TRHC - Earnings call transcript Q3 2021 | Tabula Rasa HealthCare, Inc.

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Operator

Good day, ladies and gentlemen. And welcome to the Q3 2021 Tabula Rasa HealthCare Incorporated Earnings Conference Call. At this time, all participants are in a listen-only mode. Later we will conduct a question-and-answer session. [Operator Instructions] As a reminder, this conference call is being recorded. to conference like host, to now Mr. will turn over the your I Council. Dill, Kevin General proceed. please Sir,

Kevin Dill

Thank factors are you to within forward-looking morning. Private statements Rasa law. that results the nature other and may that cause and made good to that Harbor Tabula from the to expressed healthcare Securities actual HealthCare. subject for Corporate and Safe clients. risks, forward-looking call of These the our The by meaning Tabula of Litigation Counsel impact risks during could Reform Rasa HealthCare’s of for changes technology-enabled company laws statements. products to XXXX. of this those and developing statements uncertainties, intends provisions avail market Act of I’m itself uncertainties include These statements the materially Kevin and regulations Certain differ the Dill, potential be the services, will or implied forward-looking and

available of will Dr. through the on Investor will Relations CEO, Chairman days. turn on on Tabula Knowlton, including the risks information Calvin Tabula recording SEC, section our of accessible For XX facing Factors website a is HealthCare. XX, and of it page the please be filed Rasa the call link to for XXXX. I call XX-K our Rasa refer over our of A Founder with Risk additional and the February to filings this HealthCare,

Calvin Knowlton

second, a trajectory Three the last XXXX. quarter compares of X% organic theme, to grew to the our Kevin. growth well points, third we you, to which us of MedWise third, the and b Thank want including year-over-year year X% as improving. revenue XX% XXXX; Board we’re the half of the This $XX.X value Tuesday million revenue sequential for our in three first quarter XXXX; close shareholders. revenue as the revenue growth XX% near-term, was increased a first half get things. million. X% compares revenue earlier second to third week of Healthcare compared I key to third in is This Monday growth XX% XXXX. this of focus revenue growth and of our maximizing with XX% software In with open basis quarter long-term doing for organic results bodes $XX.X on year-over-year on call summary during The subscription quarter our meeting is and

unlike First, will evaluating strategy, better second, and changes organizational third, next unlock relationships. transformational value exploring sales, in assets; non-core and week; options align the product to to leadership strategic into -- effect this go and new and

which the in weeks division, MedWise the and division discuss and We five discuss greater Orsula as our progressive. coming Orsula? over CareVention our Kevin this Brian discuss time, PACE, will strategy then financials. I detail provide in after which execution to will months to will turn it offerings will At houses our

Orsula Knowlton

you. Thank

monthly Healthcare short, PACE vaccinations enrollment XX.X% the administered at XXst our the as older business. per sequential fully from growth U.S., with During of high across rates the Difficulty] levels about among CDC. XX present remained trajectory PACE X% range benefited of the fund has census those the net future our in [Technical to seniors for vaccination growth. the the Elderly of third program All-Inclusive for In Care October at of feel the The population and in we quarter, CareVention level good

metrics with earnings a PACE our annual in we detailed few As reporting, I quarter -- fourth trends. provide part call, but met highlight our conjunction wanted of normal will to

a quarter, growing rate grow second during versus a quarter, quarter up first versus or healthy of medication revenue month to or we at PMPM First X% the utilizing. base and mitigation benefit up CareKinesis the our average per pharmacy third services member risk from and the per continued X% as

end at number XX% the third participants is of CareKinesis a PACE fact, by up served In of quarter the ago. versus the year

and are the and York, XXXX the them PACE states, enter including of Carolina, in the New our ago higher those is CareVention expertise exceeds XX% and a PACE. Illinois, Second, Healthcare, D.C., nine of growth XXXX. with encouraging looking recognized Florida, period High new organizations activity states PACE recognized North to startups the and year the existing Massachusetts, versus new months year across Kentucky relying Ohio the same Louisiana, on revenue Maryland. and through Washington, for total are first revenue include of expansion add helping full market with confidence. Expanding Startup

XX, September projected remaining final PACE the quarter backlog the of to XXXX, go-live XX of XX stands and XX and during for implementation scheduled at XXXX XXXX. our XXXX As with

During XX. XXXX to quarter for third completed we as XXXX, XX, the the bringing total of of implementation, September

mutually Boesen, care. Comparing that The our them be titled report I’d Beneficiaries We to stands HHS PACE. to standard Dual concludes In a Scientific like call the as continue beneficiaries outcomes plan program in value-based support PACE, eligible a have analysis pleased which pace growing regular Outcomes Care, better Medicare gold our high to evaluated types, this eligible published with Advantage Officer. Kevin for for comparing remains enrolled to from in in and Chief out Eligible Integrated compared beneficiaries turn dual report consistently dual September, exclusive study to the PACE which over the the three for enrollees found performer.

