Transcript
Cliff Marg (00:00) hello? Good morning.
Kyle Carbine (00:01) Hey, what’s up, cliff?
Cliff Marg (00:02) Oh, that is a bad light behind me. There we go.
Kyle Carbine (00:09) How you doing, sir? I’m.
Cliff Marg (00:11) great. I’m really good. I got to start my day playing pickleball with the old people, my dad and his friends.
Kyle Carbine (00:19) Good, good. Show them what’s up.
Cliff Marg (00:23) Honestly, there’s one of them that is better than me, but the other two, my dad’s good. He’s not quite the athlete that he used to be though.
Kyle Carbine (00:35) So, it’s funny. I, my dad is really good at pickleball and like, I don’t know, I just, it always baffles me. It always baffles me when I go and play. I’m like he’s just kicking me.
Cliff Marg (00:49) When you live this lifestyle in Scottsdale, it’s you got a nice setup. You got all the time in the world. You got all these courts. I’m going to be a damn good pickleball player in three years. Okay, Marissa’s here, I’m going to let her in…
Marissa Letendre (01:15) Hey.
Cliff Marg (01:16) Hello? How?
Marissa Letendre (01:18) Are you guys?
Cliff Marg (01:19) Doing great. How are you doing?
Marissa Letendre (01:21) Good, good. Great to meet you Kyle.
Kyle Carbine (01:23) Yeah, nice to meet you, Marissa for great things. Thank you for helping us out.
Marissa Letendre (01:27) Oh, my God. Of course. These two have been fantastic. Cliff has been very, amazing. Very patient.
Kyle Carbine (01:35) Well, we appreciate you. I know a lot of this doesn’t happen without you so, thank you for everything you’re doing. Where are you calling from? Where are you based? I’m in, yeah.
Marissa Letendre (01:43) I’m in the Tampa Florida area. How about you?
Kyle Carbine (01:46) I’m in salt lake city. Nice. Yeah. So, wish I was in Tampa, Florida, having that perfect weather right now.
Marissa Letendre (01:52) Yeah, it’s in the seventies. I mean, I can’t complain, but I was just on a call with people from New York and they’re like what’s the weather and I’m like it’s kind of cold. It’s in the seventies and they’re like, I have no sympathy. I was like, fair. Yeah, very.
Cliff Marg (02:07) Fair. Well.
Kyle Carbine (02:08) Yes, it’s nice to meet you again. Thank you for everything you’re doing?
Marissa Letendre (02:11) No, of course. Yeah.
Cliff Marg (02:14) I think honestly goal for today really just kind of put a face to the name. Kyle’s been kind of working behind the scenes around commercials and things like that. And obviously, like, you know, he’s been kept up to speed in the background from cam and I so just wanted to introduce him.
Cliff Marg (02:29) I know your meeting is what it’s next Monday, right Monday. Yeah. And then I think the other thing is like obviously just want to make sure that you have everything that you need from us and that we’re being like helpful where it makes sense.
Marissa Letendre (02:42) Yeah. So I sent the deck to Brittany yesterday, the two things I want to like confirm. So she said she’s been like prepping Derek of like basically, this is what we’re doing. So we’ll see if Derek is aligned with that. I have, no, I have no concerns. Like I’m talking about like public channels like there was a request yesterday about like background checks for triwest, and you guys have a checker integration, right? And that’s how I was able to like push back on it. And Brenna was fine with me using medallion as like the.
Cliff Marg (03:24) You said don’t worry medallion’s got that covered? Yeah.
Marissa Letendre (03:28) I did. I think the few things I want to confirm are pricing like both for year one and then like two and three And then caqh. So right now we just use like username and password and I’m assuming we need like the provider module. So, do you guys like know what that costs you’re.
Cliff Marg (03:59) saying if you were to have medallion managing caqh profiles on behalf of your providers?
Marissa Letendre (04:04) Not managing well, like you guys have the caqh integration. So like whatever we need for that and.
Cliff Marg (04:11) Specifically, when it comes to like onboarding providers and kind of getting data for new providers? Yeah, yeah, that is all standard part of onboarding process and we actually don’t even need their username and password. Okay? Cool.
Marissa Letendre (04:28) Recreds, we can talk about this a little bit tomorrow when Manon’s on the call. But, and I know we’re talking about pdm mostly, but maybe we can spend like five minutes on recreds. I just want to like spitball if we’re gonna take that. If we’re gonna keep it in house or… give it to you guys. I think it’s gonna depend on like what the functionality is, but I’ll name Manon for that. And then.
Cliff Marg (04:58) yeah, let’s talk about that tomorrow with Hassan. My understanding was like it’s not a huge burden on your team today, right? Like it seems to be pretty automated.
Marissa Letendre (05:10) It is, but how do we like? It’s automated to ver, like a lot of it’s pulling from verifiable, so we need to make sure that we can hook it up to you guys.
