Doximity (DOCS) 8 Aug 242025 Q1 Earnings call transcript

Good day, everyone, and welcome to the Doximity Fiscal First Quarter 2020 Earnings Call. At this time, I would like to hand things over to Vice President of Investor Relations, Perry Gold. Please go ahead, sir.

Thank you, operator. Hello, and welcome to Doximity's Fiscal 2020 First Quarter Earnings Call. call Dr. Jeff the CEO Co-Founder on Doximity; of me today Tangney, are and With Co-Founder CSO; Gross, Nate and CFO. and Anna Bryson,

A Form remarks X-K, available can results with a release as of our our in along as disclosure prepared of well related press today issued website be our in on copy our earlier complete found our at investors.doximity.com.

our call is replay available on a being will and today's website. recorded, reminder, a As be

Form statements are As subject making These any XX-K part subsequent and forward-looking Please uncertainties. and any of with forward-looking expectations differ upcoming other views, disclaim to we XX-Qs comments to outlook. may filings any to reports to and Form materially, our our and including or time are SEC on be will filing filed factors from refer based on be and our today, risks on XX-Q. Actual and that in current results update obligation we time, may the management's risk Form statements report the our statements. assumptions various annual

guidance reiterate call be public adjust are the done disclosure is Our to press we or Doximity's Form believe a note, date, release as to a XXXX. of assumptions through unless filing today's policy it neither that is statements based August financial it today's on the X, forward-looking provided through reasonable on Of nor also such as X-K.

believe understanding release. discuss aid earnings be Today, our the in can metrics comparable results. we in reconciliation found we will to A metrics GAAP certain that non-GAAP financial of historical today's

dynamics in may provide we of in to not incremental may nature, or updates the metrics and the call, our into on provide be Finally, we details during the offer insights onetime metrics future. may business. may those These greater

our Co-Founder, CEO I like Tangney. to call to turn Jeff Jeff? and would over now the

thank earnings Barry, for quarter joining first call. everyone, our Thanks, and you,

X financials, updates network our and product have highlights. We today: growth,

our of first of guidance represents year-on-year of our $XXX beat fiscal growth revenue range. XX% for X% top and end quarter line. million delivered we high our a XXXX, First, the which the from

Of note, employ XX-month are We to basis. broader top fastest the with teams sophisticated for marketing who them measure value manufacturers of on growth once clients our clients grew their the the XX analysts believe our our to us, largest, pharmaceutical a entire XX% up most trailing proof These marketplace. again is continued of effectiveness.

was end the million, Our strong $XX above in adjusted with margin XX% guidance. which bottom also QX of an high EBITDA of XX% was our line or

continue better-than-expected efficient run Our we business. adjusted by client had portal. and products our short, and we to EBITDA a as new disciplined grew In year-on-year a XX% QX, led new

on more Anna, CFO, detail this will Our a minute. provide in

Okay.

another now our had to network in quarter growth We record and Turning QX. engagement.

double-digit were up Our we percentages the users daily monthly, And quarterly, daily on again, most, unique go-to active users basis hybrid active weekly for all our medical and work. sign grew become that mobile app the year-over-year. once a a

and to In active generative care for provide patients. workflow QX, prescribers their our better scheduling record unique used AI, messaging, telehealth, tools XXX,XXX a

be quarter, we're proud practice The office news Last reached medicine among article it. new We're reads an increasingly of feed news Our records. mobile, is all-time medical to app. both medicine also of high. to mobile the set and power prescribers and feed the honored

Okay.

client Now products. new portal and AI for on updates our

a As AI we're not reminder, tourists.

news of histories. employed based publications each on articles we've machine feed, and power our for million For reading learning nearly a our their and personalizing than members X more AI to practice, decade now,

launching or prompts completed writing adopters one To after X Doximity tasks. doctors. generative ChatGPT's the administrative months of the that the of physicians writing letter most approach just relevant were AI, personalized our current stay on requests them information, streamline ensures medical receive advancements. GPT, HIPAA-compliant We the significant or demand helping with GPT a latest earliest own Doximity date, have cut This the X.X provides have scut doctors product debut. for to been assistant GPT million Doximity demonstrating over also

made Times page Battle York in AI. of we titled New Reach In A Constant front article the month, an Doctors For the With Last Cudgel, Insurers,

better Now of ask I their busy a me, if to quibble. cudgel. won's Jedi a physicians patients. we're We're lightsaber you more than But help proud just for get care

his his Dr. article, XX% XX%. rate from has how paperwork. each authorization spent halved week Medical letters, Tarek on while XX the doctors In insurer estimates Association time GPT American to highlighted hours The prior increasing Doximity appeal appeal on that spend Adlan approval

a So cutting is half in time substantial improvement. that

Dr. to Tarek back." can is went to help use and playing As always, I field the first insurers. tool physicians proud a "finally, on we're level fight GPT say with put Doximity them technology that to

leveraging the look providers we to and patients to commitment AI Our of forward health for to care unwavering, benefit remains innovate in space. and this continuing

