OptimizeRx (OPRX) 9 Nov 202020 Q3 Earnings call transcript

Good afternoon, and thank you for joining us today to discuss OptimizeRx Corporation's Third Quarter ended September 30, 2020. With us today are the Company's Chief Executive Officer, William Febbo; Company President, Miriam Paramore; Chief Financial Officer, Doug Baker; and Chief Commercial Officer, Stephen Silvestro.

Following management's remarks today, we'll open the call to questions. And before we conclude the call today, 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 and will be made available for telephone replay via instructions in today's press release in the Investors section of the company's website.

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

and and in Sarah, on team healthy, to as today. us care everyone. we adherence as as the started digital The health all to professionals do focused a many patients. is opportunities OPRX science our Thanks, I at afternoon, the environment clients, call bravery. it conference good life their business Thanks scale I'll grateful have the this very for platform focused very again. for health for on and commitment Thank doctors, our affordability much. thanking previous and call say and joining you

health visits up, instrumental optimized cases, the had doctors again fortunate care [indiscernible] in consider With ourselves our communication the of we and an providers. going be increase patients. pandemic to very We putting DR industry, are between during conduit on big burden

support are as focused return with XXX% strong growth delivering all delivering are value growth, results revenue for We of XX%. stakeholders. rate on year-to-date to non-GAAP proud well announce as our we this quarter-over-quarter income. we with accelerated statement a very to We To our

have born mobile more was for select which on still business patients multiple at we never every discussed within is driver a clients we the demand year, partners last Innovation Lab, We our pipeline with have we secured where check-in fine been growth delivered the doctors In We market to reach out engagement additional to at to channels. the retail check our in expanded strategy has $XXX patient appointment when short, network patients. build past. finished solutions Our and drive of our we what continue for of tuned and RFP it the effective is new solutions collaborate as with more we're than this not greater. almost currently time out million, as well out time Xx and as season. setting, We

highly its company in a We all continue situated middle build of the to impactful stakeholders.

journey. early We our in are

Our opportunity now, with scale. continues a and that's to to grow impressive little team very headwind and aligned we rates technology have at

industry helps it all are platform for, improve doctors, that to communication we and way. patients an health affordable and digital do is what Our in a transparent way in

for call Now, go our more CFO, the I'll before discuss walk like Baker, the through Then we to quarter. turn Doug all for in outlook who of over I again, to to XXXX. team, financial we'll the return any call year I'd today Doug? questions. address further, Steve Miriam us once details on will third how about to our and rest the business the the help winning your Then have are full of executive and

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

XX-Q filed short and is sec.gov. the that at a also of ago, time copy available our a We with SEC

quarter quarter. the year million, compared year record was a for with Gross was up our As ago the ago. will about a million, revenue mentioned, of that $X $XX.X double profit XXX%

this this a year declined year-ago, versus from was for quarter XX.X% of XXXX the year. higher-class year. percentage the result for to of decline to -- a a mix primarily our of margin in first last messaging this channels The product gross mix Our its third XX.X% margins to but of heavier similarly quarters

of margin quarter. higher gross achieve for based year the to XX% expect or on fourth a calendar We strong

of largely with QX, first XXXX. quarter second virtually third decrease policy. in as from from we're same in as other this same related travel as quarter of quarter the stay-at-home given reduction and quarter $X.X expenses the compared Our the this increased the reflects of year the the of $X.X to operating The well the expenses decrease million The in XXXX, million year.

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

product to our the gave to nimble be and discuss ability investment the Our us the income increase Non-GAAP going and straight items of call. quickly some non-GAAP that teams This third $X.X further later was is quarter. net in our -- to in in expect marketing the income Will income operational million the second we to was net of quarter. and fourth in quarter respond

Our our basically earn-out operationally cash $XX quarter. the This equivalents but totaled breakeven XX. cash million decrease related down June balance sheet resulted and acquisition, Cash to for flow RMDY strong. payment on in remains million, from were $XX.X we the

our are very of because customer high receivables quality base. Our

While constant. they and strong pay And payment customers our growth terms, to customer because relatively sales revenue and continue predictably. day are of our increasing outstanding our regularly remains

positive generate cash this to from fourth flow expect We the year. quarter operations in of

the remediated Will. of were back financial December our over I'd material of not future This XXXX. that or weaknesses to capital needing foreseeable raise I anticipate call the We Will? plans. additional to considered for in we opportunity want XX, as results. wraps fund discussion debt growth up this our have do and out take operating have the either internal to that operate like to to over our our control to also continued point purposes turn to free

in cash communication, the focused they're Thanks, partner growth support quarter growth doctors to clients, annual three half to for to [ph] all growth network We affordability cylinders year-over-year operationally. all OptimizeRx: Doug. were positive continue adherence. that, digital Even start We therapeutic digitally the a drivers. main prior along strong pandemic, the we non-GAAP rate at growth areas. we assured, drivers year the see the of rest speak delivering on growth rate top our second disruption our around our to solutions. tailwind of year. I'll firing On a of flow which income with no great on and three patients But the and health benefits and and current last XXX%. of shortly What awareness, that in feeling enabled

