Transcript
Mira Guha (00:00) hey, Jen. How are you?
Genevieve Seney (00:03) All right. How are you?
Mira Guha (00:05) Good. We just got some good news.
Genevieve Seney (00:07) I know I saw certinal signed, right? Yes.
Mira Guha (00:09) Yay. I also get to cancel that meeting, which is very helpful for me. How are you doing?
Genevieve Seney (00:15) Good, good. Good, same. I feel like we’re moving 100 Miles a minute, but it’s all good.
Mira Guha (00:22) Trying to stay on top of it all, but we’re almost there.
Genevieve Seney (00:26) Almost almost there. Remind me. Are they in the waiting room? They’re not… was this just like to finalize last?
Mira Guha (00:37) I hope so… Tanya was sending over a lot of licensing specific questions. So I’m going to try to make sure if she has questions on that, that’s really not for this call. Yeah, unless it’s related to the upcoming kind of anticipated needs, which Destiny mentioned was the 120 renewals, which is factored in. I’m not meeting it today. My brain can’t get up to speed. It’s factored into the last set of the upcoming spend. So I’m hoping that will get us there and we can stay out of the weeds on operational stuff. Yeah.
Genevieve Seney (01:08) Yeah, perfect. Okay. I remember now, we were going back and forth on emails. Sorry, there’s like 8,000 emails in flux.
Mira Guha (01:13) I’m also starting to get them mixed up. So this is helpful for me too. Tanya had just gotten back from pto on Monday, so she needed time to kind of wrap her head around everything. She’d been out for the past like week or so. Perfect. So I can shoot them an email if they’re not here in the next couple of minutes, but we shall see. Good. Did.
Genevieve Seney (01:33) They confirm this time.
Mira Guha (01:36) They did. I’m pretty sure they did let me see… Destiny. At least. Did… Tanya? Let me see? Oh, Destiny just emailed us. Okay. They’re running a little late. They said they’ll be here in about two minutes.
Genevieve Seney (01:51) Perfect. Okay.
Mira Guha (01:54) So, I think Tanya did over email because she mentioned like just want to understand this before our call Wednesday. So even though she didn’t via Gmail, she did like via the calendar, she did okay, perfect.
Genevieve Seney (02:08) Email. So let me just pull up to them.
Mira Guha (02:24) I’ll send you guys a message. I’m still getting that opportunity type error when I try to close something as growth. It wants me to close this growth renewal. So I’m just going to send that to you and gab.
Genevieve Seney (02:32) Perfect. Yeah, that’s so annoying. I don’t know why it’s doing that. Yeah.
Mira Guha (02:36) I assume that was the correct way to go because it was literally prompting me but I guess not so sorry about that. No.
Genevieve Seney (02:42) That’s okay. No, that’s like a, I’m happy. We found that because it was like not showing up and we were like, what, where the heck is this growth going? And so it was just the growth type, but let’s just send it in a sock to us both because I don’t know if she can override that or not. But, yeah.
Mira Guha (02:58) I think so, cause she was able to change it even though I wasn’t.
Genevieve Seney (03:01) oh, yeah, she was, okay. Perfect. So.
Mira Guha (03:03) I’ll just leave that as is for now. But like, I think I’m trying to advance this to the next stage and it won’t let me.
Genevieve Seney (03:08) Yeah. Okay. Perfect. She’ll do that.
Mira Guha (03:12) Or maybe it will. Oh, okay. I just can’t close it that way. I think.
Mira Guha (03:28) Oh, Tanya is here.
Tania Terrero (03:42) Hi, good morning, guys.
Mira Guha (03:44) Hi, Tanya. How are you?
Tania Terrero (03:46) I’m doing well. Sorry, I am a couple minutes late… just coming from another call. Let me let Destiny know. I just.
Mira Guha (03:59) No worries. I love your shirt. That’s such a cool design. Thank you. That’s cool.
Tania Terrero (04:07) I’m in Florida, so it’s warm so I can wear, you know, the arms are out.
Genevieve Seney (04:13) Jealous. So jealous. Where?
Tania Terrero (04:15) Are you guys, is it Genevieve or Jean? Is it?
Genevieve Seney (04:20) Genevieve or Jen? Yeah, my Irish parents somehow ended up with a French name, go figure.
Tania Terrero (04:26) Well, I grew up in Canada and so, I see everything, Genevieve. So, yes, yeah.