Marissa Letendre (05:20) And then my last thing is like just, I know we’ve talked a lot about like vtu enrollment outsourcing and I think Bruna is like a fan of that and I am too. So… I would just love to like ballpark what it like? I know it’s very hard to pay your dependent, but I’d just love to like ballpark some figures.
Cliff Marg (05:44) Okay. We can start doing that. Let’s plan on talking about that tomorrow too, just in terms of, I don’t know, we’ll have to ballpark volumes from your end. I think that’s kind of like gonna be the biggest driver and then we can start, you know, at least getting you a high level sense.
Marissa Letendre (06:04) Totally. And I literally like, I’ve never spent so much time on something in my life as I did on this deck. It is like, I gotta, I’m gonna share my screen for a second because it’s like the prettiest thing I’ve ever put together and I’m like, really, I… Sunday, I was working on it and, I was like, I started working at eight a M and I’m like I’m gonna get done early today and it was by the time I knew, it was four o’clock and I’m… like, look how pretty this slide is.
Kyle Carbine (06:36) Wow. Yeah.
Marissa Letendre (06:38) I like, I stole some of your stuff from that. Yes, that’s awesome. And then just like why verifiable doesn’t work? Manan made this slide.
Kyle Carbine (06:58) This is impressive Marissa, it was really cool if you’re comfortable with it. I’d love to like, well, maybe you want to share it with your team first, but if you?
Marissa Letendre (07:09) Want to, I’m happy to share it with you guys. Yeah, really cool. That’s amazing. Once I have the numbers like the final numbers to input in, I can, I’ll share it with you guys. Well?
Kyle Carbine (07:21) So, in regards to your meeting next week, so there’s a few things that cliff and Hassan will talk through with you tomorrow. It sounds like another thing you mentioned was pricing, so I can walk through that with you today to just make sure we get you on the right spot before that too. Just another thing that I’ll offer up if you think it’s wise or it’d be needed is like, I’m happy to connect with Derek like I do that all the time. So I’ll let that be at your discretion, but I’m happy to do. So. I don’t know what you see valuable there.
Marissa Letendre (07:51) Let’s wait till after Monday and we’ll see if it’s needed. It might not be so fingers crossed. Okay, cool. I appreciate the offer. Yeah.
Kyle Carbine (08:00) Of course. Yeah, just at least, you know, it’s there. So like if something does come up and like, hey, why don’t you jump on the phone with their, you know, one of their executives like.
Marissa Letendre (08:07) Yeah. So, okay. Sounds great.
Kyle Carbine (08:11) Awesome. Well, clip, do you want to pull up the deck? It’s not as pretty as Marissa’s but do you want to pull up the deck that we put together there with the pricing just?
Cliff Marg (08:20) That didn’t work on it quite as long.
Kyle Carbine (08:22) So… Marissa, I appreciate it.
Kyle Carbine (08:27) Like I said at the beginning, just you being that partner with us and working through like, what needs to happen to get all this done. So what we have here, obviously, you’re you’ve already seen this just the pricing that we proposed and then what you were proposing back to us. I did go back to with our CFO and actually our CEO just to work through like, okay, like, what do we need to be true? So we can, you know, get this partnership going and really what it comes down to there’s two levers before we show like some of the pricing we came up with one is the multi year deal which you already alluded to like, hey, what is year one and year two? And then if there is also a year three, what that looks like. So we have two options for you. We’re like, hey, it’s a two year deal or a three year deal. And then the other option is on or the other lever I can pull to get us better pricing is our timing, right? So when we can actually get the partnership executed, which we’re obviously all excited about. So if you go to the next slide for me, cliff, based off those conversations, this is what we were able to put together. So for a two year deal, you’re at that 1,000,000 dollar range and then we’re getting closer to what you guys asked for when we do a three year deal.
Kyle Carbine (09:38) Yep, again, I talked about timing. I went to my CFO saying we’re expecting to like, at least, you know, formalize the partnership in April is the way I look at that. So please correct me if you’re wrong. No.
Marissa Letendre (09:51) You’re right? I, my goal is like after that meeting on Monday, like I’m giving Derek two days to make a decision. Not that Derek follows my two day rule but ideally, he will here and yeah, the goal is to get it kicked off early April. Cool. That’s.
Kyle Carbine (10:10) awesome. So, yeah, yeah, knowing that then I feel very confident that, yeah, that we’ll have these for you. So I’ll pause there. Any, any questions based off this pricing?
Marissa Letendre (10:21) No, I can, I just see like the breakdown unit cost and all that because I do have to put it in the deck. I.
Cliff Marg (10:29) Can send it to you, Marissa. Cool. I.
Marissa Letendre (10:32) Appreciate it. I… might have some questions after, but I think it’s fine right now. Okay? Yeah.
Kyle Carbine (10:47) Let us know after your call on Monday or as you’re even working through it, if you have more questions, we can give you any more intel as you’re prepping.
Marissa Letendre (10:54) Okay, cool. We’re.
Kyle Carbine (10:56) here as a resource. So.
Marissa Letendre (10:58) I appreciate y’all, yeah.
