OptimizeRx (OPRX) 4 May 202020 Q1 Earnings call transcript

Good afternoon and thank you for joining us today to discuss OptimizeRx Corporation's First Quarter ended March 31, 2020. With us today are the company's Chief Executive Officer, William Febbo; the President, Miriam Paramore; the Chief Financial Officer, Doug Baker; and Chief Commercial Officer, Stephen Silvestro.

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

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

Thank everyone. for you today during joining afternoon globally. times call Thanks these this operator difficult you on good thank especially and and us

day-to-day care Layering communities. I'd providers commitment brought thank healthcare the like needing all sheer Prior the those and to strength to not challenging. that start bravery truly spectacular heroes to requires front fully by are We was pandemic the times. you. of volume us the for is in our on a level highlighting these They appreciate. respective already of and on the line hard to

of on considered I cultural and our from to needed do not continuity. who believe and tools business what for to learn to to be and successes study will are preserve future and what what's period life do history exemplary count this leadership generations bravery judge and failures will they one to

been by As have for a most done pandemic. highlighted countries job terrible a many preparing

future. and So being improve differently the us of on be of That an can avoid learn to we reenter disruption so it's as the others said and dramatic we world. safe in must all we forward And considerate and move a optimist. such I'm

fight such this the in fighting for to times trouble real I So those look pandemic. respectful against positives still while of tend a very being for

to patients. platform free In use up healthcare using for CDC we to our do stream alerts wanted and our for At them. sign SMS anyone to our mobile free OptimizeRx providers to began part tried February who to deliver technology we and real-time help updates to late providers point-of-care network have

February, up. free for helpful filings late who've it all signed those our stream point-of-care to CDC began network was we using In and very

companies the policies major business we COVID-XX discuss of to industry from company how telehealth from in a range evolving gathered areas also several critical of to on of rapidly the our times to We quarantine. leaders thought manage and impact care continued

I I've so with a and proud so sharing for impressed I'm their team our this and other quickly say want openly for of without together been executives all partners pulling commercial to for our wisdom benefit. concern

Today, we're differently. the run slightly call going to

have calling in open I with Doug executive While I'll and of overview financials the to up opening we'll questions and give full team a give to will the me then analysts. comments my quick then it

dive take we the details Now quarter the into before first Doug from operational it away.

good issued Thanks first from is available Will release section the website. Relations press Earlier March our quarter for may we afternoon ended of be with XX. and The that everyone. our Investor the of and results downloaded copy today viewing a

filing We week our this will XX-Q later as be well.

record revenue for up margin million ago. versus to a XX% ago. Our the quarter compared was was $X.X XX% $X.X up year a year million Gross a

quarter of for XX% a favorable a XX%. of first gross and the heavier margin calendar financial a achieve mix Our the XXXX gross declined messaging to minimum this which year in are margin margin result in still XX.X% of an expect of year. targeting quarter a and of mix unusually product We was to the percentage gross

the this positive team our in the see first quarter. and you and in investment results the The operating initiatives that million quarter of expenses this growth $X.X XXXX. our we've to for increased reflects investment Our made impact increase in can

organization commercial a our XX% sales in shift a revenue increase investment and led a decreased to in towards contracts Our enterprise cycle.

respond be discussing to and Will the on call. us the quickly gave teams nimble to product is and the operational marketing our in of investment some Our ability items

first measure result quarter was we Adjusted as of which growth in these non-GAAP financial the as report loss a $XXXXXX a EBITDA a initiatives. of

sheet resulted partners down million to working This the from balance million $XX.X from receivables capital Cash increased and at and decrease remains increased customers. year-end. payments $XX.X growth, Our from our including our total equivalents required cash strong. to fund

these the year. of level to And cash generate year. out the operations to over the for we from expect We full remainder positive expect flow

continued or do plans. have to We operating the additional our and for anticipate operate needing growth raise future, debt-free to not fund over foreseeable purposes capital, to