Genevieve Seney (04:31) So, my parents are from ireland. My mom lived in Belgium for a while. I guess she just liked the name, but it was fun trying to spell it growing up. Yeah. So, Jen or Genevieve, but it’s good to meet you. I’m one of the managers on the account management team. So just jumping on to help and support where needed, but it’s good to meet you today, you.
Tania Terrero (04:52) Too. You too, email and asynchronous encounters are always very interesting, right? And so it’s nice to have a synchronous encounter 100 percent there’s so much loss in email.
Genevieve Seney (05:02) In translation for sure. And I’m based in jersey. So I’m very jealous of your warmth right now.
Tania Terrero (05:08) Yeah. Well, I did my time as I said in Canada. So, right. I did my time.
Genevieve Seney (05:13) Yeah, yeah. You put in the work?
Mira Guha (05:16) Excellent. Yeah, perfect. Hi, Destiny. Yeah, sorry. Go ahead. I’m happy to just jump right into it. I want to make the most of our time. I’m sure you’re super busy today?
Tania Terrero (05:24) Today’s a crazy day. This is like the only slot I had for today. That’s why I said I also had Friday but, okay. So, a couple of quick things and I apologize because my second screen is not up. I’m going to try and open this.
Mira Guha (05:36) No, that’s not going to help.
Tania Terrero (05:38) But in any case, so yeah, I think we can work through a couple of things.
Tania Terrero (05:42) One for sure, overconsumption of what we’ve used that you guys have identified that we need to be able to invoice for or pay for 100 percent. Okay, we’ll do that… again, my only ask because it’s calendar year. So when I have to go to finance and say this is an operational expense that really hits our last fiscal year, that’s where it, it’s challenging for them to say, okay, well, this is a 20 25 expense.
Tania Terrero (06:06) And so, you know, as we partner together into like the next years and such, we want, you know, all things going well, we want to make sure that we like have that cut off. And so I know you guys have been talking about it. But if we get the invoice and I can tap it at a clean cut like this is in 20 25, this is 20 26 and thereafter. So I am gonna work with our finance team to get that. I can’t bring it up in front of me. But that over consumption that you mentioned from September of last year until I think to date I think is where we were. So that amount, our finance team does invoice now, so we will get with them to be able to do that. The second part I wanted to talk about was just for my clarity, the contract expires in September, right? That’s okay. All right. Sounds good. Okay. And then the second part was the amount for requests that you guys have not yet actioned. I think Mira, you may have connected with Jen on making sure there was nothing at risk. But so that invoices will too will take care of that. The only one that we need to just get back with you by the end of today is around the projections for 20 26 of what we think our over consumption is and where what we’re going to be doing and how we want to grow just internally based on our strategy. And I know Destiny is already working on a list of like what we know that we’re going to want to do between now and September of this year? So that we get closer on the alignment of what that over consumption is. If we’re under that over consumption by September nineteenth, what happens with those additional funds? I imagine they’re either applied if we continue and, or returned. How does that work? Yeah?
Mira Guha (07:56) I’m happy to step in on this one. So we actually do not allow rollover of unused funds between agreements. You do have the skew flexibility. So we would recommend just keeping track of Destiny. I’ve kind of looked at it that account usage tab that unfortunately, I wasn’t able to show you when the WI fi went out to kind of be able to track where those dollars go. One thing that we didn’t really talk too much about that I think is kind of worth factoring in here is while we are talking about like I think Destiny, we last tried about like 120 renewals through the end of the contract. Still to be requested. There are other things that will continue to kind of eat away at the funds we allocate here. The software being the big thing being like the provider seats, I don’t know if we’ve talked about that. But before.
Tania Terrero (08:38) we go over that, what is the rate, the unit economics of that per provider for the seat? Yeah.
Mira Guha (08:45) I’m gonna go ahead and share my screen because I’m a visual person and I think that’s a little more. Okay. Yeah. So the provider C is 100 dollars per provider per year. The way the software works is basically, we are like it’s kind of as providers are active, that’s eating towards your contract. So if you added a provider six months into the contract, you’re not getting charged the 100 at the end of the year, you’ll only get charged for what when they were active. So exactly it’s prorated. So there’ll be like that prorated consideration of the providers through the end of the contract which we kind of haven’t really factored in. It is a little extra layer of complication. But if we want to kind of we don’t want to, you know, have unused funds left at the end of the contract, knowing they don’t roll over. I’d say factoring in your estimates for those renewal licenses, any additional licenses you need through the end of the year, knowing that, you know, if you go under, you can use that towards things like the provider seats, the ongoing monitoring as well, which is required for your credentialing, that’s also prorated. So that will continue to adjust the funds as well. But I would say, yeah, just for clarity sake, any unused funds will not roll over to the next agreement?
