Transcript
Katie Sandlin (00:00) hey, David, I’ll say hi real quick. I’m doing kid drop off real quick so I’m gonna have my camera off while we talk.
David Ezeobinwa (00:07) Gotcha. No worries. I appreciate it. How’s your morning going?
Katie Sandlin (00:11) Yeah, it’s going pretty good, running slightly late, getting my daughter off to school. But good thing I’ll be at the office here in just a second. How’s your morning?
David Ezeobinwa (00:20) It’s, pretty good. Just getting going here. So no complaints here. I love your accent by the way. Where are you based?
Katie Sandlin (00:29) Oh, I’m from Texas.
David Ezeobinwa (00:31) Okay. I’m in Austin right now, actually.
Katie Sandlin (00:33) Are you okay, I guess I never realized I had, well, I never pay attention to my own voice. Do you live in Austin or are you just traveling right now for work?
David Ezeobinwa (00:42) I live in Austin right now, but I grew up in Florida, but yeah, I’m in Austin, right?
Katie Sandlin (00:46) Now, okay. So you’re still a southern Guy? Yeah?
David Ezeobinwa (00:49) Yeah, yeah. I guess Florida’s a little, not really southern but, yeah.
Katie Sandlin (00:54) Still in the southern part of the state. Yeah, I have a family that lives in Austin, so we go there often. It’s a good area.
David Ezeobinwa (01:01) Yeah, for sure. Perfect. Yeah, like, I know, I appreciate you making out some time as well, and I’ll just introduce myself. My name is David. I’m here on the partnerships team here at medallion essentially just help kind of have these conversations with prospective customers, learn a little bit more about the organization, get a feel for them and then see if medallion is a good fit at this time, if at all, and then kind of move forward from there depending. And then we’ll set you up with one of our account executives. They’ll be able to potentially show you a demo scope out, you know, stuff price all the works down the road. But yeah, this is more of like a needs assessment call. Just get understanding, like I said, see what you got working on with right now and then see if medallion would actually be a good fit at the time, but yeah, love to get introduction from yourself and kind of kick it off from there. Yeah.
Katie Sandlin (01:48) Sounds great. I’m going to pull over into a parking space right here at the school, and then I’ll take the call with you and that way I can focus on because this is something I’m really excited about actually. So I lead a compliance department here at choice. I’m a nurse by trade. So I do clinical and compliance. I don’t know if you know much about choice health at home, but we just entered into our tenth state yesterday. We are heavy on the M a side of things at the moment. I am needing major assistance with licensed and regulatory workflow management. And I’ve got a good process in place right now. I feel like, but as I continue to take on more agencies, it’s getting difficult to manage the state medicare medicaid. So more so on the healthcare license less on the employee credentialing and licensing, that could be a component that we add later on. So we do a lot of business with pulsinelli, that is our legal firm and they have used medallion before. So I actually reached out to you all based off their recommendation to help in this space that I’m looking for.
David Ezeobinwa (03:04) Got you. Okay. No, that definitely makes sense. And I’m curious like how many providers are you currently? I think I saw like 80 when you said something. Yes. Okay. You’re currently at 80 right now?
Katie Sandlin (03:14) We’ve got about 80, yeah, 80 separate ptans across 10 states, but we’re probably looking at a total of 120 Ish total locations that’s parent and branch sites, not just ptans. So. Okay.
David Ezeobinwa (03:30) Okay. Yeah, that makes sense. And how many more providers do you foresee like yourself? Like adding on in like the next year or so? Yeah.
Katie Sandlin (03:39) We think the goal is to enter 15 states by the end of the year. Okay. We’re currently just went into Washington state and Florida yesterday, and that puts us in 10. And then the goal for our CEO is five more. So they’ve already got different agents. We’ve already got several under Loi at the current time. So I anticipate us growing significantly before the end of 26. Got.
David Ezeobinwa (04:04) You? Okay. Now, that helps me get just like a bigger picture. And I was curious like I know you said you got a process in place. What does that kind of look like today?
Katie Sandlin (04:14) It is a Google sheet. So I have all of our agencies lined out with all of the licensing and updates. And then I have a renewable tab that I just filter based off who’s due for renewals. And then I have a Google doc that equally has all the providers. And I keep up with my notes the day and time that I call to check on an application and the status of it and application numbers. So it’s kind of between two different locations right now. Okay?
David Ezeobinwa (04:40) Okay. So mainly Google sheets. Okay. That makes sense. Yeah, something I typically hear as well is like usually organizations before they come to us and they came from a certain size and they’re growing. They usually, it’s like a spreadsheet. It makes sense like a CRM, like a Monday or something Salesforce type of component. And then like maybe a whole different thing is just kind of like they’re manually kind of tracking everything. So, yeah, now that helps me give clarity on that. And then overall, I know you mentioned it’s mainly you’re looking at the licensing. Is there any type of like credential like peer enrollment, credentialing type of work happening at the moment for those providers? Or is it just you’re just kind of just doing licensing for them?
