Transcript
Chris Jones (00:00) awesome. What’s up, man?
Hassan Zahir (00:03) Oh, you know, living the dream.
Chris Jones (00:06) How are you? Y’all keep things straight? You’re bouncing from one to the next.
Hassan Zahir (00:11) yeah, just three back to back this morning and then an hour break and then another one. So.
Chris Jones (00:17) You’re earning it today, man? Hey.
Hassan Zahir (00:20) It’s how I love to be. I’d rather be the alternative you.
Chris Jones (00:24) And me both.
Hassan Zahir (00:27) I’m excited to speak with this group.
Chris Jones (00:29) Yeah, me too. This is great. I’m still waiting on. We didn’t get accepts from a couple people, but they didn’t accept last time. I then joined. So, I’m guessing they’ll be here.
Chris Jones (00:46) Hey, guys. Hey.
Hassan Zahir (00:49) Good morning, sir. How are you? I guess it’s right at afternoon now. Good afternoon, Dave. How are.
Dave Wallach (00:53) you? Yeah, you’re a minute late? You’re a minute too late for the morning?
Hassan Zahir (00:59) If you would have joined when Chris and I joined.
Dave Wallach (01:01) You’re right? It’s my fault.
Chris Jones (01:10) So, I’ve got a slide. I’ll go through just kind of recaps the last conversation Hasan. And then like you said, it sounds like you still have some areas you want to clarify. So I’ll let you jump in and kind of lead the additional questioning for the demo.
Chris Jones (01:41) Good job on Boston healthcare by the way.
Hassan Zahir (01:44) Thank you, sir. Yeah, that one… how did that go once I dropped?
Chris Jones (01:50) Good. They had a few more questions asking about like references and… a sandbox environment. They’re asking if they can get in and, you know, play with the system and told them no. So we’re happy to jump on and show you another demo and, you know, dive into it further, but we don’t have a sandbox environment for you to play in, but long story short, they’re going to, you know, they’re going to meet internally, probably a week and a half, two weeks before we hear back, you know, the challenge there is going to be budget.
Hassan Zahir (02:19) Oh, yeah, yeah.
Chris Jones (02:21) So, we’ll see, we had a conversation with them last week and kind of talked through our floor which is a lot higher than their other options, but at the same time, they’re excited about it and rolling it out. They want to keep down the path. Kim’s in the lobby. I’m going to go ahead and let her in. Sounds good?
Chris Jones (02:52) Good morning, Kim. How are you? Hey, guys. Can you hear me okay? We got you.
Kimberly Massanova (02:59) Oh, all right. Nice to see you guys.
Chris Jones (03:02) Yeah, likewise got a couple new faces joining me today, louie. How are you?
Louis San Miguel (03:09) Hey, guys. Good afternoon. Sorry, I was late. Good morning.
Chris Jones (03:14) But no worries at all. Do we know if Craig is going to be joining as well?
Kimberly Massanova (03:23) No, I think he accepted it, right? Let me just message him and see.
Chris Jones (03:28) Yeah, he didn’t accept it. I don’t think he accepted it last time he showed up as well. So, okay.
Chris Jones (03:42) Anybody part of a April fool’s day prank today?
Dave Wallach (03:48) I actually just remembered when he said that, oh,
Kimberly Massanova (03:50) he said he’ll be right there. He’s wrapping up a call, so.
Dave Wallach (03:53) Okay, cool. Okay.
Chris Jones (03:56) Well, maybe while we’re waiting for him, we can just do some quick introductions here. I know last time we had, it was josh and I on the call. Josh is out this week. So I have a couple other folks joining. I have Hassan Zahir, who actually leads a solution consulting organization, and then Dave wallach, who leads our enterprise sales team.
Dave Wallach (04:18) Pleasure to meet you both.
Kimberly Massanova (04:20) Nice to meet you. I’m Kim acenova, the director of RCM and Louis is our CFO.
Dave Wallach (04:29) Where are you guys based?
Louis San Miguel (04:34) I’m in Miami. Kim’s in Tampa, close to it, but I’m actually in sarasota, where our headquarters is right now.
Dave Wallach (04:41) Okay. Miami’s, been a popular place lately. I feel like a lot of folks are there that I’ve been speaking to I.
Louis San Miguel (04:48) Can thankfully say I was born and raised there. So I’m not one of the ones who is wreaking havoc on our real estate market.
Chris Jones (04:56) But.
Louis San Miguel (04:57) yeah, I enjoy living down there. There’s. A lot. It’s become a much more crowded city than it was.
Chris Jones (05:03) There you go.
Hassan Zahir (05:04) Tampa’s getting a lot of attention too. I remember when I was younger, I just always thought of like Busch gardens was Tampa, but now like Tampa is exploding.
Kimberly Massanova (05:13) It’s busy, right? It’s a whole thing like we’re saying like stop moving here. We’re too busy there’s too much. We’re still like building houses and apartments and construction and.
Chris Jones (05:23) we’re full.
Kimberly Massanova (05:26) My wife.
Hassan Zahir (05:26) Actually grew up in Tampa and so familiar with Florida. She grew up in Tampa then lived in Miami for a while before her dad settled like in the Orlando area. So, been all around the state. She also happens to be a physical therapist. I told josh when he started to say, I think that’s like a requirement. It’s like you’re going to join the solutions consultant team. You got to be a PT OT, sop something. Yeah. But she happens to be a physical therapist. So I was really excited for this opportunity and kind of talking to you all just because I hear on a daily basis when she comes home, you know, like what’s going on and some of the challenges that she faces.
Dave Wallach (06:07) Louie, I don’t want to get off topic, but I think you and I share a similar taste in watches. I could see their.
Louis San Miguel (06:13) Panerai, oh, nice panerai, I love it. There you go. That’s a submersible, right? You?
Dave Wallach (06:18) Can’t miss them, right? You?
Louis San Miguel (06:19) Cannot that’s a submersible?
Dave Wallach (06:21) No, it’s, the luminor that’s the same one. Yeah, same thing.
Louis San Miguel (06:26) This is the east steel. So, the first one they made with the recycled metals. Yeah, I’m a big panerai Guy. I’ve got four of them.
Dave Wallach (06:33) Oh boy. Okay. There we go. You got me beat. Sorry, I didn’t want to get off track but seems.
Chris Jones (06:41) Like watches are kind of maybe they’ve never got out of style, but it seems like everybody kind of transitioned over to the apple watches for a while. And now it seems like everybody’s kind of switching back to a proper watch.
Louis San Miguel (06:53) Chris, you hit the nail on the head with me. At least I always loved watches. I didn’t have any nice ones. And then the apple watch came out, had that for a few years. And then during covid, I said, you know what? I’m done with this crap. I’m wearing my nice watches again. And then it’s kind of gone from there. I have a lot now, very nice.
Chris Jones (07:16) Okay, cool. Go ahead. Sorry, no.
