Transcript
Cliff Marg (00:00) what’s up, dude?
David Ezeobinwa (00:01) What’s up cliff? How are you doing?
Cliff Marg (00:03) Good, man. How are you?
David Ezeobinwa (00:04) I’m, good. How’s the week going?
Cliff Marg (00:09) Yeah, it’s going all right. Nothing too exciting to report, but nice. It’s all right. How about you?
David Ezeobinwa (00:20) Nothing too crazy here. Just, yeah, I feel like it’s kind of cyclical same things. Phone calls, cold, email, sending cookies, you know?
Cliff Marg (00:32) Grinding.
David Ezeobinwa (00:34) right. All right.
Cliff Marg (00:44) What’s your take on this one after your conversation? I listened to it.
David Ezeobinwa (00:51) I mean, it seems like a relevant thing like something we can definitely help with overall and then especially where they’re at and how they’re growing. It’s like definitely price, you know, whenever, you know, kind of seeing price and demo and all that. But yeah, it sounds like they’re definitely like looking and evaluating and needing something like medallion. So.
Cliff Marg (01:20) Any concerns stick out to you? I’m just curious.
David Ezeobinwa (01:26) I mean, I wouldn’t say there’s any like glaring thing like for sure. I think it would, yeah… I feel like especially with these imbalance, I feel like anything is just price like I feel like them seeing like XML versus what they thought in mind but other than that, like it’s definitely something we can help with. And yeah, I think they’d be interested in definitely like seeing a demo and whatnot but.
Cliff Marg (01:55) they are okay. Let’s see.
David Ezeobinwa (01:58) Yeah, they are on the invite. I don’t know.
David Ezeobinwa (02:15) Hi, there, hello?
GRAND (02:16) Hello? Hey, how are you?
Cliff Marg (02:20) How’s it going? I don’t think we.
GRAND (02:21) Can see anybody on your end?
David Ezeobinwa (02:23) Yeah, I cannot see anyone on your end?
GRAND (02:27) I wonder if we, we’re… on the, there we go there it is.
Cliff Marg (02:34) You guys, we?
GRAND (02:37) See you.
Cliff Marg (02:38) Okay. You got us our.
GRAND (02:39) Camera’s not, it’s hard to be starting it.
Cliff Marg (02:45) Are you guys in a conference room?
David Ezeobinwa (02:48) Okay. There you go there.
Cliff Marg (02:48) It is very nice. Very nice. Nice to meet you both. Thanks for hopping on.
GRAND (02:53) Me too. Yeah, appreciate the time.
Cliff Marg (02:55) Likewise. Yeah. So, we have 30 minutes for today. I don’t know if we’ll meet at all, but just want to do a quick time check. Does that still work for both of you?
GRAND (03:04) Sure. Yeah, it works for us.
Cliff Marg (03:06) Perfect. I think just to kind of level set in terms of like my plan for today and then would like to get your feedback.
Cliff Marg (03:13) But I had a chance to listen to your conversation with David from the other day and have a decent sense for kind of what you guys are looking for. I have a couple of follow up questions just to kind of help us hone into like I guess really where this moves the needle for you and kind of ideal state like, what does you know, kind of a partnership with somebody like medallion look like and kind of the results you’re trying to achieve? And then I think ultimately like it’s trying to align on fit, understanding your main priorities. I’m happy to answer any questions, talk about medallion. I know price was kind of top of mind for you at all. So happy to chat through that. So, I think, yeah, ultimately just trying to work towards… understanding where there’s mutual fit and if there is then kind of outlining the right next steps to help you all evaluate if a partnership is kind of worth continuing kind of going down that, what specifically from both of you, are you hoping to cover in today’s? Call specifically outside of pricing, which again, I’m happy to touch on.
GRAND (04:17) Yeah. So real quick, I have a very brief history with medallion at tend. Yeah, Michael stenslick, who was one of our founders at tend, put us in touch. This one was when you guys were a startup?
Cliff Marg (04:34) Yeah, yeah.
GRAND (04:35) Yeah. It was a few years ago and so we, you know, so I have a brief history there, you know, with the product. So I’m a little bit familiar with your offering. I think this was back in, I want to say it was 21, 20 21, maybe 20 22, when we used it. So I’m familiar with what it looked like back then and kind of what it offers. So a little bit about, you know, us and where we’re at and what we’re looking for. Currently, currently, we use unitas as a contracting and credentialing provider for me. It is kind of bringing this process into the modern world. So to speak, unitas, is they’re a good partner? One of my, one of the struggles I have is number one transparency with where we’re at, in the process, you know, we get weekly updates but it’s via PDF. It’s like a color coded spreadsheet. Stephanie knows my feelings on color coded spreadsheets. You love them. I love them. I love filtering through what different colors mean? And so you,
David Ezeobinwa (05:45) know.