Kevin Boesen

is And Orsula. Sales you, Kevin Appreciate Thanks, Thank Boesen, the Officer. this promotion. Chief Orsula.

reporting model, on As bookings provide actual part into to figures. I’ll our effort of our our financial greater start transparency

bookings In footprint new growth pharmacy a a employer partnership in the XXXX, quarter million sales every Notable ago pharmacy during results. by and key Healthcare, the total Medicaid, increased and QX, sponsored insurance This relationship Medicare the pharmacy quarter. our two COVID end the MedWise XX% and we is eHealth. exciting X,XXX retail marketplaces rooftops footprint serving an and with Healthcare and several CareVention live in rooftops online customers across for increased groups, driver plans this led Solution, our leading the acquisition health At single eHealth country. four record self our one new PrescribeWellness. of compared the one blues is insured record health Plan to in largest since almost is QX to went organizations, quarter retail QX and with August, eHealth our MedWise community Medicare has of of our $XX third Finder pharmacy private XXXX of testing year deals in segment. to a out the close overall included Excluding by related third community

sales represents local as our strategy, excited play care. of to a a platform October interactions larger contributing pharmacies community of the pharmacists Mart’s in critical integral during pharmacy and network, more asset XXXX. will I’m web a between relationship. digital and also portal, the collaboration revenue mobile fourth the Health powered a role a services, of X,XXX incredibly to patient with the enhance McKesson including an in meaningful provides begin overall the Our and goal tools suite strengthening with an and digital by of PrescribeWellness Health opportunity is quarter pharmacies with pharmacist a pharmacist valuable about new our patient. is part medical the launched payers officially network PrescribeWellness important network app Growth through more our our payer in which engagement pair for Mart, consumer solution portfolio

for have offering a of also functions a beyond. subscription-based premium features important with number We and and XXXX

in and the the our compared Turning one-time for CareVention bookings of period $XX or less to same non-recurring months performance revenue. MedWise as XXXX. annual Healthcare revenue -- an figure through million, period represents This as $XX.X than XXXX the to is across overall a or good bookings recurring X% million our ARR, year-to-date both of first the X% segments total proxy nine decline

will million we As of XXXX. be $XX.X or XXXX estimate today, recognized our revenue of in year-to-date as XX% bookings

revenue part Our X of our guidance as XXXX million was percentage growth. $XX or target of in points year

pharmacists factors hiring Given elevated we year challenges, convert to to lower short-term get in we and ability remaining to in revenue QX key lower several our fiscal $X one, The be of peers and not million pushed guidance. and is bookings technicians. our strong remaining delays the starts; conversion XXst, closer recognize and key due the decreases contract current rate shortfall sales into demand also gap. are two and retail December two, every to that months pandemic the QX which of selling less that pharmacy close factors, commented has revenue wins we for The as recognize month pharmacies able our of have have to bookings created will than to later on. role The

position better a into are were XXXX, we a As year we head than ago. we in

XX our community and largest the third during are team our with of across individuals continued XXth, the segment. divisions, to pharmacy markets, and First, expand Healthcare of we our supporting close September to MedWise sales quarter, the as target payer headcount

Second, as good pipeline the overall XXXX. late-stage head the we feel activity and we about of level sales into

a remain as ratings. we October, I’ll XXXX its live proven contracts payer LeadingAge Our of to weeks, three outcomes total every around four serve. division, clients, as five from star star the Pharmacy to improved contracts now rating. a In compares Health, the to and Care star well in released headcount Advantage MedWise existing that of star direct five total our recent in Among our MedWise’s ratings few. contracts the Medicare or from Medicare our four in as five out increased growth to Advantage early a number including leveraging and publications, one confident to long-term Brian seven payer to to the result turn our plan, of return name a shows key Adams. a CMS Academy clients favorably we contracts of proven pipeline continued it short, results This attained effectively continue XX Managed outperform. for trade bringing In has were a to grow XX% Assembleia a and a over of star of five our recent [ph],

