from in going we're to so OptimizeRx. - from all environment. - sense of that incubate business find types also from of can - those messages commerce pipe to going fill traditional those that But payers the digital then and get of And to up new of pharma to we all NewCrop with

you So utilization the of as it's piece just and same beautiful monetize type that over as every that, can much traffic. traffic

offline, about I'll a okay? that question ask

Okay.

ever you run Did mention RMDY's rate?

No. not. did We

to expect right And is now? be there's initial what it - - have? assumption mean I you it you

We of all couple It's very see clients side, wellness, primarily a weeks that returned. there. of We're the Yes. a payer have lot in. good opportunity on medtech

able So certain stage. this And prelaunch we also stage grow think continue or to to expect a to pharma that. to introduce I an to delivery be there's ability at

to technology company team it and we a good muscle is from adds really lot the yes, about a feel standpoint. our excellent, So of

to have sales or define you expect, Without XX% that, do seeing Explosive me XXX% however this is between year, what you do explosive their RMDY? would year. from you next been be growth expect and

Yes.

yes? is answer The

yes. is The answer

Steve, And this question. the this. you on longer touched is

$X If you about without were you talking in client that name, was can that in the - 'XX 'XX client million? well, how that it's is much maybe

Yes.

So year, full full in close XX they're 'XX were year going be XXXX, to then they to $X X million.

because that And of brands? is additional

it's additional brand. on per - More coming solutions brands several and additional

enterprise started had chatted now brand that's traditionally, of solutions growth suite about new - you financial cetera. think clinical of we we've messaging. like Will it and with sort out messaging, the if commercialized other et that about Ron, We've solutions, calls. So on represent messaging,

that. to attending question more One

XX you what's a said ballpark X same and $X for client? million, into growth So 'XX, expectation

and between, between think Same X a is X number. probably I'd client? good say, I

Okay. Are clients... there other

giving So that's just you...

like guys that? clients - You

across that are there midstage multiple enterprise solution when buying we Yes, same sort set. mentioned deals are or multiple, of enterprise deals earlier, stage there representative as of the late pattern are those that I see

delivery So components a result you various as expect that that ballpark, have? that's in revenue you to provided solutions of enterprise the the being whatever of grow with and

It's a yes. result of direct that,

time, remarks. at to to things for closing this back Mr. I'd Febbo any turn And like

everyone record to actually joining Thanks wonderful. for people, had the a of call. We which number is

very care, difference dedicated that thing discussion away take for to you something see a I people's continued understanding to for beyond. If you a lives tremendous generating it's from just matters I strong of numbers, unique hope potential that our while value from could culture beyond hope our and makes one we're the growth, in everybody. in the And corporate creating really physicians health topical, patients

I a for a all. And and Take scaling for Have night, It's these all still this also a more talking you year, very, forward agree. combined see grow very capable it's business. we've will that and good growth is be. rate towards care. you aggressive. look I a I at our to opportunity for kick to highlight can large we're always for into being team a got stakeholders, to very quarter this hope to want I even we our a you business disappointing that good levels, not and great on that a that's When team And all what think to it translates

the management during made within call. Statements Securities to Section made statements Section at XXXX of contain includes today's the before now by statement gentlemen, definition statements call, of XXA company's today's amended. regarding in call conclude like amended harbor cautions and report Act today's and Act of the may ladies And forward-looking forward-looking XXE Securities as as during we XXXX I'd safe important that the

be cash and date make statements speak not to include should identify These to forward-looking expect, an statements anticipate, expectations and Such that forward-looking growth, statements, estimate, revenue the only they profitability, health total in market made. margin, presentation the market technology, opportunities, additional forward-looking statements digital the were possible penetration, words investments, of operating for announcements need used of expenses, include upcoming and growth similar platform. the and capital. rest management's this gross investment of addressable estimation statements the seeking and expressions The regarding decision. the for company's raising also acquisitions, flow, size, They year adoption

publicly undertakes The obligation information, revise or update events otherwise. future statements, to any company or new no of forward-looking whether because

are included are December This for fiscal results subject Future the statements. underlying contemplated uncertainties events to forward-looking be and to inherently and subject and XXXX. website on of on form at uncertainties, XX, are are financial statements available and Risks on by Forward-looking year forth set affect XX-K the cannot statements ended business which company's SEC results in Form the or and annual could the to which and risks quantified. company's is sec.gov. these some differ forward-looking predicted report website from actual could materially

at www.optimizerx.com. I'd conference, release to be via press running this replay everyone for today's available website remind replay for this available dial-in like to later XX. call that end and we today's the Before will November refer Please starting through evening instructions company's

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