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99fa3f2ecca55e933eea31e306ffb75b | All right. So then I guess for my follow-up, maybe bigger picture question. Second quarter in a row, with really strong upside to your expectations, really strong cash generation. I guess I'm just wondering at this point, maybe compared to how you were viewing the year back in December and January, when you were budget... | Yeah, I appreciate the question. They are definitely a little more back end loaded. There are a few things we are investing in growth -- really trying to focus on growth and efficiency. We are investing in some sales and marketing efforts, as well as technology improvements, as we continue to roll out products like you... | intermediate | [
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721ab29920d080548062f3e51f9da2f4 | Great, thanks so much and congratulations. Hey -- Burton, you sort of referenced record high retention, couple of times on the call. Can you help us frame kind of where that retention fits, and I guess, what's interesting to me, who would have thought maybe that eased up a little bit, as the pandemic eases, but it does... | Yeah. Hey Kevin, this is Kelly, I'll take that one, given that it's really guidance related and numbers related. But in terms of retention, I guess the way I would say is, 2020 was a record year. I think 2021 is a very good year, not quite at the same record retention rate that we saw in 2020, but definitely in our win... | direct | [
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4cf6bbe3d9b0bcfec9750e06ba4e7957 | Got it. And then Kelly, any sense of where that number is directionally? Can you give us a range maybe, if not the explicit number? | Yeah, I'd say it's up about a point. | direct | [
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22b3a60a4feabe7703cf81affe005a82 | Okay. And then, I guess, what drove the decision? It sounds like there's some enhanced functionality within financials. What drove that? And then, would you expect all kind of existing financial clients to cut over, or is this a new initiative or just any thoughts on that? It seems pretty interesting that you're going ... | Hey Kevin, this is Burton and thanks for the compliment upfront by the way; I am really passionate about these verticals that we're in, and my goal is, frankly, to go deeper and add more value, more connectivity for these verticals, and to listen to the customers as we evolve the product. I'm thrilled to have a new pro... | intermediate | [
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7e82e1fe04581ebc32166f36c52fdfc4 | Hey guys, thanks for taking the questions. The first one, you talked about volume growth, especially within the white collar verticals. I suppose around the sort of mix shift, do you think that will be permanent, or is there still some blue collar business that you're expecting to return, as we sort of exit the pandemi... | Hey Sam, this is Burton. Thanks for the question. From my vantage point, the Main Street vertical has not recovered the loss that they had in both layoffs and furloughs like our other verticals, but it is coming back to almost even, as to what it was prior to the pandemic. I also believe there's a tremendous amount of ... | direct | [
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4e37eb694504ac4962b1a5cdce8d590a | Great. Thanks very much. And then the second one, could you just talk a bit about the M&A environment at the moment? How the, I suppose, the sort of pipeline or frequency of potential acquisitions that you're seeing, is developing as you exit the pandemic? | Great. Yeah -- no Sam, I'll take that one. Our focus on M&A really hasn't changed. It's still our second highest capital priority. We're still looking toward geographies or verticals that really fit our mix technology, that fits our client base or other tuck-in type acquisitions. But valuations are really elevated righ... | intermediate | [
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a1910f2bf9673bd61c2f32a11023153c | Thank you. Good afternoon and congratulations on some of the nice results. I'm wondering maybe, I am sure -- I think my line cut out when you were answering Tien-Tsin's question about the 9% rate increase. So was it 3% from raising the minimum on the smaller clients and 6% from more payrolls, the higher than expected n... | Yeah, I guess the way I would look at it is -- of the 9%, really -- yeah, about 3% was our smaller clients, 1% to 2% was really the extra payrolls in May, really reflecting May and June, reflecting the strong performance our clients have seen today. So just 4% to 5% underlying rate increase. | direct | [
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7454d3d15aed366b7b75ca6802421d2e | Oh, I got it. Okay. And then the balance of the difference between guidance then was volume growth, is that the way to think about that? So the 9% rate increase plus 6% volume growth? | Yeah, pretty much. There was a little bit of noise around timing between first and second quarters in terms of the mix of Insurance Service revenues and Professional Service revenues. That was about a 3% variance year-over-year, just as we were looking at that mix shift as well. | direct | [
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b4f04546516d7fea9317d365cf2aba01 | Got it. And just while I have you Kelly, just a moment that -- the net insurance margin obviously is running well above your guidance, 10% to 11%, if you will, and I know that utilization rates are down, and elective procedures are down. Is it -- is there anything that you're seeing in the business that would make you ... | Yeah and as you saw, David, we raised our guidance this quarter on the 2021 view. Insurance is a competitive environment out there as well. We do reprice every year, based on our expectation in medical past trends and annualization; we'll continue to work with our clients, to try to keep their increases down. As you kn... | intermediate | [
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edc1424f67b14b34ccabbaf8386f381d | Right, and maybe, Burton, if you could just comment on the ACV that you signed in the quarter, you mentioned several times, and you have in the past about a conscious effort to rethink the type of customers that you wanted to sign. So maybe could you give us a kind of a view under the hood, if you will, in terms of the... | So, great question, and what I'll say to you is that the verticals we chose for years, this has been a passion of mine, and I believe David, it is coming home to roost favorably. They value our partnership as they grow their companies. With the pandemic and the multi state approach, where people are not coming back to ... | direct | [
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23fb92837f6d0bb9bb7b451ea1c04127 | And has anything changed Burton, in terms of the economics of leaving the PEO model in certain scale. | Good question let me think about that for a minute. I think the economics are; you would need a lot more expertise in house on HR, if you're operating in seven states, versus having a single location. I think the economics around hiring, which is ridiculously hard right now, to get the right people, you're better off h... | direct | [