Louis San Miguel (07:18) I was just going to say Dave, I went to Europe two summers ago and went to the original panerai boutique in Florence, get it out of here, the whole museum that they have upstairs and everything with the original watches that were literally like this big on the walls and everything. Yeah, it was wild. Sorry, I,
Dave Wallach (07:35) wonder. Sorry, Chris.
Chris Jones (07:36) One.
Kimberly Massanova (07:37) More comment. He’s like numbers all day, just like floating in the air.
Chris Jones (07:42) Can’t.
Louis San Miguel (07:43) mute yourself?
Dave Wallach (07:48) We can catch up. Louie on that more. I don’t want to get off topic, but we could probably talk for hours.
Chris Jones (07:54) You’re good. All right?
Louis San Miguel (07:55) Chris, don’t mean to steal your time here, no?
Chris Jones (07:58) That’s right. I was going to say for the sake of time, maybe we’ll just go ahead and jump into it. And then when Craig joins, we can get him caught up. Some of you guys can see my screen.
Louis San Miguel (08:10) Yes, sir. Okay.
Chris Jones (08:11) Okay. So perfect. So really, you know, for today, the goal is obviously to take you through a demo of the platform. So we’ll take you through show it to you from both, you know, provider and admin standpoint and then show you both the, you know, full capabilities. So credentialing payr, enrollment analytics, visibility, kind of the whole gamut, you know, we’ll keep it interactive. Feel free to jump in, ask questions, fast forward, rewind, whatever makes sense. Does that sound okay for today? Yep. Okay, perfect. So before we jump to that, I just want to kind of level set on, you know, what we’ve heard. I think Hasan may have some clarifying questions that’ll help guide the demo today. So, you know, keep me honest here.
Chris Jones (08:55) Feel free to jump in, add color wherever, but, you know, we know we’ve got kind of a two pronged business model, right? We have the 55 or so corporate stores and then a 550 Ish franchised which are kind of a combination of PT owned, which have a little bit more insight into credentialing processes versus an investor model where, you know, they’re coming in cold, right? Don’t even necessarily know what credentialing is. In some cases, from an internal standpoint, you have two teams that are managing the credentialing processes for the corporate stores, usually using qgenda today. And then for the franchise piece, it’s all over the map, right? You don’t really have any kind of processes in place which leads to the two challenges that we’re looking to solve for, right? We have, you know, you’re growing adding headcount for the corporate stores. Obviously, you know, credentialing speed is important as that has direct representation on time to revenue and then also having a solution in place that franchisees can tap into just to kind of streamline and smooth out that process. One of the things we talked about were the tens, right? You’re set up different. I think you have, you know, roughly 16 tens for your corporate owned stores and franchises are kind of all one off individual. So, let me pause there for a minute. Did I, did I capture that accurately? And is there anything that I missed or you want to add insight to?
Louis San Miguel (10:24) Everything’s accurate. The only, I mean, this is not really, I don’t think it’s really important, but, 50 corporate owned centers, 500 franchise owned centers. So total of 550 between the two.
Chris Jones (10:34) Gotcha. I don’t.
Louis San Miguel (10:34) think that really impacts anything. Just, yeah.
Chris Jones (10:37) Good to know. Okay. Gotcha. And then, let me ask you this. I know we did kind of a high level overview of medallion where we sit last week. Is there anything in particular that is of kind of higher importance for us to focus on today?
Louis San Miguel (11:02) Not from my, I think walking through everything. So, I think we are looking at this as an immediate solution for our corporate owned clinics, but I don’t want us to lose sight of the bigger system picture. So, I want this is going to be a service we’re going to offer to our franchisees, but what’s going to get solved immediately today is going to be on the corporate clinic side. So, I think that’s just, my mindset on it. As we go through here. So, I don’t think that changes anything in your presentation just letting you know where my head’s at. Good to know.
Chris Jones (11:37) So, maybe a phase one phase two type thing, but obviously, the, you know, the key driver here is having a solution for the corporate owned stores. Yep, got it. Okay. Hey, Craig. Welcome.
Hassan Zahir (11:49) Luis, while we’re welcoming Craig, do you have any shared services models today? Like I imagine you probably have like marketing where the franchisees are, you know, taking advantage of like corporate directed marketing and those sorts of things. Do you have any like shared services model where you’re offering like, anything RCM or ehr or anything like that, from a corporate level throughout the franchisees?
Louis San Miguel (12:14) RCM is probably the biggest. I would tell you Hassan, that we haven’t done a good enough job of leveraging the power of our system to get multiple contracts like this. So for example, our emr is prompt. We don’t have one master agreement that everybody is under. We have, you know, each franchisee is under their own prompt agreement on their own. And our corporate owned clinics are all on kind of the what’s called the master one or whatever it’s like that’s one thing we’re renegotiating, RCM is probably the biggest, but not all 500 franchise locations are using our RCM services. Only 89 of them are, okay?
Hassan Zahir (12:58) Thank you. That’s that’s good to know. I just want to make sure that we’ll focus on it from the corporate perspective. But I do want to show you that medallion, is positioned to be able to support kind of like that multi group multi 10, multi facility structure. We do have all sorts of role based access controls to where you can start getting visibility all the way to the top of every franchisee or every franchise. And then they can have individual reporting that they see kind of like the franchise level if you wanted to break that down kind of by like region, or group as well. And so, I was just curious like if there was an existing model that would make sense for me to demo, but I’ll just kind of show like high level what that capability is. And Craig didn’t mean to cut you off, no.
CraigO’Neil (13:43) Worries at all. I was, very late. So my apologies. I don’t mean to be rude, but the call I was on just kept going. So.
Louis San Miguel (13:52) Yeah, thanks for.
Chris Jones (13:53) Joining. We’re just kind of recapping the prior discussion. A couple of new faces on our side. We have Hassan Zahir, who leads our solutions consulting organization. He’ll be doing the demo today, and then Dave wallach leads our enterprise sale team.
CraigO’Neil (14:06) Hey, Craig. Nice to meet you, Dave. Nice to meet you Hassan.
Hassan Zahir (14:09) Nice to meet you as well. Craig. Yeah.
Louis San Miguel (14:10) And Hassan, I was going to just say, I think you are spot on in that this is something we do want to roll out to the franchisees. So I’m just saying the immediate focus is getting our company clinics kind of set up.
Louis San Miguel (14:21) But we want this to be a value proposition to our franchisees to help them credential their PTS quicker because everybody wins in that scenario as well. So, it’s like a one B kind of list of priorities, not a one and two kind of thing.
Hassan Zahir (14:34) That’s fair. And I want to make sure that we position this from that perspective. We’ve got a lot of organizations who we’re working with today that we’ve kind of helped them deploy that model and identify what that cross structure should look like and how is that sent back down to the franchisees and kind of enticing them in different ways to be able to incentivize them to get on board as well. So if we earn the right to continue, which is going to be ultimately your decision, happy to kind of go down that route, I just want to make sure that what I’m showing you today is the most relevant for what you care about today and what’s top of mind. And so we’ll tackle it from that corporate perspective. But there’ll be an underpinning of just how we think we can, you know, help you unlock some efficiency gains and faster onboarding for these PTS, and then also just better visibility top to bottom and a better understanding of what’s happening across all of the franchises.