Tania Terrero (09:54) Yeah. So I think that’s why that last third item is why we want to give it a little more strategic, right? But the first two items, I think those are kind of no brainers and we’ll get those settled up. We’ll talk with finance and they will do the, they now send it where previously we did a credit card. They now send it and they manage that. So got those two parts resolved or initiated today. And then that last part we’ll get back with you. I think by end of day and just let you know specifically which clinicians, what renewals between now and then of what we think will be over consumption. And then to your point here, we’ll add in a little bit of a buffer because of the other SKUs that you mentioned that could be impacted. So we don’t get into another over or under on that.
Mira Guha (10:39) Exactly. I know it’s kind of a tricky like, right? Sizing as much as possible if we do go over again, even if it’s a little bit, we would just kind of invoice the difference at the very end of the contract. Hopefully we get the estimate as close as possible so that’s not necessary. But that sounds like a plan. It would be fantastic to have those today since we are kind of just coming up on that three 31 deadline just to make sure.
Tania Terrero (11:00) So that’s what’s confusing me? What’s the three 31 deadline? I’m sorry, that’s why it hasn’t resonated what’s the three 31 about sure.
Mira Guha (11:08) And Jen, you can jump in if I’m missing anything. This is really if we are seeing this huge amount of overconsumption over the total contract value which happened earlier this quarter. Our accounting team basically puts in a deadline of having that resolved by end of quarter to avoid any kind of disruption to your service. So if we reach that deadline, we haven’t had an agreement signed to address the overconsumption.
Tania Terrero (11:38) And there needs to be an agreement, a new addendum for additional payment?
Mira Guha (11:45) Correct. Why? Yeah.
Genevieve Seney (11:51) I can give some color. So again, since you guys are over contract rate and we’re still doing work, we’re still consuming, we need to have an agreement in place to cover the costs that you guys have already consumed because it’s over your total contract value. So in order to continue work and not cut off any access, we have to have that agreement signed so that we can continue the work we’re doing for you as well as make up for the costs that we’ve already done for you the work. So.
Tania Terrero (12:17) You want a new contract? Even though we’re going to pay it?
Genevieve Seney (12:20) It’s just an addendum for signature because we have to obviously secure the amounts that you guys need for the future as well. It’s not a new contract. Msa still stands there’s. No like a new negotiation in place. It’s just an addendum to the contract you already have in place. Okay? So.
Tania Terrero (12:38) That, the addendum I was thinking we’ll get this to finance, let them hand out the payment. But if you want us to sign the addendum, I have to send it to legal too, so that’s going to take a little bit of time. So just I can’t approve contracts on my own. I can sign for them after legal has reviewed it. So I have to send that over to legal. I’m just sharing it’s. Not going to be a barrier to get this done. It’s just a time barrier timing thing. So, I know you guys ideally want to get this by three 31. We’re actively wanting to do this as well too because we don’t want any clinicians to be disrupted or patient care to be disrupted in addition to we’re obviously going to pay for what we used, but it’s going to have to go through the process for us internally with finance and legal. Yeah.
Genevieve Seney (13:21) So I guess maybe priority on that since it’s not, we obviously you can send to your legal team. It’s not an additional contract. There’s no change to your terms. It’s just the amounts that are changing.
Tania Terrero (13:33) If I have to sign, if we have to sign, I have to send it. So if it was like, OK, and that’s that makes total sense. But if I have to sign something I do our process internally is that there’s an addendum that requires signature. It does require to go to our legal team internally. So I just take the step is all I’m sharing in terms of timeline? OK?
Genevieve Seney (13:54) What, and I guess to that point, does that impact? How long does that typically take for legal? It?
Tania Terrero (14:02) Varies. So I’ll submit a ticket and I’ll put it in as high, but then it varies based on what’s already in the legal kind of bucket of how long I anticipate it shouldn’t take too long, but three 31 is what this time? Tuesday. OK. So that gives them maybe three days, three business days and I know they do have things, but I’ll put it in high priority, but I don’t know that it’s going to meet the exact three 31. It will be a high priority. It’s not something that’s going to take a month but it’s definitely not going to take two, three days. So it might be the end of next week.
