Transcript
Nick Scallion (00:00) hey, bud… oh Paul from mute.
Joshua Levitan (00:07) How are we?
Nick Scallion (00:09) I’m good buddy. I’m good. Before Phil joins, I’ll show you. So I showed him, I’m gonna do I’ll… like eventually probably clean this up, but I thought this would kind of be the pre like the… kind of like basically lead into what we discussed like basically that, hey, like here are the challenges you’re gonna experience regardless of whether you use medallion in house in the current state. And then here’s where you got burned with a cbo in the past to kind of open up the demo. Is that cool? Yeah. Okay. And did you do that co branding thing? I?
Joshua Levitan (00:44) Did. But the, I couldn’t find a good logo on Google, so I just screenshot it from their website and it’s yellow, but.
Nick Scallion (00:50) No, no, that’s actually perfect. That’s what I use in my deck. All right. I’m gonna let Phil in. All right?
Nick Scallion (01:24) Hey, Phil… zoom is always quick to start people on mute. So, which is frustrating. So you’ll need to click the little audio button on the lower left hand side of the screen to get off of mute.
Philip Blann (01:56) Okay. There we go. It was not letting me uncheck the mute button because it was popping up like three times you’re recording me.
Nick Scallion (02:08) And I’m happy to turn that off if you like. It’s helpful so that I don’t have to be taking notes the whole time, no.
Philip Blann (02:12) No, no, that’s fine.
Nick Scallion (02:13) I’m happy to turn that off if you want.
Philip Blann (02:14) It just wouldn’t let me do anything.
Nick Scallion (02:16) Cool. Well, apologies for that. I was trying. Zoom is the forum in my side that starts every meeting. Well, good to see you again. Phil. I’ve got my colleague josh levitin on call as well because josh is my technical counterpart on our solutions consultancy organization and josh will facilitate a couple pieces of a demonstration today. I know we spoke. I don’t know maybe it was last Wednesday, maybe… just kind of about opportunities that you saw in leveraging technology for your administrators today. And then also specifically highlighting, hey Nick. We worked with symplr that was for lack of a better word, a disaster and we need to be able to combat those risks, right? So if we’re going to entrust medallion, how are you going to mitigate the challenges that we experience? So here’s what I did. Phil, I basically have like a summary slide that I can show you with basically the core challenges I heard from symplr and then core opportunities to leverage the medallion platform for your administrators today. And then you’ve seen a demo in the past. Some stuff has changed since you’ve seen it. So I’m not going to run you through a demo can take like 45 minutes, Phil. So I’m actually going to forego the usual song and dance since you’ve seen the platform. But what I am going to have josh do is specifically highlight a couple of the pieces that we’re talking about and just keep it in scope. And then when you have questions about what about this? What about that? We’ll jump around and you had questions about price? I did look at the investment proposal from last year, we can honor the pricing then transparently Phil, you got a pretty darn good offer at the time. I think you must have grinded the other representatives down some more power to you. So I will be able to match that. But wiggle room beyond that’s. Going to be tough but we’ll talk about optionality to make sure if we’re aligned that an investment would still make sense for you. So that’s what I’ve got planned. What else do we need to hit for this to be a good use of your time?
Philip Blann (04:10) No, I only have like a couple of questions. So you start and then I think if the questions aren’t answered, I’ll ask them. Yeah.
Nick Scallion (04:17) That’s perfect. And josh, I say this on every call and he probably gets sick of hearing it, but josh does not mind the interruption. So we can make this thing collaborative. But this is just don’t tell.
Joshua Levitan (04:27) my wife that, sometimes she takes that a little bit too much to heart. Nick.
Nick Scallion (04:32) I know better than that, josh, yes, of course… well, very good. So Phil, let’s distill this. I think it’s easier to start with the past challenges here. So going a little bit in the inverse order. But this is what I want to distill kind of challenge and opportunity with medallion. So the first thing we talked about was visibility and visibility comes in a couple of different flavors. But you made comments like where is a specific customer’s provider in the process? Have they had an application sent out to the 10 plans? Have those applications been received? Are they following up with the payer, right? So we’ll demonstrate what that visibility looks like with medallion including what our cadence looks like and proof of follow up with the payers look like after just getting the submission, which is most important. But we’re also going to be doing some nudging and providing proof of that nudge. So you can also let your customers know, hey this thing is being a pain in the rear end again, but we’re on top of trying to get a response and then hold on. Now, come on and then you had mentioned you specifically mentioned that like a ptan number. But like basically what you were getting to is that you were not really getting a proof of acceptance with many of these plans. So if you’re going to dispute a claim that’s the first thing the payer is going to ask for. And so what we’ll share is how we’re going to have various methodologies to get that proof that’s just readily available in the portal. So when you go back to a payer for any claims issues where they’re trying to deny you for out of network nope here’s. The proof on March. You guys sent this. Let’s get this fixed. I could have put this at the top. But I think accountability is also the most important thing. When you have historically, you or anyone in the healthcare space has historically used a cbo, it’s helpful, right? You’ve got some industry experts that are going to do some of the blocking and tackling, but it’s a lot of responsibility and if they mess up, what are you doing other than terminating an agreement? And so what you’ll see and what hopefully we made apparent on the first conversation is that we have a service level agreement which essentially just means there are going to be performance guarantees in terms of how long it takes to submit payer enrollment applications and we’re keeping track of that service level agreement, Phil. So you hold us accountable to that. If we are missing, there are financial penalties. And those financial penalties obviously are dollars back for you. And if you’re fed up with that with getting credits back, you can terminate that’s the worst case. And we’re not seeing that happen with our customers. But this is how we’re thinking about getting in front of hey, we worked with this cbo in the past, they were performing poorly. There was nothing we could do about it. Okay? We’re going to put our dollars and cents at risk because we’re really confident about the performance. And then last but not least reporting, I actually didn’t get into a ton of what challenges or lack of reporting challenges you were experiencing. So we’re going to flash reporting up Phil, and I think you can think about reporting to be a couple different flavors. So one at the macro level for all of Abi’s customers, how many enrollments are we submitting? Where are they in process? What are the turnaround times and average submission times, things like that. But then we can also go a layer deeper knowing that you’re working for your customers and they’re all going to have their own providers and tins et cetera. And so we can do some micro level reporting at a customer level. And last, but not least we can also configure this. This is optionality. Like we’re not going to press this or steer you one direction or another, but your customers can get access to the medallion platform themselves. So rather than typing that email or picking up that phone to call your administrators, they can also go into medallion and check that themselves optionality. You don’t need to turn that feature flag on. I keep doing that. And then just basically, you know, the current state, right? You’ve got this team that has really, you know, kind of turned the operation around from when you use symplr. But the obvious kind of elephant in the room is we’re still kind of doing this in the stone age is a bit living out of spreadsheets and we know that there’s technology available that can help automate and make things faster. And I know that there’s been some staffing turnover you had maybe three ftes got down to one brought one person back on she’s a little greener. So idea being that we can kind of foreshadow what the administrative role looks like, where they’re still providing sort of that white glove customer experience. But what we’re trying to do here is empower administrators, right? You said, you know, we kind of want to have full ownership of this thing and do the heavy lifting. And I think the paradigm shift, Phil that I would mention is that we’re trying to take the heavy lifting away not just for Abi but also for medallion, right? So when technology can be involved so that neither of us is copy and pasting data into 10 payer enrollment applications, it’s 20 26. We don’t need to do that when technology can do that. And josh has a little video that shows you once we get the provider data into medallion, how our AI bots and technology are basically just mapping that right into those applications, whether it’s a PDF or it’s a portal, right? So, yes, there is heavy lifting, the heavy lifting. Now, the paradigm shift is just getting these providers to get their information into medallion, and then we can let the technology take over for where neither party should be doing that. And I think… last, but not least, we know that again, these aren’t your providers, these are your customers’ providers. And you want to still have the Abi logo and experience throughout. And so, josh already did a quick mock up of showing you what this will look like in an Abi environment, right? What a co branded email looks like. Hey, Abi is inviting you to join our pay or enrollment function, what that email looks like, and what the platform looks like as well. So hopefully that’s the longest I speak today, Phil, but just wanted to make sure that this is what we’re prepared to show today. What else am I missing here?