This like back to turn call wraps Will. our the financial to results. I'd up over

our my impact six steps and of to What last weeks, to Doug. seem the with shareholder to continuity long-term talking a team lessen which we and over in and results advantage, there value? our the COVID-XX competitive And recurring on questions. with does team, partners In Thanks investors, reflected be sheet? clients two will have clients, the taken regard balance business strategic OptimizeRx have be

so able a and we I'll While fortunate that level digital the communication the well the disruption in start of ground, industry. among COVID-XX. and with all to At on new comes to be when providers, caution care OptimizeRx, are market we situated feel to it patients affect to health due

normally continuity operate basis, semi distributed of virtual in work our teams a terms In business environment.

disruption on precaution we travel So as decided stop home operations, work and we although our saw families. and to a team, early for practically from in no

of users conferencing. We were already big video

difficulty. usually and and we were clients we do to able So without much partners, service as our

more a a and use on actually team-mates seeing I of which basis, thing. many our great greater daily our has more of Given am video communication, been

The stepped technology times. in has security increase solid also And fully team AWS, is handle can and really with through entire change. so off any to dealing remains in up. everyone My our hat this these activity. We're cloud-based with

we very late and our virtual. albeit early and very interaction, our clients for saw little disruption were and partners, March decision-making in challenging While February

many, and very relationships of our dramatic see well-established increase have client none in we We seen clients. our among want we our for disruption, activity, thankful have while continued this are And with need to solutions us base. a

to I'm be. need decreased. no There markedly down sure February. eliminated are the we unfold. executives To-date all we or are any if But pharma is not office are events visits question watching seen late have adjust ready that from programs And

specialty. and said depending have XX%, Some between upon XX%

of to to through true still home. also June possibly on the the EHRs remember is end again in hold not that medications, With on, using And later are it impact providers expect to their important We the that elective. our from regard essential business, year. focus and we

still key to it's business, them. regard the With stay at home. impact with that on the are providers And our their using just, EHRs we

a drop our We e-prescriptions. have branded seen not in

course, by cycle to decreased Of XX to days increase XX our XX% our XXs increase -- growth. importantly, close have XX% and year-over-year from lately. sales we rate revenue percent seen thrilled in more But perhaps our we're above

million. to responses We together, average enterprise-level for viewed continue of to have receive an value positive proposals when engagements, contract about $X.X annualized which

have new hold also not We launches. our back client off tailwinds some in our of we at our to terms base. on Most feel strong have decided clients of

and live to This medical around all as due part of boards advisory been any designed complexities the disruption. strategy Medical is disrupted. costs liaisons and conferences, overall the prevent have and preparation, substantial to

that So this we expect demand mission-critical increase communication in to for delivers drive information. an digital

months new in pipeline coming of accelerating to also indications, market the and should future. The opportunities healthy coming new years. many of a so to and committed provide therapies be This help novel new medications the approvals will FDA over is

has the has demand in many The fantastic services to-date. adoption been recent for relatively While increase types low our for of telehealth had of all channel these solutions, been partners already involved.

is it patients. the increasing on attention of essential order our implied to providers channel for us, tools and benefit For their partners in those care

solutions, our add. obvious Telehealth affordability to solution list. core priority the on adherence But is have and moved up an also

new potential and As a result, with the to adherence partners point enabling normally care. progressing advanced of have discussions around deliver been all that we're at tools affordability

further problems a and ability to our on market can build as accelerated lasting sales network. have acquired. also strong allow they us an value our liaisons new positive our that for but solutions to clients we the several to We question. that grow power launches recently medical technology clients', connect have highlighted expect continue this when with TelaRep to to Internally, only a not We representatives our of offering have impact providers lab help of our within specific solution innovation we've or showcase and our the solve

year forward a specialty solutions addition to a becoming terrific to enterprise be this this for going to expect We degree medications. and our additive

also recently highlighted press RMDY release which acquired we QX a use solution, telehealth in or clients a XXXX. few with care We that of our in virtual

we general expect us Given adoption this and the the previous XXXX, help global of levels markets years care these to of feeling come. adoption that to methods business not COVID to post revert for the scale will interaction virtual the

our quarters. view group, which share in effective also engagement massive for a patient coming tool very as to have more will our the solution We telehealth

client see a entry press As release, due I we were honored its to rehab their were maintain patients, for a down tool. to our these OX, recent when cardiac as the centers the believe we care highlighted solutions very market effective will new shut COVID-XX. help with in