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49941091a0625eb13804900afdcb6b95 | Right. And just one more, sorry about so many questions here. I just wanted to pick up on one thing you mentioned a moment ago, is that is your kind of gut sense that if -- as benefits run out the summer, and you haven't really seen a big rebound in the hiring in your Main Street book. But with the benefits running out... | Well the scenario is, will the benefits -- they can go to normal, because we're pricing to risk. The question really is whether there will be an acceleration above the normal trend for medical benefits. And from my standpoint, I don't see that happening. I think it's coming close to normalized, which is just fine from ... | intermediate | [
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290b62248f5e7a78ac7c53f02467f33f | Jason, I wanted to start off a little high level and ask what's your outlook for the private credit default environment at year-end '22 versus maybe six months ago? | Hey, Matt. Thanks for joining, and thanks for the question. I think it's probably -- it's early to predict something like that. There are certainly counterbalancing factors at play here with respect to how we think about the default environment. Today, it's still quite low. We think our portfolio remains quite healthy.... | intermediate | [
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ae9e76b1fb07a378b85af96fdafedd71 | Given the kind of uncertain economic outlook, anything you can tell us on expectations for net fundings for the remainder of 2022? | It's another good question, Matt. I think if you look back historically over the last few years, CCAP's net deployment is roughly $40 million to $50 million a quarter probably on average. As we all saw in the first quarter, deployment is -- and activity is definitely lighter seasonally. But in addition to that, I would... | intermediate | [
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2fc4b34efb0a64d702d5b97a92a33cba | The dividend income line, $2.3 million. Any sense you can give us on how much of that we should interpret as nonrecurring? And then as a follow-up to that, the SLF, obviously didn't pay a dividend this quarter. Should we be expecting one maybe in 2Q or 3Q from the resolution? | Yeah. This is Gerhard. I can take that question. Thank you. We generally expect to have, I think, some level of income that is not kind of core cash pay interest just given the level of diversification of the portfolio. And that could be in the form of dividends, accelerated OID, PIK or fee income. And while we continu... | intermediate | [
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898ae8e3962a5df59cf24a855142fc8e | In terms of the potential earnings accretion disclosed, given rising rates in the prepared remarks, did that figure include the incentive fee as well or do we need to make that adjustment? | Derek, this is Gerhard. Yeah, you're correct. In the prepared remarks that includes the impact of the incentive fee, and there's also a disclosure in the 10-Q, obviously, on the MD&A section, which does not include that net impact. But Jason's prepared remarks included the impact of the fee. | direct | [
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ac9939d9dd8eb28a0fa3615fcc30cf71 | And then just given rising rates, how far would rates need to rise before your portfolio companies cash flow would start to get a little bit stretched? And maybe could you talk about it in terms of maybe the run rate of -- or the base case for top-line growth and then maybe under a static revenue case as well? | Derek, that's a really good question. We have run lots of sensitivities around the very questions that you're asking. I know that we pointed to interest coverage on the prepared remarks. I don't have the specific metrics by portfolio company here with me at the moment. That's something that we can follow up on. | fully_evasive | [
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97b05c6d2dc8bd922a150f313caa4259 | Are you able to give us an update on kind of where that -- what that total origination volume is through, I guess, now the third week in April? | Yeah. It's in that range, though. It's maybe 2.6 billion and a little more. Roughly that, it's not -- meaningfully, it's higher than that number, but not meaningfully higher. It has slowed down. But the obvious point is we have, in this quarter, another 500 or 600 million that we'll wind up selling in the current quart... | direct | [
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"fully_evasive"
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dd4b188f2dde209f26302b61758df85a | I assume everything has to be sold correctly by -- if I'm correct, by the end of June. Is that right? | That's currently correct, yes. Now it's possible that the Fed will extend the PPP window, we'll certainly sell virtually all of our reduction before the end of June, I think, an open question, and there is no prediction implied in this is if they extend the window, will there be an opportunity to buy more loans that we... | direct | [
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7fb44ae52dbe7d8a88b3b474831d3cf8 | I wanted to drill in on some of the commentary you had on changing the pricing strategy around the loan purchases. And I was wondering if you could maybe help us understand if that's certainly, that should result in more volume, but are you underwriting them now to try to get a certain number of volume in the door per ... | Well, I would say that the -- this is an incremental change in our strategy. We, of course, will, when the opportunities arise, bid on loans as we did previously with the generated higher yields. But we have taken a look at how much capacity that we have, and say that if we can bid loans where we -- in our view, there'... | intermediate | [
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7a91d2a9eb39c3c53db9fd3edee5b5ca | Sometimes in the call, you gave an update on the sort of the volumes of loans that you are able to look at during the quarter, what you bid on. And obviously, we know what you actually want to purchasing. Are you able to provide those figures to us? | Yes, we do have -- because I'm aging myself here. In the -- we looked at on the purchase side, we reviewed 280 million, I'll do some rounding here, of loans. We've bid on 70 million, and we were awarded 42 million. | direct | [
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fe48b0fdd0eafbc567c84edfe4118dc1 | I wanted to ask a question on the deposit cost strategy. Obviously, the growth in the community bank is pretty impressive. And I know that you've changed your strategy there a little bit over the past year. I was hoping maybe you can kind of remind us what the change of the strategy is and if that's going to be -- if t... | Sure. Thanks, Alex. So the focus there was looking at our branch network and looking at some of the opportunities that we have to generate some retail deposits, partnering with professional service companies and other, they have less lending needs but have deposit needs and reaching out to them and trying to grow the c... | intermediate | [