Philip Blann (09:59) Let’s go through it because, yeah, I do want to see the client’s view. I’d like to see what our view is. I want to see more of a heavy branding on Abi and maybe instead of partnered with but powered by medallion type thing. So when the client view, if we grant that they see Abi right? First and foremost, now, I can still have powered by medallion because it’s a software and AI and all of that, that’s okay. But we don’t want to ever give the impression that we’re outsourcing again right now.
Nick Scallion (10:34) Yep. Current. Yeah. So those,
Philip Blann (10:38) are some of you? Yeah. So, yeah, back to you all.
Nick Scallion (10:42) Right. Josh. So we have until 1,215 eastern with Phil. So he also just had some questions and comments about the finances of this. So let’s try to cut off by like 12 five, 12 eight. So we have, you know, 10 to seven minutes at the end and anything, we can send, some other collateral following this call. But let’s get into the demo for this next 20 Ish 25 minute period real quick and just get some context on when you were working with symplr. Did.
Joshua Levitan (11:07) your customers under that model, have access to any sort of portal reporting solution at all? Or was that entirely maintained by you?
Philip Blann (11:18) They had no access. We had very limited access and what we could see was lacking in detail. Okay?
Joshua Levitan (11:28) Yeah. Symplr. It’s been around for a while. They’ve helped a lot of organizations grow, they themselves grow through acquisition. So their back end data structure was a little bit of a mess which led to why they can’t produce visibility for even their customers because it lived in like five different tools that they acquired over the course of 20 years that were not natively integrated. I think one thing to call out is like visibility is a huge theme like whether we’re in this relationship potentially that we’re talking about right now where you’re empowering your customers or with our direct customers, like a more traditional medical practice, like people have to know what’s going on here. And like the visibility is only possible by medallion being built in an appropriate way which is from the ground up, like not through acquisition, not through cobbling together different things. So, I think that’s like a hopefully you’ll see that when we start to look at the demo. But I think it’s a really important note to call out from just like an architecture perspective. And it’s also a strategy perspective, right? Like in how medallion has grown and evolved versus some of the legacy companies in this marketplace.
Philip Blann (12:41) Okay.
Joshua Levitan (12:41) So, I know you want to see what this would look like from your team from your customers team. Does any of that also extend to like what a provider would see?
Philip Blann (12:49) Well, that would be our clients would be because would be a provider. So, we are predominantly anesthesia hospital based providers. And so, you know, with, the influx of locums flying around the country and I mean, we just, we get killed with provider enrollments, payor enrollments, let me back up. We don’t do the facility. We only do the insurance side. Okay? So that’s our, and I know that some of your, some of these platforms out there do both. We literally just do the payer. Yep. Yeah.
Joshua Levitan (13:24) Great to know. We also do both, but we, it’s like legos pick the legos that you want from the box that is medallion and they can all make one great thing or they can make something smaller that’s also just as great. Okay. So these groups that you’re working with are they typically five people, 100 people, a 1,000 people?
Philip Blann (13:43) All of the above. Okay? Not a 1,000, but yeah, they are from the very small one or two man groups to the 40 50? Okay?
Joshua Levitan (13:53) All right. I think there’s gonna be some nuance in how someone who has like an organization that has five providers versus an organization that has 50 might use medallion. The biggest nuance there is that I would imagine most of your customers with 50 employees have like some sort of like practice level admin. They have more of like an internal operational staff who might be more active in medallion in that model. Whereas with like we see this a lot with very small groups on those sub five, there’s you’re not really like hiring like an office manager or a practice manager for a five person group, right? So there is a little bit more onus on the providers. But those providers oftentimes are like usually co owners, so they kind of expect that. And there’s that dynamic too. So let’s… go ahead and take a look here. I apologize. I need to switch one setting. Give me one sec if you don’t mind.
Philip Blann (14:56) If you have three screens I want, I’m jealous.
Joshua Levitan (15:01) He’s got one of those like 40 inch curved screens. Yeah, that’s crazy. I don’t like the, for some reason, it really bothered me to visually switch between two, like to have that black line of the two different monitors with like two screens. Yeah. So I went with the one ultra wide. The thing is sometimes when I share though if it goes to sharing the ultra wide, like it would look horrible on a normal on like a regular computer. Sorry, give me one sec here.
Philip Blann (15:33) So, you just tile is what you do, right? I.
Joshua Levitan (15:36) Just share the individual window. Yeah. But sometimes that hides certain things like if I try and put a file in for my desktop, okay? All right. So let’s go ahead here, walk through quickly through the provider experience. There’s an element of co branding. I’m using a demo tool that helps me co, brand this to show you what it would look like in your instance, and it doesn’t update this email specifically. You’ll see when we get to the other part of the app, the co branding experience. Okay? And Nick has an example of what this page would look like, but this is how a provider would start the process, right? So the provider is hired by one of your clients. They’re going to get an email. That email is going to come from a medallion domain, but it is going to have your logo, like not even your logo powered by medallion, just your logo and all of this text in here. You sit down with us and you customize. So.
Philip Blann (16:35) This, I think Nick gave me a copy of a sample letter. Yeah, yeah.
Joshua Levitan (16:39) Yeah. But what I also want to touch on, right? Is that like in customizing this text like this text by default as we see here is like medallion is doing, this and this, it’s safe and secure. It’s important to get involved like this is where you can just tell us, like how do you want this phrased? Okay, we’re going to be like, we should probably mention that we’re soc to compliant and that the purpose is credentialing because that instills trust. Do you want to add a couple sentences in here about, you know, powered by or whatever language you want to use. So like you have almost full control over this, but provider gets an email, right? And the whole point is to then go and create an account with medallion. And the account is how we get information from the provider and communicate with them, correct? So they go through the email, they come into the onboarding flow here.