Brian Adams

Thanks, Kevin.

growth not half we mentioned we’re the with satisfied Cal although actions the further taking year, first see of rate healthy acceleration progress to the to As we’re of our earlier, from and growth. continue a enhance our

our Before to want into results. dig on commenting MedWise I guidance,

of XX% the factor to our projections the which X% hiring subscription we growth our medication being quarter. within of reviews X%, CMRs go-live benefit completed number new to Unfortunately, private medication software primary revenue Healthcare MedWise by declining with or saw comprehensive insurance short revenue being challenges during the leading fell the internal health targets of telepharmacy centers, and lower call services leading online our the compared to marketplace, growth led a QX, large expected, contracts with segment. the As for safety during

at the And It’s we end for and our quarter. safety accounted fourth interns accounting the year the to where the from XXXX projections. at of today, headcount Clear of medication As services gains our to two is with strong clients last higher major ago and XX% center to EMTM third quarter and are our for a services on deliver Health fees XX% safety this example, excluding important one both revenue August program this versus XX, revenue tripled headwind Spring and in offset more note plans in hiring continued staffed was that for XXXX lost XXXX, year as revenue of now in medication growth adequately strong and total of one client year September, September. reduced large XX% than compared quarter June new revenue health in call

want to of guidance bridging projected year results we full back to each Now highlighted our our with XXXX in revisit five we turning an XXXX actual these provided initial to and assumptions February, when our and you I provide XXXX outlook, key results. QX the update.

PACE to census growth plan. our tracking is First,

is for a the October CMS versus monthly Our range ago reference point, a year showed year up X% October enrollment X% up and the latest As PACE census XX was enrollment sequential CareKinesis growth a from ago. of data X% in versus

above grow the to market. we So well overall continue

on growth. contributing target points percentage is Personica right inorganic of X Second,

as in at during material expected quarter outlook behind, McKesson growth Health MedWise and primarily to was a has Third, plan we’re Unfortunately, XXXX line. program the a gear related contracting launch fourth with to safety weaker implemented entirely as a add fourth of is we’ve delays behind mentioned. year. major the revenue full weakness now new for percentage our experienced discussed, the and quarter be Mart, sales new the services services safety is a due and expanding leading to is expected the that the our and to medication customer medication end factor Fourth, Kevin delayed were we during relationship existing X to the for of that which client gone the of live business, contracts and revenue Kevin are points

expected. EBITDA Lastly, as a disproportionate measured business, in level revenue investment revenue attrition guidance albeit into more on having the reduced heading are the is investments given outlook these impact is The ongoing at our adjusted XXXX. a

Our growth XX%, organic year fourth reflects of all quarter guidance compared as a ago. X% XXXX revenue to to

a to range We at X% overall increase faster PACE XX%, expect base. CareVention as growth from Healthcare of to benefit than rate we that growing participant the

some expect continued Last, provide for our in we thoughts Healthcare release, offer strength earnings single-digit preliminary year. to XXXX next fourth revenue plan low-to-mid quarter We MedWise formal XXXX in with the to in but subscriptions. increase connection software to guidance range, wanted with

year are revenue X% for the and the experienced we we For fourth some the remind quarter. range XX% projecting growth In I’ll of X% history, XXXX, X%. exiting in XXXX, in are of to that you organic

organic continue generate to expect in unsigned will organic into growth XXXX to that next growth percentage we year. from points revenue in X growth X we trend contracts positively revenue to of includes revenue XX% expects comfortable we converted to be feel XX% We percentage points future XXXX, and which can

end you XX% next XX%. rate of loss exclude the would planned growth attributable year If revenue be X%, of EMTM program to the pilot to our the

Cal Regarding that, comments. back adjusted to basis for expansion committed margin the EBITDA, XXXX. points it as over we X.X% X.X%. to to closing a Current reflects With of to driving turn range guidance in XXX range I’ll of are compared

Calvin Knowlton

earlier, Thanks, of leadership close, and changes, to we all that clients of options value three heard, team our mentioned is management back assets performance bodes exploring evaluation hard working would and relationships, all you and to shareholder this Brian. non-core incredibly for create the value, the for MedWise division and The track our increasing value members open our for and XXXX division the Q&A, To team the please? unlock our are of our in and Operator, shareholders. launched, CareVention transformational organizational direction. initiatives right of for wholesome new strategic as is on well a kindly you headed floor I