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9b5459f9779195a14bdc7aae1f9ee77a | Now I mean on the quarters -- I was going to say a couple of quarters ago, when we all thought the world was coming to an end, and we were looking at sort of the opportunity to purchase loans, it was seemingly very strong based on sort of distressed assets and companies need to shed certain types of loans. Now fast for... | I'm going to start, and I'm going to ask Pat to jump in and add to this. I would say it hasn't turned out as we originally thought, as you said, there are not -- there is not a ton of loans that we can buy, which I thought maybe we would have bought at $0.80, probably said that earlier. It's just not the case. What we'... | direct | [
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699b842d69574815e7b3914727e06836 | So if we look back at maybe 2019, as an example, a year for what you did. And obviously, there's a lot of lumpiness in the quarter. Would you say the market is looking similar to the way it was in 2019? Or has the competitive landscape changed, as well as you purchase market. | I don't think it -- yes, I don't think it's changed as much as we thought it was going to change at the beginning of this -- a year ago, we anticipated a significant change. There's a few players that are no longer in the market. But the -- for the most part, it's -- the market has not changed that much, except what we... | direct | [
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e04c6d0d74df2e11300eb28ee29116e8 | As you talk about the change in the slight shift in the strategy there to try to keep more loans or try to help them refinance with Northeast. Would the refinance loan look a lot like the loan that you'd have on the balance sheet today? Or would the characteristics be different for end. | Well, obviously, the credit part of it would look the same. If we didn't like the credit, we would not extend it. It's still being negotiated. It really depends kind of where the loan was sourced from. If we bought a -- on a purchase loan that may have been -- had a low rate of three or thee and a half when it was unde... | direct | [
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3aeaa10e37aae40f8b27cb0111d0885d | First off, you guys essentially raised a bunch of capital this quarter through all the PPP work that you did, which is awesome. As you think about the capital position, certainly, growing loans is probably your first priority. But where does repurchasing shares fit in the -- sort of in the scheme of capital allocation? | Well, we have a lot of capital now. We always have to think about whether we can use our capital in the business or if not, think about whether we ought to think about repurchasing shares or some other return of capital. In part, it depends upon the price. Maybe if we talked about this some time when we were trading at... | intermediate | [
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68e325b89f399b232b983bea82c85b59 | Final question for me, which you sort of went through it already. But on Slide 4, with the correspondent fee, the moving parts there, perhaps it would be worth just kind of going through one more time the -- how the revenue, that $11.8 million of revenue that's yet to be recognized from the correspondent fee summary wi... | Sure. Thank you, Alex. I'll break your question into a couple of parts. The first, I think you're correct. I think we'll see the servicing component increase next quarter. If that's the end of the PPP and the end of the PPPLF and Loan Source doesn't have the ability to purchase any additional loans, then that will kind... | direct | [
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e9b15acc5bcff7f751d08c7468da6188 | Just wanted to start off, there was a lot of concerns in the market, obviously, last March when COVID hit and this was the first heating season where you guys got to see the full impact there. I'm just wondering if you could expand a bit on, can you speak to the COVID impacts on the quarter versus your expectations? An... | Sure. Jeremy, I'll start here. And Kevin, feel free to jump in as well. As I mentioned earlier, we had about a $9 million quarter-over-quarter impact that we've attributed to COVID between commercial load loss, the decline in service order revenues and the little bit of bad debt expense. On the commercial load loss, th... | direct | [
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0ff6b58691b5fa9774a53576e5520d77 | Maybe just kind of turning over to O&M, given the O&M tailwinds you've realized already what are the main drivers and timing of your expected O&M growth over the course of the year? | Yeah, so in the O&M as we talked about last quarter, we've assumed kind of a full O&M budget if you will, our full compliance program. So our strategy going into the first quarter was to defer some spending that we didn't need to do in the first quarter to kind of see how the customer load loss was materializing. I thi... | intermediate | [
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202394167a8bd14242dc18cbf8799097 | In the marketplace for the LTC space as a whole, there's some concern with regards to new laws that could impact new gas hookups effectively banning that. Just wondering, I guess, how you guys see that risk for you in your service territories and how, I guess, it compares for Atmos versus other LTC peers and difference... | Yeah, Jeremy. I'll start with that. Again, as I've said, we have very constructive rate jurisdictions. And we continue to see growth, as Chris talked about, across our service territory. We haven't seen any bands whether on hook-ups or usage or those sort of things across our service territory. We stay in close contact... | intermediate | [
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4fefc4b160e5b2fe3962c876dfd62874 | I think we might have seen some legislation in some states at the state level that would ban or stop these type of bands, have you guys seen anything like that in your service stories or have any expectations for that? | Yeah, we're working with associations and peer companies in all of our jurisdictions to keep an eye on bills that are being filed at the state level. These are called all fuels bills, if you will. You may recall that last year there was one approved in Tennessee and one approved in Louisiana and we're very encouraged b... | intermediate | [
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881a2221f37e9d93bb5df6075676d153 | Just on the customer growth side, so obviously pretty impressive this quarter. Just could you provide any more color on what you're seeing from the customer class? Is it more on the residential side with new customer hook-ups? And how has that kind of progressed into fiscal 2Q thus far with potentially more immigration... | Yeah, I'll start, and Kevin, you can certainly help out as well. As I said, we've got 1.4% across the eight-state footprint 1.7% here in North Texas. And a lot of that is new residential growth and it's a trend that we started -- what we've really been seeing now for quite some time, but it's continued throughout this ... | intermediate | [
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c52f32ef7f5314fb9fc686a7da256720 | On your equity needs, obviously, you mentioned you priced a good portion of the forward and then the remaining is through the ATM this year. But just as you think about kind of your long-term plan, keeping that cap structure toward the 60% level given you can earn on actual cash structure in Texas. And just given where... | Sure. I mean, we certainly we go put together our strategic plan every year, refresh it, if you will. I mean, these are things that we're certainly thinking about. I'll just remind everybody that when we put together our most recent five-year plan, and consistent with what we've done in the last several years, all of o... | intermediate | [
