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7acce3174b81961de686332a4389ceac | OK, perfect. And then, you guys talked about the Eton internal oligo supply impacting, gross margins in 2023, given lower costs of raw materials. But can you give us a sense for the potential of the gross margin impact? | So this is Todd, I'll take the first part of that question and hand it over to Jennifer and we can follow up. So at a high level, we plan on launching internal synthesis capabilities. This is DMT synthesis, not enzymatic, so our first chemistry will be DMT that'll launch very late in the year. Started creating the gros... | intermediate | [
"direct",
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"fully_evasive"
] | B |
d6591bfa36ea5643d0a5546a31e4d2f0 | OK, great. Thanks. And last question, you know, given the strength of the services business, do you ever get customers switching over becoming from a services customer to an instrument buyer? | Yeah, that happens all the time. As a matter of fact, you know, we're first to market with, you know, a new technology, and a new instrument, and a new approach, which gives researchers and scientists worldwide, you know, the ability to better control their workflow, to have IP at the benchtop and whatnot, and so we're... | direct | [
"direct",
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] | A |
d2e838c6906ab346f7d20fdc6ba7636e | Could you talk about any color on when and how you may proceed with the commercial development? | Yeah. So what we -- we have added some Board strength here and probably have one of the best guys who handles commercial opportunities for one of the local private developers here in town who really would not be competing on anything that we're doing. And so, his name is Jeff Sheets. And both he as well as Patrick Beir... | direct | [
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] | A |
1f6efc9c0eaf94d043c274e72c7251c5 | As you develop more of the residential does it make the remaining residential lots more attractive and perhaps your pricing better if you have like, so, I'd say an operating grocery store and some basic amenities for the people who are residing at Sky Ranch? And is that also an additional consideration? | It is, it is very much additional consideration. And actually you're touching on one of the key points why we went to this built-to-rent, because everything that we're doing that we are otherwise going to do is going to continue to increase the value of those homes. And so for example, getting a charter school operator... | direct | [
"direct",
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] | A |
081e6e82be54f8b7f7453d1bfd9faa3c | Is your build-to-rent financing, specific mortgage financing for that project? Or is it -- is it financing that has recoursed general balance sheet? | It is directly related to the residential units, not against the balance sheet. | direct | [
"direct",
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] | A |
d5c8dc2704526d8819781eed32a710aa | What's happening to affordability, both in your Sky Ranch development in general and then in the Denver area in particular with the other pressure on builders with regard to cost and things like that? And I know for now it looks like mortgage rates are [Indecipherable]. So I'm not including mortgage rates, but just in ... | It is the concern in any market and a key concern in our market as well. And lumber prices and labor availability all are contributing to that and that was one of the other key considerations when we were looking at the BTR model is we really wanted to partner with the national builders because they have the best cost ... | direct | [
"direct",
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] | A |
ecad0a96a3d1e9eff4f0d5740355d9c4 | Why I should be going out and buying more land for your rental endeavors? I mean, that's so much -- so much the best opportunity you have and it's got the best cash flow, it's recurring revenue, which is what people will ultimately pay for in your stock, and you've got to get more of my land and own it now? | I am locked stock and barrel with you, Bill. We got our nets out, we've got -- we've made pitches on a number of fronts for a number of properties and we will keep you updated. That is an active part of what we're doing is growing the business and we're growing the business in every conceivable way, that which we can c... | intermediate | [
"direct",
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] | B |
2fd6a439e19e7b7d84d2ea9f6c1ff0cc | Is it a very competitive marketplace at this time? | As you might imagine, it is. There are a lot of housing being what it is, people are out there making pitches, but it's a little bit different for a lot of the properties that we're in and around our -- in and around Sky Ranch because there's not a lot of water that would go with it. So a lot of folks who might be look... | direct | [
"direct",
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] | A |
af248f3d6ca4c5516fb386e0cba451bd | And what is going to act as a catalyst for you're actually getting something done? | Well, that's a good question and I don't have a good answer for that. I mean, it's ultimately -- it's a function of having -- it has to be right for the seller. So sometimes the sellers out there, there is no price, they just don't want to sell. Sometimes it's a price that may be unreasonable and sometimes it's a matte... | intermediate | [
"direct",
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] | B |
1dba8b88e5a63b5d063d121a9cb149e6 | Could you walk me through sort of the financing process for the built-to-rent construction? And it seems to me like your capitalized costs are less than sort of the leverage you're getting. Is that right? And are you like able to recycle out all of your capital? | Yes. So typically -- so let me -- that's a great question, Justin. So while they said -- my Board said I can't use any of our balance sheet to be able to do this, bridging a bit of our balance sheet to do this. So what we will end up doing is we'll build the unit itself. And so we use our money to do that. And I view t... | direct | [
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] | A |
a9bdceeb4b9655bc41c5b5368f4c7a67 | How are you thinking about the percentage of properties that end up being built-to-rent versus for sale because, at least in my impression built-to-rent seems to be like the most value accretive thing. So how are you thinking about the proportion of properties in those categories? | Great question. And so that's another one that the Board sort of has a strong show-me mentality on it, is to say, OK, I'm going to give you 100 units and see how you do with 100 units. Can you get them built? Can you get them built with what you say you can get them built? Can you manage the rental and get the income a... | direct | [
"direct",
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] | A |
448f962162b2973adb9ad2d56a9b7248 | In terms of property management, is that being done in-house or are you finding some third-property property manager or third-party property manager? | So for the time being, we think we're going to keep that in-house. And one of the reasons we're doing that is -- one of the reasons I would attribute a lot of our success on the development side is we've got a combination of doing utilities together with land development. And really where the efficiency is come on this... | direct | [
"direct",
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] | A |
e8a6d1d67747ba5bf8d2a0632c42c5cd | The financing on the built-to-rent, are these fixed rate or are these variable-rate loans? | They are fixed rate. | direct | [
"direct",
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] | A |
a799e9a3ac0ad03e297be9d0fa3a5027 | When you think about the acquisitions in the pipeline and the deals you're looking at, is there any thought to put on leverage when you make these acquisitions and lower your cost of capital or are you thinking to just pull straight from the cash balance? | We'll see. It depends on the size. | fully_evasive | [