Okay.

portal. to Moving now on new client our

XX% three, has to available and far daily particular, now sales their one, recommendations. and uniformly In actionable is features: so feedback been key positive. appreciate two, seamless X data; they our clients portal of updates; Our

stands their value redact others often their allow reports. stark data the fidelity best on contrast our to consistency and content daily our in quarterly cherry who them updates clients performing in and see provide of optimize transparency, e-mailed accordingly. and pick in-flight First, their to which daily online they The programs, reports

individual of just what resonates sales best. into video inclusion new message. not data offers insight or by Second, but This annually seamless allows clients to content real-time our headline ROI, quarterly, or prescription measure

their For does resonate or trial instance, and patients. co-pay coupons doctors clinical new most with

simplifies programs, add-on upsell recommendations This and process. to access ROI. and provides portal content the the audiences Third, includes easy easy entire orchestration optimize pricing suggesting new for

remain reactions on our upsells to date, our portal clients' track we encouraged and are and We by plan. with longer-term

and complete. reporting phase, first Our insights, nearly is

to recommendations partners. agency and Our now second phase, pricing, for clients soon and available is our

is Our the third with beta final by year. of currently rollout content the phase, this and expected in full creation, end

giving a they're And and Clients speed consequently, at like before. table transparency. strategy us love our their portals never tech

Okay.

to engagement and my continue a team and couldn't who thanking and lean ways what more of more principles end record With to to physicians embrace I teammates together. our more excited Doximity robust find and be pipeline serve clients. new building like products, we're about efficient our I'd So by

I'll to discuss Anna? it our Anna financials And to and over that, guidance. with hand our CFO, Bryson,

to Thanks, the Jeff, and everyone call today. thanks on

quarter quarter our on First revenue million, lead revenue year-over-year of and exceeding a grew retention We to $XXX.X to guidance end Similar continued rate finished existing up high of customers quarters, the a basis. XX-month net range. our XX% to our trailing the XXX% with growth. prior

net higher was customers, retention XX XXX%. top our at revenue For

customers quarter our sophisticated least $XXX,XXX roughly at trailing We in customers the This had year this biggest, So from contributing the revenue. a of a for and is our subscription-based most with growing. XXX customers total our increase remain ago, cohort on in each a revenue fastest these XX% basis. we XX customers XX% ended XX-month accounted

the and our margin margin and was in was quarter versus in period. gross year EBITDA adjusted to XX% Non-GAAP XX% Turning the profitability. XX% first prior compared year $XX.X EBITDA prior quarter first in XX% a the to was million margin the million, Adjusted for period. $XX.X

business run are We continue to expansion. margin to a with very profitable strong proud

quarter in payments XX% share We our to timing of the cash $XX.X update of compared cash, of $XXX the and driven $XX.X repurchase sheet, the million to equivalents flow compared flow Now to first marketable free our cash securities. the balance decrease program. primarily on quarter an million We generated turning and a of prior year-over-year, year. last ended year tax million with cash period, by in

incremental of average quarter, million fully a of the last shares reinvest price first outstanding $XX.X. We since we X% an cash what's shares at in worth repurchased of decreased above diluted share by we our repurchase have the shares needed business. QX is use of year. These generate $XX.X the efforts believe repurchasing During to our valuable