Relative an from to client seeing base. we solution are demand messaging financial core messaging for increase in our and COVID-XX, our

levels and to as surfaced continue. these problem unemployment has the we cost expect again major Given patients a for trends

these sales slight the share. a in as QX, and a legacy through products in revenue bit, we are connected will reflected our cost bring contracts largely As providers in to thus up of drop gross higher margin

through the a our XX% we gross from positive level with improve confident off deals and flowing continued the impact to patient the in P&L margin growth and engagement. XX% that enterprise However, will remain by at range year-end

We than forward engagement shift this continue feel revenue to year enterprise less confident grow. began thrilled a as deals we ago. and with And we in this and model our this outlook patient to are as actually,

see time remains this at to managing for purposes. Our very and operational need assure expenses in market. said, don't any this balance to our we're sheet, sure, to we be as And capital Doug debt-free diligently raise strong flexibility

competitive have So think advantage? so. does sustainable a OptimizeRx long-term We

fragmented We platform and within information connecting very healthcare a the market healthcare. patients together a providers are of that health digital technology, brings

that to healthy live experienced, have and could a have stakeholders in affordability way and ability We healthcare, we connect all points pain medication in fits include touches a their into daily life. our of the awareness, all lives which adherence on the to

of a the prescribing that years platforms position meaningful is integrating measure reached where and our by market EHRs most XX% built leading with of into over ambulatory the some e-prescribing reach Today, We've happens. and we systems. exclusivity

XX model. clients other our pharmaceutical We than and trust a have recurring our from have with our The top SaaS-based companies have all more the work XX base. continued services. in entrenched to revenue gained clients, of need deeply businesses enterprise-level supporting multiple in siloed also we in which of become We client shift

squarely client and transparent effective, demand measurable, in health point-of-care communications, we of one we a is sit there's of that for all in where fastest-growing do. is that connectivity technology And the tremendous segments greater which

the with couple ago market much and patient explosion addressable market. is it. recent it was multi addressable even months engagement And Our in than a that to sitting we're you connection of bigger with telehealth two multibillion-dollar our and

around at best digital for Given my live we strive with. the the us, for the in support we secure since to and highest moat and We its I in excitement future have age this be XXXX. technology to is joined builds digital work a OptimizeRx protect Today, growth. we a platform everyone that scalable our

the are and be solve doctor timely issues, and together the patient there when timely we it's can – to appropriate. working when So

great it's personally, as culture and as top what said, leader our environment any we're and is business a this knows me be very to investor, which all, I work to fostering makes great each a continues priority, or important Above company. savvy time

and expect relationships the partners the ahead with to market. to revenue, focus keep predictable our the us of of yield recurring We to ability a and more opportunities deeper innovate our ultimately clients in way changes benefit on key in the with the

with Operator? like open to Now that I'd your up questions. to

Thank Andrew you, Please we'll Sir question B. [Operator first take Riley go our ahead. Instructions] D'Silva with And FBR. from

And to Yeah. healthy. hear thanks questions. my taking for again Good glad I'm Thank you. afternoon. sounds everyone

in more to Just specifically and bit solutions relates little traditionally just on of than enterprise year? change maybe the you're as of how to experienced currently activity perhaps are point seasonality start develop this it RFPs a at is you seeing context the seeing

I'll and to hand Steve. start Hey, over Andy, then yes. it I'll

with hand well let so We a the going we, pipeline attribute me we're as stopped But to to this need know where medical -- But is you. being you actual year of, to pipeline that rate. given disrupted the mostly and we're against seeing medical sales pickup digitally to in just that QX. actually record as a traditionally, was liaisons conferences, it closing over close business else a we about everything sales, and terms Steve, of just communicate higher and the travel much in representatives and So general. in talking pipeline on sort QX executing because what as

Thanks, Hey, Yes. Andy. Will.

