Transcript
David Ezeobinwa (00:00) hey, mark. How you doing?
Marc Heuser (00:01) Well, David yourself doing?
David Ezeobinwa (00:03) Pretty good. Sorry about that. A lot of back to back meetings today.
Marc Heuser (00:08) No, you’re good. How’s your morning going so far?
David Ezeobinwa (00:12) It’s good. I’m in Texas. So just crossed into afternoon. But, yeah, going good so far. How about yourself?
Marc Heuser (00:19) Yeah, no, it’s going well. Yeah, no complaints. Yeah. How’s life in Texas? Good?
David Ezeobinwa (00:26) That’s good. I’m in Austin. So, I’ve been here for a few years now so I can’t complain too much. I like it. Yeah, I like Texas, but I grew up in Florida, so I kind of like bounce between the two pretty often. Yeah. How about yourself? Where are you located?
Marc Heuser (00:43) Right now, I’m in northern Idaho. So, sandpoint Idaho. I was in Denver for about five years before that.
David Ezeobinwa (00:49) Gotcha. Yeah, yes, perfect. And yeah, no, I appreciate you making out some time. I know, of course, everyone’s busy. So I do appreciate you making out the time for today and just kind of level setting for today. I like to call it a needs assessment. So essentially, just like get a better understanding of the organization, what you’re looking for, what you might be needing and see if medallion’s a good fit. You know, we may or may not. Be. So get to understand a little bit more about that today. Yeah. And yeah, kind of move forward from there. And yeah, so we’ll just love to love get a little introduction from yourself. And yeah, we’ll dive in from there.
Marc Heuser (01:26) Yeah, absolutely. So so counselor. So I’ve been working in the industry since 2019, started in a group practice, went remote, 20 20, been working remote solo since then. And so putting in the framework to open up a group practice, online group practice with a brick and mortar location as well. Brick and mortar will be up here where I live in Idaho. And I know your threshold, you’re like, hey, look into 25 people or more. And so that’s kind of in the range 25 to 50 clinicians with clinical supervisors, one per every 10. And so currently I’ve gone through, I did manual providing for myself. So go through, you know, Aetna anthem go through that whole process getting credentialed. I’ve tried headway as well. I did that as well, but I’m essentially trying to figure out how can I streamline the process when I hire on the team to be able to get them credentialed so that we can get them moving quicker than, you know, the normal 12 week turnaround, you know? So that’s kind of what’s going on. It would be a remote practice but also, with a brick and mortar, but that doesn’t matter too much. Looking. So right now, I work out of Denver and then I also work out of Idaho. So I’m Denver and Idaho licenses.
David Ezeobinwa (02:48) Got you. Okay. Perfect. And, and the, I was going to ask as well like your practices or your providers, are they working across states or is it kind of like mostly in Denver, mostly in Idaho?
Marc Heuser (03:00) Yeah. So essentially, it would be in those states. So licensure is in Idaho and then in Colorado.
David Ezeobinwa (03:08) Okay. Gotcha. And from there, I was also curious. So how many providers are like are working to get credentialed with like payers is like, is that number, the 25 number? Or is that like a different number?
Marc Heuser (03:21) Okay. Yeah. Okay.
David Ezeobinwa (03:23) Got you. And do you from there, do you kind of forecast like additional growth throughout this year or in the next, you know, to next year or so?
Marc Heuser (03:31) Yeah, absolutely. So, I mean, the sweet spot for me would be like around like 50 is kind of how the, would be the solid practice after that. That would be kind of a reassessment of, you know, bringing in some more executive teams in order to get running it if we’re trying to get closer to like 100 providers?
David Ezeobinwa (03:48) Gotcha. Perfect. That makes sense. And yeah, like you said, this is definitely a spot like a lot of organizations do come to medallion and they’re like, hey, we’re reaching around that 25 to 30 that’s kind of what we have that number to start with. Yeah, it seems like, hey, like this doesn’t make sense for someone to like be running around managing. If I could just get this, you know, offloaded, I can focus on actually scaling strategy of the practice, all those type of things instead of like talking to payers, emailing payers, running around, filling out this form that form. Absolutely. Yeah, no, that definitely makes sense. And I was just curious like what does the process look like today? Like are any of those providers credentialed at the moment or is there like a process you kind of run today to get that going?