deals multiple investment sell build revenue This We've the deals. highly engagement is exceedingly referrals, enterprise return We enter our more spoken renewable, more XXXX. by or all pathway as going strong within two is tactical seeing which for levels. internal to We're and pipeline let's Land-and-expand we which a on as agreements XXXX. This First, time also we of with involves to an anticipate many traction seeing these our terrific a about enterprise total for on and increased clients. define solutions additional strategy. with well talk enterprise engagements Enterprise annualized for given driven for are $XX clients. some on now. brand. We're of million allow

engaged the in business. an in how XX with a Given brands It much We'll only is and to and clear that XXXX. added additional we to of over we XXXX, deals we six are hundred brands. within expect see a are XXXX, larger in early at enterprise grow building terms continue

that is at million. Our XX% last close pipeline double We between XX%. sitting currently be still to $XXX year, of to tracking over a rate anticipate of

terrific. 'XX So looking are prospects for

and dependent TelaRep, we single our longer client interest base our patient like Our new in are Hub have clients solutions enrollment, upon peers, revenue and for shown a solution no our they're generating innovator growth. within all an engagement, among

of multi can we In no from growth activities. solution fact, year do we delivery. to Most for multi-modal see our is do shift organic who and our what little given competition or coming the

XXXX. budget a see and of come visits our leaning have we ahead the we flu QX, around seasons are of strategy, as in finish in through into see markets. we we set year-to-date for were clients challenged on As downward to to winter their internal country our months, the but pharma our point-of-care in many hotspots of to peak pressure critical marketing we exceed expect Office to expect less earlier far which piece continue visits our the goals

doctors use home regarding impact several their on will from the However, our patients alongside. EHRs telehealth with still business, treat solutions to the

closing than not according online U.S medications, important XX% use providers of fact, health XX% that devices omnivores a elective. U.S digital professionally. care essential we connected nearly of more manage and to focus to It's recent remember wellness. health study three pharma, gap In in on or digital more And using on consumers to an channel are McKinsey also

see So in drop to in anticipate we QX, one do did nor a material in QX, e-prescribing similar we not QX.

to to be Medical We also of terms complexities that in Most designed and are and disrupted advising boards some clients as have substantial tailwinds back due believe disruption. new liaisons virtual. and client continue or conferences, our the part prevent to strategy we have proceed to of launches. This our with base. around of gone any costs have strong decided live the is overall preparation medical

mission care, delivers seeing an So increase recent disruptions we Due for point-of-care, pandemic essential delivering demand critical course at tools the and digital we're rapid that expect to of digital will medications. the to in information drive of by delivery doctors patients. of adoption to related communication more this

Higi, to to They used in data. stations people a some macro us nationwide, doctors Higi of these have over In date. essential health with and million one to station. and have the biometric we favor, measure patients. act to for platform And Of expect trends partners, patients. our For new highly targeted that consumers connect empowers screenings note, engagement health reach on we XXX most millions their enable we which integrated XX,XXX seven terrific in track our clients QX, digitally strategy had to a

affordability beginning or We to expansion as enable are into This helping at the adherence. another our a care focused lower on a point-of-dispense cost. is of them deliver channel retail and

network, makes provide patient the at scheduling to visit. a time. patients to affordability network. to for partner setting We the our and help engagement care also search At a tools, platform, online partner and This access we connected also Then into is care. it and with the ever Epion's after end, which which prior office the Athenahealth partnered provider Health, in right right enable easier Epion find than a new patients the is access

partnerships reach we timely maximizing are Both their greater thrilled we're journey, to are reach as patients the in digitally these ways looking to cloud-based for So care new very community. care. access that of to

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

that doctors benefit for has us, better use their it are For patients. can to essential that care increasing the tools our attention the on channel implied partners

The health entire The technology in world. -- and team use we our simultaneously third Every enhancements to of evolve tools technology world-class. we engineering new technology plug architect the plug and of to into the to as day our build digital technology state is client platform products driver -- growth is OPRX solutions. techniques

OPRX. unlock will We the potential revenue for

of is script mentality. flip result our newest TelaRep a to breakthrough product Our

conversation the We the and with workflow. their providers initiate between their reps allowing have pharma uberised providers [ph] the the within from communication rep by on to timeline

the In addition are above, innovative. truly we to

We products in have launched fully driven patient chatbots, the products not engagement embedded prototypes. AI market, functional and that just are these have

iterate information, that, and i.e., offers, new AI lab. alone, become demonstrated digitally revenues. liquid, will have then This continuously we into in Beyond intake and machine-readable things driven to can consumed. convert machine and static us our incubate that This consume the pharma learning be further parse we year allow unlocking that and and ability can use to content data so have PDF to innovation capability translate it

financial seeing to demand as messaging the not an we only but core enter final our As also solution XXXX. messaging therapeutic brand and increase support for we're scale, quarter continue in of messaging,

patients as surfaced the and for again and continue. is a we major our cost levels, we also integration for finalized expect quarter, to problem In patient these plan go-forward unemployment engagement. third the trends Given

around on the money time to we less travel, science have great on our clients life spend technology down payers. and Given as this decided for we [indiscernible]. have the and XXXX We finalized commercial two plans acquired and approach solution double difficulties companies

drive over allow with And will Our to It line time. to growth lastly, solution patient recurring it revenue. within client improve access scale top the gross will engagement for enable additional margin base. budgets will more