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f765f70bcb12bed0367e377cb9629831 | On the RNG front, you mentioned you're looking over, I guess, 20 different RNG opportunities. Are you seeing this coming from new outlets or what's kind of driving this demand? Is it more on the dairy farm side or landfills? Just curious what kind of customer base you're looking at over there? | Yeah. You hit the answer there with the last two. It's the dairy industry itself and its landfill projects at this point probably have the majority of those, approximately 20 projects that we're looking at, and it's scattered across our footprint. As we mentioned in our opening remarks, we just closed out a supply proj... | direct | [
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b64f9a828fd1acad73d7efee5dd50ff2 | When we look at what's embedded in your five-year growth plan, what's the range of customer growth across your jurisdiction that you're assuming? | Yeah. When we put together the plan, we're pretty conservative on that growth estimate. It's difficult to estimate when exactly it will materialize. So we basically just assume that the same customer count or customer base that we have at the time that we published the plan and just let that growth be a bit of an upsid... | intermediate | [
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a9634b0b3d10c9bf13dce7705f052e24 | To your comments on kind of safety improvement initiatives and actions that you've taken already and following up on the NTSB recommendations, given the report that had come out about a month ago what do you see from either an O&M perspective or, I guess, a capital perspective that could be elevated versus your plan or... | Yeah. Because we continually evaluate our practices and our protocols and adopted several of the recommendations already into practices, you'll find that on our website. We don't believe that implementing the recommendations that have been laid forth will have a material impact on capital or O&M at this point. | direct | [
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0ba5e6484abc69885409fb8566e002e7 | Just another follow up on the NTSB report, so at this point we're just waiting on the final report. You're waiting on the final report. Is there anything else that's triggered by that final report? I mean, is there any -- is the Railroad Commission waiting on that report to issue some kind of their final report, any of... | There's a lot packed in there. Let me see if I can cover all those for you. The final report itself from our understanding, Charles, is merely just corrections or edits to the abstract and other information that you've seen out there already. And again, we anticipate that coming out really soon. And the Railroad Commis... | intermediate | [
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7cb1044cf7fbae8213169f087e95be42 | Looking at the preliminary report on the virtual meeting last month, it appears the Railroad Commission and Pipeline and Hazardous Materials Administration, they have a to-do list, too. So, I guess, I mean, their report will include the things they have to do? | Yeah. We'll all receive in that NTSB report, those recommendations, as you pointed out, were directed to several of the parties to the investigation. We'll all have responses back to the NTSB. And it's my understanding that our initial responses will have a time frame of about 90 days or so to get our initial response ... | direct | [
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6bee0a4d13f3f8b54c0bdbd47f81d3a2 | Slide 13, Footnote 2, where you have no regulatory assets or liabilities related to COVID-19 at this point? Yes, it's my understanding you have received approval to report regulatory assets in just about all of your service territory. So the decision not to record any regulatory asset at this point based on COVID-19, w... | Yeah. It's pretty close. I mean, as you mentioned, Charles, we've got the orders that cover about 90% of our customer base right now. We're evaluating the language in those orders. They were sufficiently broad and so we're interpreting how best to evaluate that order vis-a-vis our filings, talking with our regulators a... | direct | [
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b6734c7ed5c281dbdf837da64d8c2fc1 | OK. So if I look back on 2020, it's interesting, right, because rates go to zero, and there's a lot of things at play. But you had really good fixed income flows, both active and passive, and that's continuing.
I'm sure it's big picture that goes into Larry's opening remarks. As people start thinking about higher rate... | Well, I don't have a crystal ball. So right now, the forward curve does show interest rates going up quite significantly, as high as 180, last time I looked for the 10-year. I -- we are seeing -- we believe that because, even at that rate, that is not going to change the allocation that remarkably because I do believe ... | direct | [
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4088c96ef942753171e5fc175e4cddf3 | I was wondering how you think about the lupus nephritis patient population in terms of getting treatment during the pandemic. Do you feel like these patients are continuously going to their physicians to get treatment? Or do you anticipate maybe a bit of a challenge getting patient motivation? | Yes. Since we have on-the-ground experience with that now, I won't project. I'll ask Max what he's hearing from our field troops. Max, what are we seeing?
Yes. Thanks for the question. Yes, I would say that it's variable across the United States. We are definitely hearing of patients that are delaying their visits. Bu... | direct | [
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b4b5042be5475467b8fb20f1224d244d | Just have a couple of questions. I was wondering, now that you've had a little bit more managed care engagement, is there any reason to sharpen the kind of the net pricing that you gave us before, $65,000? Just wanted to know if there's any additional nuance there. And also in the early going, just wondering if patient... | Thanks, Ken. And I'll take the book ends on this one. I think as it pertains to the net price assumptions, it's -- at the end of the day, I think it's too early to tell. Policies are currently getting put in place, and I think our assumption is still where we want to keep it. So we'll keep it tuned as things progress. ... | intermediate | [
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723f2c0ee56c34f749444fd02573b024 | So first question, I'm not sure how much more you're going to be able to say on this, but just wondering if you can comment generally on the types of patients you're getting on LUPKYNIS, whether the patients are primarily switches from off-label generics or treatment naive and if you're getting more uptake in community... | Sure; so yes, Maury, thanks for the question. It is too early for us to have any deep insights on the types of patients that we're seeing prescriptions for. We'll definitely have more when -- as we get into our next call. And tell me, the second part of your question was the...