"direct",
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] | C |
f0bd1cf78c813d71f76eb10022ab5665 | Quick question on the Lowry Range. Where is the land boards head at with respect to the development of a portion of that property now that there is so much development in the area? And secondarily, is there any role for you guys in helping them move forward on something? | So land board is actively looking at working with the county on two fronts. How much of that property should be conserved. You have 27,000 acres out there and not all of it is going to be developed. And so they've recently take some Mac and to work with the County on, you know what's the proper percentage of what gets ... | direct | [
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] | A |
9f3182a8404f7302a708e63bbbc01830 | As we head into this trial, RJ, and maybe CJ, if he's on, what do we know about the ADi group? Has anyone ever done a post-hoc analysis from a big trial, either beta -- a beta antibody or acetylcholinesterase, so they going to progress faster? Are they going to progress slower? Do we know what the placebo group will lo... | Yeah, thank you, Tom. And I'm -- CJ's not on the call, but I will -- I'll put on my CJ hat. I mean, one of the things that CJ has worked very hard with his statistical team is evaluating this very question. And we, he and his group took data from the ADNI group, which is a well characterized group from USC, and basical... | direct | [
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] | A |
775762e3ba8073df1bfc00c3e051b51e | And then a second question on the EMACC endpoint, there are starting to -- there's starting to be an enormous amount of work on these endpoints that will change faster or earlier they tend to stress things like episodic memory. The question is, are they all very close, is EMACC quite close? And the question is, is ther... | Well, yeah, that's a little beyond my casual conversation. Judy Jaeger, who is our consultant on this topic is really one of the world's leading experts in neurocognitive evaluation. And I remind you that the way EMACC was built, it took data from three large data sets. Three were in the U.S., one was in Europe, combin... | intermediate | [
"direct",
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] | B |
ea7848778bd5f441167147d49ef71a3b | I'm just trying to think about, the clinical hold and maybe anything positive that we may be able to tease out of this, just thinking about, is there a way, or can you front run site enrollment or site openings within the U.S., or are you able to shift capital more toward Australian sites, etc., anything along those li... | So yeah, good question. Yeah. So remember this is -- this whole business is a little spotty. It's U.S. based. We continue to have patients enrolling in Australia. We have announced that, we when we think of this trial, it's a North American Australia sites trial. So that includes Canada.
And as you can imagine, we are... | intermediate | [
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1309fb8cc8cc37b19f32938cfd9bd5c8 | For INKmune was curious if we might be able to expect say maybe an interim data readout. I know you were discussing the four patients during today's call. Maybe getting a little bit farther after the third dose really is allowed to take effect or, did six dose where more like in terms of what you saw, what you presente... | Thank you. Yes. It's somewhat difficult to answer that in a straightforward way. But the patient's, full patient's treated I mean one of them has been treated on the clinical trial, the other three, because of the severity of their disease, didn't meet the inclusion criteria for the trial, and so they've been treated c... | intermediate | [
"direct",
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deffffee736cb1ffcfce6f4d5fec2123 | Appreciate that. And just to sort of follow up or expand on that, you might have covered this. I know you mentioned the, you've now have registration throughout the EU and a site opening up, I believe in, you said it was in Greece. Do you have plans to bring INKmune to the U.S., which may also expedite trial enrollment... | So we have no plans to bring that the MDS trial to the U.S. not least because of the competition for that patient population in terms of other trials that are ongoing. But we do have plans to bring me to the U.S. for a different indication. I don't know whether I'm able to comment on that. I'll leave that to RJ to deci... | direct | [
"direct",
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] | A |
669fcbd86ca226638fdc0514a29bd15a | I know you're excited about the trial in the U.S. once in terms of the clinicians excited about enrollment. So can you talk anything about the momentum you're seeing in Australia? Are they seeing enrollment faster than you'd expect over there? | So we're not going to give numbers, we're pleased with the way things are going. I will say that because of what's going on in the U.S., we are also expanding the sites that we had initially planned to open in the U.S., who's going to be a trial driven. I think we've said this before driven primarily by the U.S. with a... | intermediate | [
"direct",
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e5157d0e8e627dc593354347cc260885 | And then in terms of INKmune, I was wondering if you could just provide a little more detail about what you're doing in terms of solid tumors, especially you mentioned some preclinical data coming? | Yeah. So we've got a paper which has just come back for further editing which is reviewing all presenting all of our data, both in liquid tumors, in solid tumors, in vitro. And we know that INKmune primed NK cells, as RJ said I'll regulate 37 different mitochondrial membrane transport proteins, which for those of you o... | direct | [
"direct",
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] | A |
c0e343fda2524351fb499eb8f442a328 | When you talk about the tumor microenvironment RJ, I'm just wondering if you can talk a little bit about INB03, you had some good data there and I'm just wondering, if that data's being recognized by potential partners because it's I think your intention is to use it in conjunction with Herceptin at some point. | So good question. And I think that, yes, we are quite excited about the data we have with our the ability of INB03 decreased, decreased MUC4 expression, and much of that work has been focused on HER2 positive breast cancer. And as, that world has been turned on its head in the last two months with the approval of trast... | direct | [
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] | A |
24704a19a3ff602cd9e9d0735b2cb4e9 | David, can you talk a little bit about the Texas crisis and how you think that will help with the electrification diversification, decarbonization, education process that you seemingly have to go through with municipalities and legislators today? | Yeah, Chris, thanks for the question. And as you know, Texas is my home state. So I -- really, my heart goes out to what that all the -- all that took place down there. And it's a very, very sad situation. But with that said, I think we all need to make sure that we look at that and we learn from that. I think it prove... | intermediate | [
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d3c359e8088117ded2f976c0a0889cb9 | In Washington, the electrification bill that failed. You probably had some kind interaction with that group of legislators. Were they well educated at the point that they brought that bill? | Well, the bill was brought by a freshman legislator, so he was brand new to the process. And I -- I'm not going to guess whether he was educated or not, but I will tell you, like a lot of times what happens is bills are put in the hopper, and then things are figured out after they put it in the hopper. And once that ha... | intermediate | [