Philip Blann (17:23) So does it say welcome to medallion when they log on? Or will it say welcome to Abi?
Joshua Levitan (17:29) It would say we can customize this and we can customize this, gotcha. And.
Nick Scallion (17:35) I guess this too is where we would kind of lean in Phil to the credentialing with Abi powered by medallion, right? Kind of on this piece specifically?
Philip Blann (17:46) And that’s all I’m trying. I don’t mind that our clients will know that we have a solid platform that we’re working from and you have a right to own that and I agree. But I really don’t want to give the impression that at all that like before we lost control to a third party.
Joshua Levitan (18:10) Yeah, no, I totally understand.
Philip Blann (18:13) And we really still want everybody reaching out to us if they have a question and we want to be able to, if they’re going through this process and they have a question. We want to be able to… be in there to help them. We have the relationship we’ve developed that trust we have, we’re you know, so while we may say Naomi’s helping you, but let me get with her or him whoever. So anyway keep going. I’m sorry. I didn’t want to.
Joshua Levitan (18:42) Interrupt, let me add some additional context to that I think might be helpful as we, this back and forth is more important than the demo. I literally just got off a call this morning with one of our customers who has they’re an emr and RCM platform and they have 200,000 people that use their platform. Yes, about a quarter of those use medallion. Okay. So when you start to think about like the, and start to mention like the customer support aspect of this and like how those workflows work, right? Like we’re doing this with that partner who I personally work with and spoke to half hour ago at scale. And then there’s a lot more of those types of customers we work with that has actually changed a lot from when you were last talking to medallion like this whole, the… whole focus of like the way that we would interact with a business like yours has been like the single most important priority in our company because it unlocks new channels for us, right? Understandably, so, in the last like six to nine months, like the amount of effort that our customer support team, our operations team and our engineering team has put into enabling all of this is night and day from where it was. It’s like our, if you were at our company conference, right? Internally, it’s like our biggest growth vector. And I share that not because you care about how medallion’s growing. I share that because of the way in which it benefits you in terms of how we’re walking through this and we can have conversations about that customer support model a little bit more. Okay. But yeah, they come in here, they go through creating their profile… most of the time providers are going to link their caqh profile. They already have one. Usually, right? It has all the good data. We’re just going to extract that out. We’re going to confirm and link that. And then they’re going to go from here into their profile. Now in their profile. Again, I’ll show you what the co branding looks like. So you’d see your name here. Abi… this is the provider’s data hub. So in Naomi’s case, like everything came over from caqh, she doesn’t have any gaps to fill. She can edit this information about herself, you know, her professional history, her licenses, whatever it might be. And then she signs agreements and attestations and says this data is correct. We’re good to go in this portal is… also in the home screen is a task module. This is how we communicate with providers. If we needed a piece of information from them, if we need to notify them of something like a license expiration, it shows up as a task. And then we also follow up via email, sometimes phone and text depending on what our customers want about these tasks here. So data hub and hub for action. But the most important part is like Naomi can log into this for as long as she’s employed by one of your customers, but she doesn’t have to, right? If we need something from her, we’re also gonna be proactive in other ways that we could go ahead and like remind her that we need something. Also just quickly mentioned all optimized for mobile, go ahead.
Philip Blann (21:45) Right. So, I get that. So you’ve got it where your tasks lists are probably calendar driven 30 days, 45 days, whatever and reminders, do they escalate in any capacity? In other words, here, Nick, you’re getting an email? Okay? Now, 10 days later, you still haven’t responded to my email and you get another email, do we add a manager at that point in time? Okay.
Joshua Levitan (22:11) I think what’s interesting is that can be a manager at the practice, and then eventually that could also be someone on your side.
Philip Blann (22:18) Probably be, yeah, it’d probably be both, but I just want to know that it’s there. You don’t have to go into the detail. I just want to know that it’s there because that’s a big yep fail from previous yep.
Joshua Levitan (22:29) Yeah. And look, it’s a fine balance, right? Like squeaky wheel gets the grease, but we also don’t want to make providers so inundated with outreach that they ignore it, completely, right? So we spend a lot of time thinking about like the right cadence there. But the escalation level in there is a really important step and I can show you a little bit about what that looks like on the admin side as well. So, yeah, last comment here. This is optimized for mobile. So Naomi’s last step in here was to sign her attestation, she can come in right on her phone sign with her finger, save that and she’s good to go. So super high level there of the onboarding flow. The goal is here to make it easy for providers, right there’s. No, like my wife is a physical therapist. When she switched jobs. It was with HR, a 50 email long chain of here’s a copy of this document. Wait, wrong version, this like, you know, that whole thing that, you know, like we get rid of that by using the portal approach, using caqh as the data source. We can also do other things like scan documents in this mobile version, so you can like point your phone at like a resume uploads to medallion. But we actually read the resume and like take the text out of the resume and then stick it back in the profile. So a bunch of different strategies there to try and get this done as quickly as possible as accurately as possible and make the provider’s life as easy as possible. Okay. Now, we’re going to switch over to the admin side of the app. So this is some providers in your small practices would probably have access to this. In your larger practices. The providers would only see what we just looked at. And the practice admin wouldn’t have access to this. And then your team would have access to this, but it would be segmented. So if I click on this dropdown here, you’d see all sorts of you’d. See like, Abi, this is what Nick was saying where we could choose to turn this on, right? Where you’d say like Abi, Nick scallion partners, Abi, the best company, ever, right? And they could have individual workspaces, but you could have something that represents everything. We don’t have to necessarily go to that on step one, that is what we would want to get to if you really want your customers in here. Like requesting enrollments in here instead of emailing you to request an enrollment.
Philip Blann (24:47) Gotcha. Okay.