about I sustainable, advantage, Lastly, we complete relevance strong, we'll and XXXX, we competitive encouraged We to get progress, after by OptimizeRx talk very will the a has how and on scale more then are to want Q&A. this potential but report

information We technology, a health health doctors, of that patients, brings digital platform together and manufacturers. very have a connecting fragmented market

our a their lives have and pain fits we to points We that stay touches ability include healthy. to the in medications and in experienced, all which awareness, the all care have health into stakeholders daily to on affordability, adherence connect way

e-prescribe our We frequent systems. the leading is and Today, for over platform are of of very ROI impressive built where meaningful the prescribing XX% EHRs years into the well with market by over most clients. integrating measurable happens. our positioned to exclusivity of physician We've we some bring measure the that ambulatory reach reach

work of from XX%. client the in by as are brands top with we We entrenched XX the interest with base our remaining deeply increased revenue XX%

leverage market of that at when revenue actionable technologies and tremendous power of digital value live we the digital half spent, to client needed conferences of our If are effective, VIVA have is and for one to a we best-in-class reps health expectations care the tools clear workflow. We and increase growth. you to strive just their sit communications continues the We Today, The squarely model. recall, enable technology, efficient all enterprise the gained by we be personal natives. is and to for technology dramatic XX% in than digital multi-billions, enable with. with HCPs timely addressable continued digital the With expectation data clients sales and greater be our the We outcomes of everyone better their QX, demand health mobile, one from lives the to XX%, every connectivity patients. so scalable a we our there's work Accordingly, time is health to quarter. interaction. in care recent in secure in in from markets were shifting trust in fastest more study communication recurring position providers a nearly our age, more is further that digital the have a XXXX, supporting where [ph], digital the measurable. for a industry emerging at traditional our for of With level quarter, the digital client and will segments experience growing shift care communications. by of absolutely shift for point-of-care is Their in of of through now transparent is their marketing towards XX, we end social expand an make and U.S. age under and platform support transitioning in protect business

can the when working are patient health together doctor issues, So and impactful. there solve be when to the we

We'll open up for question we'd Instructions] with and questions. Now like our it Riley with that, Andrew to the from first Sarah? ahead D'Silva go take B. [Operator Securities.

just the been or the now? taken say, on And the of seeing benefit year-over-year right of more taking year-to-date. revenue can you've pandemic whole. in you then my questions enterprise the place believe really where and of Good the discuss was a to or very do similar, and you business, you of side you if To afternoon. for hadn't growth you Thank growth? brands? related consider the with start, traction kind majority much pandemic place think Is are as it new the Do progress the on these congrats experienced that we would initiatives XXXX as fairly already have much with that were existing

Then I'll pass going other the Steve. I'm take Great. to the over first to one.

QX. consistent move at not was were knowledge to this in What focus Really change, it really pivots. year. frankly, the to Pharma of the disrupted. a into we wouldn't internal referrals, see reposition looking QX how been at people when comes said a have think in is really does what it's with content pretty market quickly we content, seen how and the to lot from we all assessing when they're in revenue I and top more time down leverage looking more the the

buy not because will QX, be a specifically anticipate, we has with into XXXX, just but up increase. deeper QX, see excess there budget. year-to-date, clients don't It's might touch to that, influenced than I would say just a does. that gotten up has it you pandemic want Steve, enterprise? normal big more points. we talk for But So greater to the the to

Yes, Hi, the happy thanks question. Andy, to. for

clients new coming existing the in mean, of Regarding is solution. and more client for table just bringing more and seeing with sort I to can enterprise and subsequently solutions has of than which patients. existing one deals, implement HTPs -- blend both and work new of we're base, use what to into dialogue back that The communication come this asked with tremendous has the with additional been drive to wonderful they a

very that seen up we've scale nicely. So

job team And Our expanding. the those and point-of-care accounts of wonderful you really a see has into done that in penetrating can financials.

the come On one X are new in engagement, Andy, investment, on of the do coming is so that been We'll will years to the fortunate on we're as nascent to to the a year-to-date impact, enough come very to new that so the something return see mentioned seen clients the in within seeing and quickly that measure and say, do year pick new come clients what measure to beginning new far, several perform table, as enterprise that and/or make and maybe decision typically then we've on they XX return number far, programs scale initial investment side, the and at you level. two -- in, the scale. of X-month solutions. the XX, the We've in brands will programs

I the question. Hopefully that that we're think across the answers the seeing that's So trend board.

how my million. December, or Very, were end typically the much of $XX question late idea just the very year cadence typically you give pipeline of the last does it of Thank you remember I last what into us you. then can an maybe looks beyond? helpful. year grow And like. RFPs over the About in

from you million think that million where $XXX get $XXX backlog could be you or So it to you close effectively reasonable to to doubling continue pipeline? if to would are,

to want take you Do me that?

it. for yes, Well, go

Yes.

acceleration we're what mean, seeing now of I Andy. just reasonable, interest. that's an think I is

in clients we're from referral is, thing that heard And see. a real the spoke is Will script the wonderful acceleration business and is mention getting today. you in we the existing pipeline. The just it again driving earlier So to that

So $XXX this in, [indiscernible] we of to we're $XXX right knows, everyone $XXX and RFP -- we mark, are probably as million the middle closer by the well mark the RFPs are time. over anticipate December being in coming still million, million season.