Operator

line Please come the of Your Blair. [Operator question Yes. first question. Daniels will with ahead Instructions] from Ryan go with your William

Jared Haase

Yeah. Good taking Jared for Haase for This Thanks the in is questions. morning. Ryan.

hiring that for results So the the sort is I, challenges that, of way is and QX. certainly, here the quarter of the in the one themes that impacted

issues sort stick I at hiring just that we the sort your an into short just hiring on kind Did some of you increase then for mean, specifically the wanted and talk what or have curious, issues call theme in those of just point, you sort into FY that retention comfort QX my minute. attrition centers? I’m about this question So, was kind I of of in as alleviated XXXX? of gives see of challenges guess, are go a to goals? of it I of is, can were, sort what you falling

Calvin Knowlton

were signed work and country We launched in than well liaison, we have new to less over of bolster down hiring, schools colleges but working really new -- to really get Yeah. a people do initiative as a was, Cal. that and that thing the full us under and pharmacy. a had think And to with have pharmacy the the pharmacists they’re of one XXX different have that with number we every but normally usually with time We class, student year I many what try schools we the did, up, we in issues because we of but cut the that. is not liaison remote, us they’re different of This half XXX. few then from hurt

hit was side a that us. So, MedWise the big for on

Brian Adams

that, we’ve to just I leadership, Jared, going individuals. staffing adjusted add Yeah. our going model Kelli on more that evolve XXXX, into to to under Kovak’s with are new full-time continue and

of change contracts. the from against And you Cal to heavy well we’ve that this there recruiting can the the quarter and the the headcount -- quarter. of as any those to like made challenging so typically year feel third we’re to quarter We students adapt just based the twice that. second churn end end described, there’s progress future on past very happens which I of the a see But, satisfy positioned and was

made And model to promote some we’re and the so adjustments to so we’ve to continue excited that.

Jared Haase

Got And it. then, follow-up. maybe Thanks that color. I just for guess, a quick

impacted delays the of times closing with I that’s in maybe contracts all, or So think of that’s a the some terms contract of cropped been theme the issues of late. a couple sort that’s of up timing

this curious, to on yeah, sort of renewal, Is of extent like maybe So that. get people’s any kind in related it’s what be to where I this Maybe is with that. I’m it just of -- that delayed things to just what sort the of travel, specifically COVID, up certain just attention it curious projects to guess, might specifically or what future? harder issue, an crops harder

Kevin Boesen

the found that retail teams legal pharmacy our thought we of them a as in we to optimistic struggled over done. definitely share we for the could is really quick customers get for testing, were and I’ll Yeah. starts Kevin of we But earlier, This add to one we’re to we more contract take that. our is these The even looking in Thanks. close that that do And simple in were what question. difficult. able community employer simple as ability to are Boesen. largest and with COVID things Appreciate is where vaccines issues some we that time get amendments being with are bandwidth contracts get existing mandates amendments. closer COVID found confident done where just

Jared Haase

queue. that. Okay. Thanks in And back for I’ll the hop

Operator

Capital with Your from Dodge Please Markets. Sean your line next go will of the ahead RBC come with question question.

Sean Dodge

you beginning and to the at the comment go the I XXXX. to Cal for morning. Good focus is of wanted back made strategic the Thanks. Yeah. call

One a mentioned detail you of comment, as then bit well? you just could evaluating us the there, more I assets. wondering options that you consider non-core can share I non-core maybe right changes for little also And of things sense now? more you you was what on mentioned if leadership give to guess, some be some was anything

Calvin Knowlton

very they we’re well, we can’t yet, -- they’re I is really There honest, be non-core share -- because not assets to what the about that have know employees Yeah. don’t like, doing.

don’t days, on on next we’re I on leadership and couple -- The think to anything And here we’ve you XX hear to there want will added don’t But the been that help you’ll I -- our hear MedWise I right MedWise shortly. Kelli. that very about do week actually. experienced leadership can a about now. So changes, that other to going team. make us changes bolster She’s

Orsula Knowlton

On Kelli Kovak.

Calvin Knowlton

senior am almost leadership been change. XX sorry, her but we to She’s we’re brought days, Kelli I fairly more but Kovak, one in. here see going very substantial make Yeah,

Brian Adams

on for And going be Sean, I to into here changes echo to just that to next really she implement has mean, that are observations the related wants think XX I some Kelli. and Cal’s meaningful business been that days going exciting comments she’s I really year.