Yes. So we're definitely having more acc... | intermediate | [
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1cef473a5752294500b6c95213cc77c3 | Second question was just on -- if you can talk more about the potential to get Codigo guidelines updated. Is this a priority? And is it contingent on the Phase III data getting published? | Yes. Yes, that's right. I mean I think it's a good point. I mean guidelines are clearly helpful. And we've been in contact with the people who are writing the guideline for a few years now. But you're right that it refers to published data only. And that's why the sort of rapid publication of our current manuscript, wh... | direct | [
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af98d84d79657743192876e3b90626da | Just wondering, when you think about the commercial launches' progress, just how the team feels about the current commercial team and the footprint the team is able to address during the current environment. I know sort of Max gave some color about how there's heavy sort of in-person touch points. So just wondering how... | Yes. I mean I think what we've said previously is we feel very comfortable with how we're deployed against the opportunity that's out there today, and Max can give more color as to how they're seeing that -- the interactions. I can tell you from other boards of commercial companies that I sit on, these types of access ... | direct | [
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"fully_evasive"
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9d21c8473318c581eeffa314e3bdf602 | Maybe just another one on a sort of macro level, are you seeing any differences based on how you expected conversations between rooms and nephrologists to go. Just wondering, is the commercial launch to target rooms ending up different from sort of your communications with nephrologists? | Yes. That's it. The short answer is no. We're targeting both specialties. We're targeting about 12,000 physicians across both specialties. And the prescribing that we're seeing is across both specialties as well. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
167f464794363e976c3fbc5cded29df0 | Okay. Got it. And maybe just a final sort of clarification question on sort of the opex side. I noticed sort of the R&D numbers were a little bit sort of variable quarter-to-quarter. Just wondering, is R&D fourth quarter numbers also sort of the right way to think about the go-forward spend? | Yes. Thanks for the question. Yes. So as we've kind of noted throughout the call today, there are continuation studies ongoing. So I would say directionally, there will be a shift in R&D-related expenses toward other activities. But generally speaking, directionally, they'll probably be fairly consistent with what you ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
091426e715922e43d405998629426692 | Yes. I know it's early, but are you seeing that physicians are treating one set of patients with Benlysta and another set with voclosporin? Or are physicians making a decision, "I'll treat all my patients with one drug or the other."? And if patients are already on Benlysta for SLE, are there any cases where they're ad... | Yes. So I think my answer to both of those would be it's early probably for us to be seeing the trends, and we're not actually out there aggregating data on where Benlysta fits into the treatment paradigm. So let me see if Max has been hearing any of this, and it might actually be good to see if Neil has any comment as... | fully_evasive | [
"direct",
"intermediate",
"fully_evasive"
] | C |
db4f132d59820879a4b8c4216e687eb0 | Peter, you mentioned postmarketing obligations. What are those? What are you required to do? | Yes. In terms of the requirements, which are things that we actually have to do, there's presenting the AURORA two finding study report next year. Is number one, which, of course, we're doing anyway. There's a study and also the pediatric -- adolescent and then pediatric trial as well. We've also got a drug-drug intera... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
bd788bcb60299a54702f21308f70083c | Great. So firstly, I realize, again, this is very early days, as you've mentioned before, 23 days past approval and launch. But -- and the Rx counts can't really provide any good indication just yet. But wondering, given the variability in the early days, do you have a sense for when, though, that variability may sort ... | Yes. I think Max mentioned many of the high-level metrics that we're looking at right now, whether that be the amount of calls we're actually making on targets, what our access looks like in those targets, the payer work that we're doing, policies that we're following, etc. But I'll, in a second, turn it over to Max an... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
052971ed7152500d55ae83c7a58042f6 | Okay. Great. And then just as a follow-up to confirm I heard this correctly, Max. The total number of payers that you're targeting have an aggregated coverage of 190 million lives, I think, you said. And with the next couple of meetings coming up in a few days, total insured lives would represent 75% or about $140 mill... | The numbers will add to the 190 million. We have -- I think it's another 36 million lives lined up in terms of these upcoming meetings. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
c5d4b04fd4bee656a7d064e2038f1f02 | Okay. Great. And then lastly, with the data coming up in the first quarter next year for AURORA two just if you could remind us what key data points you're looking for there, what you're expecting and what you're measuring. | Yes. So I think it should be -- should remind people that this is primarily a safety study. That was our commitment. And that's going to be the primary output from this in this trial. But clearly, the other things we're going to look at as well such as relapse rates in both arms and, obviously, the stability of renal f... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
cf39ac3fb7f4c581328f1eaa50b6c4ec | Angie, in your prepared remarks, you alluded to the political environment, and I'm sorry to start with this question, but given everything that's going on, I think it's important. I think you used the word that the Company would be adaptable to proposed changes, if any. Can you talk about what changes you might expect,... | Sure. I think the one that has been most commonly discussed is the change in the composition of a 90-10 calculation. And as you know and many of us know, the military tuition assistance, TA benefit and VA benefit really truly is that. It's the benefit to our active duty in our veterans for serving our country. And that... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
247de7dc284fa025f0260a81f507da0f | So -- I don't know if you can give us any examples, but at a high level, what kind of things can you do to make sure you stay above or below 85%, if it comes down at that level? | These are things under development right now, Jeff. So, I don't -- we will not share all those details right now. But I do -- there are some things related to corporate programs, employer reimbursements, a focus on the kind of the micro-segmenting and kind of the redirecting some of our marketing spend to students who ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
