OptimizeRx (OPRX) 25 Feb 222021 Q4 Earnings call transcript

Good afternoon and thank you for joining OptimizeRx Fourth Quarter Fiscal 2021 Earnings Discussion. With us today is the Chief Executive Officer of OptimizeRx, William Febbo. He is joined by Company Chief Financial Officer, Ed Stelmakh; Chief Commercial Officer, Stephen Silvestro; Executive Vice President of Finance and Accounting, Doug Baker; General Counsel and Chief Compliance Officer, Marion Odence-Ford; and Senior Vice President of Corporate Finance, Andrew D’Silva. At the conclusion of today’s earnings call, I will provide some important cautions regarding the forward-looking statements made by management during today’s call. I would like to remind everyone that today’s call is being recorded and will be made available for replay via webcast only. today’s Company’s and website. in section the included the of are press in release Investors Instructions

ahead. Now, over William go to like OptimizeRx I’d to CEO, Febbo. turn Sir, the call please

to Thank begin for you us today. everyone. operator. I joining by all of Hi, thanking you want

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therapies. patients them just on helping start are therapeutic assisting We as to and providers, and bring impacting and stay to awareness both patients life importantly,

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science between requirements. prevailing other use adapt science is evolution, during capabilities domain mobile technology clients; of the striving digitization and will organizations, to and patients our XXXX, pressure team's devices company constant great digital is to life on through progress all translates providers, other healthcare digitally and leveraging enabling the digital behalf and organizations, What we bridging we patient the doing critical our journey. engagement and a expertise undergoing a all strict between to many while of of a in throughout continue job this as patients healthcare health and gap providers industries, regulatory staying of technologies. As junctures leading our the life Like compliance

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to Our product is value investment theme is brand XXXX. our ability as also the see a a engagement remainder on rising measurement for spend This needs. engagements meet precise continue performance platform's customers, the penetration the digital fact their marketing our to demand of provide key key. of measurable will among they return enterprise and against be their The that

we mention platform we Croatia. of Before talk this including a that again have the last several technology center in scalability, about just want establishing configuring to our excellence spent I for further, years

As be for to of growth, major decision scalability a take care on. can impediment the we early this made

build attention million. brought deployment solutions. physicians point-of-care full life sooner. our terrific they're AI, get those valuable scientists at real we can out of initiated making capability efficient That science a support on point-of-care and growing key the $XX.X information intervention of to and companies, market XXXX, critical artificial can XX% together suite time with now analytics with digitization solely specialty real group now specifically the of patients. data This live So a intelligence, innovative on our in outcome. help able and In information deciding our is patient digital the are of data on grew brands, provide the will while Financially, to release, where yet in to the Revenues time healthcare their solutions a whether unbelievably expansion, the focused treatment a early lot as with year. have set particularly of includes in factors to a at year-over-year large. Providing to we and we positive patient decisions rapid had record the be a industry noted therapeutic focus help therapy at press another

its greater sum parts. fitting the business Our being the a whole is really of than example of

deploying data tools engagement Like only into we years. at point-of-care are engagement Our physician of right solutions do to support started approach in several single personalized improve to patient many the the better beginning industries, the span everything pharma with growth. the patient delivering a outcomes. digital drive order this and customer and now, therapeutic last engagement, from We sales to platform initial to have mainstream journey in the fold revenue through and entire come

and meaningful step. this our helping In patients on strong KPIs position set of new take really another year while therapies. improving looking to of outlook, our in given forward the and terms We're to market, start stay excited life growth of and we're

other our KPI on Ed, flow want remain extremely experiencing being XXXX. And I our before I'd we everyone our to call who remind turn our call with from the early while pleased go QX. reporting clients CFO quarters, like of to over that, walk details an penetration not growth, financial Stelmakh, positive And much and standpoint, in the Ed? are some will With we focus for we review delivering lastly, that market Ed are on from generated innings in ROI in us to as even the XX Finally, one. official higher CEO to average and the financial cash an operations with through to ROI. as clients

good afternoon, everyone. and Thanks Will,

forthcoming was be our XXK can press our investor will which is section XX, available the And information of December be As downloaded in a ended viewing the additional for and with A release obtained from all fourth XXXX. for coming may issued quarter calls for results copy our be it filed relations our release. website.