Cliff Marg (05:46) I think.
GRAND (05:47) Where, what I’m looking for is number one kind of bringing the process into bringing the process and giving… transparency into all phases for, from onboarding. So when we hire a dentist during the initial hiring phase, what the setting the expectations with the provider, what they need to provide to us, when they need to provide it to us, things where we can lighten the lift there. So I know that, you know, whether it’s you know, medallion or modio, you know, you guys reach out and grab things, where it’s available. So like state licenses, things where we can describe, reach out and grab them and auto populate some of the documentation we need for the providers. But beyond that, when we do have provider touch points, getting it on a good cadence, transparency into the process and, you know, kind of just getting it on a good road, you know, getting it on a good road to completion. Right now. We’re handling. Yeah, right now, that the process a little bit bifurcated for me, we’ve got onboarding, who does their thing? We’ve got our finance team who is handling the gathering of documents for the provider. And then we take those documents. We give those to unitas. Unitas has a process on the back end. You know, I know they have their own tool sets that they use. I’ve asked for insight into like, hey, can we see what dashboards you look like? What you look at, you know, can we know where things that are at a process on a daily basis? Like I’d love to log into a dashboard and just know not week, wait for weekly update. Like I want to hop in on a Tuesday morning at nine 32 a. M. I want to be able to hop into the dashboard and see in real time. Like, okay, what’s the status of this provider? Onboarding? Where are we at? With contracting and credentialing? So that’s kind of what we’re at with it, and what I would like to get out of it at a high level.
Cliff Marg (07:53) Understood. One follow up question there in terms of like what unitas is actually doing for you? It sounds like they are mainly services based. It’s probably a team of people. Are they, are they simply submitting applications to payers? Or are they doing any of like the primary source verification? Is, is your onboarding team doing any sort of PSV work? Do you have a sense I?
GRAND (08:15) Don’t know, you know, that’s a good question. I have not asked Quincy if they’re doing any primary source verification. Now that I will have to follow up on. I know that, I know, that I have used symplr was a vendor that we used at tend to do primary source verification on our side. Yeah, I know I’ve asked Mike if we do a primary source verification on our side. I’m not convinced that we do that may be something that unitas is doing, but it also may be something that they’re defaulting because we’re not delegated, they may be defaulting to the payer on that to do due diligence on primary source verification, just leading that eventually process totally.
Cliff Marg (08:59) Fair. And was I accurate in terms of what unitas is doing? They’re simply submitting the applications to the payers, they’re kind of doing everything it sounds like in a little bit of a black box and then sending you a really nice color coded excel spreadsheet to sift through got.
GRAND (09:13) It exactly. And to be fair, I’ve used, you know, I’ve you know, of course, in the early days of tend I and smile direct club, I managed and did the contracting with the pair. So I’m familiar with what that looks like on a tactical, you know, at the tactical.
Cliff Marg (09:29) Level like, yeah.
GRAND (09:30) Filling out the forms, filling out a PDF and sending it over to a contracting, you know, the credentialing department at delta dental of Tennessee for example. And so, you know, those are some of the questions that, I know that Quincy is more than happy to share that with us. But I haven’t gotten clear answers on like exactly what their process is.
Cliff Marg (09:50) Got it. And I guess Neil, from your perspective, one of the, one of the bigger questions that in my head is like what are some of the, for lack of a better word? Just like the negative consequences that are a result of this process? Because usually, when I’m talking, with RCM leaders, there’s a couple things that are top of mind. It’s either like claims denials. It’s either, you know, getting providers in network quicker so that they can bill sometimes that has a result or that results in like, you know, provider satisfaction, those things like if you were to think about making a case for switching off of the current state, like what would that revolve around for the business?
GRAND (10:27) I’m sorry.
David Ezeobinwa (10:29) For me faster credentialing, I think right now our window is a little too long, yeah.