I out of, at there now market-driven of to we going the forces ramped commercially starting that that you the are think end addition those talents know are several sort and year in they're and to, well. produce key fully onboarded on as last

that moving to So past and we're demand says team of, in general RFP we're, through as sort driving piece that demand. the market-driven addition more Will

It's into question seeing you just And grows. could are you next deal seeing outreach expanding additional your to good sales on that little is you're curious sales brands team cycles, clients progress. then Great how color. existing as Okay. traction how if and with hear color just a headcount just discuss the performing And just there? additional see and

one? you do Steve, that to want take

to. happy I'm Yes.

of commercial managing we've are value velocity. and really levers really focused things of three Andy just the on couple the organization a volume, So been that

the volume on. increasing deal now ACV that we've we The execute of So and the value, deals talked can publicly. pipeline obviously, those about in

You And course, a then, executed value of the growth growth is now of and close deals in velocity XX know in that which the pipeline story. over our days. part deal deals transfer saw we seen same we've size. and to value significant that had We

penetrated very really capitalized levers very internal pieces So one The say we've way we're of clients team maybe expand and have we've well-penetrated, existing referrals brands. very the and or been heard solutions. that we're provided top able but that two job tightly doing as being internal satisfied on well XX able and mushroom successful out the excellent as those well to managed three focusing proven extremely land as focusing Will well. been We've clients business and as in on have of -- is expand referrals those being in executing. to with and as an They've and and we're grow with you really in the execution

continue will the and So market. to continue job and I to think ourselves to clients our that on value great we prove do a as deliver

And largely going other because a couple enterprise is time? on you're at the solutions? transition seeing that Or dynamics it same towards just of the

really really -- positive both. It's, the seeing of, sort from We're good solutions. feedback enterprise

and seeing that year outcomes. data, last our to solutions quarter produce about better about talked really effects multiple had customers. the bringing utilizing those we drive is in compounding and for better fourth our So the into of which adherence call the to platform encouraging We're in

I of of we've market So on that's fueling the just out sales also XXX% think communicate street able I in be force care a of it. seen point part that. to at the think forces -- there need is is when basically the to reduction digitally

a it's combination. So

currently point-of-care more just, also that communicate they're One of we're that thing what for a at familiar with. I've seeing Andy, seen is that also as result clients looking opportunities or to outside the of digitally even

to our get customers that information deliver to the on we the have treat point-of-care launch need and HCPs so, patients. is And they their value opportunity more at the really TelaRep, capitalizing those us enable of that again, to an to

it. very okay. That's Okay, good color. Got

the RMDY you previously last you're so, me was little And could taking this, just choppy. relates how for a COVID-XX, But reach expanding it's advantage had, talk into have on by and just, telehealth sorry, OPRX the of created that as platform? my the about but tailwind question you integrating may now it I'm touched connection to broader

mute. want you Miriam, that? You to be may talk to on

mute. Sure. off Yes. come Tend Yes. to of

about that. Sorry

with platform, use virtual in a acquired for we that. of we saw have and about the I'm And in could already Andy, RMDY. do care all different really here. we mechanism we use was things it variety Yes. cases. delivery that the of Hi, a Sorry Andy. when

-- as we So include rehabilitation the as before, we things those mentioned mental delivery that before. are about care of services cardiac talked health

umbrella, care communication network, virtual of the And historically the which portfolio our care these medication and our it of simply vision includes so, Andy, the in the tools. for but larger reach on affordability with virtual point-of-care purposes digital OPRX now sort larger for adherence it's includes incorporating is that

side and coaches patients the have may providers on other. a others and on health you you each side have conversation that of So one or

this demand So can the each know industry historical where that's we point-of-care virtual and we a stakeholders communication is of outside these our it's sciences. are the for now new from in life -- EHR support digital

So that's how hope we're helpful. bringing the that's two together. I

good much. Actually, that’s going that's you Thank safe quite really and very very and me. Please for this healthy helpful and year. Well, interesting actually. forward it luck stay

Thanks, Andy.

too. You

Capital. And Baldry our ahead. next with go question Richard Roth with is Please

as Is that these area? the up is slower maybe deals customers launch relatively sets brands of as some expanding. talk I stride? little quick? of to assume think most or it and you do of those company? Can full and are move reason enterprise existing of the be with add you new a sits any Because can there around color sort with fast broader Or sort product broader in those of How Thanks. into think that to they kind get will