financial December Turning XXXX. XX quarter to ended for fourth our results the

same XX% increase Gross result ago the resulted reported their increased over revenue XX% the partner the and reporting the from an The revenue from adherence period and in period $XX.X The growth year to margin in of period. the XX% for million general gross solution current in XXXX. mix. for the sales million, across solutions. Our margin a quarter increased affordability increase access, from was of $XX.X periods is in

delivered and the relatively As same release, primarily to income expansion margin other the income The XXXX, quarter fiscal the we salaries, our constant XX% in future XXXX full as We to support expanding highlight related in invested of to by increased approximately approximately $XXX,XXX to wages during in net XXXX. to the million our in year in $XX.X enhancing million XX% we in net of same fiscal our of expenses year million increase operating growth gross and solution for ago activities, and $X.X the was as compared fourth expenses period. team to XXXX. remain fourth in benefits, related commercial of as our $X.X in approximately and the offerings. of quarter our a costs we range Operating period the to expect year compared growing human earnings

for $X million, a section refer For our XX-K. XXXX for basic MD&A our income in $X.XX upcoming year as and further or ago of basic the approximately of fully $X.XX diluted period. same of or and diluted $X.XX the details, from net to $X.X net compared income non-GAAP can and quarter to respectively, approximately you basis, On and was basis million share, fourth $X.XX fully non-GAAP the

$XX.X XXXX, as turning XX XXXX. cash Now, balance as compared Cash September as to to and December of equivalents million XX, our sheet. million, of totaled $XX.X

our expects for In net revenue million, of financial $XX revenues year of XX%, terms to representing company outlook the XXXX. full our XXXX, for This the $XX discussion XX% of wraps the up of year-over-year to respectively. growth results million

the to Will, February I the briefly to that on also talk turn we I introduced about call XXXX. back wanted XX Before KPIs

metrics transparency, as our feedback and increased a many continue investors business can well of be our grows that We from used story communicate positive lot as had of have quantifiable to matures. regarding as to our

average XXXX. to in million by pharmaceutical XX% XX manufacturers a nearly year-on-year revenue top for $X.X Our grew

continues represent XX now additional to spend. we gain brands, pharma XX ground top in the As solution bulk the largest of with industry's and world, which companies of set our supported the the commercial spending

at our growing our demonstrate our leverageable XXX% rate and to capability year-over-year $XXX,XXX clients certainly XXXX. high operating reflected with tangible demand per for is of revenues for sets continues not as net addition, ability to solution XX% improvement. In in for And revenue model least, almost retention in growth, value FTE in well XXXX, the create significant but as last

with to Will? to a like on And plan over call these shareholders. continue report I'd to year transparent the that, is with to ensure back basis Will. turn open Our regular throughout KPIs to and the communication our

to reinvention at the want the The of of on us Thanks, are Ed. to and everyone OptimizeRx, a in getting healthcare to behalf team success applied for industry thank technology I years that the is joining call broadly tailwinds driving big for today. the come. industry going part are our how of evolution remain On

help beyond. to our roadmap We in in team and a solid execution. with assembled an And incredible order have for have strategic play we XXXX

ahead. track not that as achievement we but So that go, of transparent KPIs be around the It Company, improved meaningful been of continues to a set at for performance centered wonderful to a days be attainable, which pace an believe to OptimizeRX the and be date helm is patient execution our financial honor blend delivery. in care the has we to have far only of investors

call, to you. and Operator? a XXXX, the next Looking thank forward wonderful

you. we And go from our William [Operator will Instructions] to question Daniels first with Thank Blair. Ryan

Congrats on KPIs. lot the strong it end there; adds year. I'll the all kudos a for of additional add thanks to my And visibility. the

and the press you most rates Can enterprise and of saw on that. release. to you quarter? average appreciate regards couple we value the the status you like in on of So things the disclosed the metrics some maybe close us recent that A weren't questions update in your contract deals in pipeline frequently that current