Chris Jones (15:36) Perfect. What’s out of curiosity, what’s triggering the growth at the corporate centers? Is it just demand or I know you guys have a new leadership team? Is there just a different strategy or what’s spurring that?
Louis San Miguel (15:50) I’m happy to tell you. I’ll start this and Craig can chime in. It’s an analysis on capacity. We have excess capacity that we haven’t been filling. And so we’re now focusing in on solving that capacity and getting our backlogs and wait lists shorter that’s my short answer. I don’t know Craig if there’s anything else that’s.
CraigO’Neil (16:09) spot on it’s just we’re getting better at operating our clinics. And with that as part of that strategy is doing exactly what Louis said is adding clinicians to our existing spaces. And the strategy is to do that at a high rate of speed.
Louis San Miguel (16:24) Gotcha. How many?
Chris Jones (16:25) Clinicians do you have at a center today typically? And what will that look like? I think we?
CraigO’Neil (16:30) Average five therapists per location, but we have some that are two, we have some that are 14. So it’s a pretty wide range. Okay. Cool. Thank you. Just.
Chris Jones (16:43) Rough math. I guess there are a few 100.
CraigO’Neil (16:45) Therapists overall. Yeah. So we have around 260 is kind of the on the running average pluses or minuses that from, you know, but our on average would be about 260.
CraigO’Neil (17:02) Got it. Okay. With the goal to the goal is to get to 360.
CraigO’Neil (17:10) Is there a date for that goal? Is that this year or shorter longer within the next 12 months? So this time next year to have achieved that?
Louis San Miguel (17:24) Okay. And I think just so you guys are tracking Craig, correct me if I’m wrong. Our goal is to hire around 100 PTS this year. Is that, am I overstating that? Am I kind of spot on?
CraigO’Neil (17:36) No, that’s the goal. The question is, you know, the ask is to get it done by the end of the year. The reality is it probably is going to take us to this time next year to that, what we think we’ll see is that we were on track for that meaning that we have the systems and the processes and the recruiting and the onboarding credentialing that, we can grow at that pace. So that’s really the, what we have to prove out more than anything is the model.
Chris Jones (18:09) Okay. Hassan, did you have any further questions leading into the demo? I’m sure.
Hassan Zahir (18:15) I’ll have some as we go through the demo, but I think probably from this point, Chris, let’s jump into the platform. Let’s show it, to the physical team. And I think kind of as we go through this, we’ll be able to ask questions like as far as like how they’re doing this at a corporate level today? How they could see certain benefits and the like. So I think it’s probably a great time to transition and to just jump into the app. Perfect. And can everyone see my screen? Okay? Yep.
Chris Jones (18:49) Okay. And so.
Hassan Zahir (18:49) So what we’re looking at is the medallion platform in a demo environment. So, so some of this is going to be like kind of how it works, not necessarily what you see on the screen, but the goal here is to really highlight from.
Chris Jones (19:04) Your.
Hassan Zahir (19:04) goals of growth, like how can medallion really help support those growth goals? And really how can you get those franchisees to tap into like a consistent system? The goal of medallion is to be really that one stop shop where all of the provider data lives and all of those downstream enrollment, credentialing type of events can occur out of the platform. Medallion is an end to end platform. And so we introduce automation at just about every step of the process to really reduce the amount of time that it takes to get a provider onboarded and then in network. So obviously, the goal there is that we reduce that time which means providers the PTS are in, they’re seeing patients sooner, accelerating revenue and just having a better overall experience for the patients who are coming into the clinics.
CraigO’Neil (19:56) And Hassan on this, do you have with the reporting, the communication, the processes of, you know, some of this, we know is just simply the payers just drag their feet like they could be way faster at this if they wanted to. So, we know there’s that’s a factor. Then we know there are payers that we go. It doesn’t matter except that we just hold claims and then there are other payers of which they go. No, you can’t bill until you’re credentialed and then feeding that back into our scheduling system. Do you have a sophisticated way that occurs? So we have sort of real time knowledge of what’s possible. We.
Hassan Zahir (20:33) absolutely do. And so let me pull up something really quick before we jump in and I’ll share this link or honestly, Chris will share this link afterwards. And so this is docs medallion co, this is our publicly available and public facing API. And so, Craig, our API is completely bi directional. And so oftentimes with organizations, what we do is we have the ability to pull data in from systems, but then also push data out from systems. So we can update systems at the frequency that you desire. So that, yes, all of this information that’s in medallion is able to go out to those systems and ensure that as the information is available, it can flow essentially wherever it would need to go. What would that ideal flow look like for you? I?
CraigO’Neil (21:24) Think and I’m not 100 percent on this but I think it would be that we would have an API with our emr system. That would then we would build rules and say, hey, these therapists can’t see these payer types that we would somehow have a… you know, that the scheduling teams would then know starting today, they can or like or they can’t right? So this is a hard stop. This is a yes. But we have to hold claims that Kim, you may dive in on that of how you would see that really being optimized from the onboarding side.
Hassan Zahir (22:06) And Craig, I can jump in here if Kim, did you hear the question?
Kimberly Massanova (22:12) Yeah, sorry, I just, yeah, can you say that one more time? Yeah.
CraigO’Neil (22:15) No problem. So really what we’re looking at. So if they have the data that tells us in real time of credentialing status. So both, like where does the individual clinician sit with the individual payer? Okay? And then with those individual payers, we know there’s sort of two buckets there. There’s the, we can see them but we have to hold the claims or there’s the ones that we go, we can’t see them because they don’t let us hold the claims or there’s risk of timely filing. If we’re you know, it takes six months to get credentialing. We haven’t filed in that timeframe. So how would you see that like in our system either in prompt or in the revcycle system? Where would be the ideal way to deliver that information? I’m not.
Kimberly Massanova (23:02) Sure. But well, let me just say this like in our current system, the credentialing, like there’s credentialing information in the background. So we can say by provider, whether or not we want to hold claims because application’s been submitted or whatnot, so that’s how we currently know how to hold a claim and what the status is?
Hassan Zahir (23:22) Okay. And so obviously, like the pain there is like you want to make sure that you’re maximizing revenue that claims are dropped when they’re supposed to be dropped. You also want to make sure that providers aren’t seeing patients probably on the scheduling side of things until they’re at par status with that health plan, so that you don’t have, you know, patient dissatisfaction, provider abrasion and the likes. And so with medallion, we can absolutely support both of those workflows you’ll see here on the left hand side. And I promise, I’m not going to go into the weeds but you’ll see on the left literally everything that you want to understand for a provider has an endpoint meaning we can push just that data element to hand side another system. So when a provider reaches par status, that can be pushed. When a provider’s application has been initiated, that information can be pushed. All of the health plans that a provider is in network with, all of that information can be pushed from medallion. So medallion can be your source of truth for credentialing, and then you can still keep your ehr, your systems as they are today as your source of truth for scheduling. And when bills should go out and when they should drop, we can also help you build custom reports in medallion. But yes, I just wanted to make sure that workflow that you’re describing we can support and we would be able to support that through our apis and Kim, it looks like either you’re thinking or you got a question?