As of in June million had program. repurchase we existing XX, remaining our $XXX

to our moving Now outlook. on

expect we fiscal million, of $XX.X $XXX.X million the EBITDA midpoint. quarter of a growth And range representing adjusted the the expect adjusted range $XXX.X For million EBITDA million, to second in margin. representing the $XX.X revenue in to of XX% at XX% we XXXX,

to in million range $XXX.X representing expect X% million, midpoint. we EBITDA range of fiscal $XXX adjusted $XXX.X in million a the the full the now to margin. at year, And For million, expect now representing adjusted we XX% EBITDA the of $XXX revenue growth

is businesses to customers, outlook the this a upsell which season, than believe past pharma quarter. to saw couple better to increased our Specific expected performing we start due to Our is due strong all we factors. of a

more for our than we've focused continue In a XX% attractive point First, new had each products never and of to more year-over-year. sales were our QX, and formulary with care portfolio, resonate products up new and clients. product

to spend evaluate real driving their Second, performance providing favorable insights time the deeper portal client maximize clients visibility, purchasing their program our into in programs can allocate and and ROI. decisions. additional With greater is

portal purchasing time. As our we we budget unlock will content over further build creation capabilities, to continue and our out believe

the encouraged are We year. proud by start and our to of QX performance our

also of uncertain the that, We is XXXX. this yet in reflected our take will approach macro we recognize remains environment. book, for fiscal Because to outlook back an continue revenue to to which measured a we have the of half

Most industry-leading now and across client growth. our With position engagement and our ability even delivering importantly, in platform more new customers, in market record our we're to we products confident providing are competitive our insights portal share. focused to gain and deeper on our investing long-term our

operator turn it will that, for I With the over questions. to

Brian from James. Peterson, comes question first Our Instructions] Raymond [Operator

the on Congrats quarter.

this year strong far year? with updated there for upsell stance budget you're full activity, the the given any growth thinking you've So seen what pharma about on so is how

Brian, thanks for the question.

X% believe our So to roughly for is that at growth budget we before. we've pharma overall X% that still cited customers

driven we've in strong are think client as remarks, deploying more budget. think in in necessarily our I the portfolio, and product Doximity being dollars seen that mentioned because a upsell our insights our change do my customers comfortable are But additional don't we their on So the earlier now portal, prepared we that, with cycle. by of

we very to position. indication receiving from in I speaks our of our competitive strong that's they're And our platform. So the to strong value believe ability share gain that think a

Jeff. And maybe for one

little record average what's come the I know diving driving platform and we that's didn't Any that? hear deeper Just engagement investors. a on on users. or lot up help daily about with a bit

So to click what's double expansion. on I'd love really driving that

most double-digit and And active daily the use across monthly, use. I'm about. we daily that's what quarterly, Yes, weekly, growth, grew active And most. Brian. Thanks, percent as excited said,

mobile doctor's their doing tool, we medical really visits . the I becoming doing are forth. telehealth scheduling, their and workflow so think

we'll post-COVID get really this more when month But from strong our a getting into with medicine are we usage we're home work their a on where of doing We or report serving in of ] telehealth that's more seeing out are And seeing [ come days, work I a doctors rhythm growth. mobilely. practice think chunk where the doing decent And here doctors them. are and we have X.

about it's yes, again, continued hit couple post-COVID, where years of So the growth. continued a excited now highs. And we've solid to been record

take from next the Scott question Needham Berg, Company. We'll &

it Jeff, about those and I trends about volumes just I Is have of positive upsell to initial it, quicker? it, more ask some Anna guess, do making and be know your above customers of X. you're expectations. there how color about portal. using decisions comfortable seeing, think what I talked more I been But to have Or strong are really be on there wanted we buying helpful. maybe use that maybe than trends? how guess, getting their larger you expected? are Any would maybe I

of for the by where in are I excited really portal. thanks Yes, the development phase think the question. we we're of Scott,

our of to So more are insight. lot real-time right now, using a brands get it

how able programs in allows they're decisions more log time, them are make see informed performing in which in a their manner. real upsell their So and to to

with grew actually I'll access thing to brands our faster our bit pharma one is than quite portal call in QX. overall So that out business a our

brands of were upside. cohort for responsible of part that So the certainly

we're I time, content get we're portal and longer So insights And right the the what reporting term in still now, really excited phase. as actual we creation and could by need the think capabilities. over purchasing

rates. growth Helpful. times popped really the had variability lately kind the a couple And that's up of is then around it. I've one of question Got company's of

If X growth. quarters around been swings over last X or revenue some wide the now, you look there's

of last some we of kind relative should kind that of period? kind experiencing over this kind there in environment pattern Is some be a consistency a this lack you've of to been continue "pattern", the to newer of expect? year might period seasonality that will that between show growth Or

our way Yes, launch Scott, we've as question. likely customers continue the a great it's before, And their will has and and evolve purchase said over to programs time.