So, very her pleased to Board. have on

Sean Dodge

there so specifically. non-core I I guess Is appreciate assets not naming --

looking else where shutting kind can with? what vaccine or you are something units that you’re options anything means, of at So evaluating these doing or down give like on

Calvin Knowlton

Sean, could think listen, share this I don’t at point. more we

Sean Dodge

examples the ideas maybe at leg you partnerships Is Okay. or you third can there? you’re there us some I was, Maybe -- then, what mentioned stool, okay. give guess, of the thinking potential Fair of looking enough. any Then actually.

Brian Adams

a -- growth a I partnerships what looking couple to say us with is, Sean, put really think in on our at point strategy we’ve would been align this that at position I front, that would the been markets able that that to some be targeting. about we’re in time for they’ve certain But businesses And some we’ll you coming underway other those now. months. are hopefully hear in

Calvin Knowlton

expand… just We

Sean Dodge

Okay.

Calvin Knowlton

much expand them point. but. at too Yeah. get can’t we I’m sorry, We Yeah, on weeds that this

Sean Dodge

understand. right. Thanks, I All again.

Calvin Knowlton

Sean. you, Thank

Operator

Sean come your with go Wieland with next Sandler. Piper Your Please ahead line will the of question. question from

Sean Wieland

Hi. Thanks morning. very much. Good

and you million today? you that guidance in to to the that you going say about the that the do needed So your $XX made business to conservative, $XX in need hit gave contrast cut back my new is guidance in million guidance to we February, to compare February hit, $XX notes million

Calvin Knowlton

specifically we not contracts that a existing of the big currently as and Sean, We had year. We is, with I I so had hoped delayed meaningful a contract of But did to the the material most That hoped, had think, customer. second had those related referenced, well. implementing online Mart win. did have it really the of piece that some million did it’s a the of that until in that is adjustment, Kevin Yeah. quarter in challenges. did couple we contracts a QX of dollar was hope come secured some fourth impact we delays in And were the to of to an some but piece delays as that new contracting contracts miss win, year, hiring not and Health happening as couple the this with half year. that a have then, last

but of been lot And with, executed have clinical this most very year. most meaningful into contract the it back the this is pharmacy heading end was yet we chain and a the piece waited. have relationship with And underway we that contract expand has So looking material that large programs. that’s not to existing so that an a is

Sean Wieland

in So you the you of revenue expansion can part thought of what the win had contract -- you to that into? this that delayed, of the quantify second, was $XX you expansion part impact that, is the visibility contract first, was million that needed or and the that of

Calvin Knowlton

piece of That No. in million pretty was that to needed that. and was win $XX the meaningful a we it

I if think would know that Kevin, you don’t I this at expand on say that’s point. all. I could what at

Kevin Boesen

back is But is I is course that was -- the aspects be shorten of over some new able that need what of in. those and while we folks that, something cycle year something win, learned timelines. terms end challenge cycle that of sale launched it some been a conservative sooner. we that sales continue what Yeah. wasn’t by we’ve It think the we this The brought more in the the of part many we’ve I be expected we’ve anticipated have of much to aspects of we to meaningful. of would to

Sean Wieland

comparing today, we -- So -- original it that, like throughout guidance just and are the business where that looks that to you win don’t it right? is like how I looks didn’t year any just just see the

Kevin Boesen

-- a No. we revenue. transparency is, standpoint XXXX we contributed and We had wins reported business have do at XXXX from as almost -- $XX of million new that in million $XX our

some that it we’re So little which staffing a the factors was in other to relative very it excited the of QX caused of much but there are of the in mentioned we us then Health miss bit that that the launch, faced that slowness Brian Mart challenges we than later and launched, anticipated. to year

Sean Wieland

Okay. Thanks much. very

Orsula Knowlton

you, Thank Sean.