Joshua Levitan (24:49) So, first and foremost, sort of like ground table stakes like home screen, things tasks and home are always where you’re gonna land first when you come in. And so this is your point about the tasks piece. I can now see for everyone in my organization, all of the tasks that have been assigned to them as well as ones that are tardy. The standard follow up is every three days, right? So if Jennifer hasn’t signed her dop form for stanford in 30 days, medallions reach out to her 10 times. And along the way, we’re also gonna notify via email, the administrators as well as the administrators can come in here and check the status of all of this in one single place and sort of sort and filter, right? Task type provider. Let’s see everything that Naomi has outstanding et cetera… tracking expirables in here pretty straightforward if anything that can expire will be tracked in here. This is obviously licenses, but also things like board certs, even like a passport or anything that we need to be aware of. And then the home screen is an action screen, right? So we’re sort of calling out next best actions, tasks that need to be completed. Again, this is the sort of like the, you know, what you might, what someone in a practice like a practice manager might log into on a Monday morning and see like where’s my work looking at? Like am I on track? Here are the next things that I need to do to keep that person organized. So that’s sort of the overview management. Now, every provider has a profile and this profile is a one stop shop for every information that we could possibly have about them. A bunch of these providers are green, that means we have all their data. If we’re still waiting on data, we’ll see red or yellow. I’m going to go into Naomi’s profile. We just looked at her profile from her side. This is Naomi’s profile from the administrative side, and administrators can do all the same data changes. So she gets married, changes her last name, they can make that change for her. You want to upload a document with that document scanning parsing feature that I was talking about. An administrator can do that as well. And we’re obviously going to log who’s doing what. So we know who made what data changes from a compliance standpoint. The only thing an administrator can’t do is complete disclosure questions or sign agreements other than that look, we want the provider to do as much as possible, but some providers are going to be less technologically savvy, they’re never going to log into the portal at. All, and so we still need a way to get their data in correct, going to follow the administrator, but we have it as sort of like a fallback right then as we move across here. Like all of the information that you could possibly need, some of this might not be relevant. Like the verifications from a primary source standpoint, probably have more to do with applying to the facility than applying to insurance. But if you had customers or if you wanted to use these, you can see all of like verifying oig, Sam, ofacs, mpdb, mpez. Like all of that stuff… we got licenses in here. We can see existing licenses. We can see when they expire the expiration dates again, going to trigger emails and tasks to everyone that’s relevant there, tie them to practice locations. This is important for payer enrollment and for submitting claims down the road.
Philip Blann (28:04) Okay. You said practice locations or practices individually, Ein numbers or within that single Ein, the facilities both. Okay. Yeah, that’s the right answer. I’m sorry, I just wanted to clarify. Yeah, yeah.
Joshua Levitan (28:20) No, great question. Eins, to make sure that we enroll them under the right group contract, practice locations to make sure that we enroll them at the right site of care. So the claims are not denied for site of care reasons down the road, correct? We have the payers tab in here too. We’re going to look at this like much more holistically for all of our over here. This is the same thing. This is what we see here, but this is payers just for Naomi. So we can see the enrollment request that Naomi has going on. We’ll talk about the way we track these in a little bit, but it looks like medallion is in the process of helping Naomi get enrolled in blue cross blue shield of Arizona. We can also see enrollments that she already has. Again, we’re noting the practice location as well as the group information or the Ein, with reference to what’s already to the enrollments once they’re complete.
Philip Blann (29:13) Yeah. I’m sorry, I’m guessing that you could build a profile by Ein number that says when a client of ours who’s maybe in Texas adds a new provider, and we say we reach out to Naomi and say, we see that you’re joining our group. And here’s what we have to do to get you enrolled with all the payers. Here are all the applications we’re going to put you into exactly. And if it’s a border state, we’ve got to get you not only into medicare for… that state but the next door state and the medicaid for the current state and the next door state, that kind of stuff.
Joshua Levitan (29:52) Exactly. Okay.
Philip Blann (29:53) Great.
Joshua Levitan (29:53) Segue into the next part of this. We’re going to take a look at it. Sorry, I’ll hush. No, I love it. I love, when the segue, it’s like I planted the question. I pinned you on the side without a Nick on the line and said, ask this here. So I’m moving into the payers tab. This is the catch all for all payer enrollments. So it’s not just one provider like what we saw before it’s Naomi. It’s also all of our other providers. We could also do things like group enrollments or facility enrollment, not real nto, but we can do group enrollments in here as well. You’re going to see there’s really useful information. These are the enrollments that are in progress. We’ll come back to this in a sec. But to your point, you just made, let’s talk about again, someone was just hired. We need to get them enrolled. So we’re going to enroll a provider. Now, we know that Naomi is affiliated with these tins with these groups. Okay? So we’re going to do this enrollment under if they have multiple, we can manage that, right? We’re going to do this under the community health center group. We know where she has license. Okay? And then what we know here is we can actually see enrolled with these are the group contracts the community health center has to your point about like we know all of this information. So I could go and select any payer in Arizona. Just one off here. But I’m just going to do the select all for to get Naomi enrolled in every group contract that?
Philip Blann (31:23) The group is. Yeah. Okay. Yeah.
Joshua Levitan (31:25) Yep. So I do my select all she needs to specify line of business takes three seconds. And now I’m good to go. I hit next practice locations in here. We don’t have to add every practice location to every enrollment purpose of demo. I’m just going to hit select all. We’ll add all of these practice locations on the enrollment, just going to make a quick note that, yes, we do want this to show in the payer’s public facing directory. We want to request a specific effective date of the enrollment, any notes. And then we hit submit. Now that process right there is the process for starting the application for the payer enrollments in medallion. And.
Philip Blann (32:09) that’s what triggers the email to go to the provider and say, okay, now here, you got to start doing.
Joshua Levitan (32:15) this work. In most instances, no, in most instances, we already have all of the information. So when you hit submit, what we do is this… our bot? It’s… not always a bot, but in many cases, we have this automated especially with the major payers here. So what you’re about to watch is a recording of our technology going into Arizona blue cross blue shield and filling out the information the same way that a human would. But this is not a human that is controlling this screen right now. This is the automation.
Philip Blann (32:54) Oh, wow. Okay. Yeah. And.
Joshua Levitan (32:57) So, that was the next point earlier, right? About like you don’t have to do this manually anymore. We don’t do this manually anymore. We have a lot of people on our side that support this process because automation needs to be trained and because we need experts in the room. So if there’s a snag, like we have humans that jump in and figure out what went wrong. And these are not only technical resources, but these are people that are like have been in the payer enrollment space for 20 years, that are industry experts. Part of what those people do is they actually catalog the process for over 1,100 payers across the country saying, you know, azblue uses an evality portal, but maybe an ipa in Arizona uses a paper application and maybe medicaid still requires a wet signed form. And maybe I don’t know some small payer uses a roster instead of an evality portal, right? All of that information, we’ve already logged all of that and that’s like one of the values of working with us. So we keep a database of everything that we learn and find and we update that regularly. In New York. I don’t know if you have New York customers, New York, medicaid used to require a paper form with a wet signature. First of this year. They just unveiled the new portal, right? Our team was on that. How does the new portal work? Is that for all provider types? Is that for MDS and apps? What about, you know, less skilled providers? Is there a different path? What if they’re new to the New York state? Like every combination and permutation of how to get someone enrolled. We track and log and update. And that is the information that essentially is the training for the automation that you just saw run.
Philip Blann (34:39) So, okay, good. Because in New York, that’s a great example because depending on zip code, you may have to enroll in different New York blues plans.
Nick Scallion (34:51) Correct. And.
Philip Blann (34:52) literally, they’re like four blocks away from each other. Yep.
Joshua Levitan (34:57) Or you might try and enroll. Like we see this with this is not in your world, but we see this with like mental health practitioners all the time. Like you might try and enroll with cigna and cigna’s like, hey, actually we’re not dealing with mental health. You need to enroll in optumbh, which is our provider, right? Like someone doesn’t know that, right? They’re just like I want to take cigna. So like all of that landscape or for example, this is probably more relevant in your world, certain of your providers based on your space might need to submit the hospital privileges right? With their enrollment application for specific payers, but other payers might not care.