Yes so aware is Ryan, KPIs, closing. numbers. incredibly pipeline no the is of specific a still thanks. strong. it but time taking the direction remains building, a But Hey really to we're sticking you This are lot not is but

for all revenue to given still feel we we But rates, good the to we, want by and net stuff, data by relationships the really the enhanced, before. just we get, enough, that give will shared by employee good And and so say feel retention. made pipeline revenue year. team obviously us given these new confident in guidance focus we all we But and that have on manufacturer, I I that historical and about backed close visibility that the KPIs

about really that excited tracking we're forward well. it So and to really look against

need as to couple the more Okay, more a driven more any that's picture a your develop or fair you activity any bigger your enough. develop or any solutions, to Is level there evidence? forward, questions, given AI areas just towards look might of going thoughts And gaps how technology world offering just real enterprise contracts fill and client move base? then about M&A to and the needs

in of to Yes, you've to can did last remarks. get over of heard point cost immediate prepared the clients. we ROI, just investing the and it layer we in solutions where the because a or really really lot our at few fraction We the comments have years of a access a

drivers, time really extreme additional growth focusing that lot land for proud you spent and which out investment And and innovating keep teammates it. It's to within well, made revenue, really then I quickly. able So solid. solutions, forward. together, not the really other continuing through anticipate solutions getting We it makes progress and are. XX the doctors really as months, expand all about over success pretty time no it patients need to are It's reach about of additional channels relationship we're of layering being think wherever retention reach, where net it's client, the our But going said, really, the and the all commercial some a on just which as of last good the of virtual. is and a also get new to we've rolling

you to So leverage we'll in to market get journey be the focusing clients, and anything and feel Feel I and patient anticipate, that? Steve, to always quickly. able innovator would want been like on add but space innovate we've that get to we've, free, for an our by very to

I of diversification how reach expand thing, add think whether your before, doing? been more but in channel succeeded just as of voice. part great. has to hear specialties I one and and more Ryan, reaching and I or It's therapeutic would which the good immunologist, was Ryan, have physicians think focus the is And we oncologist to that on largely. that areas you side specialists, talked it's about I our that you etcetera. we've Hey,

had efforts patient. is to that of patients sort world the of So harder I that to support the difficult evidence for think more find we've addition harder, real and AI this diagnosis of the of also because complexity supports we're of physicians looking the

on stuff there. So going good

lot for because savings impact more on basis. rapid medications, enough. I'm work I to curious can if especially And given quicker, might cost That provider rapidly a should especially or drive with appropriate therapy know to with to with system a for sense. big to at makes getting there's prior an medications a the these lot opportunity patients them enable authorization, for get which it your they work providers on you patients on burden not that healthcare a times, longer clinical also of help get quick ability of is then, on more term especially, by which payers patients risk groups because outcomes

thanks. Ryan, Yes

the So But reasons a the is XXX% mature, the to our right? we use you're And of decision industries. multiple to as this, pharmaceutical and to we'll focused on are now to why on platform reach really the access, is, rails this But affordability care. the and focused that made manufacturers. built clients, for mostly all is really team rails assess investor attractive, manufacturers. that if manufacturers, which can people which see physicians Today, listening adherence. XXX% we But to for into we know, valuable we but have point an patients it's you those other note focused our the other is segments. stay that on important we so right What

Thanks enough. again, guys. Appreciate Great, the queue. I'll it. fair hop in

Ryan. Thanks,

next Markets. to Sean Capital And we'll get RBC Dodge of

the about infrastructure that EBITDA to you afternoon progress my about want on year. maybe it's work the scale. I the build where guess congratulations can add Yes. trajectory. sort and doing to I'll this thinking talked I an Thanks. past just Good of Bill,

investing that term now? EBITDA? Is expecting incremental there trying year. still latter to this drop of you the part much add we're to headcount, just to last we revenue some of did some of pretty be there ramped how to think should understand investing; to through near You need Or is in you you're kind and guiding here done you much

question. Thanks, Sean. Yes, great

growth yes, of investing just So reminder all growth, heavy last we was a say, But organic went that year. for last with year in I will forward.

going think by they QX, pretty to forward. Okay, a as people be company. dissect I I expect encouraged when do and think they're And, what can it we going so should

around capacity technology company, And They KPI and of are either meet a stay can, massive if methodology want reach. for at take think do And, our we're like that clients near those We we're not our team we shift And sort And revenue they commercialization, in more and are speed. really to, we have and and to to we we compliant, proud against there. by all nowhere proud who looking our as per or member. right, we're this, around new scale I that, transparent. criteria, can this about are incorporate digital. partners digesting and of you and it think by solution speed, we're network, feel

room of So on of ahead yes, that. lots lots

limited credibility we think opportunity. investment, with I expect of the public a usually that think company, it I although up stage in that invest, we've can to built everybody. when of pays we're And you will off for I early still want caveat all this, lot

right ROI great. your solutions about maybe generating And you've the before are now. See, the talked Okay, on opportunity.