Steve, that? grab to want do you

Happy Yes. now I launch Yes. this right Hey, the mean to XX-day enterprise basically a track Rich. deals to. XX are point. at on

before client complex they tremendous on Some we're XX of push But go a them more seeing launch side is the the get to live. what and live. maybe ones days

all to have communication trying on would getting on ways So larger elongated been to partners. content because quick accelerated find are the hurdles agency things been door creative and from MLR have get HCPs. like delays out the or the processes, that folks getting previously delays just Those to

being makes a current Rich, the environment, bit little we're by enabled sense. So that if

a seasonal signaling not your pharma. COVID conditions tone has at end with customers the seen to challenges some own end offered for challenges really is to maybe its whatever spend any In Obviously, But change years market their marketing in when yourselves. least we've Sure. headwind reason. prior macroeconomic

digital guess, you're time this. through got of the your the surprised I you Maybe, of clean why you're companies, than past? sort the think you some around Can maybe still coming obviously, prioritization more I'm but this we've with much you've seen how had in about pharma some discussions communications defensibility, so talk defensible

you Yes. I'll in. Steve then start fill and

little and have with to companies public of our obviously like be a we a public. are we're clients stuff lot So because us. large They're that even sharing don't careful,

this. about then have So talk to --

now in launch knows So, the happening of and XX pharma marketing And everything XX reality terms activities. huge. works activities support as months that's is to though for the been in has spend the in everyone is

If you medical conferences all ad the liaisons and and and they boards do. add things

obviously So And everyone disrupted. was just early that completely XXXX with to go. that coming into was prep

wouldn't had -- getting brakes ready gone much there, to medication still to want you So on put a so sold. the there's be because into

And content that so time, down. you're to it in when going take material you slow not

You're to get going move. it to try to

back. they're again, not pull that I'm prepared elective. But seen really not the being on remarks, mentioned brands. -- focused seen as essential have we're medications We've cautious certain we so, I with And my sure in

getting of I think a probably our is pullback. elective more

personal sort I only when Remember, what's are care things together. patient to of relevant in is are a with at doctors we and the two getting pull they're the are people with relevant. we're hit digital probably They're marketing not think that them. not that of also seeing sure we never anything because back, point deliver

don't Steve, all out? put it you just But would into I why one. So that fill

summed really you nicely. think it I up

that, the supporting in, seen essential that volumes medications say I is say, which are medications, generally type when And delivered as are much. dips we is I that we're script says that think think critical speaking at not over as a that would lifestyle fact. we've Will comment what And really being additional time our I the look the we're medications. would supporting one I

everyone could cancer harm Rich if without medications critical about off time the not rates of number treatment And people think patients, system will type diabetics if come human long pause those for you a I that. think increase, of significant is radically will cognizant able we patients or periods one. But to two you of therapy about time. be two, long rehospitalization period a think for -- Number done as those of being health

lines. is those prioritization happening So along

that And sort get can sort maybe or sort usage So when of like of metrics trying by in around for is with are the more at behaviors it any to adoption this you early changes see? of a they're into EHR penetration there have Or driven, that? home too rates that might docs changing

top surprised world. the customers post-COVID were that on XX prospect maybe activity that from better local proposition outside potential new might any side then, XX the in And much have also value increased the a understood by plus of you

want to that take you Miriam, question?

Yeah. Yes.