Katie Sandlin (05:18) They are credentialed with achc. Is that what you’re referring to as far as an accrediting body? Or are you looking at what per SE in credentials? Are you referring to? Yeah.
David Ezeobinwa (05:28) So the accrediting body, like, you know, I know you mentioned achc, so like ncqa, tjc, that type of thing. So that credentialing body. Yeah, yes.
Katie Sandlin (05:37) We do right now, it’s not all consistent. We have some not accredited, some chap, some achc, but we are moving everyone over to achc. And I have a separate transition spreadsheet for that.
David Ezeobinwa (05:49) Got you. That makes sense. And then also credentialing also in the sense of like payer enrollment because typically, you know, billing to payers, that type of thing. I don’t.
Katie Sandlin (05:57) know if that’s something? Okay? We would be interested in that as well. David, my compliance department does not manage the payer credentialing that’s done through our billing team, but it is still kind of my responsibility to make sure we keep up with those. So I would love to be able to have that not just managed by them but in the same platform for oversight too.
David Ezeobinwa (06:18) Got you. Perfect. Yeah, no. And lastly, if not, I just want to ask one or two more questions, get just a fuller picture. I’ll get into medallion as well. And lastly, I don’t know if, you know, off the top of your head, how many payers you’re kind of working with at the moment for that payer credentialing piece… on?
Katie Sandlin (06:37) Hospice, it’s a little bit less than our home health service one. So, you know, we have some blue cross blue shield, unitedhealthcare so, not a lot, but I would probably ballpark say around 20 total between both service lines. So it’ll cover the whole company, not just one line specific.
David Ezeobinwa (06:57) Got you. Okay. No, that makes sense. I appreciate the information and kind of like segwaying into medallion. In a sense, we’re an end to end solution for, you know, provider operations that’s kind of how we want to, that’s how we focus everything. So we want to make it in a sense that everything’s in one place, one platform, you have visibility into everything that’s going on whether it’s licensing or payer enrollment. So essentially, we cover everything from that licensing payer enrollment, that accreditation credentialing, we do ongoing monitoring expirables analytics. We really want to make it as simple as possible to, you know, have everything for your providers in one place. And then from there, we like I said, I mentioned visibility that’s visibility into like what’s actually the work that’s actually being done? The timelines of it and being able to track anything that’s expiring, being able to track what’s being sent out. And we are a mixture of software technology so that’s the provider data platform and then it’s also services too. So we work in a background with our experts to actually make sure that what’s being sent out is accurate and correct.
David Ezeobinwa (08:04) And that also ties into the fact that we have, you know, pretty much very low error rate in any submissions we do. And we also being able to contract to outcomes. So that’s essentially like for specifically more so on the payer enrollment side and credentialing piece like we have an SLA in our contract. So that means we’re saying, hey, we’re going to get this work done in a set amount of time in our contracts. And right now, for credentialing that’s a three day SLA, we’re averaging one day. And then for a payer enrollment submission, we’re SLA ing 10 days and averaging around four point five currently. And that kind of all ties together into our average turnaround time for payer enrollment, which is 52 days currently across 900 payers that we work with across the us. So that’s different states, different sizes, anywhere from commercial down to your more regional payers. And all throughout the processes we’re using AI and automation, we’re essentially just been working at it the last five, six years to really get a process down that is as seamless as possible. That means no more spreadsheets, no more, you know, manual tracking of things like you literally go into the, your providers can also go into the platform and see what’s going on. And you can go into the platform and see what’s going on. So it’s a two way, two way street, two way collaboration, you know, less questions, less follow ups overall. So that’s really something that we’ve worked on to make possible. So, yeah, that’s really medallion at a high level. I’ll pause there too. I know I spit out a lot to see if you had any questions on that.
Katie Sandlin (09:37) Yeah, that’s okay. No, I, it sounds like that’s exactly what I’m looking for. And just so you’ll know my timeline. I am looking at, I do have two other demos today and I had one yesterday. So I do want to go to the next steps and perform a demo. I would love to think I can select a software in the next two weeks and begin implementation. So I know it’s probably a little bit more of an urgency than what you’re probably used to seeing. But I think that transparency is probably key. I don’t expect any more of a rapid implementation period. Whatever that looks like is what it looks like. I just know for my decision making, I am actively looking to make something… personally, spoke highly of y’all and the other ones, they didn’t give me any other recommendations. So, y’all are the first on my list because we work so closely with our legal firm. They know the size of our company. And so I don’t think they would recommend something that didn’t have the bandwidth to manage what we’re needing. So.
David Ezeobinwa (10:41) 100 percent. Yeah, I appreciate the transparency there too. I was also just curious just based on your timeline. Is there anyone else kind of involved in the decisions as well? Because, you know, typically, we see, you know, a couple people are like, hey, let me get some input. Let me see the platform as well. So.
Katie Sandlin (10:56) Yeah, no, I answer directly to the CEO. I let him know I was looking at this. So once I see what the cost is of all the demos and we kind of take a look at which ones, you know, I want to continue to look at. Then we’ll make a decision from there and I’ll run it by hand but no, I have the full ability to make this myself. Okay?