they buying. of seeing products they're new existing they Are on or products, we're brands where in that's this So have. newer It products variations quarterly how revenue. we are the depends upsells. What timing many

and focus some how about So to revenue, why dollars. there our opposed deploying is going quarter-over-quarter try is our performance to which their we as our think consistent in annual performance, with on to that's customers be variation

focus And it so consider We of annually. that's where when our the we always business. think health we about

We'll next from the Barclays. take question Stephanie Davis,

bit to little the trend. wanted seeing faster you're your because dig a this deeper of on largest comment in that I first quarter growth the isn't clients at that

Is hours is higher be clients? and a the base a touch self-service this Or customer the the earlier for bifurcation of the going a to see end? to largest a function and of high your to portion where the falling maybe broader this encourages base, trend you in maybe it more macro platform

XX measure take And those really had clients, Jeff. this is the are Stephanie, really our because probably percent I'll year-on-year growth. it. that proud we're top -- XX-plus consistent we're we've Yes, Sure, among who return know have the teams consultants right? clients best. our actually on they programs know who of ones their optimize and at investment how They're and to us the looking best,

think tell the ROI folks to broader a to a ability taking basis I portal quarter the to excited last afford And swath XX even looking can't on our the start and program of us who our of those at insights. some clients I'll with do have things working the optimization. on I'm it and that making clients really you, particularly in these in for consultants the available clients, this headline is

the learns to you when tried drug saying it little as maybe something powerful to after because perform most most powerful, things the it's say that you well client efficacious think one therapy. mean, tend say actually or sounds like doesn't that is second-line first-line if but great, of as I the as doctors, therapy adjunct is they you

available through see portal companies lot brands again, pharma now to ROI the the think with be sales, was And previously. I to our of a available was only to see to, And and seamlessly thing really ability that top-tier in kind the in difference that really portal, our and will more.

the on deeper having our So investment are to digging for an be front, data clients and year prescription we're to here available sales data, announce to going to ongoing this to optimize in look and doing, weekly easier log basis. we will for ROI from pleased also which programs our on we and think each see how data, more on we're having making at clients monthly make they're that that it week this again, a of going their

around lot note quick that industry. here. a gets is in players look once Last batted lot reality a only by most it folks a at of ROI year. that is this something The

how together. when picked only cherry cherry And at reports, those less a can and they're you look and once when into put be delivered sometimes incredible light year, they've a put been picked

cherry we way getting can't flying are the clients' it it the an passed Media we just for pick go from data I we our looking go think Alliance on did website provide around of from greater in an requests, and one it to they're our with an e-mail, basis. through they're we standard on and a clients data to this which getting Audited audit our portal credibility, us a and and here at has getting they're ongoing where colors They're again, new from And not quarter, basis. at because providing past ongoing a that really brought daily just an trust through greater with the results.

adding the metrics changing via Anna, for new your things point of that on portal the that are also clients some kind were learnings portal. of new you and getting asking reporting that mentioned inbound. of from into you maybe or And some adding

on kind Is that? there of Doximity's learnings? seen any that update what And from portal we've solutions grow

bit? you Steph, sorry. little repeat It it? Could a cut out

No different worries. optimize clients inbounds you were asking were like the getting some you that from for or of Remember ways could how found their spend? mentioned of you different there points ad learnings they portal, lot a data that

refine Could on better, approach on portal? update done gotten that? us your to what just the you tell what's you've give an And us like

this and and on is going Yes, I've working clients and forth. a lot that. back I'll Steph, portal Jeff. the take been

resonating go that can with now where was insights they ton understand were dropping that doctors The I added video, are aren't. in through look have are again before of second the video. we to truth watching where we which at never when kind where the are is off points that able there's most they're a and the by second video, can of insight mean, a they our have. doctors clients they best really interested, Literally, as

and We've doctors. really the through words also click, do we look resonate go that leveraged call the that AI words at what to with

doctors you jargon talking explicit patients medical to better some the versus And use they guidelines that prefer have headlines what found talking we about versus the personalized reading. because about are

to, been So hand-in-hand with in here our personalize able working the we've think, again, experience clients. I really

it's I here So become the space. care the have very just to bring, professional technology tight. of that exciting, testing And to some split feedback consumer loops more think, health I this again, say would

