Transcript
Peter Bosworth (00:00) hey, how’s it going good?
Genevieve Seney (00:04) Did we talk already today? Yeah, we did. Oh, my God. It’s been a long Friday already.
Peter Bosworth (00:08) I know.
Lauren Pollitt (00:09) It has?
Peter Bosworth (00:11) It’s been such a long. Okay. It’s.
Lauren Pollitt (00:15) been a,
Genevieve Seney (00:16) long Monday and it feels long.
Peter Bosworth (00:18) Yeah. Alright, Lauren, and then Bryn are in the waiting room.
Genevieve Seney (00:25) Yeah, it sounds like… it sounds like Bryn, I forget. Do you know what her title is?
Peter Bosworth (00:35) She is the health tech ops, vice president of business operations. Okay?
Genevieve Seney (00:43) Great. I think she said it was like her two are the decision makers but not the signers, right? Yeah, yeah. Okay. Sounds good. Okay?
Lauren Pollitt (01:04) Hey, Jen. Hey, Peter.
Peter Bosworth (01:07) Hey, Lauren. How are you? Good? How are you doing? Well? Thanks. Hi, Bryn.
Lauren Pollitt (01:12) Hi, nice to meet you both.
Peter Bosworth (01:14) Hey, nice to meet you too.
Genevieve Seney (01:16) Happy Friday, yes.
Lauren Pollitt (01:17) Happy Friday.
Peter Bosworth (01:20) Yeah.
Lauren Pollitt (01:21) Go ahead, Peter. I’ll let you start because you said that there was maybe some things that we could do, and then I’ll address some of my concerns if that’s okay?
Peter Bosworth (01:31) Yeah, that sounds great. So, I just wanted to connect because I think, you know, when we were going through the exercise, if we put, if we could just put like price aside for a second, and we were just discussing pure like volume and workload that’s coming up for Isaac health, the amount of work that had you, the amount of requests you put into medallion so far.
Peter Bosworth (01:54) And then when we went through the forecasting exercise, the amount of licenses that you anticipate using over the next year, it seems like we arrived at like a pretty big number and so there’s going to be like a lot of licensing and credentialing for that matter, need in the next year. And then the, it seems like the biggest driver is cost and so that makes perfect sense. Obviously. But I guess what we’re wondering is like, you know, if cost is the biggest driver here, we just want to a kind of like make sure your team is aware of like… the fact that we, that would be like a lot of licensing work for one person to do. And also just like, if there was a number we were able to align on in terms of unit price for licensure, would that make the decision easier?
Lauren Pollitt (02:53) So, I appreciate that. And I think, yes, it comes down to cost. And I think the other issue that I’m facing is that when this was originally explained to us, like I said in the slideshow, it was never spoken about the 120 percent. It was said that we could take from year two or year three and that we would never receive an overage invoice. So understanding that, yes, we know it’s in the official contract that we signed that 120 percent, this would have been handled a lot differently. Would we have known that up front, I would have already brought some of these licenses in house and only used 75 for the first year and 75 for the second year. My other concern is, yes, with pricing 650 dollars on average even for some of the other states, I can get a nurse practitioner license for 250 dollars, sometimes 100 depending based off of the licenses. So to be charged the 650 for each of those is hard because the majority of our providers are nurse practitioners. They’re not medical doctors. I guess when it comes to aligning on a price, I’m not really sure if that’s something that we’re in the position to do at this point, just because with the overages, my concern is that we spoke yesterday and you had given us a new quote of like the 19,000, we were aligned with keeping the 60 seats and doing the credentialing for all of those, which is 100 percent. We absolutely need those 60 seats and credentialing for all of them. And knowing that we have recred coming up. So that would be fine to make the addendum to our contract for that? We know that we need to my question is that because we are only 14 over, why would we be charged an overage for those of the 9,000 dollars?
Peter Bosworth (04:53) Sorry, are you talking about provider seats talking about licenses?
Lauren Pollitt (04:58) I’m talking about the licenses. So in the original, when we talked about this last night, it was going to be 19,000 dollars, 9,000, 100 dollars of it was 14 licenses which was covering because we purchased 75 and we were at 89 now. So we put those 14 on to cover the overage. But if we are making an addendum to our contract for 60 provider seats, as well as making the addendum for the compliance piece and the credentialing piece, why would we then still be over if we were going to be bringing licensing in house?
Peter Bosworth (05:33) Because these licenses, are considered consumed.
Lauren Pollitt (05:39) Okay. But we aren’t what I’m trying to understand is inside of the contract that I did read and the slide show that we can take money from different areas of the contract and that can be applied towards the balance.
Peter Bosworth (05:59) Right. It’s because you’ve exceeded the annual contract value. And so, yeah… are you saying like, sorry, I’m just a bit confused here. So.