Philip Blann (35:36) I don’t know if we ever had that one, but, okay, yeah, that’s good to know.
Joshua Levitan (35:39) Yeah, I’ve heard of that in some instances where the payers want to see hospital enrollments. I couldn’t tell you exactly what states but something like that, right? So it’s like a provider specific type. This is an MD in a hospital. So the requirements are a little bit different. Yeah, right. I don’t.
Philip Blann (35:53) know if I’ve ever done that or not, but I don’t work back there every day, so… but.
Joshua Levitan (35:58) Regardless of the specific example, the point is the same that’s the information. We catalog 1,100 payers. If one of your customers is working with a payer that’s not in our catalog, we’ll go and do that research and figure it out before they even get started with us. And we contractually commit to how long it takes us to process and get these applications out the door. We’re still going to meet our contractual commitment to you even if we’ve never worked with that payer before. The reason why we’re so confident in that. It’s pretty rare we’ve worked with. I mean, there’s I don’t know how many payers are in the country. I don’t think it’s that many more than 1,100, that 1,100 number includes all sorts of ipas and acos, and you name it, but our team makes those commitments to you to deliver on getting the enrollment out the door within the time that is in the contract regardless of the payer? Any.
Nick Scallion (36:43) Payer?
Joshua Levitan (36:45) Now, from there, right? So I guess let’s pause for a sec. This process of making a request. This is where we bridge into a conversation about who’s doing this. We have organizations like yourself that control all of this and your customer emails you and says, I need these enrollments because someone just joined and you come in here and do this. We have other organizations like the one that I mentioned that give a sub like a sub environment of medallion to each of their customers and their customers come in here directly and make those requests.
Philip Blann (37:20) Majority would be the first for us, but we do have one or two of the latter.
Joshua Levitan (37:24) Okay. Yeah. And the latter is probably those fifties or maybe higher than fifties, right? We don’t have that practice manager who wants to be in here. Yeah, yeah.
Philip Blann (37:33) Some, yeah.
Joshua Levitan (37:35) And we can support both of those. So that’s great, right? And then we can provide reporting analytics which I don’t know if we’ll have time to touch on because I know Nick wants to get into a bunch of other stuff here, but we can provide.
Philip Blann (37:46) Dashboards. Nick will be okay. He can walk his dog that’s.
Nick Scallion (37:48) right. He needs one clearly living the good life behind me.
Joshua Levitan (37:53) We can talk about how like even if you’re doing all like for the 80 percent of your customers, you’re doing most of this, like how you can then provide reporting analytics. So each customer can see without you having to email them and say, hey, you know, this one is in this stage, how we can automate that reporting and it just gets pushed right out. So that like me as one of your customers, I don’t have to like ask you for a status update on the enrollments that are being processed as part of this. Let,
Philip Blann (38:18) me put you on pause for just one minute. Okay. Hang on.
Joshua Levitan (38:25) How much time do we have? Five more minutes? We’ve got?
Nick Scallion (38:28) Six, but let’s yeah, we’ve got a good thing going, you know what I mean? So we’ll need another demo, I suspect with bill’s administrators anyway, so.
Joshua Levitan (38:41) I.
Nick Scallion (38:41) think, I think the grab here, josh is probably just the proof of, we haven’t I mean, unless I just blatantly missed it, the proof of par. Yeah, good call. I think that’s the big takeaway from this segment.
Philip Blann (38:53) Yeah, I just called you, Carlos and I’m sorry?
Joshua Levitan (38:58) Okay, guys.
Philip Blann (39:03) I’m sorry, had a person walk in, and did not have an appointment and had to get somebody to help him. So I’m back with you.
Joshua Levitan (39:12) Are all good. Okay. So real quickly just wanted to finish covering the rest of this which is like we talked about that visibility piece. So the work that your team had to do before was actually filling out all of these applications and then following up, right? The work your team has to do now is click your mouse 10 times in 30 seconds in this request, new pay enrollment. Medallion does the rest. But there’s a trust factor here that we want to be really cognizant of. We’re also owning follow up for you. So we’re going to call email scan portals like grab the payr’s portals to grab as much follow up information as we can. We use a lot of AI phone calls, helps us like do this with incredible volume and consistency and not miss a phone call to follow up on like what’s the status of Naomi’s enrollment? Are there any issues? Did you receive the application et cetera, but all of this you can see. So right off the bat like domino’s pizza tracker, super high level. Where are we at? As we get more detailed, you can see notes from either our agents or our team. In this case, we have a note that we confirmed that the application was actually submitted on the payr’s website with the screenshot. Oh, cool. Right. So we’re going to log any email interaction. Sometimes it’s going to be as like a screenshot of a portal or an email right there. You’re going to be able to click into here and see the tasks that we’re taking next on your behalf. You’re going to be able to click into here and see dependencies. Basic example of dependency. If you need to get enrolled in medicaid before you can enroll in an mco. Those are dependent enrollments, right? We want to call that out.
Philip Blann (40:52) Texas is big at that, yep.
Joshua Levitan (40:55) And if I click into here, I can actually navigate into my email tab and you would see literally like the email chain, every email sent and received between medallion and the payr about John white and this enrollment. So.
Philip Blann (41:09) I’m understanding you, josh to say that in Texas, once we get the traditional medicaid in Texas and it comes back in as approved to the platform, then that automatically triggers the rest of the mcos.
Joshua Levitan (41:27) Exactly as long as you request them all at the same time. So we would say like don’t just request, medicaid and the five mcos, when you submit this request initially and then we sequence it out.
Nick Scallion (41:38) Oh, okay. Yeah, we.
Joshua Levitan (41:40) Want you to get all of the requests into us up front and then let our logic handle the sequencing. Okay?
Philip Blann (41:46) That’s been one of our biggest failures not only with symplr but in our office. Yes. Yeah… great.
Joshua Levitan (41:54) Well, I’m glad to hear that we have a good potential solution there look not going to go into a ton of detail here. But the whole point is like we want to expose everything as much as we can about where this process is as the process is ongoing so that, you know, and your customers know again, your customers could view this directly and you could view it depending on how you want to set it up. One thing I also want to call out is when enrollment is completed and we have par status. By the way you were talking about border states. We’re going to tag things like out of state enrollments here. There’s all sorts of like other classifications to help you understand from just like a reporting and visual aspect. One thing to know when enrollment is complete. In the notes, I don’t know if I actually have an example of it, but we’re going to drop the enrollment packet, the welcome letter, I should say from a payer right in here so that if there’s ever a claim denied for provider, not a network. And, you know, that according to medallion, they were a network. You have proof right here. Like you have the letter from the payer scanned and put right into medallion so that you can adjudicate that claim and say, look, I have the letter. They were good to go on June first. Why are you denying my claims from July first?
Philip Blann (43:05) So, you ask for a February one start date. You’ve got the application to that payer on February the sixth or maybe even in January. And you’re asking for a February one start date. And then the payer comes back and doesn’t give you an enrollment date until June because they screwed up and just said it, mark, do you guys challenge that?