Okay.

utilization So, dial electronic even or consistent can it's what we're anywhere. used health very or their into you accessing seeing home computer to via their from of the -- iPad. are is Doctors because EHRs, that's record it -- mobile their device the

is that one daily part of all communication and their of So, lives. line

it on they're time. all So the

of to the Sidecar the happened What's addition HER, ramp use telehealth is, the the cases is it's of in extraordinary those in inside the not EHR. tool that

earlier and care And broader so about it was that a that about Virtual that telehealth telehealth to -- of much saying. talking -- really about virtual talked care. kind is work people think means just does and is are we it Will way what

for physicians purposes. And confidence to tools purposes doctors reimbursement in is and to they e-visit the billable the that the or of bill can forth, reimbursement can telemedicine XX now have are to for has doing in regulatory use because they right they expanded for restrictions restrictions. this terms restrictions specifically technology What using the specifically less of codes been so than around be and that used

actual the So, typically to also the scheduling HER, happening master EHR it EHR. sort but the of the has with coupled chart is be outside and that because of then the in

there continue seeing going to to. in And I not -- going you're seeing forward. we're that then any addition think we're you're but So, slowdown see

want question? do the one that part you Steve second of to And take

XX has mean several even of to and sort the digital Yes. question answer I of engage a small we're are Happy excellent. customers see larger the willingness table which to questions tiers to continue done and to businesses same mid the to. funding that your seeing significant those with Rich encouraging. coming we've been top will been coming It's activity mid-pharma outside I -- deals, think the that have pharma really of to to we'll deals And we been for table. of trajectory

see into the change looking the just of The sort do in given you pattern to lastly to a financial any to revenue from seasonal -- expect -- your change model. And and would we COVID's sort contracting the the pipelines? of consider what norm brought

same then pipelines on you'd And of to spending faster what like for question bottom-line the the Thanks. accelerate and feel the into the and below year line you needs feel patterns might year? get sort thought side you so close to come because for we increased top just the somewhat of the that you do hire knowing need a maybe rates

Sure. Yes.

So, comments pulling my know -- public all not a big look I in sure really monthly to or because as giving said at guidance. are hard we for it's companies Most basis. on this

right at want want humble don't and we to providers right to our patients. for time place but -- clients the are be we the So, we in and for

the If February pretty late that. March in see feel -- it of So, But going confident March through again the just partially seeing work disruption one we're to we sort a hit. of would not QX to because late we're be we seasonality.

sort stay of seasonality. we would changes a anything if similar confident as to hearing we again can substantial right very our But investors. you're we're now -- update that we're feeling And

of year. Relative a to into didn't actually have lot this hiring hiring we so

hitting of put acquisition a did also said kind because we building last just of we we hold obviously, but hard As when really on out. through investing lot know. not started, team it this hiring are didn't the year a they And we just and

our in again But leverageable. very is it model

can that team need is a really to people digitizing add which as a execute as long doing to and further. one of scale say don't distributing that we lot those you it what have of We we're it's content

updated anything now So, year team as we keep and on now right this on feel really record we'll we if have continue nice about it of changes. very it. everyone to we're a growth the feeling to like good But

year good a backdrop. the tough on Congrats on Great. start to a

you. Thank

go And William our with Daniels next Ryan ahead. Blair. question Please

just a strong congrats housekeeping for quarter details? guys, and One seeing is going of prior in then one. Yes you what you're over was present? question. close go kind Can rate on to the a the quarter. at My entering What out. taking phone back Thanks it the

you Steve on want to I'll He mute. start. take that? be might Sure.

generally, late we in gave We're seeing to about of reported range above and So, QX. year it when XX% last we XX% year a the XX%. again talked it

that's a curated pipeline -- we more rate. hats behind think team more that meaning a really I think to I off had the a conversion That lot just to my substance higher leads it. generally

for know also from And what just We shopping of pricing. are the just faster away also stay market's fees to when sort we're seeing a close rate.

in it you it's that's this add So, generally shifted days, if Steve team. for want business. to XX -- so a a is tremendous really close really And it to as which thing us rate a XX-day was down positive to

Will. great That's Yes. Thanks.

year for was it's has on just to and there velocity the Will the XX%. as was XXXX of around a mute. right on business job last said group. deals I just And focusing Sorry team those the the the created increasing we're deals. closing output also a fabulous XX% -- now from and tremendous we said And it's Like XX%. eked up at done Will

very proud team So, the of done. has what

had March promotion say factored let's because your close and if there's place to sophistication to February? Or as turn is same didn't conferences in on know, these launches? is February really and towards want rate to would in as help January got and higher or this Or product trended – you detail, rate and but provide product your you sales canceled be January the accelerate of product and COVID had digital it with XX%? helping? providers take to manufacturers and if more as much channels to did way broader still close if was So I COVID above look really this the investments or don't the and it at a offering? Meaning