Kimberly Massanova (24:49) I was thinking because our just, you keep saying push but our emr does not allow any data to go back into it. So.
Hassan Zahir (25:00) So,
CraigO’Neil (25:00) so, let me.
Hassan Zahir (25:06) Sorry, let me interrupt.
CraigO’Neil (25:06) On that for a second. Kim, I think we could get them to allow this like they’re hesitant to do it, they can do it. So if it’s and they don’t provide this service. So I do think this would be a conversation in which we could link you guys with prompt emr. Okay? And you may already have it. Okay. We’d love.
Hassan Zahir (25:23) To have that conversation, I think there’s also options, Kim Craig, there’s other options to where like if they have like a standard import process, we could probably write this to like a secure FTP server and they could pick it up like daily and they could process it and load it on their own. So the key there Craig is like what you said is that, you know, if they’re willing to work with us, we have the ability to support it. So we do have the ability to push this information in the way that they see fit. I would love to get Sammy alawani who leads our technical support managers. He’s done integrations with, you know, with epic, with athena with like you name it. And so if that capability exists, we would love to do it and they may say, hey, we’re willing to partner with you even for just like a report that we can get this data in here. And so I’m more than happy to do it based on.
Louis San Miguel (26:17) What you’re saying, is it a fair statement to say that right now you guys don’t have any clients on prompt, right?
Hassan Zahir (26:23) Now, I would not say we don’t have clients on prompt. I know the ones that I’ve been a part of. And at this point in time, Luis, we’ve got about 500 customers. That list keeps growing. So I don’t want to give you an answer just for the sake of giving you an answer. I will say, I’m not aware of any customers we have on prompt where we’re pushing that data back in via API, but I will validate that answer. Okay. Awesome. Thank you. Absolutely. So jumping back to medallion where I think that there’s a lot of benefit is because you’re hiring therapists like these aren’t normally like large cohorts of people who are coming in. It’s not like it’s a large hospital, you know. And every August, you’re hiring a whole bunch of new providers at one time. And so what medallion does is we make this process easy for the providers by providing them with their own unique portal and their own way of being able to get the data in here. It reduces the abrasion on the provider because they don’t have to give the same information multiple places and multiple times to multiple people. And then it takes that burden off of the administrators for having to capture this data. And so we do this by allowing the providers to be invited to the platform. The providers have their own unique portal. And an administrator would say, hey, we’ve got a new provider starting. And this is something that I think would be extremely beneficial too for some of these smaller franchises where they don’t have someone who’s necessarily an expert at this or dedicated to this. They would down the line once they were brought into this. And initially with your team, they would just invite the provider to the profile, five simple pieces of information in order to get the provider access to the medallion platform to then start providing the information that we would need in order to perform those downstream workflows. And so they would invite the member. And then the outreach is going to go out to the member. I’ll pause there today just to see like when a new provider is starting, I’m imagining one of the two members of your team is reaching out to them. Do you have like a digital portal for this? Are they telling them like which data they need? Is there an email process or how is that working today?
CraigO’Neil (28:38) My assumption is I have not walked through the system. My assumption, is that they would receive that link from qgenda, and that everything would be processed there as the sort of the hub of data input, which would then be distributed out to each of the providers. From that. Very similar to this. If I had to guess… I was just.
Hassan Zahir (28:58) Curious. And I appreciate you sharing that because what happens with medallion is something that’s really similar. It’s just driven by automation in the backend. So what happens is the provider would receive a welcome email as you want to walk them through the steps. Essentially, it’s just saying, hey, we’re partnering with medallion to expedite this process. They’ll get access to the medallion portal. They’ll go through a couple of clicks. And then we start utilizing automation to expedite this process. First and foremost, we have a partnership with caqh and so if the provider has an existing caqh profile, then we’re able to pull data in from their caqh profile. Additionally, we have the ability to extract data from documents. And so I’m sure you’re all like aware of the advancements that have been happening with automation and AI capabilities. We have a internal proprietary LLM model that allows us with, for 99 point five percent accuracy to be able to extract the content from these documents that are uploaded and use those to finish constructing this provider’s profile. What that means is we don’t have to ask a provider for a copy of their license and then have them key in license information. We don’t have to ask them for duplicative information because we can capture data from caqh. We can extract data from the documents that they upload and really start getting this cohesive profile that 70 to 80 percent if not higher percentage complete for all of the data that we would need to then perform those downstream enrollments for them. Anything that’s missing, we give them the ability to go in and fill it out manually. Or we give them the ability to use a smartphone and they can snap pictures of additional documents. If those documents didn’t exist in caqh, or if they couldn’t upload them, if they didn’t have digital copies, they could literally grab their smartphone, snap a picture of a document that they have in paper form and we’ll upload that into the system and then extract that data out from it. So we will link their caqh profile. We’ll verify that profile exists that has been recently attested to. And then we’re going to pull that data in. And this is kind of like the profile that they would see. This is kind of the screen if you will that they get where they will confirm this information. And then they would attest to it. And then medallion would be able to pick up from there and start using automation, for those downstream enrollment. So I’ll pause here. Because your admin would make the invite, the provider will get the email, they would go through this process. We would use automation to pull in as much data as possible and then they would supplement what was missing.
CraigO’Neil (31:38) I do have a quick.
Dave Wallach (31:39) Question here. Also give you a chance to take a breath when you’re thinking about your current process today. How long, what does the process look like to collect the provider data? I guess from the time from the time you start requesting that data until you’re ready to start a submission? Do you know how long it takes you on average? We typically see like two to four weeks on average across the industry, but have you.
CraigO’Neil (32:00) measured that at all? I would say, I think, I want to say, but don’t hold me to this. I want to say it’s definitely less than two weeks like I think we get most of it within seven to 10 days, okay? And we’re working to get it early on. So, so, but I don’t know that for sure. So I think we’re pretty decent about getting it quickly because we know how important it is to get it for the, to get folks going. But you’re going back on that intake piece of the, you know, import from caqh. I would say most clinicians don’t know what caqh is, especially new hire, new graduate, new hires, they’re like.
Hassan Zahir (32:37) I, and.
CraigO’Neil (32:38) they probably don’t have a profile because, they have not been credentialed before. So I don’t know if wording on there might give a little explanation of what is caqh and who might be the user, but that’s just where my brain works on the experience for the user. Yeah. No, that.