"direct",
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] | B |
0e0c96eb6d76fc038b5ab2032768b350 | Okay. David, you're also saying that Europe is much further ahead on the hydrogen side than we are. I was going to ask you when you thought we'd get a lot of hydrogen data, so companies could start to make some decisions on the hydrogen investments. But really, why is -- why are pilots necessary here at this point, if ... | I'll start -- and I want to turn it over to Kim Heiting to talk a little bit more about what she saw in Europe. But I will tell you, Chris, I'm old enough to be here when the electricity went renewable. And we did -- we had wind and solar down in Texas. And the only way that the electricity system got to where it is to... | direct | [
"direct",
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] | A |
7b08dbef3ce79f9f502414af1072da5f | Okay. One last question as far as the RNG announcements that you had earlier in the year. Should we be expecting a stream of these types of announcements from you guys? | Chris, when we look at what we've been doing as a utility to do everything we can to decarbonize our system, and we've got the tightest system in the country, we've been working with our upstream producers to lower their footprint or only buy from responsible producers. The last piece of that pie is to decarbonize the ... | intermediate | [
"direct",
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"fully_evasive"
] | B |
bc12595c0a2dc2a9e43cd2a779c4ab3f | Hello. Hope everyone is doing well. A couple of quick things. I mean, first of all, can you just make some comments around how the water assets performed in Texas? | Yeah, I think I will start and then [Technical Issues] In general, we are very pleased with our Texas assets. And we're trying to add more of those assets as we possibly can. And COVID, as I mentioned in my prepared remarks, has kind of slowed down the acquisition activities just for safety reasons on both sides of the... | direct | [
"direct",
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] | A |
b13f90de613e56234214f93c4af325f1 | Great. Thank you for the update. In your opening comments, you referenced, I guess increased gas demand as well as prices in the first part of the quarter with the cold event. No reason for us to be anticipating anything from needing relief from a regulatory standpoint or anything in terms of incremental bad debts or a... | No, Selman. We got a hit a little bit for the rest of the country did with the system, and we did get pretty cold but not like Texas and Arkansas did. But we did have some additional purchases and things like that. But we also had some things that offset that. Our storage facilities worked fairly well. And so we're in ... | direct | [
"direct",
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] | A |
b27f0b344ad3b818ccf68ec96280d054 | Glad to hear that. And then just the last one for me. You guys referenced testing 5% hydrogen blend at your training facility. Can you just talk about how that's going on pipes, leakage anything to be noteworthy coming out of that? | Yeah. Yeah, we're really pleased. Last fall and -- well, I should back up. When we took our trip to Europe, we were really amazed at the level of specificity and kind of where they were with their testing protocol. Fast forward, we started to build out our own blend test protocols. And we're starting in our training fa... | direct | [
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2d7c124a4f0ef53671bce92ac04f4282 | And that's all on the blending. You might just -- you mentioned about methanated and don't want to do that again. But the difference between the blending and the methanated side? | Yeah. We see three -- David mentioned in his remarks. Three applications of hydrogen. Obviously blending -- we think the blending will probably be kept between 20% and maybe 30% at the very high end before you have issues with any of the equipment or pipe components. Then of course dedicated hydrogen systems. Think abo... | direct | [
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] | A |
251fa32027aef5ae94c18907fa4a8506 | Got it. And I got to apologize. I'm just going to ask one more. But in your comments, you talked about, I guess, government policies and support. And I'm just wondering, David, with anything with your AGI Chairman head on is there anything you can talk about plans from there to maybe help that along? | Yeah, and, Selman, thank you. I mean, the policy support, I think, can come in various ways. I mean, number one, you can see what we did here in Oregon, with a renewable natural gas bill, what we call Senate Bill 98. So I think there's opportunities at the federal level to hopefully do something like that. But yeah, th... | intermediate | [
"direct",
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] | B |
1a4cb56363f357abf523db0d8c04cdba | Regarding Australia, which is a really exciting development for a lot of reasons, I think, you mentioned you said an acquisition of S&W's wheat varieties. Are you making any cash payments to S&W for this or is the implication here that S&W is going to be contributing its wheat assets to the joint venture on a non-cash ... | It's a combination of cash and receivable ownership for S&W into a new entity as consideration for the assets that we are receiving. | direct | [
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5d963f83f0d6eaa248ea03f89555837a | And then my second question on HB4 wheat in Australia is has there been any work done on developing this kind of under the radar? Historically, I mean, have -- between Bioceres Florimond and S&W, have you been working on development work prior to this announcement or are these efforts really starting today? | So we've been working under the radar in Australia for some time. We've done this initially with a partner helping us on the regulatory front. And when we decided that -- to move forward in this particular geography, and that was a joint decision with Florimond Desprez, our JV partner, we needed to engaged with S&W, wh... | direct | [
"direct",
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] | A |
701738a1b29d95510702439f01985d8b | Regarding soy, it looks like a lot of progress here. Great to see the 75% levels, which you noted converting to inventory. The thing that was the most notable to me that you talked about expectations here for kind of a modest launch in the U.S. in 2025, which is a little earlier than I would have anticipated. Can you t... | So, look, we are looking forward to the combination with our own and we do expect to have some of those capabilities become available for us to develop an organic strategy, particularly in the area where we believe HB4 to be most valuable in the U.S., which is kind of the Dakota, Minnesota, and southern Canada, central... | intermediate | [
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] | B |
74f0b30b5a2c1fbec233b3f527783dbe | Now that HB4 is here, wondering if you can help us a bit with kind of modeling the seasonality. How much revenue from wheat and soy do you expect will be concentrated in your fourth and second fiscal quarters, respectively, versus kind of being extended throughout the entire year? | Look, I think that obviously be surprised that our tailored for planting. And while Argentina and Brazil remain to be an important part of the revenue stream and profits of this particular initiative of the company, I think that our fourth quarter will be probably when we recognize the revenues coming from wheat might ... | intermediate | [
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] | B |