ef9dfb01e31ea3b901baaffd38f3c8b1 | Okay. That's really helpful. Let me shift gears over to Hondros again, really phenomenal results the past few quarters. From a competitive perspective, we're just seeing and hearing lots of schools starting to offer nursing. I'm just wondering what you're seeing the competitive landscape like and how you can differenti... | Sure. And thanks for asking that question. We find that there is a lack of clarity among some, not necessarily you exactly know a lot about this, but when we get asked about nursing, we want to make sure that the understanding that folks have is that for Hondros specifically today, Hondros offers only pre-licensure nur... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
9d72bc572d6571fa8aa0bf0b0d6e81cc | Hey guys. Thanks for taking my question. Can you just talk -- I guess that the core university, and I'm sorry if you guys touched on this earlier, but can you just -- now that you are kind of making a big acquisition into nursing, can you kind of give a little bit of color on where you're seeing the specific puts and t... | Sure. Happy to give you some details, not necessarily at the program level, but definitely, some enrollment momentum at APUS. So today, certainly, the Freedom Grant, which we discussed earlier on the call, has created momentum for new and returning students at the graduate level for APUS. We are also seeing significant... | intermediate | [
"direct",
"intermediate",
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] | B |
7d80fe1433043da90de18afc112a177d | So, maybe starting off high-level, just how do you feel about the pipeline today and the visibility that you have on demand today versus, call it, six months ago? And then how much would you say that you've de-risked your guidance? | Well, I would say, in terms of pipeline, things are fairly steady. We have a little bit better visibility into the second half of the year as we saw our experience with the first half of the year getting beyond the initial pandemic stages and our ability to predict the business, I think, has improved over time. In term... | intermediate | [
"direct",
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] | B |
bd4315c7e1295b5f77915d37f3023726 | Got it. Okay. And then maybe just shifting over to the recurring side. So, it sounds like mobile security and e-signature had good quarters -- they had a good quarter. You said there is slower progress in other solutions. Can you maybe just drill into that a bit more? And just what was it that surprised you the most th... | Yes, we have a lot of projects going on in the company, and it's one of the things we are looking into to see if we can focus a little bit better on the most successful products in the highest value markets. Like you said, e-signature and mobile security have performed well. Some of our banking security products that w... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
b18c39dacd07b6961342da361102c05e | Thank you very much for taking my question. I grabbed another call, while you guys were talking. Can you just reiterate why we're seeing the ARR come in? You had really a nice click going, and it seems to have come down to the 17% range from previously 22% to 26%. So can you just review for me why that is? | Well, we have a couple of different things going on. It's kind of a gradual slowness over the course of the year. Part of it is related to the -- we had some tailwind impact last year for e-signature and a little bit to a less extent in banking due to the pandemic in the first six months. And now we are renewing those ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
ea9d3fc87ad9db4f449ab289b3d12d65 | Well, and on the piece right there on the newer solutions, would you say that is -- are some of them too complicated or is it that the sales cycle is too long? Can you dig into a little bit what the factors are there? Because you have changed out your sales force to be more software oriented, and I'm just trying to gra... | Sure. I would say for the most part, we have made a lot of strides in terms of the sales force and the approach and the sales training. Our focus in this review is going to be more on the products themselves, what are the current capabilities of the products, how do they match up against the customer needs, and taking ... | intermediate | [
"direct",
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] | B |
1f1d090be77eedb54a2d7e28ef82bad1 | Hi, thanks for taking my question. Further questions ahead whether it was more product-related headwinds or is it -- was it go-to-market? It seems like it's more product-related and more intense competition. Did I understand that right? Or... | Yes, that's generally correct, yes. | direct | [
"direct",
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3cadd92a605fc61738fdc6de6deca86f | Okay. And then if you look at the segments then that are working a little bit better for you, the e-signature and subscription, you've been talking previously about going into adjacent markets with that and expand the use case for that. Is that something you're going to push harder now then? Or how do you think about t... | I expect that we will. No final decisions have been made, but you can see from some of the announcements we made in the road map. If you take e-signature, for example, it's a horizontal solution by nature. So we are already in many target market segments, and I expect that, that will continue. We've also done some more... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
af95908ed4d3a1bd844cc1c2120f5d23 | Okay. So your sales force has more or less been redirected to do this all ready. There's not going to be any major changes there or needing to ramp there? Or how should we think about that? | Yes. We spent a lot of time on the sales force over the last couple of years. And that's an example of where we have these wonderful foundations. We have a great balance sheet, and we have a wonderful customer list. We have a long history, a strong reputation, and a lot of talented people. So, really taking advantage o... | intermediate | [
"direct",
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"fully_evasive"
] | B |
891ee6199c580a7b422633b525fd7e7d | Great. Thanks for picking my question guys. I wanted to touch on that. I know you said you signed your first virtual room customer in the quarter. And I think last quarter, you had said you anticipated that, that would be -- would see sig -- I think you said a significant premium in pricing relative to regular e-signat... | Well, it's a little early to get into the numbers because the other handful that are in trials or pilots, we're not in the contracting phase and finishing up numbers. But we still believe that, that is the case where we have the opportunity to capture somewhere in the range of four times a normal stand-alone e-signatur... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
8a435446d019d45123be76f6fae76cbc | Got it. And then going back to the guide. So it looks like you took five out of recurring, five out of non-recurring. Is that five of non-recurring -- is that primarily hardware? Or do you expect lower perpetual licenses? Or any other color you can give there? | Well, perpetual licenses are selling at approximately the clip flip that we expected at the beginning of the year and the transition for existing customers to purchase term versus perpetual is a continuous process. And I think the numbers show that, and that will continue into next year. Hardware is -- we're checking h... | direct | [