Hassan Zahir (32:56) That’s fair. And, and that’s the reason why we have the multiple ways of capturing the data. We can extract data off of resumes. We can extract the data from the provider’s licenses. We can extract data from any of the documents that they upload. Generally speaking, a provider will have caqh if they’ve had to previously be enrolled in a commercial health plan where they’re credentialed as an individual provider, and that commercial health plan uses caqh. Those are typically going to be, you know, the buccas of the world, right? Like you’re blue, you’re united signal and the humanas, and then if… they haven’t been credentialed with, you know, with a health plan that utilizes caqh or if they’re you know, a new grad, then they wouldn’t have a caqh profile. Oftentimes those health plans utilize caqh for revalidations. And so, it’s going to be almost a necessity at some point in time that those providers end up with a caqh profile. And so there’s a couple of different ways that we can do that. One is medallion also the same way I said, we can push and pull data out of like ehrs and systems. We also have the ability to update caqh so a provider could create like a shell of a caqh profile, share with us that caqh id. And as that profile is built in medallion, then we can push the data from medallion up and into caqh as well. And so, not, while we’re not solely reliant on caqh for providers who do have existing caqh profiles, it just does expedite the process. And that’s why our average onboarding time across all of our provider types is a little bit less than two days where industry average is like two weeks. And in good is, you know, five to seven business days. So it’s a little bit less than two weeks. And in good is, you know, five to seven business.
CraigO’Neil (34:59) Days. So it’s a little bit less than two weeks. And in good is, you know, five to seven business days. So it’s a little bit less than two weeks. And in good is, you know, five to seven business days. So it’s a little bit less than two weeks. And in good.
Hassan Zahir (35:12) Is, you know, five to seven business days, so it’s a little bit less than two weeks. And in to say,
CraigO’Neil (35:15) what is it? And how do I know if I have it or not? Like as a young clinician, you probably don’t know. Yeah.
Dave Wallach (35:20) How, something that might just cause in this scenario confusion or slow the process down? And.
CraigO’Neil (35:25) Then they start entering, everything in manually and they could have just clicked the button and it was done in, you know, five minutes.
Hassan Zahir (35:31) No, you’re right? And I think a good point there is like we probably we would want to customize this so we can customize like those emails and a notification that goes out. So, Craig that’s a great point. The thing about medallion being a tech company first as opposed to a credentialing company, is that we’ve built all of this from the ground up so we can customize those emails. We can kind of highlight what caqh is, the fact that medallion is a participating organization. Something I didn’t point out is that we don’t require a username and password for caqh. We just require that the provider obtain their caqh id and puts in their SSN so we can kind of walk them through like how to search their email for caqh or how to verify if they have a caqh id. And then we’re able to pull that data in so that is a great call out. And they may.
CraigO’Neil (36:28) again, if they’re coming from another organization, that number might be in their other organizations, email like that. There’s a lot there going. How do I access this? That is, it is the efficiency of the system, but again, I’m getting us way off track. So… let’s get back. It is a.
Hassan Zahir (36:44) great point. And I think that that’s something we will want to keep in mind as we continue these conversations. And I do want to highlight that we can customize that outreach. And so that that’s something we would definitely want to circle back to, is the in the ways in which we can customize it… once the provider has that information. And then they’re going to attest to their profile being up to date. What this is going to do is give us limited authority to essentially be able to complete these applications on their behalf. And then to update caqh on their behalf as well. They’re going to say, yes, this is my caqh. Yes, I agree that medallion can perform these functions for me and then they’re going to be able to electronically sign it in the system. The fact that they can electronically sign here. They’re also giving us the ability to utilize their electronic signature. We’re required for enrollment applications. So again, we don’t have to continuously go back to the provider for these things. The goal is that the provider logs in one time and we capture everything that’s going to be needed for them for those enrollment applications and everything that we’re going to do on their behalf downstream so that they don’t have to worry about multiple requests or coming back into the system. We want to identify who your partners are going to be, what applications those are going to be. So the one time that the provider logs into the system, we capture everything on the front end and then automate the rest of the processes. I’ll quickly highlight the fact that we also support this through kind of like a mobile experience as well. Most of the time people who sit in offices check their, you know, their email and use their laptops, and all that sort of thing. Most people who are providers are on the go. They’re looking at email notifications and the likes from their mobile phones. And so, we do have, the mobile experience for a provider to be able to go in and complete their profile. Once that profile is complete, they’ll receive notification of it being completed. They’ll be able to go to their overview of their profile. But now the automations can kick into hypergear.
Louis San Miguel (38:50) Just to make sure I understood that correctly, I think Craig, that would be great for the young college kids that were getting straight out of school. They can do all this from their phone. Is that correct?
Hassan Zahir (39:00) That is correct. Yes. And that was the reason why I wanted to show that because the mobile experiences is probably, we’re probably seeing half of the completions of the profile being done on mobile and that percentage is only going higher as we get more and more new grads, who, you know, have just been around smartphones, their entire lives. Well.
CraigO’Neil (39:20) The whole idea of like trying to find a fax machine or, you know, let me scan this in and then send like just take a picture of it. And now it’s a PDF, right? That’s changed that so much?