Operator

question. Leerink. Please your will with SVB question Davis of the ahead from go line with next Stephanie Your come

Stephanie Davis

takes Hey, team. own a take it taking Thank hard at to business. the a look my lot for some and you do I question. appreciate shortfalls the of

doing that. So happy you’re

two broad of and pretty one granular. very of them So of I’ve one got financials them questions, strokes

maybe a of do you how First just looking up, guidance guidance even how on beyond basis, go-forward philosophy has XXXX? how changed has and the year your you are in progressed, approaching Brian, think light

Brian Adams

this into process think, team. Yeah. clearly the with target Stephanie, and of been I building we’ve Because for in while were think that coming question. year, important we this -- I This out our Thanks, to aggressive sales the the is address.

assumed year, As lot a guidance the noted. Kevin in cycles so to originally sales it’s mentioned, probably continued our were into longer and next than be going

versus of looking contributed were to -- focused that’s the We’re X% this million $XX on plus we $X year. topline million of were of a versus new equivalent contracts really contribution to and X%, at from that million $XX we

to of bigger off order that get in numbers we’ve we’re forecasting. coming lower target much got the a base, So to a

that working we’ve rate. mentioned, the that and fantastic Kyle majority correct area to the there’s growth we’re growth across business one As of got

we against significant so, our But to make to approach we think reduction we’re be At continue those update targets. more philosophy new that’s next And a going as continue to to that to to a year take expectations and want in our got point, progress you conservative related this I going forward. to we’ve going assumption for sales.

Calvin Knowlton

the And I philosophy… think

Stephanie Davis

How much time…

Calvin Knowlton

the philosophy -- of the of on … this Board has changed Board the philosophy matter.

how coherent and pretty going think said, that the a Brian but that So a Board little forecast, the now it throughout aggressive, -- we’re we to I company and dialed were as we’re was little we back.

Stephanie Davis

to Good hear.

a as cash in and how philosophy, few on very about think question flow of Now the complete your covenants we should light debt opposite needs granular past of quarters?

Brian Adams

where to actions improve did to Cal is also exam meaningfully business you our we in now. are drive efficiently. exploring saving value expenses and it’s thinking Board significant contribute We’ve from XXXX. our still position down. operating perspective, the right and all It we lower things -- even have evaluate is a question. [Technical happening forecasted. of a Accenture. Great action this an give to see, from our continue But the about is this we and current year and that expenses portion based example, I’ll covenant even been cash a investors. during you, footprint to Difficulty] our take an front And we areas And honest, do we for recently transition of an to give burn performance can will the we is that, our are operating To outsourced year. expect -- That concerns from really And assets that in been looking taking cash earlier be ways infrastructure a what to you we’re coming to non-core Stephanie, where getting as I’ll think the across IT on areas few a there no this unlock perspective, I on we that for mentioned, could What to months. rent note that I more

So I comment this think for way that’s point. at I’d the

Stephanie Davis

when all the would in all guys you taking time a near-term, check start wrapping up? where a for you we pieces is there Given really changes moving these be recommend temperature should these

Brian Adams

on continue the a So activity. say, or over I you’re it us so of to going this three to lot next hear from relates to months would progress as

Stephanie Davis

you, Thank Helpful. guys.

Calvin Knowlton

you. Thank

Orsula Knowlton

Thanks, Stephanie.

Brian Adams

you. Thank

Operator

question of line comes David Stifel. from ahead Your next your with the question. Please Grossman with go

David Grossman

a you. And Thank wondering us preliminary to you that the plan how XX% fourth and bookings perhaps, XX%, so back XXXX that other guidance just could hiring on any morning. on for today just or get much we are important? have better in visibility we things help caveats I’m to guidance. some can understand how that starting Good guide you around based you of of risks better have items could just providing disability if go quarter today that the the up we much sense XXXX on

Brian Adams

Yeah.

good question, David. a that’s So

so sitting got sales. factoring to XX% another today we’ve visibility for And year. X% about X% new we’re into clear that very here next And with then, to related

mentioned, a X% incremental there’s to got activity so for to for pipeline are and year. we’ve of lot convert of expect in right some next X% that would the we Kevin And as stage now, revenue that that deals late

Kevin Boesen

So we get XX%...

Brian Adams

Yeah. Yeah.

it’s accounted is number -- -- over so for. that So yeah, currently we’re -- that XX% of

David Grossman

it. Got

specifically, is or safety is And the of Okay. that MedWise differently, asked much I medication XX% XX% guess? how of much maybe how or

Brian Adams

pipeline we next a refer and the to year. mix, of, in projected terms maybe you spread that wins for it’s So, Kevin how I’ll the have

Kevin Boesen

in side. that MedWise that Yeah. we The on have is place of majority Thanks, the Brian. division headcount

as as well the growth, the So growth. community payer it’s pharmacy

So what we to on in I new MedWise continues that be expect side. sales would say,

we side there have PACE are, the has the mentioned, a business, as pipeline of really On strong do there. Orsula

growth us of there’s grow new of which startups programs larger that to drives along a the mix in it larger transitioning with gradual there, our -- the to give wins. of of CareKinesis some that terms continue We pharmacy, in business, some between wins PACE the the some