Lauren Pollitt (06:14) Yes, we’ve exceeded the annual contract value. But in the way that this was explained, and in the slideshow that I showed you, it says that if we do that, we can pull from year two. So my question, is why do we need to add 14 licenses and pay for that 9,000 dollar overage? When I don’t plan on requesting any more licenses like this year? And we haven’t used as many for year two yet. Like at this point, we stopped 64 last night that’s already been done. All 64 of those have been done. So at this point, it’s just the 89 altogether that we have used. So there’s only 14 there that weren’t accounted for. But if we are allowed to roll over or use up some of the contract for year two, why would we need to do an addendum for 14 licenses and pay for those?
Genevieve Seney (07:04) Yeah, yeah. I can help. So, that is the 120 percent clause. So in terms of going over, right? Once you have, you can push and pull as much as you’d like with the exception of exceeding 120 percent in any annual contract year. And so obviously, like once we start to see the trending of the overage exceeding, we also see upcoming consumption like that’s the flag for us of, you know, there’s no slowing down with the requests. So that’s when we have these discussions, we don’t want to just send you an invoice. And we don’t do like a la carte where you can just keep adding. And so that’s sort of why we came back together gave you the proposal for the volumes sounded like you needed. But I think where we’re landing at today is we want to just move forward with the 19,000 dollar agreement given the overage you have. And then what you are going to give to us for the remainder of this year.
Lauren Pollitt (07:57) Yeah, because at this point now, with the licensing and like the 650 dollars, yes, I would see like if we could, I mean, I’m not sure what kind of price point you could give on those licenses at this point, but I think that that’s the most comfortable for us and that we would just handle the remainder of the licenses. So like there wouldn’t be an uptick. The only uptick that you may see is going to be provider seats and our credentialing which we absolutely have to use for, our contracts. And we love the ability just to click a button and you guys handle the rest for us, which is great. So thank you. But, in regards to the licensing piece, I think that it’s just more efficient at this point for us to pull back and we will take care of the 64 and from there on out any licenses for the remainder of now until December we will handle. And knowing that we only have 75 for the next year and making sure that we track that a little bit differently?
Genevieve Seney (08:51) Yeah, no, no, absolutely. And sorry for the confusion. Like we’re totally aligned. We don’t want to give you anything that you don’t want to use. I think again, we wanted to land at a place where that we do obviously manage your licensing and hold on to that. And I think like from our perspective, what we’d like to do is if you have, you know, I think it was Peter said 90 or so licenses anticipated for the remainder of the year that you’re going to manage. And again assuming maybe next year, it’s also a higher number and you keep kind of growing the ideally state that’s what we all want. I think like what we’d want to do is just again bring that 650 number down because obviously, once you have additional committed volumes that’s where we can give discounting. So maybe like we’ve heard you, we’ll do the 19,000 dollar agreement like that is your agreement. But would it be still helpful? Like if we just gave a discounted number based on the volumes we’re seeing today or what you gave us on the call earlier this week? So you can kind of think about that.
Bryn Loeffler (09:52) I’m happy to look at it and make sure we take that into account. Like I agree. Sorry, is it Jen or Genevieve? Yep, both?
Genevieve Seney (09:58) Work? Jen’s, fine. Got it.
Bryn Loeffler (09:59) Yeah, happy to look at that. Appreciate you creating that for us. We can take a look. I think we just need to go because as you can tell, things change very quickly. And so when we have a new partner, we’re going to have a lot more. So I think that would be a broader conversation internally of what sales pipelines look like. And so we can do that math if you do have a new number for us.
Genevieve Seney (10:15) Yeah, absolutely. We’ll give you that separately. Again, you can kind of chew on it and let us know, but understood, we’re prepared to move forward with the updated agreement.
Lauren Pollitt (10:26) Perfect. Brynn. Do you have any other questions?
Bryn Loeffler (10:30) Just for my sanity. So the current state is that we had 75 allocated and typically you can pull in from year two, however, the, but here is that we are over 120 percent of year.
Genevieve Seney (10:42) One correct? Yep.
Genevieve Seney (10:44) So you did 97 in year one and then you also went over in some other skews, I don’t recall. I think cred, maybe you went to 24 as opposed to 12. So just the total dollar amount. Once it exceeds a certain volume in year one, we have to have these discussions got.
Bryn Loeffler (10:59) It. OK, that’s super helpful.
Genevieve Seney (11:01) Yeah, absolutely.
Peter Bosworth (11:04) Great. And then, so I guess just next question would just be like in terms of the agreement itself, send it to who Julius?
Lauren Pollitt (11:13) Julius? OK.
Peter Bosworth (11:16) And, OK, so we can do that today. Is that OK from your end? Yes. OK. Great. Well, perfect. I think that’s all, from my side.
Lauren Pollitt (11:29) Awesome. Great. And I appreciate you guys coming together again. Like I said, I think that if this were explained a little bit differently from the beginning, we would not have been here. But now we know, and we know for the future, how and how this is going to work. So this does not happen again even for year two, year three that we are here with you guys. So thank you. Yeah.
Genevieve Seney (11:48) Absolutely. And hurd, I will take that feedback back to the teams you’re working with before and higher up leadership to make sure that obviously we’re not in this position moving forward and with any other clients. So appreciate you guys have a great weekend.
Lauren Pollitt (12:03) Thanks you too. Thanks. Thank you. Bye bye bye.