the that should are you actually one actually the far to prepared pricing that operationalize pricing? And afford do at -- are XX currently. maybe some that? And aggressive how power you around we your with said he how you, you think we do more what from I point? at you How then thoughts where in is away get think remarks are

to And, sophisticated are it It's kick But then and percent start these to digital resident, Steve I'll can right? or very are a are, I’ll in. increase our like Yes, same right, prove two, your with just really year not at value. clients that a doesn't services value last do and continue over, just and you it's procurement, and thing over you are ask just have new. these you great technologies then add you value, because do to to innovate need what the your keep is adding ROI and you mean were and

So what adding pre-existing we with increase. to client. the an of message, a additional a type our bring just WD a value it's we It's to goal, could And at therefore, was price service. not our saw higher that as deemed is

on you chip on and from more focused a how away really and do want high you lot little we're It's innovate stay a has which ROI in value, to but Steven a So think high get there? I touch, transaction high of market that that. mentality, can the we

we discussion you to into as and find patients, to it. Sean access continue that, specialty that area, I those nailed patients, we the communicate treating at with Well that I, and addition think comes harder cohorts those as think, and value in migrate into play. physicians are to trying those of volume I looking to

And so capture the where volume of rate patients may valuable. be more much is lower,

those we've additional power in pricing got so And areas.

healthcare treating patient some it's can time find patients technologies very allow at to margin and us efforts, regard, is that for looking technology So one that of us we've we that of are find commercialization We all physician. in sort able points now stack these patients with that say, physicians the find the that deserts the relevant luxury Midwest. and being that the gives punch hey, the hard to that when can underpins the of communicate built expansion of in of can of two new the of we

that's Okay, Thanks, helpful. again.

Sean. Thanks,

And we'll B. next Riley Marc Securities our to move Wiesenberger from of question

to that that if an quarter representative in fourth quarter move usually to guess is offerings contracts understand Thank past customers this a around future given you activity also, be will about And we you evolve, up percentage to you. relative fourth your an wondering expect fourth of down? we the Good XXXX year that changes basis. periods. on annual What forward or your more that see talk more? And as could the XXXX? either structured I sense anomaly of quarter was get should afternoon. And are contracts going something the in last do year of buyers your then intra I'm made

questions. good Marc, Hey

this So bit was what a I right. back obviously coming, clients into going had little XXXX, we idea but about well, QX the in our talked no call, believe

up massive spend QX So healthcare disruption into hospitals outsized Coming buy-ups given, all and knew the you of would and for monitoring by they the XXXX, potential, unprecedented that XXXX. and just therefore had and and assumed probably we're patients they space, given year, closely are it disruption be in doctors.

So a I'd get more XXXX They on their came maybe our, from of bit see digital to just really as that, just said, yes, do like company I would if budget say dollars. revenue that a That was net buy-up over makes saw but steady we of a more obviously shift from he add the main the spend comment that around just efficiency the money. well. that companies, perspective, we it I so can around saw digital you're can would that in don't, spent. for it a do the execute buy-ups But I reason. we of efficient. his And because our on little time, plan like ours, have think if it's, it And couple don't times frankly, happen one the retention anticipate or smoothing of through really we climb year. you one out those pharmaceutical we the grow, being over does, because

Yes, thanks Will.

thanks for question. Marc the Hey

of kind Will was off round to Just what saying.

million. we our XXXX, in to certainly saw $X.X million, that a QX bit in dropped And of about probably $X QX buy-ups back this year. quite So

to them what much for said, think companies was prepared better pharma in were XXXX. back Just front what Will of I in

beyond. what and that for XXXX as far As means

itself what normal be model to basically of is using as And seems of hybrid betting we're to traditional model I engagement salesforce HCPs digital think really kind of the now sort of the and with new new on. this solidify technologies to new normal. the starting using supplement model that's

hopefully, So helps. that

And changes that could appreciate does, how specifically on based intra on up can But could the contracts. kind to speed also kind the something year is and if It maybe be touch of you that and efficiency of just allocated? digital flex it.