Marc Heuser (04:31) Yeah. So currently, so right now, it’s just me. So this is all like, you know, the idea is to hire these individuals if they’re credentialed already great, but then bring people in and get them credentials. So that right now, the way I’ve done, it is just standard, you know, caqh, go through, reach out to the organization, you know, anthem, Aetna, uch, and then just going through, but yeah, it’s about 12 weeks like, you know, I’m at 16 weeks for one of them, it took to get and then, yeah, and then just going through, I run through simplepractice that’s my electronic health record. And so there they kind of do the billing part. So they’re not a medical clearinghouse, but they kind of are. So it runs through that, yeah.
David Ezeobinwa (05:17) Okay. That definitely makes sense. And then how many payers is that? Are you trying to get them all credentialed with at the moment?
Marc Heuser (05:25) Yeah, it’d be kind of like, the big four, you know? So I guess you’re in Texas, but yeah, there’s probably going to be the same ones, right? So it’s like anthem sigma and uc health.
David Ezeobinwa (05:37) Gotcha. Okay. No, I get a better idea now and I’m also curious within that process. Are you, is it kind of like out of a spreadsheet sort of thing? Are you using any software at the moment to do it or?
Marc Heuser (05:48) Yeah, no, I mean, I use mac numbers. I use xero for the accounting side and then, and that’s it that’s kind of how it’s done. So, yeah.
David Ezeobinwa (06:02) Okay. Gotcha. Yeah, I typically hear like excel or people some people use Monday com for like a CRM type of thing. Yeah. So like you can make a mishmash of like a ton of different systems that they’re using. But no, okay. That, that definitely makes sense. Just wanted to get a clear, a clearer picture of like what’s going on today. And I’ll also dive into like kind of what medallion is, what we look like? If I’m sure you’ve done your research as well. Last question I did have though was like how long is medallion going to last? Is that taking to get on board? So let’s say like you bring on a provider, how long is it taking from?
David Ezeobinwa (06:36) Okay, they’ve signed, they’ve joined to them actually getting par status or, you know, effective status with ex payer, like how long does that normally take? Yeah.
Marc Heuser (06:44) It’s taking me about 12 to 16 weeks. So if I let’s say I hire you on, right? You would then be just accessible for cash payments, right? So, I can have, you know, individuals come in and pay you cash. But while we’re going through the credential processing so far, yeah, it’s looking at, you know, eight to 16. I haven’t seen anywhere on the eight side. It’s closer to the, I think the last one was like 12. Okay. Yeah. So it’s taking a while. Yeah.
David Ezeobinwa (07:11) No, that’s about industry average. We typically see like that 90 to 120 day mark from a lot of, a lot of customers that before they came to medallion, that kind of segues to like what medallion is. So like we are essentially we’re end to end solution for provider operations. So like that’s ncqa credentialing that psvs payer, enrollment, licensing, ongoing monitoring. Like obviously we do privileging, obviously, that doesn’t really apply to you.
Marc Heuser (07:38) Yeah, but, yeah.
David Ezeobinwa (07:39) So on and so forth. Literally everything within that whole gambit of provider operations, we like to cover end to end for our customers and keep it all in one place in our provider data management system. And our main goal is to kind of reduce the onboarding times for customers allowing their, you know, providers to get billable faster, you know? So we do that with AI automation and we’re seeing typically for pay enrollment submission, our SLA is 10 days, but typically, right now we’re around that five day mark and then that credentialing piece, we SLA around three days and we typically see a day for, you know, getting a provider credential, and then our overall turnaround time currently for submission to completion that provider’s getting effective is 52 days at the moment. So that’s approximately all payers we’re working with. We work with over 900 payers and our processes are mapped out in order to get the most effective outcome. Essentially that’s what we work to do. We have a research team. We have experts. How can we essentially work with these payers to get the best process to get the provider in and out the door fast enough? So that’s essentially what we work to do for over 300 customers today. So, yeah, that’s a high level. What medallion is what we offer? Yeah. And I was just curious for yourself like kind of like what kind of timeline are you on? Like, is this like something you’re just kind of opening the door to? Or is it just like, hey, like I’d love to have something in place, you know, sooner rather than later.
Marc Heuser (09:14) Yeah, I’d like to have it in place. I mean, I want all this running by the end of the year. My timeline, I know you guys got timelines too. I’m thinking six months. So, you know, if I’m looking at fall, you know, or Q4, beginning of Q4 to, run this out?