Hassan Zahir (39:29) That’s exactly it. And Craig exactly to that point is why we have that capability in the platform for those providers. Like you said, even if they don’t have a caqh profile that’s set up, yet, they from their medallion profile can just go in, they’ll go to the really to the document section in their medallion profile. From here, they can scan just, my computer wants to freeze up. And that’s a cruel April fool’s joke on me. Apparently, they’ll be able to go to this document section in their medallion profile if I ever stop getting the spinning wheel, but they’ll be able to just snap a picture of the QR Code, snap a picture of the document and utilizing that, we know exactly what type of document is, what the information is that’s on it. And, and then we’re able to complete, we’re able to complete… whatever needs to be completed. And so you can see here all of the documents that would exist. We’re going to track the, when they’re uploaded, if they have expiration dates, or if we need to track the expirables, then we’ll track the expirables, we’ll notify out to the administrators on expirables. We’ll notify out to the providers. Again, providers aren’t sending around checking email every day. So we have SMS text notifications. And then we also have conversational AI that can reach out and communicate to the providers and let them know this is, you know, so, and so calling on a recorded line representing physical, you need to be able to complete this task or this task. And so, we have all sorts of ways of really pushing the envelope to get these provider profiles completed. But again, they have the ability to just upload by a photo. And we really make this process as frictionless as possible. Nice. Once we have that completed profile, and I’m going to move a little bit fast here just because I want to be respectful of everyone’s time. Once we have that completed profile, the automations then go into hyperdrive because there’s no more of a reason for a administrator to take the information from a provider’s profile and to complete an application where medallion actually uses automation to auto map to what needs to be completed. And so now it becomes making a new enrollment request, I’ll choose who the provider is that I want to make that enrollment request for. I’ll select them. There’s a whole bunch of intelligent automation that exists that says this provider is a part of this group. These are other physical groups, but this provider isn’t a part of this group. We’re not a part of this tent. When I talk about like the ability to prioritize and highlight where a provider should be enrolled at the highest level of the organization, you’ll see everything at a franchise level. They’ll just see their tens in their groups. And so it’s really a way that we can bifurcate that while also giving complete visibility to you at the corporate level. We’ll choose what state that provider is licensed in. They can only have enrollments in states where they have active and verified licenses. So, in this case, for Naomi, I’m just going to choose Tennessee, but then I’ll choose the payers that I want Naomi to be enrolled with one single request that blue button allows me to then still go in and I can say, okay, Naomi needs to be enrolled with all of these health plans. And it’s not eight separate requests or five or six, seven separate requests. It’s just me clicking five, six, seven or eight times you’ll see we’re going to build out that enrollment request. So as we’re today, sometimes this one can be a little bit manual. Sometimes these forms have to be mapped. Medallion uses automation to complete these. And so there is no need for interaction from an administrator’s perspective. They simply select those health plans that a provider needs to be enrolled with. And then medallion starts that process. It goes into the enrollment request queue. From the enrollment request queue, we’ll verify that the provider has all of the information that’s needed. It’ll go from all to requested, from requested to processing. And that just means that we validated that the provider has all of the information required. I’ll show you momentarily how we track all of that. But then you get this visibility into every single solitary request. You know, if it’s with the team for processing, you know, if it’s with the payer, if it’s with the payer, we’re going to follow up on it. We know when we’re going to follow up on it, we’ll know the provider start date. So we’re tracking enrollments against the start date to making sure that those are done on time. We’re tracking all of the notes in the system. From all of the communication. We’ll see all of the various stages. We’ll track all of this information and give you visibility both in this report view and from the dashboard. And so what this does for a lot of organizations is there’s no ambiguity, you know, the start date, you know, if the provider’s trending towards that start date, you’ll know which health plan they’re enrolled with versus which health plans they’re not enrolled in, and be able to push that information ultimately over to your scheduling system. Like we said, we’ll push all of this information through. If additional information was required, we’ll track that if a medicare medicaid id was required, we’ll track those under dependencies. We will do all of that work and update you throughout the entire process. Until this is completed. You’ll see that all of these have been done that they are going to be completed. They’re going to move from completed requests to active enrollments. Once they’re in active enrollment status, you can see like all of these, you’ll see all of the practice locations associated with them, all of the lines of business. You’ll see if they’re at par status, if they’re par and linked to the group, when the effective date is the revalidation dates. And the medallion is also going to include like screenshots or evidence documents. So when the enrollment has been completed, you have proof. I know I did a whole lot of talking. I was trying to be conscious of time and kind of give you a walk through kind of end to end what that looks like. So I’m definitely going to pause here. I imagine there are a couple of questions and then just kind of get your thoughts on medallion doing this. Once you have the profile completed, you’re just going to choose who the provider needs to enroll with. And medallion automates that application process end to end until a provider is at par status. So the.
CraigO’Neil (45:55) question I have is really on the very first part of what you were talking about on the selecting by tin by provider. So with us having the, you know, the company clinics the franchises with multiple tins and then also functioning like in the same state, same zip code, everything like how would we, how does it work that we would keep a franchise from inadvertently entering in to be credentialed in? Like ones they’re not in amazing question.
Hassan Zahir (46:29) And so how that happens? And I was showing you kind of like this is the corporate view. So you would see everything. But what we have is the ability to set up, we call it teams. And these are members or teams. What we do is we set team assignments and these team assignments essentially indicate, okay, this is a location or this is a group and they would only be able to see.
CraigO’Neil (46:52) the groups associated.
Hassan Zahir (46:54) With them, so a franchisee would only be able to enroll providers in under their tin and the payers, where they have an existing contract. If that makes sense, I’m in the view where you would be able to see everything but they would be limited in scope in what they could see. So they wouldn’t have the option to make a request because it wouldn’t exist for them. And we wouldn’t map that all out upfront. Got it in the kind of the pre implementation process.
CraigO’Neil (47:23) But in that, in the mapping, they would have to each individual franchisee would have to deliver to you which contracts that they have that they want their people to be credentialed for. Is that correct?
Hassan Zahir (47:36) That is correct. They would have to tell us that we have a template where they would just populate that template and then we can load that into the system.
CraigO’Neil (47:44) And then as they were to add or subtract payers, they would also need to update you on a regular basis. Is that a also correct? Or is there a way for you to know if that’s.
Hassan Zahir (47:54) right. Yeah, semi, correct. The way that we prefer to do it is if they’re adding payers, they can make that request through medallion, the same way that we can do it for a provider or getting a facility, if you’re billing at the facility level, regardless of the structure, they would just say, hey, this is our group and this is the state we operate in and this is the payer we want to establish a new group contract with. And so we would then be able to track that in medallion, they would still be responsible for the rate negotiation and all those sorts of things. But that would be tracked in medallion that request is there. And now that would just flow into the new request or that request then flows into the request modal. And so that just kind of makes it easier. If they wanted to do it outside of medallion, then yes, they would have to inform us. We could simply go in and add a payer, but it’s probably.
CraigO’Neil (48:51) Straightforward.
Hassan Zahir (48:51) If they just make the request in the system?
CraigO’Neil (48:54) Got it. And Kim, as you think through that, like how difficult would that be to get all the, I guess if anybody decided to enroll in using this, that’s just the given they have to supply all their contracts into the system, right? I’m just.
Kimberly Massanova (49:08) Thinking like the convenience, right? For the franchise. I’m trying to just think through that process and how if that’s complex for them, you know, as they work with other credentialing companies. Now, you know, how are they getting that information, right? So this might be a solution for that. You know, just it’s a one long in here, here you go.
Hassan Zahir (49:27) And once they do it once, then we have that information and it’s tracked and it’s in the system. And if they are using an existing system again, we would have to have those kinds of conversations on like what that best process is. But we do have a template where we could import that data as well. So it’s not like they would have to do this five six seven times and say, hey, who do you have the group contracts with? Who are these payers? What’s the information? We give them a form? They fill it out. We upload it. So while it sounds like it could be complex, it’s a lot more straightforward in reality than it sounds like describing it.
CraigO’Neil (50:04) Okay.
Kimberly Massanova (50:05) And I just, you know, kind of going off of Craig’s question a little bit is I think it makes sense for like the brands of what you’re saying with the teams. But if I look at us like at our level, we might want to see like all of our company clinic activity and then separately in one shot, potentially like all of our franchises, right? Like from a reporting perspective and where they are, that’s still possible?