"direct",
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"fully_evasive"
] | A |
fdde41797e2e8a4badefc36360dbee49 | Got it. And then also, I'm curious in the guiding, you went some breakeven to a $12 million to $15 million EBITDA loss after only taking the revenue down by $10 million. And so I'm curious, I know you said increased labor costs, but could you drill down more on that? Just what exactly is going to drive that, call it, $... | Yes. That's a tough number, and we have to admit that we're not happy about that. It's starting at the beginning of the year and moving on as our top line has come in a little bit under where we wanted it to. The -- because of our high gross margins, it really hits us in EBITDA there. And then, I mean, we're lighter on... | intermediate | [
"direct",
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"fully_evasive"
] | B |
b4e28229a947c478252c2ed5637f27b6 | Could you just talk about plans for the continued rollout of flex here in the United States? And maybe help us try and parse the related growth a little bit more there. How much of this is expansion of the total installed base versus maybe leveraging the existing installed base with now -- with flex as well? | Right now we are in full market release within North America. We are really encouraged by what we've seen thus far. Muscle sculpting is pretty hot right now. But it's still early for us in terms of what that looks like long term. The plan is to roll out flex to rest of world, in particular, Europe, Australia, New Zeala... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
d3b05ee1f2d7cc1aed6d8fb741c225e0 | Talk to us a little bit about what you think we can see there in terms of continued progress as a percentage of sales, I would assume that would continue to build momentum, as I think you said greater than 50% of the systems sold during the quarter had a consumable component associated with it. But just help me think a... | First of all, by stating, listen, I think everyone recognizes that body sculpting, in particular, is a big lever for this company, and something that we continue to invest in and drive. And I think it isn't by mistake or by accident that we find ourselves in the situation we're in. This has been a thoughtful and very f... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
cf5dfa25cbc1b8ab95c205f1e991117e | So just at a high level, how do we think about gross margins longer term. At the Analyst Day a year or so ago, there really were a lot of compelling initiatives that you guys talked about and laid out around GM's, I think, procurement, etc. So are those opportunities, they -- are they still there, when we think about g... | Yes, great question, Jon. So first of all, I think the long-term gross margin is to get into the low to mid-60s. I think this is not an immediate thing. We're not going to get there in the next 12, 18 months. But we think that -- and we don't believe it to be aspirational. We believe it to be an execution story of what... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
4b60de0dc79ff149c085ea7df3059317 | I'm just -- I know it's early, but curious what you're seeing in the field for iD and flex. And what I mean by that is from a consumer standpoint, is it the same consumer for fat reduction in muscle toning or a different consumer. And maybe more important, from a practice standpoint, are there some practices moving for... | Yes. We're seeing a little bit of everything, Jon. I would say that most of the customers that are adopting flex earlier customers that also got into the game, either with some form of cryolipolysis device or with truSculpt iD. Both have been very open to the flex technology just because it's a nice complement to the v... | direct | [
"direct",
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] | A |
9252f4f2898eb037d938f694366a7785 | A quick question on the year â fourth-quarter guidance. Just looking at the past few years, revenue between Q3 and Q4 has been up at least $5 million or even a little bit more. If you take the high end of the guidance you provided today, you're looking for about a $3 million rate increase from Q3. Can you give us a lit... | Yes. Well, look, Jim, first of all, thanks for the question. I think you know by now that we're being very thoughtful around not getting too far out in front of ourselves. Remember, we just had the launch of flex, and we knew that was going to be a big launch, and we knew that, that was going to hit in the third quarte... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
cbf9b04a580f65ea5d77aff07ff17008 | Juliet, was that significant at all in the year-ago period. And I assume it wasn't real material in 2019? | Yes. I think you're thinking about that the right way. We had -- we definitely had much better sales same quarter previous year. This last quarter, it was not material. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
e88d3b04b9307357f57160d52a7d9da0 | Can you give us some sense on what the headwind was? Is it over a couple of million or not that much? | I think you're probably a little bit off on the magnitude there. Yes. A little bit less than that. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
54e342ac3e6248396dee0555518d7f0b | On injection molding, so it's declined in some quarters. The sequential decline's basically flat, but it's declined sequentially for the last four quarters. So is there any specific reason that you can point to? Or can you give us some confidence that that business specifically is going to turn around in the second hal... | Yes. So when you look at it year over year, right, a year ago, we had a number of COVID-related orders that didn't recur. But as you look more broadly, during that period, we saw an unprecedented surge of orders across many customers and across many industries, right, as companies were stocking reserve inventory to wea... | intermediate | [
"direct",
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"fully_evasive"
] | B |
100537f3dd41294f5bfc29cdee37f58b | So thanks for reviewing the year-over-year dynamics. I guess, so you do feel like this is a business that, given those actions that you just mentioned, that this is going to increase sequentially going forward? Or do you -- or is it -- is there less -- there's more uncertainty now just because of the macro environment ... | Yes. So Brian, we're still feeling pressures from a macro perspective. When we talk to economists, they're talking about increased inventories at our customers, resulting in less demand from our perspective. So we are working to improve, from a go-to-market perspective, to continue to bring customers into our injection... | intermediate | [
"direct",
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] | B |
14bdab61876db093209ef1cd6a683d9e | And in that business can just drill down a little bit, it sounds like the challenge is more in the new molds business rather than the parts business? Or is it also parts just because production at some of these bigger orders that you were talking about were production and parts business? | Yes. Well, a lot of what we were seeing was in parts, right, because we saw really strong surge in production parts business, and that's what we're seeing not recur. As Dan talks about, there's evidence that companies are sitting on high inventories. So that's really where we expect some headwind. | direct | [