Steve?

start Yes. by think is February, and But we're before on is in I well. a it done can in the already COVID January March execution. out. see my that, job we an a great and to But think good don't sense rate off execution, a due blend Ryan. to focus it's team probably that of close focusing on and really has uptick We out month break really I broke as the did incredible

what correlated cycle. is that sales more COVID think the be I see we with

sales seeing XX to we're even So days, that's instead customers days Will do really XX north And dynamics get doing of our of market the can and programs, or right efficient them year's help try in to XXX which out communication and they're out we're was supporting. around last days get is best get and the help a they cycle anxious of meaningful which I being to an think average as little correlated HCPs that sort to so said. and way, live of And excellent. launch their there programs

approvals for first inflection invested potentially get and of there they to this drug to you get are And a see your of point as digital marketing, the off. final question, even the a because product Is R&D potential FDA from an entire accelerates if they've Is C-suite level category a need kind Or becoming to a brand out as And for way manager-specific I'll an that? time will to C-level brand elevated that kind market? to of lot Sure. their the this drugs hop need going in? pharmaceutical manager? of organization to issue a

You Will? want Yeah. to that me hit

become now their much outwardly pretty to prominent a one orient outreach the pivot Digital last as have the are to at more have I on Several focus pulled which seen more floor. entirely. they large inside of XX Yeah. That has provident. the right brands your Chief relying seen almost reps a around months person business on digital announced is the of of seat have table to that sales organizations mean, point Okay. the manufacturers now Pharmaceutical HCPs Officers, we've you over pharmaceutical really would most Ryan the where news. off communication in all

universally those digital But is you and times. But right that sales strategy. a want down correct it opposed it be of done research that. enable as HCPs there their do now, push is the wants lots and and strategy to reliable of and how do and of pull reps And the being they patient. to to strategy HCP information market ways appropriate finding No that's they're so timely with for there at inappropriate bombarded out incorrect become again, from digitally all all it. Demonstrates And manufacturers information hear comes does want how core to a to virtually.

So more it's within a net-net, much role organizations. these prominent becoming

color. Thank you Okay. the And safe stay all for guys, Thanks.

Thanks, Ryan.

question next Please from Lake Eric with our And go Street. comes ahead. Martinuzzi

you ties back side. in saw anything question. you sequential And it the just know, seasonal QX. to that an revenue one of anything Is lead but on wondering, you that? framed down quarter. here IDF I'm earlier – Thanks. month I'm I QX. QX to see the QX. greater growth My Congrats QX question have of normal was And if than kind to month And that question the there the seasonality, completed here believe with your pattern just being that do has one on we in there would in around do disrupting

seasonality the next quarters. now, year said the couple yeah be We least for We of Eric. at don't as – consistent right we that, should through

the with. to in insertion guess you're order But is are win I brands then they what in Okay. them? that for. smaller front And wanted of with don't size, the they of having know heck's pattern are reloading you're talk a in come that, they an with back of deals with more the similar that coming about, rates good process, maybe RFP competing by size? Or mean, the or it I that of come And you're because they that I larger deals business on in that an more reloading working kind

you do Steve, that? want to Yes. cover

seeing much so rate higher investments Eric. between which answer has last been either coming renewal both from the is good. seeing largely they're think proven The later periods, year made, Sure. that back customers earlier by We're being return this out on or investment I year initial more

piece also ACV more they're willing So well. dollars focus of And discussed with seeing. is think to I a the volume as key on sort that up the value we're spend yields of we've as and some enterprise

because It and I to expense those of flow give existing shorter deal sound flow off million like about me. to to some off say paid and obviously of cash to substantial a there? A customers selling you're other I that a want prepaid pretty Doug statement. $X.X cycles. color for us is deals this just good I expenses it's Okay. another Can the you existing bigger and cash a customers statement. assets. the and all sounds question have

of year year. even That Sure. come should over one some our prepaid kind the a payment and channel our back was course the of costs to that us the of to out partners. to It's related of for

about here. Okay. you then flow getting cash And talked to is next obviously -- positive about my question

have assuming, I'm coming thing don't So kind of us quarter? this we at every

coming the faint. over little in be That the second year a you're not quarter. back whole Sorry, of should the all course