Hassan Zahir (50:27) That is, and so, maybe I’m going to try to see if I’ve got like an example of one in here. But like we’ve got customers where there’s like essentially like the parent company and then all of like this one works. And I’m only going to show sandboxes and not actual like locations or information. But essentially, you would have the parent company view. And so you could see everything as a roll up. You could structure this and say, hey, I want to see this by region or I want to look at an individual location. So from your perspective, both from looking at the enrollment requests from the payor view or from kind of like a report perspective, you could build out enrollment request reports, you could choose it across the different teams, you could look at who you wanted to see and how you wanted to see it. And then we have an analytics dashboard where there’s a roll up analytics dashboard where this one is going to take a second to load just because of the vast amount of data. But we have this analytics dashboard where you could customize how you want to be able to see that data as well. So when it comes to how you want to slice and dice that information, Kim Craig, we would just partner with you to say what is the ideal way of seeing this data? And then we would surface it to you via reporting from kind of like the payers and the requests that’s going to be structured kind of by team. So you’re either going to kind of get that all view or a specific view. But when it comes to reporting on this, we can customize these dashboards. We can build dashboards out for you. We can build custom reports for you. We can set the cadence of those reports for you as well. So that is definitely possible for you. At the parent level, it’s just at the franchise level, they’re only going to see their data.
Hassan Zahir (52:27) I just.
Kimberly Massanova (52:27) Think about the process and like what else, right? And then I’m just the other thing I was thinking about is like, you know, we may want to say like we’ve got to, you know, how does the provider, the therapist know? Like how can we tell them like you still have these outstanding like tasks and like, how can we, like, how is the best way to track that? And for us to manage that? Yeah. So you,
Hassan Zahir (52:51) will see it again across all of providers and all tasks. But that is something that’s defined in the system. So we track all of the tasks, all of the expirables, so we’ll track administrative tasks if there’s like missing group information. But then these provider tasks like, hey, this particular provider needs to do these tasks, things, obviously, this will be more related to enrollments, but you’ll have a holistic view of everything that is outstanding for the providers. You can view that across all of the providers, across all of like the provider types. We can build custom reports for you where you could view this like kind of corporate tasks versus franchise tasks. And then if you wanted it for like an individual franchisee, we would have to build out really some custom views to support that. To be honest with you, we would have to partner with you to understand like how you want to be able to see this data, but the data is accessible at the highest level, just kind of out of the gate in the platform for any of the outstanding provider tasks, for any provider that exists in the system.
Kimberly Massanova (53:57) Okay. And then,
Hassan Zahir (53:59) medallion, like I said, will own the outreach via email, via SMS, via phone call. So, medallion is going to own the outreach to getting all of those tasks completed. But if we need to escalate or if you wanted to come and take a look, all of that exists in platform for viewing all of the provider tasks, all of the provider expirables, and the things that have expired, the things that are coming up to expire, and then the things that are out a ways as well. And so we would work to customize those views?
Kimberly Massanova (54:30) All right. And then, and I’m sorry if I missed this, but thinking about like, you know, our current therapists and how their credential. Do you guys like we can data load that information in of like what their current status is? Do we have to finish it out in the other system?
Hassan Zahir (54:45) No. So, so all of the existing, I guess there’s two parts is one we would probably want to set a hard cut over date. Like when are we going to say everything that new occurs in medallion versus what exists in your current system? What’s in the current system? We’ll be able to upload into medallion? And then if we need to pick up on any of those requests, we simply refer to those as transfer lines, Kim. And so we could say, hey, this is all of the existing data for all existing enrollments. Everybody new from this day four will start the process in medallion. And then the delta is everything that’s in flight. Then we’ll identify, those will become transfer lines. We’ll load those into medallion and then we’ll track them in medallion from that point forward until completion. So we have methods for doing that. The cleanest way is like to say, hey, everything that new occurs from this day goes in medallion, everything historical gets loaded into medallion and everything in flight is treated as a transfer line. And then we can populate that information. So that way we just reduce the amount of transfer lines that we have to track from one system to another. Okay?
CraigO’Neil (55:57) Got it.
Hassan Zahir (56:02) Does that answer the question? Yeah. And do you see like how there would be value out of like having this task board and tracking these expirables and consolidating them in one place? Absolutely. Okay. And then any thoughts on the analytics and reporting? I know we’re going over, I think we have 45 minutes. Maybe we had an hour and I’m thinking incorrectly. I just wanted to make sure that everything today you saw how from some of the challenges you’re experiencing as far as how medallion expedites that onboarding process, how we can utilize caqh and document scanning to really reduce the amount of time that it takes to onboard a provider, and then how we can map that to these applications to be able to, you know, to get this work done faster, all while giving you visibility throughout the entire process and owning the outreach to the providers, managing those tasks. Obviously, I think that would be a benefit for you at the corporate level. But as you think about this future state in some of the franchises where they just may not have someone who’s an expert at doing this work, automating this and automating the outreach, I think would have huge implications for you as well.
Hassan Zahir (57:16) I know we’re at time already if not already over time and I’ll hand it back to Chris and Dave for next steps, more than happy obviously to let you have all of this if you want to digest. If you say, hey, Hasan, let’s do another demo. Let’s take a look at this or let’s take a look at that or you have questions as you’re likely to have afterwards more than happy to get back on a call because this can be a lot to absorb in one demo. And sometimes, you know, it takes two or three demos. I know when I’m looking at platforms, it takes me two or three times to kind of get all those questions in place. So more than happy to continue the conversations. Awesome. So.
Chris Jones (57:54) You know, to this point, I know we covered a lot today and we, you know, we moved pretty quickly there. So I guess just a gut check from you guys. Number one. Did that show you kind of what you’re hoping to see today? Is there anything that we left out that we want to revisit and pick back up on?
CraigO’Neil (58:14) From my perspective, it’s a really good overview. Yeah, yeah, I agree. I.
Hassan Zahir (58:19) Think it was a great overview and, you know, in the hour, okay, perfect. So go ahead. Sorry, I do.
CraigO’Neil (58:28) Have a quick question. So obviously lots of positives, what’s the weakness of the system? Where are the gaps in the system that we need to be aware of? Like what does it not do that it needs to do?
Hassan Zahir (58:41) Yeah. If I can be completely transparent with you, Craig, the biggest challenges that we face is when we don’t get the appropriate information up front, the system is going to be as efficient as it can be. But it’s going to be reliant on getting the data and making sure like we know for example, if you want data flowing to other systems, where that needs to go once we start getting data in and then we need to supplement it and have, is this data, right? Or is this data incorrect, that’s where we really see challenges? The system itself, it’s tech driven. It’s automation based, but the automation can only operate at the level of the quality of data that we put in there. So the biggest challenges are making sure that we’re appropriately planning upfront that we’re appropriately inputting the data, and then that we’re mapping where we want that data to be able to go. And so what I would say is like the question that you asked earlier, I would love for you to get feedback and figure out like, hey, can we push data into your ehr? If we can’t then let’s figure out what they can support. Let’s tackle those sorts of things upfront. So that we don’t have disappointments on the backend. If I’m being honest when we don’t… or plan appropriately is where we’ve historically seen challenges and it’s the reason why we have this TSM team now led by Sammy who they actually can do a lot of that work for you as well. If that would be something that you were interested in. Got?