We question will take Haase, Blair. the next William Jared from

Jared sit around line of I Daniels. on a on Ryan unpack a your yet year? just full the more to measured relative you just you the booked. bit Can under for you guidance. to Maybe not into revenue what that sort approach today, in contract or sight little Anna, of of terms what's as is that's This comments appreciate taking one Haase have

has upsell prior could relative quantify the expectations your to And then at maybe if were also what outlook. in the you gone how all season

the for start I'll on Jared. piece. question, Thanks visibility the

as trend more towards a upfront better customers we So as a our seen visibility business doing buying. reminder, are definitely our have in

we've year as ever of this call. than entered higher revenue XX% under . our May of at fiscal over a had with we earnings contract percentage So

not say update Now direction. give we're number specific on will quarter. to continuing is a in what is I our every going positive the an trend visibility But

that here that higher percentage of we we this the of remainder sit have year. point did at booked as means a than the So year today, we last

the the of season then your start we're upsell. pharma years. to the second piece for had to And X strongest have question around in encouraged our upsell the Yes, really definitely past

outperformed we So certainly expectations. our

XX% XX% see rate the the we for that beat guiding higher QX. we You QX, versus growth that that the that fact and saw a last at can had QX, we're in to in growth growth

momentum our here. business. excited lot we're the still to back is continued year, So skis get once ahead of about a of in remarks, But the seeing we in recognize there's We we, uncertainty. definitely prepared that there are still macro runway those and our again, want don't to left

So we guidance. pertains we take yet it are to have booked going as continuing approach to prudent that don't to to be the dollars

then And to the here. the great hear that's just also driving upside of kind broad-based outperformance

examples, of there that think pharma a couple I Anna, shared you the were side. on

So in system you full incremental of I the health your to terms year guidance? any expectations. quarter relative wanted you to double-click shared what Are seeing last on improvement

we business, in would of I seeing days. all I come across stability majority pharma health say our outperformance improvement Yes, last system XX marginal but over The we businesses. our said, our space. health are Like seen did sure. more the the performance of within see out that did systems, a we've

there system health So that quarter last definitely McKinsey to I'm profits excited. that cited improving amongst back going forecasting customers. report we're that our we go to

over see do will time. there kind improvement think continue we to So of that we

Canaccord Richard the has Genuity, next question. Close From

on This on Close. is Congrats quarter. for ] [ Penny Richard John the

is portal? how any strong just driven ask there to wanted obviously, be I to the would is And much margin this performance how of here. helpful. Just insight sustainable this? So

to Yes, that Sure. take happy one.

the to in we revenue operational flow-through, to drive our efficiencies So continue in do definitely business. addition

internally are definitely us our into We enhance to helped gain AI productivity. leverage. leaning to some further That's

sales look we going component QX. on and up focus make there at to team, business guidance commercial a as of in If kind we build in expense Evident continuing forward of R&D expect specifically, do slightly the QX incremental hiring out we hires. continue to here the is also invest to timing our that pick

monthly As claims data, earlier, prescription so buying Jeff buying prescription buying weekly claims more to going mentioned data from data.

margins the are in we about good year. to we certainly But So investing we're feel XX% guiding business. fact really this the EBITDA that

using with of follow-up. like going guess, market, brands? smaller down for out to go-to-market One the the what like more looking any those do plans I when portal -- be go differences the would have or you you're any

Yes, John, this Jeff. is

again, But done to positive. been much the of So date, you're we've it existing out rolled absolutely Again, that we has And haven't right. yet. to yes, feedback clients. uniformly

will I for it board. on to think folks certainly, easier make it down the road, come

people out. minimums as a high it to had for folks we company creating try purchase call when we and let talk is their key we've and one now, year to unlock on Right one for it think to Doximity way there us. this Again, own and of us come members. easier only make us with create come the of later real come will And start to content will team to content. The us our

as we a in in can really year. excited the And portal we're stuff later that that with whole on There's on today, in AI going where beta about exciting our this remarks. space. prepared lot this And said of go is

pretty the the we that decent Specifically, XX-second some website, of just in video a put product's website. could probably your imagery create of you copy and from using can URL and

things, this engaging portal the year. later to, content, about that the So is do we're ability something but again, summarize yet, fashion excited self-serve does not in create is doing a and something

the next America. take Allen from Lutz, Bank of We'll question

the mentioned just the You portal growth X above price. doing market? from order contributions to the versus gains, new client share XX growing, any points and market it, you in there growth. Is call X% way to the thinking I quarter or are normal outsized of X% that big can your recent I are your buckets guess, I'm that products, -- the subscriptions subscriptions the most major guess, rank percentage that drivers of maybe math,

have past that growth, and understand they are quarters? the Just are over what several the trying driving changed the drivers outsized here to

start talking through is Nate. Allen, that. I can this

we new when growth drivers front, at think tap budgets. sometimes about into we So which the our new modules, have

due cross-selling both system to look partners partners and new reach And members, well audiences, their like to to the our could education have as we sound, each that audience be from side to are brands. a also our have then impacts, which part health therapeutic that engagement to look manufacturer We expanded more audiences to both as groups expanding everything help of larger are on therapies how at within and reaching intelligent, journey. partners, but surround reinforce