GRAND (10:37) Yeah, I think for me, it’s twofold as Stephanie mentioned, it’s faster credentialing. So I’d like to see those timelines tightened. Obviously, we don’t see a lot of denials on our end from that. And luckily, unlike other stops like delta dental of Tennessee was one that they would send. If they were not contracted, they would send the check directly to the patient, which was a pain point. We don’t see that a lot here. But we do have delayed adjudication. So we have a delay there. And then the second thing for me really is I want to make sure that and I’ll bring up a specific example, our most recent and I know that there’s a limited amount we can do through tooling here. But our most recent experience with a provider we onboarded was we manually like we do email reach out to a provider and say, hey, we need your state license. We need your liability insurance, send that over to us. Our most recent experience was we reached out for that and the, you know, the doctor said, I told you I’m on vacation, I can’t get to it like, okay, not an acceptable response. But my question and my, I know there’s again a limited amount we can do with tooling, however with the right tools, my expectation would be that we can set expectations with the provider earlier in the process, let them know exactly when they’re going to receive these requests for information and what their role is to play in that and automate these things and give insight to these things that’s and I think again, we can’t control how that provider would respond to the request. But what we can control on our end is being very tight with our cadencing our messaging, exactly what that looks like and setting expectations up with the providers on the front end. Got it.
Cliff Marg (12:39) And you think that like if you’re just if you’re bringing this up in a meeting with kind of internal stakeholders, the story you’re telling is really around adding structure and making sure that, you know, we can move providers through the onboarding process quicker.
GRAND (12:58) Exactly. We’ve got.
Cliff Marg (12:59) And Stephanie?
GRAND (13:00) Yeah, we’ve got, you know, we keep things in folders. We’re tracking things on a spreadsheet. Yeah, I’m like, okay, this isn’t transparency and this isn’t a process. You know, we need both. Yeah.
Cliff Marg (13:11) Okay. And Stephanie, you mentioned just like, hey, faster credentialing is better than slower credentialing but do you have a sense for like how long it takes? It obviously depends on the payer, but like what you’re seeing from a like the time you onboard a new provider and they sign their offer letter to time that they are now billable. Like any sense for timeline?
David Ezeobinwa (13:38) We’re seeing them more than often except for those outliers at like.
Cliff Marg (13:42) Did you?
David Ezeobinwa (13:45) We’re seeing them at like 60 65 days. From what I’ve seen, of course, there’s always outliers smaller companies taking a little bit longer. We would like to get closer to the 45 day timeline, just because it’s easier to have doctors already credentialed as they’re starting.
GRAND (14:04) Another caveat here is, you know, just like we’re talking to fluent and others fluent is a company who is like a turnkey delegated solution. But I know David, you had mentioned last week about the.
Cliff Marg (14:17) Delegated.
GRAND (14:18) Piece, yeah, it’s a little bit different. We will take more of that liability on our side. But, you know, the trade off there is that we’re in control of it, you know, of the delegated piece and it’s a process anyway, you know, whether we go with a solution like fluent that’s more of a turnkey solution. It’s still up to the payer in terms of determining that our primary source verification process and everything meets their standards. So it’s a process regardless exactly?
Cliff Marg (14:53) So that was going to be my next question was, I know you mentioned that to David, do you have someone internally that manages your payer relationships? Or is that part of what unitas does part?
GRAND (15:08) Of what unitas does, it’s a separate piece of the contract. So, the payer negotiation piece is also a consideration for us here because, you know, the tactical credentialing contracting piece is one part of it. The other part of it is ppo negotiations which unitas helps us with… you know, one of the things that fluent offers is actual adjudication data, which from my perspective, puts us in a good position to negotiate contracts internally because then we know what claims are actually adjudicating at within a Geo zip, not just ndas data with ucr, you know, percentiles. And so it puts us, so I think there are levers to pull for us to do that internally. If we have the right data, you know?
Cliff Marg (16:02) Got it. And the reason I ask is I’m wondering typically, I mean medallion is an ncqa certified cvo. So we are acting as like the subdelegate for a lot of our customers and helping them set up delegated agreements and, you know, helping them design… their committee process and set up policies and procedures and everything that’s kind of involved in that. However we do that process typically starts with somebody internal at, you know, our customer with you all, who has a relationship or a point of contact with the payers that you want to get delegated with. And it starts with you all being able to have that conversation with the payer, understand what their requirements are and at least kind of start pressure testing. Do we qualify, right? Like do we meet the requirements that you all have for delegation? Typically that revolves around provider count? Typically, that revolves around maybe how long you’ve been running, you know, some of these psvs and creating these cred files and they want to see a history of six months of that, those kinds of things. So, I’m wondering if you guys have made any progress there or not because the contracting piece sits with unitas today?