And written it's more still positive, They're for there the the there to distinction like So you see. for very folks getting. information, a familiar. they're us, two, and as a call, quality seems nice we're are being many It thing RFPs. of both to trending early about is RFIs, which that and way quantity certainly requests that is the not between but RFPs we're the much feel

happy That's to very very you guys. questions the you and up it on -- hear. I'm incredible for for it. much you catch Thank I'll taking catch

Andy. Thanks,

Thanks, Andy.

question next with from our Blair. Ryan take We'll William Daniels

to on simply that? your ability for to try hoping lot of far. discuss guess. for thoughts not thanks vaccine But noise of from utilization pharma to you I'm to digital to all the of are the that potential of what so at the consumers conferences kind of curious marketing maybe strategically, and forefront your dollars, organization taking I Thanks for that engage out Yeah. for there the question any drive more Will, obviously, and importantly, and even I'm the information vaccine, positive today keeping but return the ability a to news get on us, all the Thanks. can

month things loved that sigh it's Yes. that it's this the the that think We needed, still market process I with to we back that to network of -- the of way portion to it's the we and very to X large have in clearly Thanks, of for obviously, we not that a Ryan. communication correct putting patients. it out in to for XX help Yes, It's know out getting lot in market. and field collective clearly still get the think still I people, a if right, aside, all that's as do want. -- relief, HCPs the But there are we normalcy. hear the

generally would this -- our happened if new communication. and material each we year, place, that help are our with on solution network we've internal without facilitate I think the on any I providers. to what's anything, just referral you our business, meetings in relied this client off, seen, side, see that used of other. on clients can first change conferences be Also using say And that they meet if So really don't to

sense pretty that So I peer-to-peer frankly, of to kind network, power And great. think leave it's the of of it. was people referral once this hard a get

I to to think revert also going aren't using doctors methods. different

pharma person with as think That's even to there. be you well a is leverage But the rethought add view. my situated I your the Steve, a we're feel don't color why the by I way to technology. your going just to rep more And clients? going and both like -- in frontline forward

with contemplating and take And I identify where that correct to. than at right, overweight, Sure. going about diabetic, look those the patients we They're then identifying And they're this distribute in uptake things like. it's going Happy are. the that, to in COVID-XX say, physicians about that when They're the hearing treating to right? Ryan, always and of prioritization different then HCPs a news any vaccine won't look the mean, happens, would I it, is accordingly. that might at patient hey, treating They curve think, those communicate at launch contemplate what and identifying are we've all are be at-risk co-morbidities studies the and that been risk. They'll going population, look population co-morbid drug ways that to that population to populations. the will be the patients media. find any

excited I So even mitigate about it's while think It's definitely because tremendous. I it, want excitement, celebrate, data a don't for we the sure. to are

the that And be messaging positioned those strategically Pfizer that'll will those fray are help able a be the well received businesses about those and are therapy. where to risk, plans and think where actually It execution, those help certainly in patients, very part of critical of a are able to to pockets out like. terms what frankly, launch validate population will and identify into business tactical physicians and has the be look physicians of identify then solution. a other patients part to anyone get I patient be provide Pfizer's things trying of as and we at critical to to step the subsequently and to

pretty though. about good So that feeling actually,

a constraints you regards you that's typically actually number Okay. distribute those two, buy of increase of year as more have on there it, one. leftover QX, one know to conferences quarter? want brands see that? could always do track you of capacity spend you to partner up you Thank Then I marketing where a in is something how in I dollars Very within year se I'm then And some come what with of a certain you can external there's marketing you. Number If limit digital other to helpful you an curious, with because campaigns, that firms. they color. to dollars. lack due spend any leftover higher and Will, mentioned to can be per this probably lot And think and large promotional materials areas.

second first. is, we're So, There certainly question it. far from but

we're of call by encouraged just we it's But a real too years early we're as or because inside but that’s in even be sort So say therapeutic Lots time November. could I'm the in in particular everybody going be seeing. next an would signal out not year it capacity. what of some And early bottleneck that at all. of we're it's that There did areas, the to issue and to well. to want so

us the really a terrific it actually We capacity to have get execute and help year. deliver

expect press back Should latter to but a XX% take as get one or to profit That's year-over-year, the get we know in just that by the then full pretty level year. enormous for Okay. XX% release. about the gross for the a jump the would And year? housekeeping be the quarterly fourth XX% you helpful. Because thinking issue, product little for you bit XX% just due Thanks. year-end, to I were to from the quarter quick XX% to down mix, the said them level? margins

just Yes, would XX% that be QX. for

pretty gross want call well, a it'd if think focused fix, fix even to be we gross will you our We patient margin in because for just is of XX%, impressive that But really margin, issue. product scales, peers. we've the that a number a it's engagement slightly And next over So at that year. to got certainly -- it under -- as that are on we're mix great improve time. long-term terms

just Yes. get that want from to because I sure clarity wasn’t release. the

Yes.