David Ezeobinwa (09:30) Okay. Yeah. We can, we can move as fast as you want or fast or, you know, fast or slow as you want. Because typically, I would say implementation is anywhere between eight to 12 weeks. Okay? Depending on how quickly we’re able to gather, import the data into the system, get it going and running that’s typically, how long that would take? So kind of just working backwards from there essentially depending on when you would like to be up and running.
Marc Heuser (09:54) Yeah.
David Ezeobinwa (09:54) And I was also curious like, I know you’re kind of running point right now, but would anyone else be like, hey, I’d love to see the platform? I’d love to have, you know, input on, you know, kind of what’s going on here? Is there anyone else that would be involved?
Marc Heuser (10:06) No, it would just be me at this point.
David Ezeobinwa (10:09) Okay. Gotcha. And lastly, I know it’s always a point, but I was just curious on budget, you know, like, I know typically some people come to like, hey, this is the kind of budget we had in mind or we set aside this for a project like this. I don’t know if there’s something you’ve kind of thought about at the moment?
Marc Heuser (10:26) Yeah, for you, how does it work with you? Is it, do you take like a percentage? Is it like, you know, is it, hey, you buy X amount of like, you know, paneling, like tokens, I’ve known certain organizations that are like, hey, you know, we’re going to panel whatever, let’s say 25 people with four different companies. So you’re buying 100 slots. So, I’m just curious like how do you do the billing and what does it look like on your end?
David Ezeobinwa (10:51) Yeah, yeah, definitely. So basically the main thing you’re kind of buying the provider data management platform that’s the platform feed from there, it’s kind of the volume of providers. So if you’re having like third, let’s say the scope of work. So let’s say you have 30 providers and you need credentialing, parent enrollment licensing. So that’s three pieces of the platform. You don’t have to have it all essentially, you know, you don’t have to like spend it all. It’s essentially what do you need for your providers? That’s kind of what we’re offering you?
Marc Heuser (11:21) Yeah. And.
David Ezeobinwa (11:22) Then from there, we build annually depending on like the scope of work, number of providers and, you know, hosting them in the platform. You’re not paying additional fees for like administrators to use the platform, anything like that. It’s literally just the providers, their scope of work, the platform that’s what, and then, you know, from there, we also have our services. It’s like technology plus services on the background. This team’s like come working together to get the outcomes done. Yeah. And so like I said, we built annually and I will say we typically start around the 50 K mark like that’s. Typically like the cost of like a full time FT, give or take, you know, 50 60. That’s where a lot of companies see the value of like, hey, like we don’t have to go find someone to do this like, hey, like, yeah, do this for me. So that’s kind of in a nutshell, obviously, like if further conversations exist like they can go into the details and nitty gritty scope out things which should get you a pricing proposal. But that’s at a high level, what that would look like?
Marc Heuser (12:20) Absolutely. And that’s essentially for the basis of 25 providers. So essentially 2000 per provider per year.
David Ezeobinwa (12:26) Yeah, essentially. And within, I would also say it’s like flexibility. So like we allow skew flexibility in the sense of like let’s say, hey, you actually end up growing faster in that first year or a year from now, we will be able to pull from other years like, hey, like the work scope of work for this year, we can pull it from another year and use it this year. Or if it’s like a little slower than you thought, but then boom, the next, that following year takes off. Yeah, and you get to like 60 before you know it, then, you can shift that out since you didn’t really use it this first year. So we allow that as well. So that kind of like because it’s not an exact science. So like we allow that skew flexibility to be like, hey, like, you know, this year might be different than the other. So that’s kind of how we look at it.
Marc Heuser (13:07) Yeah, absolutely. But yeah, rough numbers like essentially 2000 per provider, per year, right?
David Ezeobinwa (13:12) Yeah, I would say at a higher level for scope of work being done, the platform field, the number of factors putting into it that’s kind of like it would be breaking down to. But, yeah.
Marc Heuser (13:24) Gotcha. And with that 2000, so just rough numbers here, right? So each provider essentially worked through credentialing, like I said, licensure, but if they already come with licensure, that’s not a big deal. And then they’re obviously paneled. And then the billing function essentially from every time that I’m billing the payback, like you said, it’s happening. Yeah. So that’s just so I understand what else is included in that 2000 per person, right? It’s not just the credentialing, it’s not just being paneled, but it’s like the payment process. Is that what you’re saying as well? The?