2577c1a8f8e467500f773d047aa4b44d | Did you speak about the revenue basis for the EBITDA for HB4 soy in 2025? | So a few things to consider there. Obviously, the revenue from licenses or royalties coming from third parties would tend to be small, but with a high gross margin contribution because, obviously, there's no cost of goods or relatively small cost of goods to that revenue compared to the proprietary revenue, where we ar... | direct | [
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2c33c711a00a1a12e36accd34eab0834 | Could you give us the exact percentage on the Trigall ownership for Australia? | So, obviously, that is still to be finalized, but we will have a controlling interest of 60% on Day 1 jointly with Florimond Desprez and the ability to increase that up to 80% according to the current terms. | direct | [
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fe1c94deb045c833a6e0e60382c6317c | First question, just continue with Australia, S&W reports that Australia represents about $24 million in annual revenue, but I'm pretty sure that includes pieces of the business that will not be in the JV. So first question is, can you roughly size the revenue -- incremental revenue coming in from the joint venture? | Sure, Kemp. Thanks for joining the call. Those revenues reported out of Australia are probably mostly from pastures and sorghum and other crops. Wheat revenues, if I recall correctly, are less than a million from their existing operation. So they're not too significant initially but, obviously, that will give us locall... | intermediate | [
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1d6d8ddfe7169e25b602e6e4f83162f8 | And you've made a couple of important moves in the last few months that expand your footprint for essentially distribution and marketing purposes. Are there any other markets of consequence on your radar screen that you would like to enter in a similar fashion? | Look, obviously, Australia is -- from wheat perspective is a very logical next step for us. In terms of business opportunity for wheat, the U.S. is one that we would like to put online sooner rather than later for wheat. And I think we're likely to do something similar to what we are doing in Australia at a second stag... | direct | [
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2a165ea6f8bf551187812fddd91c7889 | So in addition to approving HB4 soy for import in the last couple of months, food security has become a high priority for the Chinese government. They've started to loosen their GMO rules for domestic production. You have a partner there at least who has helped you through the regulatory process. Do you see opportunity... | Yeah, definitely. I think even though that's been kind of not -- it's something that is not in our immediate plans. I think that the current situation in China, the recent approval of HB4 for feed and food and importation and the growth that we're seeing in our Chinese partner, that is becoming a significant player in ... | direct | [
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] | A |
f3c8cbfab156adb7f5cc9916c3c68ca3 | In the past, you've given capacity utilization data for the micro-beaded repeated fertilizer plants. Do you have an update on that? | Hey, Kemp. This is Enrique. Good to have you on the call. So, yes, we are -- as we measure use of fiscal capacity, we are today at roughly 65%. Now, you need to bear in mind that that's considered sort of like the annual capacity of a plant when you go into high season like now, what I can tell you is that we are runni... | direct | [
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eb0e1d772a05e6ff620ea6dd918710d2 | Just -- I realize Q1 is seasonally -- normally very unimportant in respect to the rest of the year and obviously, with COVID and a lot of factors going on and you haven't changed your guidance, so it sounds like I'm just trying to get any -- what you can glean from trends that you're seeing at your O&P clinics and in r... | Sure, good morning lawrence. Yeah. The way -- the metrics that we look at -- probably one of the major metrics we look at are our patient appointment volumes and we clearly see that that trend is getting better and has gotten better, if you think back of the last three sequential quarters. So in the fourth quarter of 2... | direct | [
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b46d879b3f73359b83c3f132fd94b391 | Yeah, absolutely. Understood. Okay, and I have a question for Tom, just on the unusually low disallowance rate. It sounds like you benefited from COVID a little bit on that, maybe just discuss what is sort of driving that. And then, I guess in the same vein, your collections have been magnificent and two to five days -... | Well, Larry, what I would look at is, there's probably three factors. I mean, first of all, we have to go ahead, again, and really recognize our revenue cycle group and the leadership there for the tremendous job they've done over the last 15 months. And for that matter, our field personnel who we're very dependent on ... | direct | [
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977009ef83febeec4cc903896d1935b3 | Fair enough. Okay, great. And then, just as a last question maybe for Vinit, you mentioned Hanger LIVE and how the virtual form -- forum actually saved you $2 million this year, can you maybe just discuss Hanger LIVE a little bit, the importance of it and the importance of bringing it back? Obviously, you had to bring ... | Sure, Larry. For 2021, the -- I'm sorry, for -- yeah, 2021, the virtual format worked well because of the situation we were in. We needed to do that and we were happy that we were able to pull it off very successfully. But really under normal circumstances when COVID is behind us, there is a huge value to our -- to all... | direct | [
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8956f3f6faa9d2b7f234d2fd9fcb3e26 | Hi, good morning. It's Jack Slevin on for Brian. Guys, congrats on a strong quarter. I wanted to start, given your geographic footprint, if you could provide any color on weather impacts in the quarter? Any quantification there would be really great. | Sure. Certainly, weather was a pretty significant factor in general this year, because of, I think, you all are aware of the significant weather pattern down in the southern part of the country, especially in Texas. So it occurred in the early part of February and it did affect us in the sense that we had to literally ... | intermediate | [
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91a5659472ee5605dedeb92a4988f0f9 | Got it. Okay, that's great color. And then, I wanted to turn to pent-up demand, I think it's been an ongoing conversation across healthcare as far as trying to get a gauge on what pent-up demand looks like across varying services. For you all, how are you thinking about pent-up demand right now and what's left to be re... | Sure. Yeah, great question. As you know, a large portion of our patients are diabetics and it's been proven that this is the highest-risk population when it comes to COVID-19. And so, when we look at our patient traffic over the last year or so, we've seen a couple of things. #1, in -- last year in 2020, we certainly s... | direct | [
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dccd9d471a3ffd59ace50ce733cd45eb | Okay, got it. That's helpful. And then, last one for me. I think, wanted to take a step back remembering to your prior Hanger LIVE event in 2020. Using that kind of as a baseline, can you talk about how you feel about the growth trajectory and the growth power of the underlying business ex-COVID? Do you think it's stre... | Sure. Yeah. When we closed out 2019, we were feeling very good about the demand for our services, we were feeling very good about the investments we had made in the past. We could clearly see the impact on our patient engagement score, we could see the impact on the work we are doing in clinical outcomes and in essence... | direct | [