GRAND (17:16) No. And that’s part of my push… to kind of pull things back internally is to set us up for that process future state.
Cliff Marg (17:25) Got it. Okay. That’s super helpful. And Neil, have you gone through the process of becoming delegated at previous companies? Like, is that something that you’re intimately familiar with? I’ve?
GRAND (17:37) Orbited around it the last time at tend, we talked to our payers about being delegated. We started that process, but we kind of pulled back on that for, you know, just for operational reasons. So on the medical side, I’ve orbited around it. Tend was kind of I’ve never been directly involved with the delegated piece, but, you know, I know enough to be dangerous. We’ll put it that way.
Cliff Marg (18:07) Yeah. And it’s good to be a little dangerous for things like this. My perspective is that most payers are going to want to see your network hover closer to 100 providers as like kind of one of the core requirements. So, I think you mentioned to David like probably going to grow a little bit this year kind of, you know, kind of spending the rest of 20 26 to make sure that you have process in order 20 27, maybe start to kind of open some additional locations. Does 100 providers? Does that sound reasonable? Like something you might see in 20 27, or who knows, or what do you think of that we’ll be we’ll?
GRAND (18:56) Be close. It’ll probably be towards the end of 20 27 or end of 20 28 before we hit the 100 provider mark.
GRAND (19:04) But I think that from a timeline perspective, I, I’m not super worried about like my intent is not to get delegated like as soon as possible, right? It’s to it’s to get the mechanism flowing on our side. Yeah. And start. Yeah that.
Cliff Marg (19:23) Totally makes sense. Cause yeah, what I was going to say is basically like I think for the sakes of sake of this conversation, like the important thing for you all to know is I don’t know too much about fluent but like medallion again, we offer this as a service part of, you know, basically, the difference in our business model to how you’re leveraging unitas today and how you maybe think about evaluating something like modio, which is a little bit fundamentally different from medallion. Is that medallion… at our core, we are a technology company. So like our main focus is on serving as your provider data management system kind of a central interface that stores all of your provider data. You can log in and check, you know, the, how many providers have been credentialed or where provider a is in network with which payers those kinds of things. So instead of what you’re getting from unitas, and just like a one time spreadsheet once a week that you dig into like all of your provider data, everything that you would need to basically say, great, you know, these patients can now be seen by these providers is in one kind of central place we, I think and I’m a little bit biased. So, you know, you’ll have to take my word for it until we show you the demo. But I think we are really on, the cutting edge of the technology and automation piece and how we’ve implemented AI. There’s a, there’s a lot of different areas I can send you like a one pager that outlines some of the different use cases. But how we’re using AI to really streamline the, I mean the entire kind of end to end credentialing process starting with, I think what you all call that is like the most important which is like new provider joins. How do we set the expectation of like what’s going to be asked of them and what’s going to be required of them and how do we help kind of usher them through that process. So, one example that I’ll give quickly is we working with a mental health company based out of New York. They’ve got probably, I don’t know 15,000 providers that they’ve onboarded to medallion. We have basically like we’re leveraging AI to do phone calls directly out to providers to help them, you know, if there’s something a document needed from them. We’re using AI phone calling. We’re also doing email text messages which scales really well, and we’ve seen reduced the amount of time that it takes to onboard a. Provider and capture everything that you need to like a couple of days compared to, I think what we typically hear is a couple of weeks so that at least gives you an idea. The other piece of it is really the, you know, services component to medallion or kind of what we describe as like the human in the loop component. And that can show up in different ways depending on the use case, right? Like if you’re talking about delegated credentialing and cqa level credentialing by definition, you need a human in the loop making sure that these credentialing files are, you know, up to ncqa standards. And sometimes for payor enrollment, there is a human in the loop kind of QA QC component as well. But really kind of meshing the best of both worlds when you think about… yeah, like a future state. What does this look like if we kind of take a little bit more control and have a little bit more visibility and ownership into the process? So, medallion, I think high level like our goal is we want to enable companies to scale. And so the last thing I’ll say and I’ll kind of pause here is typically customers will see if they are running all things credentialing and enrollment in house. They will typically see like a one credentialing fte to maybe a couple of 100 providers. With medallion. It’s really like you can have one kind of main person overseeing credentialing to support a network of up to, you know, maybe 500 providers. And so hopefully that gives you at.
GRAND (23:13) least.