Genevieve Seney (14:40) I will say too that would the agreement will expire. So we will have to revisit what agreement.
Tania Terrero (14:45) Expires if our contract is September of this year, what agreement is expiring because?
Genevieve Seney (14:52) You’re over the total contract value, the amount that we need to true up the work that’s already been done as well as the additional work that you’re already consuming that we’re working towards.
Tania Terrero (15:05) So in the September contract that we signed 20 24, you’re saying if we went over consumption, you guys expire contract on three 31, the.
Genevieve Seney (15:16) proposal for the work that’s been done plus the additional work. So you haven’t paid the work that’s already been done, right? And the work that we’re processing that’s not in your contract because you’ve already consumed your full contract value.
Tania Terrero (15:30) OK. But so if you guys want to renegotiate the contract, if legal is not able to review it by three 31, that’s entirely up to you all. And you just let me know. Yeah.
Genevieve Seney (15:40) Exactly. We can revisit as needed. Just again, this is a push from finance to get this across the finish line before three 31 deadline. So it’s above both of me and Mira. I just wanted to put that out there. But yeah, we can get the additional volumes needed before end of day so we can move this forward as quickly as possible.
Mira Guha (16:00) Sure. Yeah. And if there’s anyone else who needs to have access to it because of how our signing platform works. So any contacts on your legal team, please let us know as well when you send over those volumes, so we can make sure that we’re sending it to them and they have access. Just like Jen said, anything we can do to get this over the finish line as quickly as possible for everyone involved would be fantastic.
Tania Terrero (16:21) Great. And you guys sent us the invoice February end of February? Yeah.
Mira Guha (16:27) For your current agreement or do you mean this addendum for this?
Tania Terrero (16:31) Addendum that was end of February?
Mira Guha (16:34) I think we have a timeline here. I’m just trying to check. I think we, I think it was end of February. I think that’s when, because Destiny, we’ve been talking about consumption since late 20 25, but it really spiked around late February. So that’s when we reached out, yeah, the proposal was shared technically early March. We were just wrapping up volume as much as possible to get a sense of where we’re going to go.
Tania Terrero (17:02) Yeah. We got to figure out a way to do this differently. I think in future with the overconsumption, right? So that we both can partner well in timing. I mean, conversations are great. It’s awareness, but it’s no action. You know, the action comes with the invoice. And if that’s March, you know, and I was out for a little bit on pto as well too. But in March, so we got to figure out how to do that differently, how to escalate from conversation to an actionable thing of now, you have an invoice because now we’re like trying to, we’re, putting each other in a bad position, right? You all are under pressure to have this done by three 31. I’m under pressure to make sure that our coo sees it. Our legal team sees it. Our finance team sees it and you essentially need it within the next couple of business days or it puts our contract at risk, it sounds like and you guys want to renegotiate. So, I think we just got to find a better way to do this in future in good partnership and then kind of work through some other things. Yeah.
Mira Guha (17:57) And I do apologize. If there was any confusion. I know this like we just said, last time, this timing was really tricky because we were monitoring consumption pretty closely. It looked pretty stable. And then we just saw that huge uptick in about February that I don’t think our team was really expecting to see. So that did put us on a time crunch that said, I do think we can kind of partner better together to kind of track and be in communication with you as to when we can maybe expect those kinds of jumps in usage and then just get ahead of this as quickly as possible, work with you to get those kind of estimates of additional needs. And then right size this make it more efficient. So that’s definitely something I can work with your team more closely on and continue to partner with Destiny. Hopefully kind of just do more frequent touch bases that’s definitely something I think will be helpful for us.
Tania Terrero (18:40) Cool. All right. Well, you’ve got our good intentions and we’ll move as quickly as we can. I will push as hard as I can to get this done by three 31. If I can’t, know that it’s not because I’m not pushing it. It has to go through kind of the process of internal because there’s a signature portion to this addendum.
Mira Guha (19:02) Understood. Well, we appreciate you doing what you can. We’ll keep an eye out for those updates from your end, both the legal information as well as the volume updates. And we’ll try to push this through, get back to you for review as quickly as possible.
Tania Terrero (19:13) Awesome. Can you send the call recording?
Mira Guha (19:16) Yeah, absolutely. Happy to do so all.
Tania Terrero (19:18) Right. Thanks, guys. Have a great week.
Mira Guha (19:19) Take care.