you very thank quarter. congrats so and So much. strong Thanks the on

Ryan. Thanks,

question [Operator Capital. We'll Instructions] go Richard with Baldry take ROTH and our ahead next from

keeping and very Thanks. typical talk maybe it could a dollars then of bookings out in on be revenue next and a translated very, directly of between sequentially disconnects be level we that should bit for you're so about million that quarters at for the in RFPs Against maybe that a If we a that strong. also imply two XXXX, and pretty last little at year actual you maybe of expect to as revenues, slower lay -- something be what and that by your sequential should much bookings cadence what bookings there last very XX% sort revenues mind just we your would upwards implied and high into in math growth. sort be -- missing XXX% anything what started the careful Is need I look could any is that about? to million, about, backdrop, could using $XX talking as as $XX to comparison, of

Sure. Hey, Rich.

that's back year ready as the can we you pharma just the year was QX, -- that it to We're handicap look being towards usually did first year edging when business next pipeline, but we we rate, because in to of generally seasonality though see XXXX, with heading. close said year, XX%. half is we'll years, think our it's types growth for how just repositioning works. first trumps report as really the enterprise We half. XX%. we is when how the there to That not second look seasonality both the channel in different last early we plus a I if of at to do sort shared of talk with at see expect engagement that, seasonality past So the to because partners. will consistent relationships we be well as different are And we think little smoother through patient bit XX% where

to expect because not to not year, ready but will smooth works. pipeline. out, by a not next are we sort that to And win done just go but we're for to XX% with that how the give And it where we it will of Steve the So yet. and very expect percentage be rhythm think below encouraged as we of we pharma seasonality do said, there's

So very, very positive.

of a the the different the in that customers with that RFPs brands view some more around potential more And have more past is similar those increase newer or a Okay. targeted. be against frame in rates or, understand used likely to RFPs versus Is maybe start seem how be because there much challenging. customer about and even for think existing they're seeming close it the way it backdrop to be from that one proposition of they within simpler like a value who might to might would

you next review We that's anything be don't get they I still would odd, you. it though or even It's they be say that But, the but will questions. to why excellent big know, slightly ALL from internal the an seem growth faster, expect continue cycle that? internal no test seen I do -- bigger. would into you Steve, this disruption chunk existing do. -- want is there So get add the year. to did might test this referral, to right? expect clients, of Yes, and referrals, A we've to

Yes.

I -- think to of And being think of to for to in do, what of be indicative I do. which RFPs to still able written seeing of Rich, of they're we is sort nature what awareness better previously, good success. coming of we're of more we a do with that the I inclusive of the the us for nature them it's [indiscernible] think to being us, speak said because early, though for as us I it.

to said, pipeline come. RFPs feeling But that more about the to fairly in, optimistic So think as on still I I'm it's I and coming we come and about the as more proceed.

it's There a Then informed to out more very credit there from discussion would your driven confusion, what maybe less smaller IPOed, sort whose business recently was are two or better Thanks. driven. a about some DSOs things. analysts that think DSOs maybe consumer versus way call card of I very

You one-on-one aging be quickly pharma versus DSOs of talking very on your business? about enterprise quality companies, may an your for consumer a the with just normal

one? that Doug, want you to do take

Sure.

to agency. there's guess pharma sell I goes both We through it. direct sometimes an and it to two So parts

the companies if which much days. So earlier XX want, pretty pharma dictate just you usually but can get paid terms, to discount. it are And you involves payment XX substantial

XX% things days, up paid So get annualized XX in can interest but XX% you to rates.

So second we accept we don't the agencies. then the because basically their And just with part terms need cash.

wait agencies to paid they So pay until by pharma. us get

bit. little kind it's of compounds that So a

of revenue at end quarter we over days of -- our years. usually the relatively been the and one quarter, on in have average it's So consistent the that's receivable

really have how we of like old a but just number a operates. receivables, may based it lot It's don't. So on consistent look we pharma

connotation There's I back, back obviously on we you're was -- to but a I the running Sage turning the on companies QuickBooks, know small. think the wrong. some in That's that while talking were acquired, business pretty office you're system they're running that. you've about And your which operation,

getting Thanks. how your offices about the You of well feel of them sort systems. about talk back integrating you to onto those

Sure. Sure.

so So kind one else, QuickBooks AICPA, take by in just We we Intacct, using use vendors small, large acquisition, doing number by but they're and customers relatively you're something of or software usually use is we the them then immediately our right. are they're integrate We it's them companies. And rated system, their used Sage load seamless. and because when we do and them. do into cloud which

on the good Right. pipeline and Congrats impressive luck. RFP

Thanks, Rich.

take Lake will We Martinuzzi our Eric with question Street. next from

us the to back Innovation little of about anticipating this going is days? on Yes. [indiscernible] focus efforts Is there but I XXXX and pull tell impact, I'm assume Innovation bit, where's kind these to can a in Labs Labs. the the of anything you take more a of

one? grab to want that you Miriam,

We're in to partner Sure. working TelaRep. Innovation roll Lab the Hey, our with Eric. out

brand that's So product. new a we're good a -- there we've pipeline and got

If you ago didn't remember that months X even exist.