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2002ca9f47f37f3b11048c38be12f91d | Good morning, everybody. Good morning, John. Good morning, Pat. Honestly, I don't have a question. Good morning. Honestly, I don't really have a question. I just want to -- good morning, John. Just want to congratulate you to an outstanding result. I'm proud to be your largest shareholder. I'm looking forward to work w... | Thank you, Beat. And we, too, look forward to concluding our -- our discussions. Thank you. Thank you, Beat. We appreciate your -- your participation and your ongoing support. Thank you. | direct | [
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f23347c56b986a9c8ae71a55e13ec955 | How you doing, guys? Great quarter on all fronts. I just had a couple of questions for you. So your EBITDA margin, which looks like about 11.8% for the quarter, up 400 basis points year over year. Can you discuss that part that a little bit, just in terms of what were the drivers. I know you mentioned some expenses ret... | Well, when we look at the -- the expenses, in particular, we know that we made some deep cuts earlier in the year that's positively impacted the expenses. A lot of those expenses will come back as we move into the first quarter of next year because based on the volumes and everything that we're doing and the acquisitio... | direct | [
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f474ef2e017fcef4b6fa6cc30e21291c | OK. That's great. And can you -- can you also just comment on what the acquisitions contributed to sales in the quarter and then also the new distribution you just had with Onkyo and Pioneer that I think you be -- said began in September? Just kind of what that ramp looks like. How much does that contribute to the quar... | It -- it didn't have a ma -- much of an impact in the quarter as we are ramping up. We expect that even our fourth quarter, as they -- as they build inventory, as we receive it, will really not start having impact for us until the first quarter of 2022 fiscal. As far as the -- the additional acquisitions that we've don... | intermediate | [
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f48816e8e015e48061cb8afb5798c7b8 | OK. Got it. Thank you. And I don't know if you've discussed this in the past, but just curious as to your pipeline or path in terms of further M&A? | We -- we believe that there -- there are going to be opportunities for good companies that had a difficult time through COVID and -- but have a strong basic company and -- and good capabilities. We are definitely out on the M&A front at this point, looking for opportunities that would strengthen either our premium audi... | intermediate | [
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17335f5b8366e54c6a35d8f0bd96eedd | Yeah, thanks, guys. Nice job on the quarter. So maybe starting out, when a customer migrates to the cloud, there's a pretty healthy uplift in terms of ARR, I think it's like 40% to 50% upon conversion. If you look at the ARR growth year to date here is there any color on how much has been a result of this uplift from c... | Yeah, Josh, this is John. Just in terms of sort of the customer migration, as we talk about when we go through our GRR calculation, we showed a -- the migrations are about 3% to 4% averaging of customers migrating over, and that's been fairly consistent over a period of time. So I don't have a number of exactly what th... | intermediate | [
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95c1e903e4acce815d53ca0d10090185 | OK, great. And then, maybe two quick model questions. Professional services gross margin in the quarter was above recent trends. Anything to note there? And then, what are you assuming in Q4 guidance for LCR revenue? Thanks, guys. | Yeah, Josh, I'll take those. In terms of sort of the increase in the services margin, really largely driven by utilization in services during the period. So lot of activity there, good activity and driving utilization up and margins up. And I guess, in terms of the LCR contribution in the fourth quarter, it's gonna be ... | direct | [
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f7e7c5138bdb5cdb19e44ec847c38aab | Thanks for taking my question. I guess, first on the LCR-Dixon acquisition. I mean, could you maybe elaborate a little bit what does this do to your SAP relationship? And what was the rationale behind the acquisitions you already had a partnership with them? | Yeah, Andrew, this is David. Thank you for the question. SAP is one of our most strategic partners, and LCR clearly had some unique tools that we and other industry players were leveraging as they went to market to compete for SAP deals. So acquiring the tools give us sole access as we compete for new SAP deals in the ... | direct | [
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a9c80feec2c8dc293892cb7a92966f13 | Got it. And then, in terms of Acumatica, I mean, there seems to be kind of an ERP solution for like very small businesses. I think, they have like around 2,000 so far. But I'm just wondering, I mean, how kind of the -- I know you've mentioned your strategy going at the lower end of the market, but just wondering how lo... | Well, again, one of the key things -- great question. One of the key things about that strategy is it's a one-to-many strategy for us. So we will really -- Acumatica is really going to drive that. So it really gives us that sell-through motion that we don't have, so we can continue to focus on our mid-market and enterp... | direct | [
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4f4df7939771597bcdbf47e906ee1a98 | Got it. And then, lastly, on the -- with the acquisition of Taxamo -- LCR. I mean, is there any impact on margins or any investment cycles you will make? I know you mentioned additional sales and marketing investments. Just curious to know like how does this sort of play out in the numbers maybe in the near term? | Yeah. From a number standpoint, I think we're going to continue down. As you know, we've been continuing to ramp up spending in selling and marketing. And certainly, those areas will continue to focus on, driving that now with some additional potential tools out there, as well as developing different go-to-market strat... | intermediate | [
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1e3c8eebaeb608ffeab3e40b370f759e | Hi, this is Jordan Boretz on for Samad. David and John, congrats on the strong results. So I wanted to touch on Taxamo for a minute. Last quarter, you adjusted expectations around Taxamo's near-term rev contribution as you accelerated integration to Vertex. Can you give a quick update on how that integration is progres... | Sure. Yeah, we are really pleased with the progress that we're making with the teams in terms of the e-commerce and marketplace elements of the integration that we talked about, as well as we noted in the quarter, we were able to release the Taxamo Assure product out into the market ahead of schedule, which I think is ... | direct | [
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22fa8e363daa5084b292f46129338343 | Awesome. Thank you. And then, just kind of pivoting a bit, many companies have called out the tougher hiring environment in the prior quarter. So in terms of your own sales and engineering departments, would you say hiring during the quarter was in line with expectations, ahead or behind? | I'd say it was largely in line. There are certainly areas where it is more competitive, certainly from a talent perspective. I think, as I've noted, the pandemic has been good for us in that it really opened up our talent aperture a lot broader than we've ever had before. And so, we've been able to find talent in uniqu... | direct | [
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dfb0176d4a52379b6761763591771bef | Hey, good morning. This is Matt Stotler on for Bhavan. Just a couple of quick ones for me. Maybe first, ERP migrations and kind of replacement processes have, obviously, been a significant trigger for adoption of your solutions. Historically, and you've talked -- obviously, you're investing and then the acquisition her... | Sure, Matt, and thanks for the question. Clearly, the visibility we have and the confidence we have in our pipeline, given the work we've done with SAP and Oracle and the OCI migrations that they're going through. Both are giving us strong belief that we continue to see progress and see the green shoots of growth that ... | intermediate | [