I keeping think -- but one opportunity the on the thing trusted we that last for because on I'll a it with call out by and see driver always do is so is in is list that long-term our That's the still today. last clients steadily, put partnerships that is list, growth and, pricing. we believe lever that design on as we these we something list

that users of portal technology and to different the highest us afford with at ROI. demand we year get advantage, real Now around times the us the will models increasingly give particularly and the link the pricing to more sophisticated and as

However, we're and in with necessity the that partners drive pleased and that a been that our and growth, our our our our levers our engagement relationships growth have today. products been it hasn't

ISI. next Elizabeth from Anderson question the take Evercore We'll

should How quarter product and you you in questions margins a going typically gross think had the the the reported, the gross forward? the Congrats off Maybe we that quarter. expect just about those things new with some least we of new think current versus you're short in the the quarter obviously, do about sort products or those earlier of margin is of as of that term. cadence of Because sort expansion or reducing outperformance on where nice contribution of we margins, on contribution at ramp. nice the talking the some sort piggybacking

about incremental The thing Yes. they products. Elizabeth. Thanks, very products margin great is high our new are

have it using some content. made enhancements that these video made the for existing products to And of easier new actually we've launch

leverage in that itself So helping is with there.

during allows the work also not that So these during upfront, new but products well, upsell. only actually the to

outperformance contribute year well. expansion. natural going to note we help the strong typically definitely our was is margin some a hiring And new to that investments will continue to we're look to there that we of I the and certainly as some as that make. to they revenue So of a ahead, kind of QX But ramp see with quarter

expect So But we these for continue I are in to grow you definitely time. new potential see margin that they in margin and QX saw could expansion that products our guidance. that as continue, over wouldn't to

Got it. maybe And as a follow-up.

the creation, a In there. versus advancement that recommendations? clients interesting we terms be either Any think of audience would how of helpful. that's reviews the require MLR sort could of comments content very the in offerings some But there expansion that content have you about the do obviously, for the give you or

MLR process actually more Jeff, more a Liz. content is the This ping Yes. will can them I they where easily output make all the that pong today. that question. we their portal great That's Actually, into of streamlined with think e-mail having the than be the do place

to us accelerant have So will an to be for we're portal-based I approach this. excited that to able MLR it think be more

is really that high. some appreciated. been way we able technical that year, our specifically have, clients has think product the content that's have to of out one another be really allowed But these has very that the and harmonized to on same side, I our of think, the kinks Anna, I worked think, regard new want use I in repeat, with I last to comment the being products It margins our for required formats another product. in we've making but us a approved to changes for And some video

top have getting battle the now again, and our of first we've MLR it scars with gotten easier enough subsequent on products these it the and and that on And reviews reviewed pioneer's products. easier who gone XX review, gets also each through of new some for the

from Jessica Piper comes Sandler. question Tassan, next your And

Congrats on nice quarter. the really

wanted -- X to ask I So things. I just

growing there? twice First off, spending the customers And the was patterns as us portal XX that. impressive can top fast. are to I using missed walk just then and they're hear It I you through your that today, apologize if

accelerate? just, to So their Or prices? What's customers paying run or Xx just driving like it they causing multiple higher faster programs programs are growth? concurrently? is deploying Are the

I of who to Jeff. make to our our have with Thanks, clients. end, clients to But is then using to think, to meeting, Jess. prefer most processes, some portal XX% the us be a we call, be XX% out portal will we'll to give the on continue going efficient. top directly. portal. clear, This who a us our use the have internal top won't Yes, be to we more expect There's to rolled there work But again, are to

clients had that hasn't growth terms in top on XX of impact pricing. in an XX% It

So we already pricing using are the XX to programs sold are were this probably portal that our ago. top haven't in clients quarters Those really several market that be clear, programs and with been yet. live

with process go our see get to they'll easier to on I'm us. continue we it a gain like do I But this and because more ROI seeing my performance share whole more and to audiences, add make streamlined come each where we the think over your spend more enhances the treat more to time types message can which additional that ability again, to level marketing, molecular test and week, different again, a ROI,