We a on our of are division. PACE MedWise as as really into the and some far putting energy conservative forecasting really large wins those

business. would So expect much wins that’s as I payer would to the on side more how in the growth see it I balance of

David Grossman

much of Kevin, that medication visibility could XX% time a Yeah. XXXX, the you for that first rephrase very you come from don’t the have job just do I are how to didn’t that, expecting safety? on is I that good of maybe

Kevin Boesen

the would terms the so of of to for is continue it’s I payer we’re so maybe XX of mean, XX% in that really what focus in our north that, percentile, shooting say, growth. probably I

David Grossman

sorry. XX% a XXXX, metrics I repeat you you them? with just I hoping you I think and quickly? think separate But a just And gave can you just -- am those metrics I I’m got you for growth the really Can XXXX of other from headwind EMTM. Brian, couple repeat Okay. X% for XX% gave to

Brian Adams

Sure. No problem.

I just before, of as was a just X%. was growth revenue mentioning bit in So organic as of history, XXXX kind little

X% We’re the to this XX% for year projecting X% at exiting fourth quarter.

X as of And so, for mentioned, XX% from you growth includes future XX% growth organic to XXXX, points points contracts. X which to unsigned

you EBITDA, of The So we adjusted least the that’s to Kevin growth. XX% points it is just at revenue you XX% then that that’s to were which was on would And going drive X.X%. excluded current headwind year are X.XT contributed guidance EMTM the expecting a discussing piece if giving into program the and expansion, that XXX so breakdown basis we be that, to on. X% to this pilot and year next

David Grossman

And time you the a highlight just identify. then and may of it. most last question, very changes couple can Perhaps she able done you some potential at impact in times have? and Got that she Kovak’s is short a period that those the things important the name been has mentioned, Kelli just one to of

Brian Adams

David. Hey,

we’re sure I’m not to I the because I same think speaking want point, here. a all just language clarify that

for discussing just where in sure into I I’m X% that very what we’re small, of is we’re revenue total visibility and business to total year, need that we we it’s were to is, -- saying next that, to have Just into we to XX% but go have of if it’s get, want earlier, our some next year make overall sign target think, X% over I for revenue. it’s of we sure in clear still right? not terms So, visibility terms what

So into today. visibility here north we’ve got XX% of sitting

David Grossman

All Thank you for right. Great. that.

Brian Adams

Okay.

all point. just clear make that on sure wanted Sorry, -- I we’re to that

David Grossman

have changes the may you kind highlight her question I of I times of was you’ve the Kovak, the that if important some and the name just could around business. was most really second just and Kelli wondering on she’s impact And ones several making. think the mentioned

Brian Adams

now. on, focus say, would staffing is I about. One made got Yeah. are the right and a there’s some -- as and areas solution we’ve that is obviously, her already for couple were model she making changes of there scalable sure and talking implemented we

a anything their received to and are is And meeting you Cal, And relationships really sure focusing and customers all third kind the we’ve of existing that being make of customers. is really we’re add that making that sure models of that? expectations. on well growth got second would by The contractual full to on review

Calvin Knowlton

think, we Well, clients. relationship that… enhancing big pushing partners have I current time She the with felt she’s on

Orsula Knowlton

management. Account

Calvin Knowlton

Yeah. just She meeting start the she’s an was with that days, observation. sees her from Account too on after had days did we and under days this get the thought boosted XX that was that sorry. were insightful management, to she to what with week, already But and that norm opinion and working yeah, she’s so division XX there XX and she to important a on We it. I’m anyway. very Board an

think big a make to difference. going I it’s

David Grossman

Great. Okay. Good much. luck. Thanks very

Orsula Knowlton

Thank you.

Calvin Knowlton

David Thanks, Okay.

Brian Adams

Thank you.

Operator

now for turn sure like questions am have time. no Do this host conference remarks? I any at I to would over the today. back further closing to you our

Calvin Knowlton

much. thank But No. very who attended. you for Thank everyone you

Operator

day. your and a Thank wonderful today’s for and participation conference. gentlemen, have concludes Ladies this you

disconnect. You may all

Tabula Rasa HealthCare (TRHC) 5 Nov 212021 Q3 Earnings call transcript