Cliff Marg (23:13) a taste into like where I think there’s value for both of you in a business model like medallion. But I want to pause and let you guys ask some questions and then we can chat through some next steps.
GRAND (23:24) Yeah, I guess one quick piece of feedback and then one question on my mind in terms of moving this back in house and kind of making the case for the organization that we can absorb the bandwidth, you know, the increase of the to dos on our side and whether we have the bandwidth to do this is it’s always been my preference and, you know, just the way my career has progressed, it’s always kind of it’s in the medical startup world. And so, you know, I’ve always had a deference to establishing a process internally, understanding what your process is, how you QA, what your audit process is. And that way when you hand it over to a vendor, you know, what your expectation is, you know, what good looks like, you know, because you’ve done it, you’re familiar with it. And I think one of the things that, and, I think Stephanie you’d echoed this that when I arrived, we had the tendency at dentology to say, okay, we want to grow here’s. A bunch of stuff that we want to give to people, let’s do this. Let’s outsource this stuff. And we never really did that stuff. We just hand it over to somebody and say, hey do this stuff for us. But we don’t know what good looks like. And I think as I pull back on the credentialing piece, that’s kind of where my mind is at with unitas is, I don’t know that we know whether or not we’re being serviced well, you know, and so that’s one of my drives to bring it internal, you know, and then a question there is, I know that one of the things that I pushed providers to do was, and there was mixed success with this, but… making sure that providers had caqh, you know, particularly new providers that are fresh out of dental school, making sure that they have caqh login that everything was digitized because before you can optimize a process, you really have to digitize it and caqh is a part of that for the providers. Does medallion kind of give a roadmap for this and kind of assist us in kind of making the case for providers during onboarding that, hey here’s how we get you involved in digitizing your CV, you know, your career as a provider?
Cliff Marg (25:45) Yeah, a little bit, I would say that tends to be one of the things that we would lean on. Like whoever medallion’s point person with you all would own. I think like what you’ll be able to see in the onboarding process with medallion is like just the flow that we walk a new provider through. It’s. Like we will very clearly call out like, hey, if you just link your caqh and all of that information is updated, we can speed you through to step, you know, 20. And like you’re almost done versus if you don’t have this, we’re going to ask you to update and submit your resume. And then medallion will basically use our technology to say, hey, if you want to start enrolling this provider with payers here’s, the rest of the information that we need. And we’re just going to task that out automatically to the provider. So a little bit, I think any sort of communications on like helping new providers understand like, hey, this is for your benefit is like one degree outside of what you’d expect from medallion, but through kind of the onboarding process, it does walk them through that. Yeah.
GRAND (26:52) That’s understandable. And I may be kind of getting into the demo side here. But on that note, every time a train goes by, our internet gets glitchy, I.
Cliff Marg (27:07) Can hear it outside.
GRAND (27:07) We’re right by the L here in Chicago. It was a ground line, yeah.
Cliff Marg (27:13) I used to live in Chicago. I’ll bet, I know where you guys are, yeah? Erie.
GRAND (27:19) Street, what point river north? Yeah, this part of town, yeah, river north section of Chicago.
Cliff Marg (27:24) Not too far from it.
GRAND (27:28) With that, I guess one of the questions I have, and again, I may be getting ahead of us here into the demo portion. But one of the pain points doing all this stuff manually is that you’ve got different PDFS to fill out for different payers to send the credentialing paperwork over a lot of data, you’re replicating just on a different form for Aetna versus cigna versus delta dental. And I know some of this sounds silly, but some of the pain points that I just found very aggravating were even just the PDFS themselves. Like getting the PDF, putting it into a document where I can actually edit the PDF and boxes don’t line up and it looks horrible. It’s just like… sometimes it should take five minutes takes 30 minutes. All of a sudden.
Cliff Marg (28:18) I think you’ll be impressed by the medallion demo. That is all, what we would say is like in the weeds minutiae of credentialing stuff that like nobody should have to worry about. That is what the medallion technology kind of solves for like an end user, like an end credentialing specialist.
GRAND (28:38) And.