Joshua Levitan (43:28) So to an extent there was a screen where you saw me request the effective date, right? There are certain payers that allow backdating and that’s what that’s meant for most payers are like once you’re par, we’ll tell you and you’re good. What we’re trying to do to mitigate what you just described is the rigorous follow up, right? So we’re calling them at minimum or emailing them at minimum once a week. And in that guide of each payer that we talked about, we also like have best practices for how to follow up with different payers. So, you know, maybe like Aetna if you call them, like if you annoy them a ton in the first two weeks, we get, we notice we get better results. So we keep doing that. We double down on that approach. Maybe we know that blue cross blue shield doesn’t even know that they received our submission until seven days. So it’s pointless to call them until day seven. So we don’t start calling them until day seven. But then we wrap it up. I’m, making this up, right? But we’re using the data that we have on the follow up to optimize that follow up and that’s what helps us condense turnaround times as much as possible and AI’s.
Philip Blann (44:31) Doing this right? Yeah.
Joshua Levitan (44:33) We have humans in the loop if needed for like an escalation point, but AI’s making the most of our phone calls. It’s sending the most of our emails. But to your point, we also have a lot of data on what we expect. So I could look in our system and I could see that we expect Aetna in Texas to take 57 days. Well, if on day 60, we still haven’t heard an answer, we might actually move that over to one of our humans. And there’s logic to call that an escalation. And then instead of having our automated system go out and make calls, get one of our specialists on the line to work our contacts over there. At. What did I say? Aetna Texas and be like, what the heck is going on? 60 days is the average, why are we above that? Right? Okay. Yeah. But then whenever we get the welcome packet back or if we verify enrollment status, like in a portal, we always want to provide like actual proof of even if it took a lot longer than we expected, which is not great. But even if we expect 60 days and it took 70 days to get par status, we still need to give you proof of par status on X day. So that if there is some claims issue down the road, like you have the proof to adjudicate that. And we don’t want you to have to like email us for that proof.
Joshua Levitan (45:46) So we just leave it like in line, it’s a bad example because it’s a laboratory, but like Jen Larson right here in line. So you can say, okay, we got a denied claim for Jen Larson from claritive… multiplan. You can look this up in the system, right? Search the name, search, the status search, the state, find this line. Come right over here, click in here and boom, there’s going to be a screenshot of a website. There’s going to be a scanned welcome letter. There’s going to be a reference number from when we called that logged, the conversation with the payer so that you can call and say I have the reference number from this conversation on this exact date where you confirm par status, pay my claim. So a bunch of different options on how we do that we take what the insurance. Obviously, the welcome letter is best. Not every plan gives us a welcome letter, right? But point is we are documenting and then exposing to you in the easiest way possible par dates and we are backing it up that those are real dates that you can start dropping claims on. And we don’t want impacts to the billing side of the house and data and information is. The best way to mitigate that. So, on.
Philip Blann (46:55) The flip side of that, you’re also tracking when information is being delayed from the provider, that could impact that effective date. So that when you have a manager from that group saying why isn’t Naomi enrolled yet? And we’re going well because she didn’t ever sign her whatever form or didn’t give us surrogacy in medicare to finish that and whatever. Yeah.
Joshua Levitan (47:20) Exactly. Yeah. Now, we basically know what we need for 99 percent of enrollments up front. So in the screens I was showing you before where the provider’s logging in, we talked about tasks like we’re trying to catch all of that before we’re even submitting enrollments, there are some instances where a payer will throw something at us that they need something that like they traded something. We’ll have that all logged. But yeah, I think that’s the… there’s all sorts of reporting analytics that can expose that about like the provider side. But even if you just come right into the provider tab and you see like, you know, these people are red, like if we submit an enrollment for them right now, it’s not going anywhere. Like we only have 50 percent of their data and we can hover over this and see what are we missing? We’re missing all of their professional history and all of their board certs and their malpractice insurance.
Philip Blann (48:10) That ain’t going anywhere. Are there gaps in? Yeah, yeah, yeah, gotcha.
Joshua Levitan (48:15) Okay. Yeah. All right. I was talking for a while Phil. I’m sure you could go back and forth and I’ve really enjoyed this conversation and dig into more specifics here if we need in the future. But I do want to let Nick get in here a little bit and talk about steps and all that.
Nick Scallion (48:33) I think so, Phil, we’ll need to make sure that the investment model is justifies is justifiable right? So, I think that’s kind of square one where I want to spend some time with you and then assuming that there’s still an interest from that point of view. I think a suggestion would be even having one of your, I know you had one administrator who’s been there for some time and is probably your subject matter expert. We bring that individual and do the full demonstration. Did they, did he or she see the demonstration in years past Phil?
Philip Blann (49:03) She did. Yeah, sorry.
Joshua Levitan (49:05) I also just, I need to butt in. I actually have another call. I just realized that it started at the 15 minute mark. I’m going to hop Phil pleasure meeting with you. Thank you. We will talk again soon. Nick will touch base afterwards. Thank you that’s.
Nick Scallion (49:15) perfect. Yeah. So Phil, so we can, that was an incomplete demonstration but the idea is we were trying to just hit on those main challenges or opportunities. So hopefully we did a good job of looking into that. I’m sure there’s going to be some gaps. Let me know. Actually just here while I have you, did we miss anything on the demo you’d want to see in future sessions? No?
Philip Blann (49:35) You know, really what I’m most interested in is our impression… our branding, right? Cost is a big thing, but I’m most interested in how we brand it, how our clients would interact with it and who they think they’re going to be dealing with because I really want them to be to have the look and the feel that they’re dealing with our office even though they understand that this is a product that we have engaged, that is not our own, but it is a solid product and, you know, but I want them to still have that look and feel that it’s still Abi taking care of them.
Nick Scallion (50:17) Yeah. And I think with a trust.
Philip Blann (50:18) With a trust in this partner, but like I said, powered by mount medallion versus partner. I know it’s a wording thing but it really sometimes makes a deal makes a.
Nick Scallion (50:31) Difference. It matters particularly for some of your legacy customers who experience challenges with an outside source. So I can chat with the team about other mock ups but like this is again going to kind of be the, this is kind of that welcome packet. And, you know, Abi is partnering with medallion. So this is kind of what this could look like. And we can go through what the verbiage looks like. And then the optionality for your customers to access the platform. You’re going to have the ultimate say on that. But again kind of Joshua, you know, is a different logo. We’ll talk with you on which logo you’d want to use? But can kind of have this in the system as well if and when they want to get access to it, is there any other visuals that we could help kind of share to paint that picture for you that was missing in what we shared?
Philip Blann (51:15) Sometimes when it says followed up, it said josh with medallion or whatever. I don’t mind the medallion AI or whatever following up?
Philip Blann (51:33) I don’t know, I have to think through that, but when I first saw that, I thought now that’s saying that medallion’s doing all the work.