David Ezeobinwa (13:59) Payment process in terms of billing? Like we can, we have an open API that can connect to any billing platform. So, you mentioned simple practice like we can connect to that, but we don’t necessarily handle billing. We essentially work to help get you paid faster because like your providers are essentially billed faster, yeah, far effective faster. So from there, they are billing much faster than, you know, 120 days, you know, that’s time, they probably were accepting cash patients, you know, and you kind of just like add it up. From there. It’s like that’s 70 days. They could have been billing that they weren’t essentially. So, oh, yeah.
Marc Heuser (14:34) Yeah, gotcha. And then with this, do you work with many? Like is your specialty more on the medical side or behavioral health side? Like you work with many behavioral health practices?
David Ezeobinwa (14:45) Yeah, I know. Great question. We have, a number of practices. So we do telehealth, behavioral health, hospital systems. So like literally companies ranging from 30 providers all the way to thousands. We have some customers, a couple of customers that are like in the tens, 10,000 mark. And then, you know, a handful, a whole range and spectrum in there, you know, on the platform. So, a lot of, you know, a lot of people have been seeing the benefit and that’s essentially why they do peak interest and come to us.
Marc Heuser (15:14) Yeah. I mean, it’s not outside the range that sounds appropriate? I mean, this idea of and it’s yeah, but is that like essentially a one time fee per provider? Or is it just like it’s essentially that’s just kind of what it breaks down on an annual basis?
David Ezeobinwa (15:29) Yeah, that’s kind of a break. Yeah, correct. That’s how I would say it breaks down on an annual basis. But yeah, it is something that will be billed annually that, you know, X amount will be billed annually over the life of a two or three year contract.
Marc Heuser (15:43) Yeah, no, that’s awesome. Yeah, yeah.
David Ezeobinwa (15:48) And I was just curious, anything else you wanted me to clarify or like in terms of next steps, being able to, you know, speak to one of our solutions executives, potentially seeing the platform, you know, diving into pricing? Is that something that would be of interest to you?
Marc Heuser (16:02) Yeah. So the, everything looks good. The number actually feels good, but I want to wait on it. And so, until I make sure I get all the pieces in play at that point, right? Instead of you passing me around to whatever, you know, account executive and having me do a demo and then not being able to close the deal yet, can I reach back out to you? Are you like a BDR or sbr?
David Ezeobinwa (16:24) Yeah. I’m on the partnerships BDR team. So, yeah, you’re definitely welcome to reach back out to me. I was just curious like what would that timeline look like? Would that be?
Marc Heuser (16:34) That’d be the summer of 28 six here?
David Ezeobinwa (16:38) Gotcha. Yeah, perfect. Perfect. Yeah, you’re definitely free to reach out. Like I said, fast as slow as you need to. So if it’s not something that’s pressing you right now, I mean, that’s definitely. Okay. So, yeah, no, I appreciate the conversation.
Marc Heuser (16:54) Absolutely. Actually, I’m really excited. I’m excited to work with, you know, you and medallion, it seems like it’s going to be a really good fit. Yeah. But yeah, let me get all my pieces in line and let’s go forward. All right. Yeah.
David Ezeobinwa (17:06) Yeah, no, definitely. And I’m just curious like is there anything when you’re saying getting your pieces in line? Is there anything that’s missing like now that would kind of inhibit you going down the like kind of doing an evaluation now or is it just like you’re just looking for more information or anything?
Marc Heuser (17:20) Yeah. I mean, I could go forward and get the evaluation essentially, it’s just on my side working sure. I’m working with lawyers to get my operating agreements, working with getting everything set up as far as like getting my providers in a system that can be able to take this type of workload. So once that’s in line, then it’s like, okay, yeah. I mean, I could meet with your Guy. Now. I just want to be able to close the deal until like I said, probably about like fall of 26 as far as like paying the price for the 50 K.
David Ezeobinwa (17:51) Got you. Yeah, no, definitely. It’s all up to you. It just depends like it can, whenever it does close, it can close, it’s up to you if you do want to have that conversation. I’m definitely open to scheduling it. If it’s something you do want to wait for, then that’s all right too. So we can go either way. And yeah, Dallin can work with whatever system you have to pull that information and get it into our system. So we do that really well as well. Okay. So.
Marc Heuser (18:19) Then we’ll pause on it, David, and then I will reach out to you when I get more of my pieces in place and then we’ll go forward.
David Ezeobinwa (18:25) Got you. Perfect mark. I appreciate it. Yeah.
Marc Heuser (18:29) Awesome. I appreciate your time, David. I’ll talk to you soon, all right?
David Ezeobinwa (18:31) You take care. Bye bye.