in hadn't but we and is last a all-in an which coming build we've as kind And relationship worked maybe with of entrance. saw brand verify big year, obviously Yes, client said, before people the count a we increase trust into was they're our not testing.

depends six net contracts. So whether in months see to, growth a a the current can't to XX. video ROI we there's obviously, our retention contracts, be to really, on client see year, we of do breakdown driving, on an you within our that's it going speaks XX-month It increased revenue versus give percentages I But base.

to into platform would continue. so fact, I of lot given anticipate So that be upside and expect has to me a happened. a and that last many Matter came of for chance might there measurement people year, the now

So I’m pretty encouraged by far. the last year momentum thus into this year

for XX that that five But you about top customers? your top could know NRR. and talk I helpful. total you're Very providing

cover Sure Ed, to do you want that?

you Marc affiliates. as have sure so Yes companies large sure. I'm of pharma Yes know lots

a the at companies. hone parent in on really to way look in our to So is

Plus really to to stay the basis apples-to-apples becomes affiliate, the to total out consistent number And about So parent we're spent with one that's if you company Parent level, our look plan at the top in it XX you've at forward. is be of But level, to. the just a XXXs. if saw way basically just parent going off to that's five, an XXX%

pharma talk of Understood. agencies, engagement guess direct Can pharma moves revenue percent relationships comes Do percentage could towards guess, that time? initiatives? the as move your with up of care kind versus I through customers of that the and point you about a food increases how sense I you or over I And directly guess from of your current maybe chain. much is ultimately, allocated have digital spend quantify marketing where

Steve, start one? with that you want to

moving a percentages that's what Yes, of terms digital. of fantastic happy budget question to. It's towards the actual in the

face moving I office. quarter think I bit the resources, commercial of and by of year, it's the that target. the year, to scaling this of a back first large mean, announcements are several a throughout on you've manufacturers in even sort salespeople, they're seen last little face of or last quarter

And in A point those dollars, those of digital dollars, and lot redeployed being care. repositioned of that of ways. some and are a is digital portion of good

would that I be contemplated. prescribing case point it's early with you good the when much of it portion being care. But be because will deployed be to to continue of decision how it. a to need Still will probably tell a of a against think I to physician is able communicate say

more So, come that. on sort to of

of chip screening relies from agency heavily would to that is could who for things. I on and couple sell Pharma. others I Yes, on question you've the heard pretty direct. as in just One of agencies add versus entrants really just to yet. that a great lot haven't Marc, of new not so do proven as and, or they service we themselves also solutions They really generation of do content any do, a and the businesses act with consulting which do the pharma. just Pharma

deal to doesn't found higher year, So you just I to being agencies have enablement get OptimizeRx patients, business. is you get go have level what and is that when means clearly or doctors anything you different top It's digital day so website. more work. with a last if said, it That meaning a the it's where you direct which it's hours a to And indirect if level remember, a their since we've generally and think the a Pharma. not just six client to not have direct of relationships. a It's will reach way. of from matter absolutely doctors there's seriousness a marketing you, involvement, and side doing down And, It's place you're And day. day to. on you to they

you it's serious. get little it, make that's serious everyone's more that good Now okay with because in it's bad, and just sure exposure. and takes good a longer That to that so

And so, relationships, more we they're I trend essential ecosphere. but would agencies like partners always will because say the towards just with direct the to we work will

then Very helpful color from question me. final there. And the

in that the the relative Cerner if and it's policies different you Thank all, on change standards near to Oracle others. business that think the at your long and with expect platforms EHR been what impact understood how you. to have do interoperability certain I term? medium have could recent deal, And

Marc. we Sure. That EHR. not are And question. a big Thanks an is

it. that best the the companies good employ user opine patients to in think the doctors you've not that clicks, getting perspective, having painful where take this pressure and doctors think patients But way, all probably want the too of qualified say, not many a got I interface tools and it digital And I lot that look interface on today. from I if used a doesn't to. we're would it user to a So at, and on of it's

to What with ecosphere. winners. know. I want going that's, to it. that's think hard are real I puts whenever what the positive, Oracle, need do be into think everything, the for to drive it energy Cerner But going all happens think you more I access tech have think And is the to those I me it's consumerism do your to data

we see. shall So

you very Thank Great. much.