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1f6bce257cf7521be4c290223cbfd80c | Got it. That's helpful. And then, maybe just on international. Obviously, a very large and under-penetrated opportunity, launched the VAT Compliance solution in the quarter. Any update just on, I guess, the either conversations you're having, interest in that product, early traction or in terms of kind of contribution ... | Sure. So one of the beauties of our business relationship with our customers is we bring in a lot of design partners to codesign the offerings. And that cloud product that we released is a great example of it because what it enabled us to do was also begin to understand where the market opportunities were with existing... | intermediate | [
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f90add1c7ccced89488d40665bde6b68 | Great. Thank you, and congratulations, guys. It's nice to see this -- the piece is starting to come in and the business accelerating. So David, first question for you is pretty big picture. As you look out to -- start to prep and build the foundation for next year, what are your top sort of two or three priorities? | I think, doubling down, Pat, on our sales and marketing acceleration, investments we're making there and continuing to focus there and see opportunities because of the demand cycle. So we want to make sure we are in front. As well as our product road map. We really made good progress this year in turning out new produc... | direct | [
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1e2f7d0ad25af6f2437b6837379c3c86 | All right. Great. And then, my second question is, I just thought it was interesting in the way you reeled off SAP, Oracle and Workday as where you saw the pipeline progressing. I would just love to hear sort of the big picture thought on each of those. So I mean, in the case of SAP, I assume it's everyone moving to S/... | Sure. Certainly, both in the U.S. and in Europe, as you know, they're the largest platform in Europe as well. And so, we're seeing those opportunities. And I would tie Ariba into that as well. We really enjoy a great relationship on the procurement side and have some differentiated capabilities there that we continue t... | direct | [
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e17b70b0602261a9e4ead3f163583a47 | Great. Thanks very much, guys. As I look toward the 4Q guide beyond a fair amount of conservatism, any other reasons the business would be down sequentially after -- if you look back over the last three years, it's sort of grown about $4 million to $5 million from 3Q to 4Q? | Yeah, I'll take that, Brad. In terms of sort of -- we thought about the guide, a couple of things. I think, first, keep in mind, this Q4, we anticipate there would be a bit of a slowdown from a services standpoint. I kind of called that out in my prepared remarks. We do anticipate seeing a little bit of that -- a littl... | direct | [
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f5a2d7b024d0249ab7082b8daf310d30 | Perfect. Thank you so much, guys, and good morning, everybody. From my end, just maybe a high-level question. I think, we're all starting to hear more about cloud ERP migrations picking up this year. What are you seeing as far as this move of cloud ERPs -- of ERP systems to the cloud this year? And what kind of effect ... | Yeah, sure. I think, Stan, thanks for the question. I think, we continue to see what the market experience is what you're referring to. And it's giving us a lot of confidence because our cloud adoption and the new logo wins we're getting, the growth of our new cloud revenue shows the continued pace of acceptance and ad... | intermediate | [
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68a5670f0df2983c38e491498f989cb5 | Got it. Got it. And then, I have a couple of quick housekeeping items for John. Just on the organic cloud growth of 41%. So I guess, if we kind of back into it, it looks like there's about $1 million in there from Taxamo. So I guess, what I wanted to understand is how you're thinking about the shape of Taxamo's contrib... | Yeah. Two things. First, Stan, let me hit on Taxamo. From a Taxamo standpoint, you're right, about $1 million was in the quarter. I anticipate there being some modest growth in that. I wouldn't say anything near what you had just described. I think, as we talked about, the bit of that delay is going to push things out ... | direct | [
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bc80d8c16d4e910daf4cce0160ac38b1 | The reserve development in the quarter, could you talk about what happened -- just the general nature of those claims and how you, in the first instance, misjudged them? | Yeah. Sure. Thanks for that question. So these were two very different and unrelated accidents that were not in any way related to COVID. They happened near the end of 2020 and with any -- as with any claims of this nature and size, it does take time to analyze the claim and understand what the lifetime value of claims... | intermediate | [
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bb86863c59990a7b106e7f257fd94c2a | Were these accounts in hindsight at higher hazard than you might have expected or this is just a freak accident? | Not at all. These were -- yeah, I would use your words, freak accidents, they were not expected, they were not work-from-home accidents. As we've mentioned already, they're non-COVID related. Very difficult to underwrite for these types of claims. And we -- you're going to have to expect to see these every so often. Bu... | direct | [
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36f8513ba87393fe0b3c361f016824db | And then could you talk about the new business, definitely up year-over-year? How about [Phonetic] on a two-year basis and how do you see that trajectory progressing from here? Is it continuing to get better just a little body language there? | It's definitely continuing to get better. Our in-force policy count grew during the second quarter by about 2.5% or 2,500 claims and that's on a countrywide basis. We also saw an increase in California. And I can tell you that the growth that we saw in policies was across most policy size bands.
We're also starting to... | intermediate | [
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648671f93cc34f5ed16af57d1bb9cb98 | And then on frequency, you mentioned the frequency was still down. Can you give us some sense of how frequency is looking now versus earlier in the year versus last year, just roughly speaking? | Yeah. So last year's frequency was sort of an anomaly, right, with the shutdowns that occurred and we saw some very significant frequency decreases. We're continuing to see frequency drop on both premium and payroll basis. And we are -- and I can tell you, we've looked at it even relative to 2019 and it's down relative... | intermediate | [
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5a24295ba62ecb7d8475eb52a0439efe | And then -- and I apologize for going on, but I did want to get this done [Phonetic]. The expense run rate, you obviously had a good improvement this quarter. Does this fully reflect the expense savings you anticipate? And then secondly, just on pricing in California or outside of California, what are you seeing there ... | So with expenses, Mark, we're at $37 million for the quarter. The fixed aspect of that should be constant going forward for the balance of the year, but the variable component, which is again premium taxes, policyholder dividends, bad debt assessments, will fluctuate with the level of earned premium.