Nick Scallion (51:40) Yeah. So that’s where you might, the best protection might be for… company access. Maybe just not having that, right? Maybe just having the customers still reaching out to your administrators to get those updates is the one way we can surefire protect against that. I can think about talking with the product team on how we can mitigate that. If you do want them to have access. I think that’s a problem we can look to solve, but there is optionality there to protect against that. There’s.
Philip Blann (52:11) only a couple that actually we would give admin rights to. But honestly everybody else is running through our office and that’s what I want to still do… following up could raise some alarms… only access a few customers likely.
Nick Scallion (52:31) Okay. I got that note there. And so look, I’ll put it this way for the pricing where I saw and I’ll I don’t have this in a slide format.
Nick Scallion (52:42) I’ll do that today to send you in the follow up so you can look at it line by line. But what I saw the quote that the team had provided you in the past was roughly 232,000 dollars per year that included, well, sorry, not per year. The first year is the most expensive because there is a 20,000 dollar implementation fee that’s one time. I know that’s.
Philip Blann (53:01) killing me.
Nick Scallion (53:02) So that drops off after year one. Okay. So then it got down probably closer to 200,001 area to cut corners, Phil, that is optional, right? So there’s going to be a fee to have the data stored within medallion and getting out of the spreadsheets that’s nominal. It’ll be like 20 dollars per provider per year. And then we’ll charge on a per enrollment application. So there’s a slightly higher fee for new applications that was something like 90 dollars and then revalidations lower somewhere around 80 dollars, where you’d have optionality because frankly, I think.
Philip Blann (53:36) One.
Nick Scallion (53:37) Single administrator could handle this and still provide white glove experience to your providers. I know that you’re going to want to have two to really have the best possible experience for your providers and customers. So in the previous quote, we included caqh management, which meant that our team and the technology would be responsible for the maintenance and attestations that happen in caqh that’s not cheap because it happens four times a year. So, the unit fee on that was something like 125 dollars per provider that’s basically 50,000 dollars plus per year. And so if you’re looking for the lowest costing solution and then maybe having your team take on some of the responsibilities. So if they wanted to continue to manage those profiles like they do today and they would have the bandwidth to do that since they’re not filling out the parent enrollment applications, that would be the mechanism to get this closer to like 150,000 dollars per year. But they would still, but then they would be responsible for the caqh. So that would be a trade off for you. So if you’re looking at like lowest possible cost of ownership with your admins plus the fee, caqh management is not required from us. A lot of our customers benefit from it, right? Like large organizations have an admin or two strictly doing that and they’re like, okay, if we can use the technology, great. But if you’re we’re going to open up some bandwidth for the admins and you can’t justify investing 50,000 dollars. No, that would be my recommendation that’s going to be the cost.
Philip Blann (54:59) We have a part timer handling that, right?
Nick Scallion (55:02) So, so, so I think I, I’m going to give you the quote. With this. It won’t impact, the unit fees, for the other services. So you can consider that. But if you’re like no like that from a dollars and cents perspective, it actually net benefits me to retain what we’re doing today. Then that would get like, the annual spend closer to 150 excluding that first year being, the outlier with, the implementation fee.
Philip Blann (55:26) Okay. Yeah. Just do me a favor and footnote those that we can pull out those line items if you wouldn’t mind. Yeah, I’m going.
Nick Scallion (55:37) To send you there’s going to be five different line items, implementation required core platform, right? We can’t do anything with an enrollment without having the data in the core platform. So that’s a requirement. And then the enrollments, the estimates that we had at the time were based off, you were doing somewhere around like 16 or 1,700 total enrollments, slightly heavier on the revalidations, but still a lot of new enrollments. So I’ll break down what the estimates were from that time. And then the only one that would be optional would be the caq. So we can adjust the volumes of enrollments. You tell me, what you’re projecting on an annual basis and then you can rip out the caqh piece.
Nick Scallion (56:15) Okay. Look, I think, you know, we’re trying to align with all of, our customers and I think, you know, hopefully you can appreciate this as like these are the software vendors that are going to give folks a software tool and wish them the best. We’re trying to ultimately lead to outcomes. And that’s why we had that service level agreement guaranteeing the turnaround times. I know your model’s differently. A lot of the conversations that I’m having bill are with, you know, folks that own their own providers are doing what, right? It’s their care center. So is your model such that, are you guys essentially getting a percentage, of claims that are coming in or, what is Abi’s model?
Philip Blann (56:51) So, yeah, we get paid a percentage, of income.
Nick Scallion (56:55) Okay. And so the benefit… of, to doing this faster and more accurately would be that you’re capturing more revenue up front in the few weeks that we could shave off. And then if there are denials for your customers that are happening from credentialing related items. So either you’re unlocking an Ar backlog and, or mitigating claims denials, is that how you’re thinking about return on investment here? Well, yeah, what?
Philip Blann (57:20) We’re well, the return on investment is it has, I don’t think has anything to do that. What the return on investment is those applications that fail. Yeah, that’s the ones that because most of our providers know that they need, they, that we need, you know, 60 days to get somebody enrolled so to speak. And, and so unless they have an emergency type situation where they’ve got to bring a locums in, for some type of, you know, catastrophic event, somebody got sick or whatever they know, they’re going to eat cost so, but we lose out on the revenue as well. When that happens. Not only do they lose out but we lose out. We used to do this in a complete added value and we’re looking at a model that in fact, some of our clients actually pay us a little bit of money for each application that we complete.
Philip Blann (58:22) So, we’re looking at trying to recover some of our costs especially with our longer, our smaller clients because there’s just not the volume, that can absorb those fees even with our own staff. And, and if we’re looking at 150,000 dollars, we’re looking at two plus ftes in my office… yep.
Nick Scallion (58:44) That makes sense. Yeah, I think this sounds familiar from some of the notes that I saw from previous conversations. You had some legacy customers with legacy agreements that had this included in their service. And so, I know that we’ve seen an appetite for RCM organizations and their customers to pay and they can mark up the services such that there’s not a massive profit but there is a markup on each one of the services. So they’re profiting off of the individual application, right? 10, 20, 50 bucks, whatever it is per app. And then also the speed and accuracy to get that par approval. Faster. Is money in the door as well, right? A lot more money for your customers but a percentage for you as well.
Philip Blann (59:23) Yeah. It doesn’t have to be much. We just want to recover some of that cost and hopefully not lose anything on that. But, you know, most importantly is that we’re not letting the mcos drop through because we’ve waited for a legacy platform to go through before we get to the mcos. And we forgot we missed it. Not that we forgot. We just flat missed it. Yep. Yeah.
Nick Scallion (59:48) And the good news is we provide a lot of those safeguards when we’re onboarding the provider, you know, who they should be enrolled with based on the group or the tin and the contracts we have loaded in the system. So that makes sense. Is the 150 kind of in the wheelhouse that would make sense to justify this. What are your thoughts there?