Cliff Marg (11:01) Marissa, the only other thing I had for you, I mean, we’ll talk about it more tomorrow, but in terms of like us talking to Alex again, like, I mean, what are you envisioning there?
Marissa Letendre (11:11) So… when manana and I talked to him, mind you, Alex reports to me, so, like while I care.
Marissa Letendre (11:23) about like Alex’s input, I, he’s not a decision maker, right? Like, and what we haven’t told Alex yet is like, hey, we’re going to be outsourcing enrollment and I think he’s pretty onto us on that, like he even brought up in the call with me and Manan, and he’s like, I mean, if you guys are planning on outsourcing enrollment, like, just tell me and I’m like we’ll talk about that another time. But I, I’m not really worried about it. I don’t have any, like… I don’t have any concerns. Basically is what I’m trying to say like, yeah.
Cliff Marg (12:00) But it sounds like, do you still think it’s important that we get back on with him and walk into like, do you think we need his voice in the room for Derek? If he was asked, Alex, what do you think of this or not as much?
Marissa Letendre (12:13) I mean, Derek… likes Alex a lot, but I think Derek’s more like… and I love Alex, but, I think Alex is just like very, he’s not great with change. So, like we’re working to, I’m working to get him better with that. And this is just one of those things he’s gonna have to, you know, accept… and I’m working with him on like he’s not against medallion. He is fine with medallion, no.
Cliff Marg (12:39) I understand. Yeah.
Marissa Letendre (12:40) He, he’s just like I need, I want to understand like the bigger picture, And it’s fair. We’re just not ready to like until we talk to Derek and Brenna. I’m not ready to have that conversation with them.
Cliff Marg (12:53) Yeah, yeah. Okay. Well, I agree. I mean, I’m that’s basically what I’m getting at is like just trying to understand, does looping in Alex before this conversation add unnecessary risk or, you know, should, you know, should we be thinking about handling that in a week and a half from now?
Marissa Letendre (13:11) No, I think like to the question of are you guys going to have to meet with Alex again? Yes, probably like I can’t imagine a world where that wouldn’t happen, but, I don’t think it, it’s not going to be like a hostile meeting, like it’s not going to be a decision point if that makes sense.
Cliff Marg (13:29) Yeah, yeah. Okay. Cool. Well, we can talk more tomorrow, Hassan and I have a touch base later today, so, we’ll be ready to roll,
Marissa Letendre (13:37) And Alex is not on that call tomorrow, just so, you know?
Cliff Marg (13:40) Yeah, yeah, yeah.
Marissa Letendre (13:41) Okay, perfect. Go ahead. Go ahead. I’m sorry, no.
Kyle Carbine (13:46) My, mine’s a tangent, so, please.
Marissa Letendre (13:49) Go on your tangent. I lost my train of thought. Sorry?
Kyle Carbine (13:53) No, you’re good. I was just thinking I was just thinking through everything and one thing cliff and cam, don’t even know that I’m going to ask this. So, I’m surprising everyone here, but we, in… August timeframe are going to be getting all the go to market teams together. And it’s either going to be in Florida or Chicago. And if you’re open to it just again, I love like the deck you put together and the partnership that you have with cliff, like maybe we can talk, you know, obviously once we get everything solidified we can talk about you coming out and like joining us, you know, one, meet the team, but two, like I think it’d be good just to see like what’s top of mind for you? And it’d be good for our sales team to ask you questions and things like that. Obviously, all this determines like, you know, let’s get the partnership going off, but if it’s something that you’re open to, maybe we can start talking about that as well.
Marissa Letendre (14:39) I would love that. No, that would be awesome. Thank you. Yeah, sorry.
Cliff Marg (14:45) Maybe we’ll see the lakers play the heat or something. I don’t know. I.
Marissa Letendre (14:49) Went to an ncaa game on Friday. Oh, that’s awesome. That was the best basketball game ever.
Cliff Marg (14:56) We inspired, you.
Marissa Letendre (14:57) Did inspire me. So I, no, I’m excited and I think Derek’s gonna be… Derek has been in a pretty good mood lately. And I’m hoping Derek wakes up on Monday morning in a good mood and Derek’s mood is like the determining factor for anything. If you catch Derek on a good day, the answer is yes. So, I think with Brenna, like dropping the hints and stuff. I think we’re in a good spot.
Cliff Marg (15:33) I’m sure Kyle likes that. It’s all up to how Derek wakes up on Monday morning.
Marissa Letendre (15:37) Well, no, like, I don’t mean it in like that negative of a way, but like, we’ll be good. I, we’ve prepared hard, so… awesome.
Kyle Carbine (15:49) Well, thank you. Marissa, really appreciate everything you’re doing please.
Kyle Carbine (15:52) Yeah, I know you have contact with cliff and cam here, but if there’s anything I can help with as well, just let me know.
Marissa Letendre (15:58) Okay, appreciate it. Same.
Cliff Marg (15:59) Okay. We’ll talk tomorrow.
Marissa Letendre (16:00) Cool. I appreciate y’all, bye, bye, guys. Bye.