So when you take ... | intermediate | [
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892e8b8e1ee10f248d8e963f02d32133 | So with the small business customers that you have, can you give us an idea of staffing and what kind of -- what percentage they are at relative to where they were, the full run rate? Obviously, you hear a lot of anecdotes about small businesses having trouble hiring people. So I'm just kind of curious what kind of pay... | Yeah. So we're hearing all the same anecdotal information that you are and you can see it when you're out about small businesses are having trouble hiring. And so you would expect that that would impact their payrolls in the short run. When it comes to what we're seeing from an audit perspective, our audit premiums are... | intermediate | [
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a7d955e664a2007c6244f679b71d1ebe | Okay. And then related to that, loss trends. So as the employees come back and you may have some less experienced employees getting hired, your current accident year loss ratio is around -- loss ratio is around 64%. What impact do you have -- what impact do you see going forward as the economy opens on that expense rat... | Yeah. I mean, that has definitely been a concern coming out of prior recessions we saw back in 2009 and 2010. And we are incorporating that into our estimates. And so it's -- but right now we're not seeing anything that gives us pause or gives us any concern as far as frequency increasing as a result of new hires and s... | intermediate | [
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43759ca1f1059ed0b9923056840930a2 | Okay. Fair enough. I have a couple of questions on Cerity. Given that you are excited about the top line, I wanted to talk about the expenses at Cerity. You had about $15 million of expenses over the last 12 months for that $1million or so of premium. With your original plan for Cerity, how long did you foresee this ta... | So, Bob, I'll take that. Because Cerity is a new concept, it's very difficult to accurately produce the breakeven and you can see that in insurtechs today. I'm not aware of any insurtech that has broken even in the few years in which they've operated. But we're seeing steady progress. We're staying in our lane. We're n... | fully_evasive | [
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d8b0286f1cf41298012fba706536f2c8 | So how about -- in terms of the expenses, so $15 million of expenses over the last 12 months. Going forward how much -- I'm trying to figure out how much of that is start-up costs versus how much of that is kind of continuing fixed costs for the business? I understand you probably don't have a whole lot of variable cos... | Sure. And that's a difficult question. You're right on the variable expenses, there is not a lot. Advertising and marketing are probably one -- are the ones that you could call kind of semi-variable because you get for what you give. But we have platform costs, we have -- and those will run out in just a couple of year... | intermediate | [
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fab85bcb4691727aaf13a9c02abf50a1 | Okay. Yeah. So I'm just trying to figure out like how long this is going to be a drag on earnings because it's -- obviously you've gotten the premium up to $1 million but still trying to cover the cost of -- $12 million coming up in the next -- for this year, it's a long way to go. So I'm just trying to get an idea wha... | Right now we're very encouraged by what we see. We knew this was not going to be an overnight thing. And as long as we have solid consistent growth and we stay in our lane, we are enthused. | fully_evasive | [
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e91e34b42cc896936486b7ba157046b8 | Yeah. Thank you. The audit premium this quarter, can you say what that was? It sounds like it was the net return. And then refresh me on what it was in the first quarter. | Yeah. So just a little bit of background. So in the first quarter of 2021, we reduced our audit accruals. It was at zero and we brought it down to negative $2.6 million, $2.7 million. And then for the second quarter of 2021, we brought that accrual back up to zero. So that added $2.6 million in premiums written and ear... | direct | [
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1475e5bd3a7371cd0e30e9e87cc929c4 | And I'm sorry, I didn't quite follow the differentiation between the negative $6 million and the plus $2.6 million change in the accrual. Could you explain that again? | Yeah. So during the quarter, we brought our audit accrual up from negative $2.6 million to zero. So that was a positive and then our audit pickup was a negative $6 million. | direct | [
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8a784415a31730d108ec66bbf4bf2fbe | Okay. And then in Q1 if we look at it on a net basis as well, what was that? You guys [Phonetic] had a negative $2.6 million accrual and then what was the -- I guess the underlying number? | I don't have that in front of me, but we can get back with you on that. | fully_evasive | [
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5d8ee67e3301654e447cb36dc1c730fa | Okay. Yeah, that's fine. And then, Mike, you just mentioned talking about Cerity that you might plug that in with another entity. What were you referring to there? | All I'm saying is that both Employers and Cerity can be the workers' comp solution with another carrier offering a full business suite and that optionality exists within Cerity as well as Employers. | intermediate | [
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a8c0404a7ec619ac690ba273bf21f343 | So I'd take that you're talking about just the value of the platform that you've built and the idea of shutting it down, you wouldn't shut it down, you might be able to offer that platform or sell that platform if it came to that that it would provide value in another way. Is that your point? | I'm not saying that at all. What I am saying is that we have opportunities from time to time for Employers to provide the workers' comp to another carrier's full business offering and we absolutely have that optionality within Cerity as well. That has nothing to do with shutting it down, that has nothing to do with off... | direct | [
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d7a849cfe9b3edef0107c951200982f8 | Okay. All right. Thanks for that clarification. And then when we think about the 3Q, this may not be a fair question, but you've got, kind of, a comparable year-over-year growth number you're looking at, down 2021 in terms of written premium. This quarter your written premium was up about 5% [Phonetic]. You mentioned t... | We can't predict that, Mark. What we see right now is very encouraging. California is now open for business, but we can't make those type of projections right now. We like what we see right now. The January and February, new business opportunities this year were below our expectations and we've been on a good trajector... | intermediate | [
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d6409a94c894fb7de040f53413e33414 | I guess, in terms of this large customer, I guess how quickly did you get that deployed? That's pretty quick to get 20,000 views deployed. How fast was that deployment? | Hi, Mike. This is Eric. We started that late Q2 of last year. So really, in the six months back half of last year, last fiscal year, we did that. And yes, it took a lot of work. You're right. | direct | [
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bff2733a9b65b980971f96d931ddc782 | In terms of the new opportunities there, is that of similar size to what's already been deployed or some variation of that? | Yeah. I think the opportunities at this customer are extensive over an extended outlook. I do believe we have the potential to this year see growth similar to what we achieved last year, but we're going to have to get through this critical concepts and then expand from there. | intermediate | [
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3d7a956d7f2645d630b86d3776de1391 | In terms of the channel work that you've been doing, what kind of pipeline are you seeing through the channel I guess separate from Sprint? | With the Broadsmart acquisition, we strengthened our channel relationships, and we've also built up a team for this effort that took some time to put in place. But we go into this fiscal year with that team solidly in place, and I think pretty good momentum. We're adding tens of reseller partners and agents every quart... | intermediate | [
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65e075cae4a8cd0a51a89f188d8600ac | And then, in terms of first quarter guidance, is there any seasonality there on the product side or residential side to think about? | Mike, this is Ravi. I was just going to say generally speaking, if we look from a residential perspective, there's small seasonality in January, February. Residential is pretty -- generally speaking, holiday period is heavy, and then January, February is slightly lower. But given the size of our business, given the sca... | direct | [
