Transcript
Katie Belton (00:00) good morning. How are you Ellington?
Ellington Loy (00:03) Doing good. How are you?
Katie Belton (00:04) I’m doing well. Thank you. I’m sorry, I was a little late. It was so bizarre. It was asking for a meeting password. I’m like I’ll see one. And then I tried again and it worked. So, all good. Okay?
Ellington Loy (00:13) Yeah, that’s weird. Where are you calling in from?
Katie Belton (00:17) I am in Chicago and I am downtown today, working from the wework?
Ellington Loy (00:21) Okay, awesome. I’m in Nashville. Okay. So, yeah.
Katie Belton (00:25) Not too far, not too far. Yeah. Well, if there’s any background noise, please let me know. Okay. My first call of the day. Yeah.
Ellington Loy (00:34) So, just would love to hear what exactly brought you across medallion. And yeah, wanted to see why you wanted to put some time on the calendar to see if we would be able to help with whatever you’re going through right now. And so, yeah, I’d love to just let you take it away.
Katie Belton (00:53) Sure. So, I’ve been at genedx since mid November. We are a diagnostic lab that does testing primarily for rare pediatric diseases, but we’re kind of expanding the scope of the population that we serve. And I lead our inside sales and our client success team. We have a patient portal where sorry, not patient portal provider portal where our providers will register to place their orders. They can place orders in other ways, but that’s the most efficient and what we are driving them towards. So as part of that process, when a provider registers on the portal, they input some information like their facility name, first name, last name, et cetera, npi. But that is not required because we don’t want to exclude international providers. They also will include some information that hopefully helps us get routed to the right account in Salesforce to tie them to. And then that process triggers a ticket in Salesforce that goes to the CSM team to then verify, like are they, can they actually order in the state that they are licensed for? Is their license active? And then we kind of cross reference that against a scope of compliance document that our compliance team owns that we’ll look at like if they’re a genetic counselor and what state they’re in, can they actually order so today? And so once the CSM goes through and validates that, then they approve their, they like approve the contact record in Salesforce. And that makes their portal user like officially active zooming back a little bit. I have a dream to also have the ability to create a portal user from a contact record in Salesforce that’s a separate aside not really related to the conversation we’re having today, but just so you know, it really only goes one way from portal to Salesforce today in terms of how those providers are getting created.
Ellington Loy (02:45) So we.
Katie Belton (02:46) use verifiable today in order to actually verify whether their npi and license is active. We use the verifiable so we, I guess we use verifiable a little from like a little wonky. We’re the only client apparently who does it this way where my team will go take the npi if we have it pop it into their website browser to pull up their licensure. And then they put that into verifiable Salesforce and use the verifiable Salesforce app to actually verify their license. Verifiable has not been updating like the source data that we are looking at in their website. So we often, my team has to go take an extra step to go look at like the state database et cetera. And then they just like a total botch in account management on their side. Like their CSM left. We had no idea. I went months without an answer yesterday was the final start. We were supposed to have a call. No one showed up this morning. Really let’s go. We’ve since gotten like figured out what has happened and I have a call set up with them next week, but it’s I question the value of that when my team has to go look at the state database anyway. And as we are evolving, we want to shorten the turnaround time that it takes for a provider to register and get approved. And so, I need the technology to work better for my team. So that brings us to the conversation today of like starting to evaluate, is verifiable the right product for us to use? Is there something else that could do that? We might also have a use case with our, you know, like revenue cycle management team from a I’m totally forgetting the words, I’m relatively new to like the diagnostic lab space. But there I think there’s a I’m totally forgetting the name of it. There might be another use case there of credentialing for credentialing that they are, that maybe could be a fit if we look at bringing in a new tool to do this. It’s worth exploring. Like could something also help them? But for me to start it’s like really the provider verification, making sure their npi and license is active for the state that they’re going to be practicing in.
Ellington Loy (05:00) Okay. So just to clarify, so you guys don’t employ any providers yourself. This is really just your clients coming in and you want to be providers?
Katie Belton (05:13) Are our clients essentially right? And so in order for us to get reimbursed, we want to make sure that they’ve got the right, you know, active license and stuff set up that they actually can be ordering?
Ellington Loy (05:22) Right. No, that makes sense. Unfortunately, so the way medallion’s business model works is we work typically with people like your clients like health systems, provider groups. Those are our typical icp. So we’re actually owning their credentialing and enrollment and licensing got.
Katie Belton (05:42) It, so.
Ellington Loy (05:44) I don’t necessarily think we would be the best partner for you all just because we kind of own that process ourselves. Sure. But as far as the, I know you mentioned the RCM use case, well, I know you said you don’t have you’re not super sure about it right now? What that could look like, but we do have some particular use cases for RCM. So if you were interested in circling back and I can definitely talk about internally about that use case because we do help some RCM companies. It’s kind of a newer icp for us, but we still like to hear about every opportunity. So, but yeah, we are just as far as Roi is concerned, it’s really, our icp is really just kind of provider groups, health systems payers, owning that part of the process really? So unfortunately.
Katie Belton (06:51) No, I appreciate the, I appreciate the transparency about that. Not being a good fit. Do you have any idea of any, have you heard of any other? I haven’t okay. I know, I wonder if we should just scrub like have someone build something for us that like sort of pulls all this in, I know.
Ellington Loy (07:09) I know it’s a lot the whole world of provider data management. It’s so much it’s so there’s so many nuances and everything. I don’t know who specifically this use case could work for. I do know that as far as medallion, we, when it comes to like the competitive landscape, we are probably the most hands on. We like to own the process, we automate a lot of the process. And as far as, like we don’t even offer self serve software. So we like being very involved in owning the process. So I definitely think maybe there could be some other organizations in the, in our industry that could help with this. But unfortunately, we like to be you.
Katie Belton (07:56) Know, yeah, no, totally understand that. So, yeah. Okay. Well, I’ll keep this in mind when I circle back with my RCM group of just if they explore something, that medallion will be something to consider. I can give you some time back then and appreciate, you know, being upfront and transparent about the fit. So, thank you of.
Ellington Loy (08:12) Course. And good luck on your search. It was nice to meet you.
Katie Belton (08:15) Katie. Nice to meet you too. Take care. All right?
Ellington Loy (08:17) See ya, bye.