pretty and getting it quickly. and gives something it actually us -- an deployed and of in-market quickly purchased purchased building So example pretty

on activity will see think to jump we expect some So will, then others and if you with TelaRep, lab output, that innovation TelaRep. in

our to call beyond then So of And at about call. year again, we that I uptick moving enrollment mid next good functionality. hub actual we'll maybe that getting and expect revenue that's see good some think data we of recognize has next we've is a new from step or that more focus mentioned, got, there. pretty working on The year. the terms TelaRep product We're also pretty like the in that pipeline for this that top really

sciences points So buried the EHR -- of a the a I of have smart in the workflow. it to smart kind ability call the button, essentially button within appropriate but life lot and

can, at advantage physicians So on time will workflow. at own experience their their anything we own uberise out the their be that EHR schedule of the from

We see this like more coming Lab, from that expect the Innovation things to year.

as should onto -- pipeline, the similar is on remedy one far we had it. of then of our has SaaS peak element because -- related a our is XXX, way dependent than translates the that if look Will Are still the And XX%, Steve, of acquisitions, pipeline, of insertion bigger looking mix mix we more the as IO, a we here, an pipeline? as certainly down be potentially far this the kind on at ago, as revenue that could your being or of -- this as you the and a is we about through season, at SaaS some it relatively acquisitions win the the element or make year end curious, or for thinking there long be much Okay. I'm XX%-ish we of as maybe rate but which to kind here, drill

want of shift also think see and model can't be dictate in nice prepared around we'll a Yes, with parts we're to my I pharma competitors remarks, SaaS, combined the which message recurring to this patient in it see XXXX the set We of to particular of benefits revenue percentage suite see in as connected they solution to to enterprise. -- how with but the engagement have, a way starting of starting this type to delivered that many there designed, aren't point we earlier efficiently. higher

And we that team do with the your is from most on start the to companies, really how as we with. the best have the to so I client, and place and understand should substantial it which about more positioned in contribution have focus, in feeling piece. yes, good see question, the said to science And we it's particular, life traction

Doug, we're in Anything far here, need OpEx the we QX QX then, out side, as to And versus Okay. consistent expenses? on QX. as seasonal pretty for look

pretty No, up not but we'll consistent, really. say not I'd in anything significant. maybe be slightly QX,

Thanks Got and quarter. congrats it. on the

Eric. Thanks,

We question with our next will Goldberg GX. take from Josh

Hey here shown if is. leaned continued first and kind just guys. post-COVID can I have your is of curious success. guess, guys have questions. two in And Thanks. Great how numbers product really you have I’m I of story, you for then and sticky really penetration been health sort this years And newer these have you've of this are I products this for pie people care to many follow-up. key just advertising of part preparing many a how your companies? of as who for obviously

-- Steve I forget start But and Hey can fill if and Josh. I in, Sure. something.

in the came business already the had had yes, financial At with when of one on digitized you've So was solution, what to like versus delivering mention CoverMyMeds been aspects, Freesia that pharma gotten lots not the EHRs and many time just and Teladoc ago, EMR, to an X I The messaging. We've explain and years Livongo probably been others. EHR, peers have the our to working has value EHR other in confusion. the they -- educated. of an [ph], market space that

the to here education years. And we've will relevance little actual becoming the is So of the said before, of a market adoption really going it as But transpired which accelerate saw come great. what's the point-of-care is that while channel adoption a takes coming, of we certainly strategic. it's tremendous space, faster, pandemic

plus are, we us think a you enterprise, And add anything if I'm want to need among for work that? at clients up of where but proud if lot we of you within about those you delivering sets that conversations point. need get think it six I that going enterprise level. and securing next is for Steve, the were a to team most year, you I say, we've those is, to because talked Now tactical what XX for other tactical some to about this year the the

on Steve. just ahead, go So yes, that -- oh,

the previously. done It's just side the it's VIVA brought add nail the with Will, XX, one are of deliberately, to this I script might've the being No, HCP and companies to just consumer And they -- not and head, consume And on cited the hit said. read, McKinsey not what [ph] you on that's of coming shift. initial the you I because people's mentioned digitization willingness the Will, over seeing things think in a Josh, demographic we research think, OptimizeRx, last that that digitally change since its many And you XX tools table. out. it months seeing to study and, the the in and seeing of maybe tools digital we the both are definitely

I primed over we [indiscernible]. think last work as our to has I the to a advantage that us preparation where X years as X a through and point gotten we of a take that said, but got to company just are

that have you if so it, what you annualized could that to kind the that the could close way on going booked, right into and Is else you is at Do the million $XX just is close everything of pipeline look what so of be, million there? you top of $XX revenue kind then -- you it. the unclear, from year

million renewable would No, year the is it be include offer. included. $XX -- business. Yes, will any includes of pipeline enterprise it This

know just new, -- I but contract? not an their Okay. And enterprise often it's renewed how has

bigger. -- Well, certainly 'XX, perfect had I'd and rate joking we a probably client that we back is we've got say one side, because in had

sort referral it in work to into hard once and my profile now, [ph] we'll to of you they internal and others is really it, And five connecting QX, we us We opinion. try because closed after method the of what have give way other up your then they talk solutions it's terrific enterprise. is because these the try this start

our on be more sticky, So spectacular. goes last would thing up, goes could Which but it add enterprise of And recurring. enterprises, the all our more that's enterprise just right. actually down, considerably it have deals existing ROIs ACB that I been -- makes number the the

certainly going the of that helps end into the So you year.