Thanks, Marc.

Street. And Eric on next of we move question to Martinuzzi Lake from our

a the of lean believe focus a QX bit. Will of I to way the responses a EBITDA, that kind little I And one question about prior didn't of you that's profitability? couple but XX repeatable, is the know, for something EBITDA guidance that business? and know they really profitability that for want adjusted questions profitability on margin comment Had revenue million into XX% of give gave of the year. oversimplification? adjusted guys. that, your QX this you Hey talking that -- mind million immediately by for simple, a you like just an is is my what were QX EBITDA, You formula on regarding and that goes implying guidance

you interesting; talking it were to goes XX% us to you love you cover us. first out on remember long profile. right I I, valuing guidance us to reason about why a we trying is building get time, we trust if but So good And the stage It's know, need the to, include at now I to we I valued think invest with feel Eric's aspirational when also our market the been so Eric, EBITDA. if further, we've us $XXX still highly. I'll very now. very about very we credibility you hold call see and hasn't investors That tell we Actually, obviously, everyone more Right? it. It's are back, and million important. and And we're changed. analyst back highly don't more because that always such accountable. just XX% early is with we granular So and our Eric, run rate the story, towards

So for be is as us think, to going good having those two a together come I company.

you danger milk. cookie, mouse give appreciate want here. I getting into the transparency game they is the And I a the certainly But it's a a glass of Okay. guidance the of realize

as the opportunistic end? balance is, where we down for it Would cash the using Again, look you that setting aside on As go I'm up path of repurchases? M&A? and of M&A, kind investment? but look at aside double what thinking sheet, year Would potentially product is by out a on we the opportunistic share cash to, from on you

think to equity. do want ruled really at the I invest. stage out, investors we've we're not our that of to Yes, don't us they back buying want

a a tools going doctor. to of But a really if every to did channel to part them talk you particularly last run physicians we'll year big with means to from sure to someday. Maybe all of you're out ourselves you get the work this of that just keep and and partners And about and digitally just deliver hard everything physician, for Tam it of invest patients If for year, practice our is savings plan forward. with look make aggressive pretty we to care a at our adherence investing partners, and hear to enabled lot actually the telehealth. a to your where pandemic there tools get patient, we're what part in set whitespace, our

do we And obviously be said so that's if investing we where would M&A, as it's opportunistic. you

more is an a And incentives? is that more of of that or people

it's incentive. Not It's tech more yes, people. and no,

my Thanks taking Okay. for questions.

Eric. Thanks,

question from We'll Harvey go Capital Poptech of Poppel LLP. next to our

and the It like of keep through very acquisition of you been. to channel of no the when more record. as questions always broken I everything about move to EHRs, run has constrained answer brands even Like talk of you your Do the pharma I tiny, did them and on and another I specialty, if a positive, and hear record, broken is focus generate like tiny you Oracle into have some the much too But, question is you sound I these Cerner. don't one Yes. you into at are And delivery you to primarily else? of are specialties? know dominant about EHRs sensational lot a channels; factor all Will, that ability very mentioned, quarter. with as a a sounding like The EHRs. EHRs. have the revenue, in your gating fragmented that.

broken, Yes, good. thanks Harvey. record the Keep it's

it And years to [ph] about amount. oncology to that's to both our fragmented, it to get ago, there smooth we increase are we really an the system mostly you, two we've report tell in we access your to and as set So a And initiative they but do the out way point, really figured out. I to exponential happy are cardiology. can And we by to increased ology incredibly ways HCP. them. I'm And

focused have want just And half therapeutic a increase still that's not material do was because company. in job. the to And, bottlenecks of do we access attention out team on today. specialty no, last any did We to great It's biggest we those had be areas him The any oncology. I for so our call year anticipate, this to And medications. sensational.

And so no today, bottlenecks.

me. for lot. Thanks it That's Will. a Great.

Thanks, Harvey.

other And now to I turn for final queue, with questions the call the comments. Will will in no Febbo back

quarter, KPIs. Hey, were to the found year. allows focusing numbers we business so given we've you. more forward those is talk We really us far talking about the terrific. thank next of Terrific, to investors the the really really weeks, for What to the we're guidance couple of having the because KPIs the proud questions look over in than on

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to we And look your for time. quarter. next everyone forward talking you to thanks, again So

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