Leerink we'll Partners. to next Cherny, Michael go our from question And

I just I have one think. one, quick

especially, seeing different Just differently. Anna, trying buying you've you're customers buy how about patterns, to seeing understand. know, I talked

little like outperformance, this little a does in to the and you at of anything a you'd the expect how past? formulation the into bit normally you see talked the pattern just less you seasonal bit that the look step-up different first Can forward for expect. of versus that understanding what a seem XQ guidance? in a dive the there consider maybe it your I guidance for If engagement clause is about XQ? better XQ you've Was just a Or hole XQ

for their as Thanks Yes. our will likely continue I and way question, Scott Mike. the the mentioned purchase customers earlier programs evolve. and to asked, has Yes, when launch

the variations do shape in the see we So . of some year.

last year. between this what and definitely in spring, we as than starting programs lot we're saw larger more upsells we the As a far did had we QX QX and of seeing also QX,

to revenue contributed really a XX% strong that growth. So year-over-year

up things I'll quite the that year, to over is growth and isn't QX point say one last QX year. the is last while to of rate as as high for want between that quarter-over-quarter I QX acceleration the step

right momentum QX, So will growth, And we're right guiding just indication to saw only XX% XX% we an growth. about of business the think last year's we begin now. which our now, in

Craig Hettenbach the question. from Stanley Morgan has next

the the the macro. half is expected the growth on year-over-year nearly first When implied Just guide comments half. in to second in the X% circling XX% is at looking back of year, guidance

you think So the can or and second about talk from year-over-year reflects conservatism much or first you approach you're else that dynamics to half how to in hearing anything customers just half? consider comps

I'll piggyback definitely on Mike. answer variations quarterly was little for revenue. question, bit Yes. some a see We Craig. Thanks in our the And the with giving I

faster And so that. than we at growth, really on before, revenue we business try we our to will And our focus X%. said annual we're grow to believe certainly pharma which as guiding

of for of where the continued we from soon certainty. we what rest us today the the by As seeing too is sit we of year, kind push it we're an perspective. about upsell macro through do excited we and to the have rest But that are just as think year absolutely

revenue I'll to possible cycle. too growth if of to to soon see baking to is us way annual for it of we're thing might definitely by continue new want is we're them there. those that for sure other to know brands we make the for time they've then we plenty QX to ramp It another higher look or like potential launch. And the ramping. is products could been pertains And buying the growth, But new our it the certainly what as mix strong excited point

comes And Jailendra from Securities. Singh, the next Trust question

on for is [ ] this And Jailendra. Jenny

for Just a product? this? Or versus Doximity? question be were that, pharma on And you growth paying companies whether portal. the thinking the are Can -- us self-serve cost a your complementary self-serve so you the was savings opportunities you how about on for portal remind

Jeff. Yes, it Thanks, to features clients. complementary are only of is Jenny. large it This a product. is Certain available

to we incentive to for business in client So licensing fee not something a get to that to not of data. more there an the is charge are But be access model the a explicit going of larger mode. or software it's an insights, more

there's fees incremental there. So no

having obviously, us, for uploading efficient them have write content as at an to more all e-mail is reports to it to opposed their their And clients looking that with and information.

annual just strong year last How said, pharma, a more QX. higher and versus QX of products mix of expected mid as an time contributed a require that from that allocate buying your to launch dollars much during less to buying then more saw you so purchases? And season, you new brands to launch, of with

outperformance saw for we our Thanks of larger These last the in certainly over seeing starting the also contributed But the programs so season years. it definitely there. strong that spring was best we're the that would growth a far Yes. that That upsell was to QX. I in X part note question.

upsells encouraged I ahead starting expectations. program the while so spring, were have upside of say that seen we're we would larger So far. that is growth our contributor to in reaccelerating the really there certainly the these that And

Berenshteyn, take Stan we'll Wells Fargo question a up, Securities. from Next

the Regarding portal.