you're you in comfortable this any your stronger, is be going for versus look what build to going me. you that, sheet platform forward, still for amount. grew have cash additional you feel quarter, of series small be sort investors mean, buy two, you feel think a you Do year products acquisitions. should would like your Thanks. -- need need the financing there but has of -- no one sale? at you is last or feel to where or for gotten need any to that Do next to still obviously there as like I you the get that sort balance Do you

we're the the looking, very a mean that and Sure, the Josh. I got we to solution as believe That set company, network team and got and culture. we've scale be our we've business. Thanks. doesn't entrepreneurial won't

down to But do the looking done growth grow specialists, science sufficiently and of always will more to the because and that. and on be just yes, explore but We companies. that's and on really the doctors, just particularly the we a by just of partnering pharma got wanted not be and the to focused team delivering where half we at this spend has patients today, So M&A, we've from -- capital year things. majority really job for connectivity heads is will life second spectacular distracted

guys. Thanks,

Thanks, Josh.

Ron Investor. comes Private a question from [indiscernible], next Please go Our ahead.

afternoon. Good

are how Ron, Hey you?

I'm fine. Thank you.

down fourth of you or think in I harder which And quarter going are results acquisitions, you'll good year. head into, your by instead get work comment quarter I and and away carried your not sometimes that searching distraction. additional the good the liked next about a far keep should so and for

group a to We that running. athletes will, keep you. I likes assure This can of is

good in shape we're So there.

go Could provide -- Two questions. or You example I'm want without provide do an to names sorry. of want land ahead, an provide expand? to you you example and

you Just do we've to talk of examples seen. without brands? referral mentioning or some Steve, some some Yes. to want these -- of manufacturers the internal

Hi, assistance to. largely Ron. distribution to the interested in an in Earlier year manufacturer Good financial connect. Sure. RFP Yes. a in point-of-care. Happy we some through that came had of

So an financial and reach messaging. deal initial to the messaging try to out consummate able we that do and to them at were therapeutic months had in wanted sales get financial were support time. conversation. We rep able was engage to We for the messaging X same

structure worked financial ROI internal support messaging. their measurement. to we analytics and therapeutic did messaging a We combination So team of with the

to comprised go team X-month able that make time, working to So six I'm the internal report we'd see which it. happy it that, way be the enterprise anticipated would the generated solutions on program the ROI and sure was look be we that to And analytics at us. period posts. investment the platform, that of back, from an level positively will deal, after which and initially came structured on of we'll has their deal different very back return

our time engagement, up small Loncar, starting we and leader archetype, and expansion Very the of a very outcome. level, leader sales having is that see So client level, in very brand Hamilton at continue seems it Serge which lots same And side. rate and/or that penetration of at a positive point-of-care, for getting Again, referral encouraging. a given time again, have and not white encouraging, to current the on so space. much we when with follow patient to then Ron, scaling talking our Terry for

that you or good than client and they business if and you now could refer a would Is have of brand successful one That's existing they very an had one-off you not? another. expanded more been they example an and address to example. But

referral say the a don’t with that’s to multiple -- why than going Steve, indications, to and just sorry, great was brand I internal wanted example you refer to scale.

Sure. Yes.

for brand. initially brand. that's disease. disease. than It This is for So now an one three was we went Ron, years, customer been applied getting indication one approved essentially is for brand They one a oncology for which have extrapolation, more and approval same brand

creates pharma each on one those that a so And separate team of work to within diseases brand.

with that the was us third the seven team. And then that's so That's the to internal to one they diseases and initial solution We gives the so referred longstanding kind of with team. of have up. the team. to And for disease brand referral live disease one scale work subsequently we that and that ability the to just referred idea us customer brand all they you that the pleased fourth an now did decided scale. on a And now second

that? Good Do thing example. you. you mentioned One to want for other on context, you provide context retail. Thank Will, perhaps, any

we As know with people who story, are our point-of-care when very connected are at doctors patients.

was understand directly through who and on connect post leader because couple But understand, we really a Wasson, brought that brought member point-of-dispense to in help really much really patients. exciting thought was done of to date. technology company. Greg of at We to haven't have We us CEO we that former to a QX Board of space Walgreens an just entrepreneur CEO things.

part health. healthy. tool for You don't to with people, that for some form also generally communication then a atmosphere most go see the it's retail at to is we the right? to of is did Just used on that to partnered just unless reinvented patients them stressful we afterwards doctor Higi, want with a home. you real great and when be We can because with -- pharmacy cherry journey, patients be -- managing their And they're of they're And that which energy. in you're

we gap. saw so that And as a

and from that it really outcomes. the far the unlocking brought look because as patient obviously could affect we'll we for for really to and top in as start for the for the degree to at focused down, a to and third And it's knowledge doctor, stool, and the concerned the so pharma, on continue of partnering pharmacist leg I'm value

early [indiscernible]. excited a we're it. but about days, focus So definitely It's

a the like direct connection you mentioned to is that third patient. The

Yes. At point yes. of [indiscernible],

Okay. Thank you.

got Ron. Thanks your You it, questions. for

Yes.

take We'll our Harvey LP. Poptech, question next from with Poppel

That's Amazing. Will, a in Even Thank small not very pre-announcement time. super XX.X. pre-release, number on much. your said you XX going back reported you improved where million, quarter.