Philip Blann (60:07) It’s at the high end of that. Yeah, it is. But I mean, I have to be honest, that is going to be a big hard swallow on that. But if we are able to… make it work financially, that’s what we’ve got to look at… especially when once… it’s set up… you know, introducing another employee in that market, just, it would be, it would simplify so much of that because right now we’re looking at onenotes and we’re looking at paper files and we’re looking at, yeah.
Nick Scallion (60:48) I know it.
Philip Blann (60:48) All too well here’s my process and you’re going to develop your own. And… yeah.
Nick Scallion (60:55) I get it. And every one of the payers operates differently in those states, too. Okay. That makes sense. And part of the financial stuff. So our payment structure is such that it’s an upfront payment for the year. Is that going to be a burden that you’re considering as well?
Philip Blann (61:09) That is going to be a huge burden. Yeah.
Nick Scallion (61:12) Where we can’t go and I’ve never gotten approved is a monthly invoicing structure where I can get Phil like I’m trying to make this as easy as possible where I can get is quarterly. So if that makes things more palatable, we can structure.
Philip Blann (61:26) Are you talking about the first 20 or is that what you’re talking about? So whatever that first one is or the whole year, annual contract. So.
Nick Scallion (61:34) Let’s say we rip out the caqh maintenance and it ends up being around 170,000 dollars year one, including the implementation in the standard invoicing schedule, you would get an invoice 30 days after the contract starts for 170,000. So if we were to do quarterly, what is that? 42 five or 40 and some change on a quarterly installment. And those would be net 30 at the start of each quarter. So if you signed end of April, your first invoice would be then end of may… but we could break that up into quarterly if that’s going to make the decision more palatable for you?
Philip Blann (62:15) Yeah, we’ll have to talk about that. So let me just ask you. Is there a way to step in at a smaller?
Philip Blann (62:26) Scale? What’s the word and not looking at 1,600, but maybe still trying to handle some of our ones and twos by ourselves internally, manually and automate our bigger clients where we seem to have the most need. Yeah.
Nick Scallion (62:40) What I would say is this Phil, yes. So what I’m going to do is I’ll send you how I arrived at this pricing based on the volumes and the unit fee that’s attached. Now, if you’re saying in year one, we want to roll into this thing slowly and we know implementation is going to take 12 weeks, right? What is a realistic number that we’d be willing to offload and leverage medallion for in year one? Maybe that’s 400 new enrollments and 500 revals, totally pulling a number out of a hat here. Yeah.
Philip Blann (63:08) Yeah, yeah. But.
Nick Scallion (63:09) Specify that to me, what will change there, Phil is like we’re going to incentivize our customer. The larger the commitment, the lower the unit fee, just like with any.
Philip Blann (63:16) Software services. No, I.
Nick Scallion (63:18) totally get that. Yeah. So you just tell me where you’re comfortable. It’s going to change the unit economics. But if you tell me, hey, instead of doing 1,600 year one, you guys are doing a 1,000 or 900. I’ll just go back to the drawing board. It’s not going to two X your spend, but the unit fees are going to increase. So let me send this to you. So you have something to play around with, and then you can get back to me on, yep, Nick verified caqh maintenance doesn’t make sense for you guys to do. So, let’s rip that out. And number two. Let’s also scale down the number of providers in year one, the number of new enrollments, the number of rebounds in year one and finance will have an updated proposal back that I can share within 24 hours typically after you adjust that.
Philip Blann (63:55) Okay. You need to fluff your dog’s pillow. What are you doing? Buggy?
Nick Scallion (64:04) He’s not comfortable.
Philip Blann (64:06) See.
Nick Scallion (64:07) Working from home, you know, you got your coworkers who are popping in unannounced but I’ve got dogs fluffing up pillows in the back unannounced and distracting from the business. No, I love it. Well, very he’s my buddy. Well, very good. So let me package. I’ll get this slide deck to you with a pricing breakdown today and Phil where no one’s asking for a signature tomorrow. I’m just trying to get a sense of like timing and urgency here where this project stands and if we get financials to align when you’d be willing to try to commit to something like this. Assuming we’re checking boxes, there’s assumptions there. I.
Philip Blann (64:42) Have to get this off my desk. I gotta get moving so I don’t know. But if I have the sliding scale that I can play with to see how I can make it work into our budget into our pocketbook, I think we would move at some level less than what we talked about, okay, much more quickly… than not. Yeah.
Nick Scallion (65:08) I asked this just because the first thing finances is going to do when I know that we’re already dealing with really aggressive discounts and we’re asking for quarterly payments. I’m going to have them timebox the offer for April doesn’t mean we’re not open for business in may, but I’m going to assume that we can move in April. So that’s that’ll be like kind of the caveat with the pricing, but we gotta get there’s. A lot of boxes we gotta check. So let me get this together. The call to action for you. Sorry, you, are you tied?
Philip Blann (65:33) Up? I’m looking at the calendar? Oh no.
Nick Scallion (65:35) You’re good. So, so, so I have.
Philip Blann (65:38) a calendar back there. I’m going may April. Yeah, I got it. So, yeah, I got a couple of.
Nick Scallion (65:43) weeks?
Philip Blann (65:44) Yeah, I got a meeting and I got, yeah, I just looking, I’m looking at tax dates and I’m looking at everything else that’s going to be hitting me here, you know, the between now and the.
Nick Scallion (65:55) All very fun. So here’s what I’d ask you to do, look at this proposal in the next couple of days and provide me feedback on what you’d like to adjust the year one. So we’re going to do three year partnerships. So like tell me, okay, Nick, year one, we’re going to want to slide way down here. And then year two and three would look like this and then let’s try to maybe reconvene second half of next week just to see where we’re at. And then assuming you’re saying Nick, this is starting to make financial sense. Then, the call to action would be let’s get one of your admins in for another demo and I’ll start setting the expectation of what implementation would look like.
Philip Blann (66:28) Okay. Yeah, I’m out of the office… afternoon 15, all day, 16, all day 17. So.
Nick Scallion (66:38) That is next. Okay. So, okay. So then if that’s the case, maybe we try to reconvene on Tuesday afternoon, that gives us like four business days to kind of think through things. So let’s try to reconvene, then maybe on the fourteenth before you head out just so we’re keeping the ball rolling here.
Philip Blann (67:03) Okay. We’ll see if that fits into the calendar. Yeah. Okay. Give me some numbers and I can play with them. Let’s see.
Nick Scallion (67:08) If we can meet 14. Okay, Phil, we ran over here but I think this was good. So hopefully you got what you needed out of this session and feel free to make requests if you need, we need to dive into the demo. How do you do this? Send me another screenshot of what the Abi branding looks like. Just, you know, no, no ask is too much here. So, all good. Okay. Thank you, sir. All right. Phil. Well, hey, I won’t, probably hear from you for a couple of days. Have a great weekend and we’ll catch up. Ideally next Tuesday, we’ll work on scheduling all.
Philip Blann (67:35) Right. Thank you. Take care. All.
Nick Scallion (67:36) Right. Bye now. Bye.