David Ezeobinwa (11:17) Okay. That makes sense. And then lastly kind of tying into, you know, the CEO, is this something he’s kind of budgeted for already? Like, hey, like he needs to be around this price or is that something he’s kind of like, hey, show me the pricing proposal or, you know, so on and so forth. I think I’ll.
Katie Sandlin (11:31) start by seeing what the price and proposal is and see what that looks like. I do have one a non clinical lady that was doing the home health licensing or I’m sorry, hospice licensing updates. She is no longer going to be with the company as of Friday. And so I’ve done this before. I’m just going to take it back on. But I would like to have a platform with one person that’s going to be overseeing it. So I guess to answer your question, the budget is essentially a replacement of a salary with automation versus another body got.
David Ezeobinwa (12:01) You, and I like how you said that. That’s exactly kind of how we look at it too. It’s like, hey, you don’t have to worry about a whole full team. Like one person can literally manage probably hundreds of providers until you start getting into the thousands. Maybe that’s when you probably want to add on another person. So it makes it a lot much Symplr, you know, remove that one fte, you know, put automation in place. So no, that’s perfect. That sounds really good. And I’m just curious on just scheduling like how does that look like for you? I know it’s a faster turnaround time and I’ll say our implementation is typically eight to 12 weeks, but seeing probably the size of your data, we, our team can work pretty quickly to pull that closer to that eight week part. But, yeah.
Katie Sandlin (12:42) Okay. I have a pretty, I think I have eight meetings scheduled for today but I am willing to squeeze in whatever I can demo wise this week, whether it’s today, as early as today or this week or in the early, I’d say probably next week. I do have travel planned to Arizona for work Monday through Wednesday, but I do, I have some availability. So I guess I’ll look at what your team has open as a first available and I will try my hardest to make that work.
David Ezeobinwa (13:11) Gotcha. Okay. Let me, let me take a look, okay?
Katie Sandlin (13:18) Let me take.
David Ezeobinwa (13:19) a look here and see really quick.
David Ezeobinwa (13:32) Because, I will say also for next steps, typically, we like to ask a couple more in depth questions and scope out little things a little more so to personalize that demo. But I know you are, you know, making a decision here, you want to move a little bit faster, so potentially would want to block out an hour if that works for you next one, just a little bit more time. Okay? Yeah.
Katie Sandlin (13:55) I don’t want to rush you all through my urgency. I still want you all to get a thorough of questions answered that you need. So yes, an hour is fine with me. Okay?
David Ezeobinwa (14:04) Okay. Let me see here. And… if I.
Katie Sandlin (14:08) need to do two separate meetings, David to additional questions and then the demo, I can do that, whatever makes sense for your team. Okay?
David Ezeobinwa (14:16) Okay. Yeah, I would prefer, the latter like ask some questions, let us personalize it a bit. So it’s not just like a canned, you know, here you go type of thing. And yeah, like just, get a good feel for your business, and really earn that business from you. So… let me see. It’s tough with calendars. I can’t like, let me see. I feel like earliest would kind of be Monday for the two people I want to put on the call because they’re both kind of booked these next couple days. So I don’t know why.
Katie Sandlin (14:50) Yeah, I don’t fly out until Monday afternoon. Let me take a look real quick. What are you thinking for Monday?
David Ezeobinwa (15:00) I’m thinking if we want to just do 30 minutes for this first one, we could definitely, we could definitely do… we can definitely do like Monday morning early or I don’t know what time you’re leaving in the afternoon, but we could potentially even do like a two two 30 PM central or the earlier more like at nine 32 30 works. Yeah, two 30.
Katie Sandlin (15:24) Is perfect. I, I’m moving my flights to six 30 that evening. So, so I have more time during the day. So two 30 is great on Monday. Okay?
David Ezeobinwa (15:34) Okay. Perfect. Let’s let’s go ahead and let’s go ahead and do two 30 people that’s Monday the sixth. So, all right, I will schedule that out for you, send that out for you. And yeah, we’ll go from there. Like I said, this would be, it’ll be one of our solutions consultants and one of our account executives. They’ll dive in a little bit deeper with you and scope out some stuff. And then from there, they should be able to schedule a demo pretty quickly. Same that same week and then also pricing as well. They’d be able to give you pretty quickly to help you make that decision. So, okay, that sounds.
Katie Sandlin (16:07) Great. Well, thank you so much, David. I appreciate the time and scheduling the next step. Yeah.
David Ezeobinwa (16:12) Perfect. Now, I appreciate your time as well.
David Ezeobinwa (16:13) And, you know, just answering everything for me. Yeah, I’ll shoot you, that invite for Monday. Go ahead and accept that when you see it. And yeah, if you have any other questions in the meantime, definitely just shoot me an email or, you know, my contact or anything else. So you’ll be good, will do well.
Katie Sandlin (16:29) Thank you so much. Have a great Easter weekend and the rest of your week and I will talk to you or your team members who are there on Monday, all.
David Ezeobinwa (16:35) Right. Perfect. I appreciate it, you too. Thank.
Katie Sandlin (16:37) You.