Thank you.

if you on gain a One revenue about question about year-over-year on non-GAAP a about million math in level $X.X I profitability. flipped the of is a from did basis. million And correctly, to what a loss earnings the $X

potential some of is So your the math says that know only high as it economic is Is that XX%, single low? indicative? or in is model, I it's indicative it or time. of a point breakdown

Great voice. your the Harvey. hear Thanks, Yes, proud very to quarter. of

it's early days on that. think I

think that. I can improve we on

-- our have team you think the got which our about have We've can the We and that made. is cost is scale if got investments line rev major share, a network we've been top a known. model,

revenue. no aberration, there's in about costs I So at. good what's artificial, look that's is investors, a That's true think QX line good no blip no And think standout. as just a that's I to so quarter, it's a

about. line, So the improvement top as we've see talking line, which non-GAAP the we been EBITDA on improve you should

business. us I gives our and imagine flexibility some would it just grow among So base shareholder there's relief more the to

So very XX% number. excited about do we're yes, aspirationally above XX%, that outcome. if -- a expect But, would plus we EBITDA

Great.

pipeline kind is this that's words, arising at nicely business point a of the or been during year? of to XX arisen a months terms other in Do the there you call, of fourth timeframe, very quarter course the that just in consider basically is lot is --or this be it In shift 'XX? the and -- on for different mentioned of the essentially year of new it pipeline information. on and the the discussed you Secondly

kick XX No, that go XX, because I 'XX, just a QX, in months we think into would have is to QX XX engagements go probably safe -- do I'd off horizon. or kicked which to some 'XX.

XX-month at safer say, to an it's I'd it horizon. as look So

Good.

for Third, …

you agree that? do with Steve,

Yes. correct. That's

a the of IPO quarter, GoodRx. aren't there that I in a different GDRX, the some for during gears the And with familiar space very might Okay. with think splashy couple was regard ways. And shifting of course third just totally, who

And First, them what's in or the in future? your either imply thought their competitor being of IPO OPRX? secondly, a what about the does valuation any on currently way

digitally this them view GoodRx. is and place Great be nice type the model way We like enable -- competition. job the of understand that. a help don't Obviously Their direct-to-consumer. questions. They've price can we’re really -- to we done it putting and as people in technology see

board them their among presence of do So the doctors, awareness market competition. in don't view pharmacies, the price as just feel like We patients, pharma, nurses, about the increases consumers, and across importance affordability.

net-net, boats. we tide did rise think So all that

we than medication. know, helps is been same for do help cards. generic with that a people GoodRx, but with you to As We've years. them have working partner They're different stripes cash afford mission

are been while, think We've deal good to totally -- brand on some the you see really -- a to road So got the we've that's walk road you believe able as was not anything known them they're they consumers. IPO, for they in that did their known non-deal company. you'd I we show away impressed the to have them part want too. if GDRX? more by anyone Miriam, and to -- do because surprised you've reaction thoughts we a of add have the really space with but And

Yes. Thank Harvey. you. Hey,

providers. we providers to is important communicating been most remember primarily through the that that have then and to thing think patients I are to

that Now primarily And solutions are engagement we've talked we in added direct-to-patient focus. we've our branded our about.

company. So branded GoodRx and it's affordability programs started direct-to-provider of branded Whereas direct-to-consumer, still, solutions. a the not and patient and for medications only a programs, they're support

they're and So they're direct-to-consumer, on generics. focused

they the affordability are. push model. solutions, or than and in a providers inverse they different just what adherence pull be don't them don't is to of push. So they're push workflow. in we patients push SMS We it's really we them model really whether We text, or their these do to via What they many ways both, do

complimentary, very competitive. they're So but not

Thank much. very you

night. a Have great Harvey. Thanks,

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

everyone the thanks and today. call joining Sarah, Thanks, for

beyond. sustainable it's guidance to physicians strategic not away given a did our this culture can I an especially market optimistic dedicated tailwinds. from company view are because that see public the you for patients understanding give the and we've We and beyond can strong tremendous to a lives you advantage hope in to a and value our very to numbers, what valuable, hope finish people's of in as but see, can very to truly shareholders these do and very one our this our year, early which stage generate everything ability current If we XXXX. take discussion, of unique a created you've difference heard makes and we And thing from something today environment, just and all growth strong I for

have Everyone good Now, with for evening. Thanks time. that, let's up wrap a the your call.

Act digital statements expenses, the management flow, forward-looking statements make Section I to forward-looking as we regarding seeking at today's Before market of the and statements and operating acquisitions, XXXX, made conclude words used statements as gross during the These call Such speak addressable or by technology, because date of company's regarding penetration, to made. adoption Harbor statements for today's the forward-looking of Safe capital. also upcoming update revenue the investments, the not XXXX, XXE for growth may Securities amended size, and XXA like in obligation forward-looking year only Act margin, statements be platform. forward-looking of investment estimation Securities similar made need expectations are events opportunities, contain market company possible undertakes would in call. of decisions. to call, profitability, include publicly whether should provide The management's may cautions the total during announcements or growth, company's raising that They statements. new includes call any Statements in additional revise the of estimate, include the future statement and information, expressions no rest to this expect, amended. Section cash health otherwise. definition The anticipate, the forward-looking identify of within statements today's that important They

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

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

now You disconnect. may