CraigO’Neil (60:11) It. And then the second part of that question is, do you have any data to show? Okay a user of qgenda came into your system and we went on speed to speed seeing that patient or seeing that payers like let’s say today that’s at six months. You guys can do this in four. Do you have any data to say this is the performance difference from one system to another with through the automations and the tracking and all the great features you showed we.
Hassan Zahir (60:41) Do track that information. So we have a full analytics team. We can work on getting something like that together for you. Normally, we do that like in conjunction with like the references and the reference checks and try to get you someone who’s similar type of organization who made a transition to medallion. So I’ll let Dave and Chris own that. But the answer is yes, as we progress through these conversations, we can start working on identifying those organizations.
CraigO’Neil (61:08) That’d be awesome.
Hassan Zahir (61:11) Yeah. And typically, what.
Chris Jones (61:12) we like to do part of our standard process is to build out a business value assessment, right? So you obviously have to have business justification to do anything. So what we’d want to do is, you know, schedule another call, work through some of these data points going to do more of a bit of a scoping let’s scope one a, let’s scope one B and kind of look at what the big picture looks like so that we can start to build out that business case, look at, you know, turnaround times and the, you know, the revenue acceleration by getting providers billable quickly and kind of take all those pieces together so that’s typically, you know, a next step from here, but let me turn it back over to you guys. What do you see? How do you want to proceed from here?
Louis San Miguel (61:56) I think that information to you is good. I think we got to get Melanie involved in this sooner rather than later. I think references in a similar position would be very good for us as well. Kim. Anything else that I’m missing that you think would be great, anything?
CraigO’Neil (62:18) Else? I think that’s exactly right?
Louis San Miguel (62:26) Maybe Kim, who would be the right person to reach out the prompt about the API piece of this?
CraigO’Neil (62:34) I can read.
Kimberly Massanova (62:35) Go ahead Craig.
CraigO’Neil (62:37) After, you may have a,
Kimberly Massanova (62:38) better one, I can connect over with them.
CraigO’Neil (62:41) Okay, perfect.
Dave Wallach (62:42) I think getting that.
Kimberly Massanova (62:44) I’ll start the conversation then clue you guys in. If I get pushed back.
CraigO’Neil (62:51) I’ll pull Melanie into the conversation so I’ll do that today or tomorrow and then she can join. She runs our credentialing side of the house right now with qgenda and the other two employees. So I’ll pull her in. I’m sorry, Dave, I cut you off.
Dave Wallach (63:07) Go ahead. Yeah. I was going to ask who Melanie was, but you answered that question. So, sorry if I missed that. I think it’s safe to share this with this group on the call. Every company has different agendas, right? Let me just get this out and get your comments on this.
Dave Wallach (63:22) When companies partner with medallion, it’s usually for three reasons, they’re looking to accelerate revenue, right? Which obviously is very much in play. They’re looking to reduce opex costs, right? Maybe scale their team down a little bit because medallion automates so much or they’re looking to improve provider experiences and productivity. I think there’s a little bit of that in there as well. I wanted to talk to you before we get anybody else involved around the opex piece. So sometimes when we’re having conversations at the C level, like we are today and they say, hey, we want to get our director of credentialing and their team involved. Hey, it could create flags, right? It could kind of derail the conversation because they see us as a threat. Ultimately. I would think that if you wanted to every.
Chris Jones (64:14) Company again might want.
Dave Wallach (64:15) To repurpose employees, you might want to reduce costs, you might just say let’s keep our team to get more efficient. I think, I want to make sure we can touch on that and just think about how you want to position medallion. If you do bring Melanie and her team?
CraigO’Neil (64:31) No, I hear that loud and clear and that’s obviously why we paused on this. We wanted to get to this stage before we open up that conversation. But it does pose another question of what type of resource. So, for the 50 clinics or the 550 clinics, do you anticipate needing to administer this? I can’t imagine it’s fully automated. Like there’s got to be human oversight of it… that’s the resource question on our side.
Dave Wallach (64:59) Yeah, I’ll ask and confirm this, but I would say just based upon, for your corporate environment, one fte to manage the medallion partnership, I think is sufficient. And then again, if you want it to repurpose reallocate or just give people more time to focus on higher priority tasks that’s your call. But Allison, do you want to add anything else?
Hassan Zahir (65:19) Yeah. I would say typically we see like once up and running like a one to 500 ratio meaning like one medallion administrator for 500 providers, when we’re talking about payer enrollment. So I would say that that’s probably accurate or directionally correct at worse. When it comes to the franchisees. They really just need someone who can be trained on the medallion and know these are, you know, the.
Dave Wallach (65:45) Contracts that we have.
Hassan Zahir (65:47) Generally speaking, we’ll only load the contracts in the system that you know, the providers need or they’ll only load the contracts in the system that these PTS need to be enrolled with. And so it really limits the ability for them not to do something. They’ll select that provider. They’ll select all of those contracts and hit next. So they’re really just working like as a platform user and not a credentialing specialist. The only thing that comes into play is like, I’m not quite sure if you know, these franchisees own one physical location or if they own five or, you know, kind of like what that structure should look like because I’m sure that that’s unique to you and your business. And so we would want to pay close attention to that. Like I don’t think that’s something that we should just make any assumptions on. But keep in mind that would be a very small part of someone’s job probably like an office administrator, a small part of their job as opposed to something that they need to do. Especially when we’re talking the volume of providers per clinic, this isn’t something that they’ll need to invest much of any time in.
Dave Wallach (66:51) Yeah. I think the answer is going to be different whether it’s.
Louis San Miguel (66:53) corporate owned clinics or franchise on the resource allocation piece of it. And I think we were thinking about having whatever the title is of the clinic managing manager director, you know, one person kind of overseeing it and our resource allocation. We’ll have to figure that out. Again. We’re moving. We want to move it from under Melanie to under Kim. And what happens, well, we’ve got a lot to figure out on our end on that perspective. So, I appreciate Dave you mentioning that. I think that’s part of the reason that the conversation that Melanie hasn’t been brought in yet is just she’s going to have enough take more other roles that she’s currently doing anyway. So it’s not kind of that perspective but guys, I got to jump on. I’m late for another meeting already. Yeah me too. So I appreciate it. Sorry. Yeah, I know we’re all late. I was.
Dave Wallach (67:38) Just in just in 15 seconds just to say, maybe Chris, you can follow up with some content through email regarding next steps. But I have a whole lot of questions in terms of how many payers we’re working with, right? That type of which I think will help lead into how you position the value internally. So maybe Chris can teed up in an email. We can work towards getting some of that as well. We get.
Louis San Miguel (67:59) Kim to fill that piece of it in. Obviously, on the franchisee side, it’s a mixed bag of stuff. We don’t have access to all of that stuff. We’ll.
Dave Wallach (68:09) focus on the corporate side for now. Perfect. And.
Kimberly Massanova (68:12) Do a schedule and get a schedule going.
CraigO’Neil (68:17) Thanks.
Dave Wallach (68:18) Bye guys. Thanks everybody.