Okay.

answers. taking question. my got I've luck. think Thanks I for the Good

Eric. Thanks,

And Please Silverman from mute you function? AWM comes with question our ahead. Can push Investments. next your go Alex

different. Sorry I My guys. the question Eric's missed a a of lines Congratulations Pardon on though little along great quarter bit is slightly that. me.

about As your are off? down, their clients budget aggressively force How around? dollars spending this they are onetime topping digital they are moving they where sales and they locked in think budget budgets about this? expanding period Are is their Are thinking budget?

it's bag. engagement. disrupted ranked of be be be to Alex, voice. hear by disrupted sure They're you lot them. first It's that deal and not a impact by mixed those a your all and going good it can little But things And of handling could that differently. we to a revenue with

So others and is. just And channel We're in weren't it they're for from it shifting strategy we're seeing now where dollars. come of keep seeing this or right thinking some seeing increasing brands new now reassessing. this that maybe we're then

ahead. So you go want bag. to Steve it's add if mix a

No.

seen really headcount from from Will. our liaisons there significant not benched What We've science summed we well dollars I described seen on Alex the layoff engagements. into haven't we or sales up manufacturers. it as think earlier, digital you in them pivoting medical but the marketplace yet,

it represents So in growth spend.

Thank of again. have questions my and answered. very rest much. Great. Thanks The it. you all been Got asked

Thanks a lot.

I'd session. over At this to our to sir. turn time, call now this like Please back the Mr. ahead concludes Febbo. go question-and-answer

if Thank our of sustainable can for you. to hope I strategic the our generate discussion from shareholders of strong and that's lots today, Well because value potential you take for just away one advantage. thing ability of growth understanding our

hope that can corporate truly from makes people's which culture unique beyond. created in I something see we've numbers the beyond physicians difference And lives you a and valuable, and to dedicated to a patients

are can digital and an heard as given guidance company this patients public for I and everything give don't current internal environment, we especially feel our we optimistic like our and goals for XXXX you've and early-stage We given providers clients. but see, with in heightened what for will the need communication very exceed

feel to I any upcoming look out our always, investors reach BofA, to and speaking in virtual June. with with forward Blair and May RBC as questions concerns. directly the free or with in William But conferences

we'll actually all the I you and again. well to that, up stay I care. and forward healthy look seeing and wrap Now with Take you hope call,

to important today's includes we before would call, cautions conclude statement call. I harbor regarding safe statements during And that the company's provide made today's like forward-looking

The in forward-looking statements decision. make similar Act XXE expect, of management amended Act forward-looking statements XXXX Section as seeking may to the Statements amended. made. statements within during statements anticipate expressions identify forward-looking date definition of of at should the estimate, investment speak any call possible XXXX used as as only Securities to by made and contain were not Securities today's and These the the Section that XXA they words be and

statements profitability, technology, growth of penetration, the and size, include investments total Such cash need growth, opportunities, estimation market forward-looking market operating expenses, acquisitions, margin, addressable upcoming flow, additional regarding statements to raise announcements, revenue growth in the capital. call

to They of no statements or for digital company adoption the year company's whether because include management's future expectations otherwise. forward-looking and revise new the of The also information, obligation health any the events platform. of update undertakes or rest the publicly

from be differ results could to subject inherently forth materially uncertainties, statements. in, of quantified. are Future and risks predicted statements actual cannot set and or events some forward-looking contemplated those Forward-looking further underlying by or which

risks forward-looking to and could affect uncertainties, limited XX the in to statements the material uncertainties and at form subject website included annual is fiscal XX-K are The regulation, the of statements which and forward-looking to but and are This are results competition are for on website available subject Risks risks. which SEC effect financial government December company's other on and the ended the XXXX. include report business not Form sec.gov. year company's to on

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

for joining This concludes us today. Thank you today's call.

may disconnect. now You