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f9982a23d9a4064522810e472b4db830 | Okay, the very last one. You talked about adding, I think, collaboration this year. Can you elaborate on that? There's a lot of different sort of definitions of collaboration. | Sure. And what I was actually speaking to was modernizing the user experience for the things we have today. We offer video collaboration. We offer the other things I mentioned in my opening remarks. But the user interfaces and user experiences isn't as ideal as we'd like it. So, we've been investing in that. We've brou... | direct | [
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2c5f1b5f2f131d6b7a4a4aecba1cbab4 | Hey guys, let me echo my congrats. It's a nice quarter there. I guess let me touch a little bit first on the big customer too. Just Eric, I'd love to understand sort of the competitive environment there. Who did you see? Who did you compete against? What drove some of that selection process? | Yeah. I can't add a lot of color beyond what I think we've talked in the past about, Bhavan. This is a customer that's a large multinational company. They've used a variety of solutions in their business in different places and for different reasons. It's a competitive environment. We have had to beat out some well-kno... | intermediate | [
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cf8989c78d533232ebb1a689e9494540 | Got it. And then, I want to touch on Sprint a little bit. I know you brought it up. But I'd love to understand sort of the dynamics in terms of growth there. And I'll ask, and I know you won't share, sort of its overall contribution to the business. And more importantly, sort of as you give color, what types of custome... | Yeah, I can answer that a couple different ways. First of all, Sprint has an extensive business sales force, and it's not just one way to market. They work with channel partners. They have larger customer teams, smaller customer teams. And we are slowly working toward working with all the members of their sales force. ... | intermediate | [
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b03826eed85f9c2e9ae3c358ed1df36a | Got it, that's helpful. I'll ask a quick one on the channel itself, overall. Obviously, sort of the direct piece, and then sort of the embedded piece, so to speak, the white label piece, the co-branding, just about sort of how those two pieces have progressed things sort of. Are you seeing more traction with the co-bra... | I think we're seeing good traction with talking to resellers and getting them to understand the uniqueness that we can bring to them, and how we can work with them and support them. Our customization is a big differentiator. A second differentiator is our ability to handle an end to end deployment with whatever needs a... | intermediate | [
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c5d3568647dc09cfd1aee88144bb548b | Hey guys, thanks for taking my question, and congrats on another great quarter. So I want to talk about Sprint partnership some more. Obviously, it's progressing pretty smoothly. I just wanted to get a sense for the visibility in terms of when you think that might ramp. And then do you think your visibility will improv... | Yeah. We increased our sales in Q4 versus Q3. We built our backlog, and by the way, we don't see all of Sprint's backlog, but they do share some of it with us where we can help them with it. That grew several fold. And I would venture to say that a significant number of the people in their sales team have not yet made ... | intermediate | [
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2af8f5febbd48f26ef5e443c21a4cd91 | Got it, thank you. And are you looking to maybe possibly secure another wireless carrier, with a similar white label solution? | Well, trying to be cheeky for a moment, we're hoping T-Mobile will become part of the partnership. But no, I mean, at this point, we're focused on what we're doing with Sprint. Now, Sprint is a partnership primarily for the United States. So in other market areas, we might do something. But I think in the US, we're pre... | direct | [
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"fully_evasive"
] | A |
e97b488336093a648c573f857710085d | Got it. Okay, just last question from me. I just wanted to get a sense for how Ooma Office Pro is tracking. And then how are the new features sort of being received by the market? | Yeah. We're not going to give numbers every quarter on this, but since we launched it a couple months ago, I think we have 2,500 users on it, something like that. And that really came from customers that were exclusively waiting for it. And we've been training our sales team on it, and I don't have a good perspective o... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
de656cec05117c70f8761d6a2e03cd88 | Hi, this is Joe Goodwin on for Pat. Thank you so much for taking the question and congrats again on the quarter. Just curious, looking at the business subscription revenue growth line, excluding Broadsmart has decelerated, now down to 38%. As we lap that acquisition, is there a level of revenue growth that you expect t... | Hey Joe, this is Ravi. There are a couple of things I'll highlight. One, in my prepared remarks, I did say my guidance assumes right around 30% year-over-year growth on business subscription in fiscal '21 compared to fiscal '20. That's one aspect I have, at least saying it will be 30% are probably higher, hopefully. Se... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
cc14a3973d739c3b9ce223f5cadc5fea | Hi, there. Thanks for taking my question. So, I just wanted to get a bit of a better idea of where you're seeing your confidence that you'll be able to hit this 30% year-over-year growth, despite a lot of your competitors predicting the slowdown in spending as a result of COVID-19? | Well, I'm not aware of what my competitors are specifically projecting vis-a-vis COVID-19. I can tell you that so far our business has not been affected by it on the business side of the company. And we have channels to market and routes to market that I think can be strong, even if people aren't traveling, so to speak... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
be2ffc7d620580702592c5750826e4c5 | Okay. And if you don't mind, I'm going to sneak a quick follow-up. How many quarters did you build into your guidance of any COVID-19 impact? Was it just this next quarter or are you seeing it farther out than that? | It's a good question. We don't know much what will happen in long term, but we have looked at the next three months to six months of where the supply chain issues could come in. There could be big situations, but we have looked at our supply position for the next three months to six months.
I'll add a little bit to th... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
a215e14b65cf4776bbdcb095c6f73c54 | I was just -- the first question I had was about the Glo Fiber. I was looking to see -- if you're seeing this kind of penetration and results from subscribers early on, does that promote competition come in? How do you create a moat, so you're not seeing increased competition as you're seeing early success? | Yes, thanks for the question. The competitive landscape in the markets that we have targeted for Glo Fiber is universally the case where the incumbent LEC or the incumbent phone company is only providing DSL-based services and the vast majority of the share belongs to the incumbent cable company. We believe that with t... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
271cfa89cd28ed602a86e856b6f4255e | And my other question was, are you seeing any seasonality in the business now that COVID restrictions are loosening? Or is it just too early? | Too early for that. I'd say the only seasonality we're seeing at the start of the first quarter is we've had a lot of unpleasant weather in this part of the country, a lot of snow and ice storms, and that's hampered construction efforts and door-to-door selling efforts here more recently. But obviously, as the weather ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
097ac180da4724bbc24ff6b235ad04c9 | Given the kind of stage of your company and the cash runway that you have, what types of activities might we expect in terms of capital preservation or certain kind of cost-saving measures moving forward, if any? And then the second question that I would ask would be with respect to the feedback that you're expecting f... | So on cost control, obviously, given the current financial environment is something we're very focused on. We always are and we always have been. We went through a very intense exercise in Q4 of last year in which we looked at critical areas of investment, defined our priorities. And right now, the company is very much... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
90b130150f525fe89a0af724d3de488d | Maybe in terms of the Phase 3 trial design for psoriasis, based on what you know about 1815 right now, maybe what formulation and what kind of dosing profile and frequency would you like to use in the Phase 3 that you think could optimize that? And then maybe looking forward to the atopic dermatitis data next year, is ... | But with respect to dosing and formulation for EASI50 in psoriasis, as you know, Joe, the Phase 2 data we have was positive and we're excited about with that formulation and that dosing, which is once a day with what we call our original formulation moving into Phase 3 trials. That's our anticipation. Having said that,... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
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