Cliff Marg (28:38) the other thing I’ll just kind of show very quickly is like, when you mentioned Neil, like, you know, we maybe don’t know what good even looks like. At this point. We’ve just kind of we’re familiar with our process… medallion does, right? And so, like one of the benefits of partnering with an organization like medallion is, we are essentially submitting around a quarter 1,000,000 payer enrollment applications year over year on behalf of, you know, 350 customers. And so, we have a very good sense for, what good credentialing process looks like and what good turnaround times look like. And so I think part of what we tend to do during, you know, our evaluation process is we just want a list of your payers and we can go in and tell you and I can have our analytics team pull the numbers in terms of what are we seeing across all of our customers for these same payers? And that gets us pretty closely to yeah… how much quicker, how much more efficient can we make you guys? Which is why I was asking questions in the beginning of just like what… is the business case in your mind look like? Because if it’s speed, I think we can help us arrive at speed and get your feedback on whether the process seems better or worse. And then again, like what this slide is showing is basically like based on your projected credentialing volume, if you were running that completely in house, we would say, you know, you’d probably need a couple of ftes here’s. What it looks like with medallion comparing the cost to support that model. And then just the turnaround time section is like how long does it typically take to onboard a provider? I’m sure you guys have that data somewhere? How quickly this may be harder? Because you’re using another vendor, but like how quickly is your current vendor getting applications out the door? How long does it take for providers to become par with each of these payers? I don’t know. Do you have any level of confidence that you’d be able to get that from the current vendor?
GRAND (30:45) I think we can, but I think you just articulated part of the frustration on my part is, you know, and I kind of go back to that dashboard and the immediacy of the data is like we can go to unitas and ask for that. But, you know, if you had asked anybody at dentology, hey, what’s the average turnaround time for a contract to get, you know, to get turned around for delta dental of Illinois with, you know, a new provider versus a seasoned provider, you know, like it’s like we would literally have to send an email to unitas and say, hey, could you get this information for us? And then, you know, days later, right?
Cliff Marg (31:22) You have no control, you have no control over it. Yeah, yeah, cool. That’s helpful. We can at least give you kind of the right benchmarks that you should expect. And, and if it’s possible to compare, if you think it’s important, to put together a business case that’s centered around turnaround times like maybe you start pushing on them a little bit more. All right? So, two two last things here. I realized we’re a minute over. I don’t know. I guess Neil, I’m just curious your perspective, on timing for this kind of project and understanding, like with current vendor. Are you in a contract that goes until the end of the year? Like if you wanted to make a switch, what does that look like?
GRAND (32:02) Once we make the switch, I mean, I’m looking to make a fairly quick decision. You know, I want to make the right decision, but I want to make a quick decision on this because I am part of the reason for that is because, you know, we are, we’re going to hit the gas pedal again in 20 27. And, you know, Stephanie’s heard me say this before it’s like, you know, whether it’s cash posting or insurance, you know, whatever the process is, you know, my view is before you scale, you know, I want to have at least a quarter to get our, to get our sea legs under us before we hit the gas pedal.
GRAND (32:43) You don’t want to wait, you don’t want to wait until the day before you hit the gas pedal to say, hey, let’s onboard. There’s no way to do this better. I’m like no let’s get some time under our belt for this. So, I mean, we’re you know, I’d like to make a decision sooner rather than later.
Cliff Marg (32:57) Yeah, that’s helpful. And so if we’re looking at calendars, I think that the right next step is to kind of walk you through the medallion… process. Really? What’s kind of your availability to take a look at the demo?
GRAND (33:13) Next week is probably best for us at this point. Of course, we’re in month end right now. So, you know, Tuesdays and Wednesdays are typically, you know, really good for me. So we can probably just pick a time on Tuesday or Wednesday and we can probably, you know, it’ll probably fit.
Cliff Marg (33:33) Could we plan for? Yeah, could we plan for the eighth at 11 central? Would that work for 45 minutes?
GRAND (33:44) Can we do 11, 40, 11 30? I don’t.
Cliff Marg (33:50) think we can do 11 30. I’m going to I’m essentially going to bring in my solutions consultant, who is much more product and subject matter expert. So I’m looking at his calendar, we could actually, what if we did, could we do, Tuesday at… noon central or 12 30?
GRAND (34:13) Yeah, we can move the high space call. Yeah, that’s easy enough. Does that work? Yeah, let’s do Tuesday at noon?
Cliff Marg (34:19) Okay, perfect. I will send this invite over. If there’s anyone else you want to loop in. Great. If not, it’ll just be the four of us. And I think coming out of that call… we can start to really make some progress on aligning on, you know, is this the right process for you all? Sounds good? I think my internet, my internet’s having some trouble. Okay. All right. Thank you both. We’ll talk next week.
GRAND (34:54) Have a good one. Sounds good. Thank you. Thanks, David. Bye.