So the is somewhat of the and who to portal kind portal? client on using away from campaign side I'm the curious, on needed creation training client. What the you is is support the group the use to build engagement out And that order if in portal to usage active? with portal? remains ensure you will expands need you portal pushing to the for client a

still today, not question. is Stan, portal. is The that that. the short doing It's I'll a Jeff. they're answer yes, it. good content this We're answer on creation doing very

us p.m. back doing, have is of see to they're But it's and to seamless for still be to daily e-mail reports their So still log e-mail how and at then night at time. it's them in lot more a in-house. saves able us having XX again and done them

mentioned do think, On see an the actually, big we of with well, a the as in as go-to-market I is basis, remarks, motion. larger prepared part ongoing we ourselves agencies here working which

I work today, for So a with I think, us, real we opportunity really don't to work it's much, think to agencies and clear, that be with them more.

bit So for and these they've their great later to roadshow mini they've with and well. as excited with we're work excited us doing business seen this more portals be some agencies tech that a because quarter little been

this. So to we're work excited more and agencies with with align

be looking do clients if billion be end, day-to-day your brand, but some a work brand, lower of or end in you're at the investment, I day, it big I really $X level, split will think not But of will the agency. be if headlines at on either that that the our require a be leverage changing and you're your us going our open at a training at ourselves. up everything to tests on to think done the will and return to probably ecosystem your you're bit you're again, on not for by team and a high little going

a medical on in Anna, the maybe on follow-up from this quarter quick recruitment. you And comment the performance segment? can just

question, for curative growth Stan. Thanks business. a there our in strong Yes. did the see quarter-over-quarter We

out as So that's that our of the other business one part revenue. . in is broken our XX-Q

to for One that's proven kind we've and already recruiting, AI on there focusing more into be things of been the is of leaning beneficial.

clients where system I'd is the there. that macro we're say could health about there term. So longer excited considerations But amongst still our go

Shen from the we'll take BTIG. ], next question [ Jenny And

spend about at the expect We've XX% budget. Dave digital to digital in as some managers year. to on large to pharma quarter. some talked that more the Congrats Larson. Jenny seen XX% to they companies cut by reports. for I brand advertising say pharma ask wanted just some much on ad as We've who

you're not. in like if all conversations. It seeing wondering at sounds you're your that I'm

brand Are of the sales face-to-face any customers? away in-person they they're you ads of because trend? digital more that get your looking told to managers out And dollars meetings. just actually they pharma with from that think us move traditional any reps can over to discussions Some some value of seeing

that. this Jeff. is I'll Jenny, take

mind, So what in about that our pharma U.S. in pharma brands XXX call keep of XXX that are sales. sales. target are $XXX Those clients. U.S. brands dollars work millions the are in brand with in million over to mega we are different There we

are And of there patent some life. brands within and in some the mature launch more are phase a are end that XXX, are those in some that that the and nearing phase

so of lot of of X in any bias, with check a moving because XX selection even from are doing them end X argument them think, or hear and so them, or there's you might I And a clinical price a who some a and sale personalized of of nearing of towards brands they on. more and so where more life on that on are based

the was it see just pace products. to And of shift ROI, highest most digital. during not is say we continued but I at entire Certainly been lower. number that the general, most it industry, in that would a COVID, that has see way efficient, never across physicians to market still reps effective the the

no-see a COVID X in X So off. grow. seeing the off did think, or where what after years started again to during XXXX a doctors of of call it years through, number continues they go bit blip I reps live doctors some

to But to. back, see They have time. reps like turned used their they of more again, and think that's to doctors patients. protective need now see are time I They don't

digital to a to the if continue. handful a story. we good Five mega of think to have managers, shift in keep are cycles. will all a in different brands. Again, that their you So But a of mind these does general you sample talk enough stages hear different thesis, at brand life not you XXX products may represent

And question competition. could quick if ask I a about

guessing else this in you Just space together. seeing coexist of lot companies with can you're all discussions who the multiple I'm in platforms, that customers. pharma a use those so

Just any thoughts competition. on

against specifically. don't share, gaining competition We're competition. about again, talk We our our Yes.

here not any call. know, this we're names on I So to going comment don't on particular

not of we I specific that do. feel growing at of don't going we name But proud to double-digit we're the users the anyone is percentages terms has else position. of daily sort say, again, think footprint competitors. suffice to or in But our active

closing And session. like to I everyone, would any does at hand to this things Tangney, the conclude CEO, additional back remarks. question-and-answer Mr. for time, or Jeff that

. for you. We the over thank We to just coming Thank shareholders and the time to want all for appreciate continuing and questions the look call. everyone deliver years. the forward you as joining to

does today's that your conference. everyone, you participation. conclude again, once for Thank And

disconnect. may You now