"direct",
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] | A |
37dd8b6a33a1e20db239ea34def75568 | OK. And then just the last question for me is just what -- can you remind me what impact this dynamic -- the more challenged injection molding business has on overall company gross margin? | Yes. So if we take a look at it, our injection molding gross margins, right, have traditionally been around mid-50s. With the lower volume, our injection molding gross margins were around 50% in the quarter. | intermediate | [
"direct",
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] | B |
c13afb0a3438eb2bc27addfe367269f1 | Just some follow-ups on the topic of injection molding. Curious, are you seeing any changes in the competitive dynamics in the market that might be contributing to some of the demand issues that you're seeing in this part of the business? | Obviously, we're known for speed and we offer the fastest lead times in the world in injection molding. In those lead times, we don't really run into competition. During the period that I described when we had the significant backlogs and our lead times were longer during that period, our customers could look at other ... | direct | [
"direct",
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] | A |
c6769ea0495cc1f66dad5e0a9f2e7230 | OK. And maybe just to talk about the overall level of demand. Are you seeing in the market -- just in light of all of the concerns people have about macro, how did the business tracked or trend as you went through the June quarter? And how -- what are you seeing thus far in Q3 and whether you want to deal with that by ... | Yes. Let me first say on a constant currency basis, our services outside of injection molding grew 15% year over year. So we're very happy with what happened there. In terms of what we're seeing in markets, like what we talked about from an injection molding perspective where we had some larger COVID orders in the last... | direct | [
"direct",
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] | A |
7390e177d664dbd52b1f5379209e845e | And going into Q3, the final question, just any change in customer behavior, one way or the other, in some of the markets that -- your larger markets? | Yes. I mean, so it's -- we've gone through July. We really haven't seen much change right now in terms of end customer behavior. | direct | [
"direct",
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] | A |
698ef3115b03612721a513193f097667 | Good morning. Thanks for taking the questions. I wanted to follow up on the last question from Jim. If I look sequentially from Q2 at the midpoint, you're guiding down, call it a couple of million, basically offsets the impact from the exit from Japan. Usually, Q3 is up at least a couple of million, $2 million, $3 mill... | I think the question was if I'm seeing anything from any specific end market. I read that by industry, right? I'm not hearing something different by industry. We set our guidance the same way we've done always, we're taking a look at what has happened through July, and then taking into account what we're seeing from a... | intermediate | [
"direct",
"intermediate",
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] | B |
666ab9ef6b4a9e156ff61f6c4dc69deb | OK. No, that's helpful. light up. As it relates to the Japan exit. I think you said over that time span only profitable four years. Can you say whether it was profitable in '21, or was it profitable in recent quarters, at least on a full run rate basis? | It was not profitable in '21, and it was not profitable this quarter. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
493d783eff67ad268cfe289ded1df784 | And did you say the exit is going to have a negative impact on gross margins. Can you disclose what gross margins were in that region? | What I said, it's going to have a negative impact on gross margins in the next quarter. The reason it's having a negative impact on gross margins the next quarter is we have the equipment, right, we have the depreciation, we have a staff that's on production, and we're slowly shipping out the final orders. We expect to... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
08b500732e61e1ad7685f960404b7cdd | First of all, I guess for Donn, you said 41% impact for the quarter on HBV vaccines broadly. Have you seen that moderating at all in the end of the quarter, say, March or early into April? Any read on if it's recovering this quickly? Or if you think it will be 41% kind of through the first half and then more of an impr... | Hey, Matt, yeah. So as it relates to the first quarter, actually, we saw utilization down about 50% in January. And in February and March, we saw an uptick in utilization to have an overall 41%. The initial read on April is it continues to be hovering around that 40% mark, improving slightly. So our viewpoint on the se... | direct | [
"direct",
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] | A |
f052d9fbaf46a6e5036b225b5df12509 | And then, I guess, for Kelly, the gross margin that we could kind of back into for CpG 1018 in Q1, is that something we should assume will stay constant throughout the year and into next year? Or do you think that can improve as scale up continues? | Sure. Thanks for the question, Matt. I think CpG 1018 profit for the quarter, as you alluded to, was around 71%, and it consisted predominantly of our value of supply to our Valneva partnership. As we continue to supply partners, we can expect revenues and corresponding profit to vary based on the mix of high income ve... | intermediate | [
"direct",
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] | B |
25df6a7413b3f07b65f01ae472fb2c37 | And then I guess two COVID vaccine-related questions, if I may. First, so the Phase 3 for Valneva is obviously interesting because of the superiority trial on an immune response. And I guess, what are your thoughts on that endpoint? Is that something that could allow them to get approval beyond the U.K., do you think? ... | All right. Hey, Matt. I'll take this. And Rob, you can add any color as you see fit. Valneva in their agreement with MHRA on the immunogencity study was one of the first with a developed country regulating body. So I think they're kind of ahead of a game on that one. We're going to have to see how other regulators resp... | intermediate | [
"direct",
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] | B |
5c29cf8799f94589811b4cf061be2a7d | OK. And then I guess last question, just you mentioned that Clover will have access to adjuvant produced under the CEPI agreement. How would you -- how would revenue work for you guys from that? Does that mean it's already almost like prepurchase adjuvant? Or is that still when they give to the COVAX program, CEPI prog... | Sure. And just to be clear, it's for all CEPI grantees, which includes Bio E. as well. But the concept is the same, it's CEPI's prefunding the production of adjuvants. So it's not necessarily the same as the full cost under the supply agreements with our collaborators. But it's allowing us to manufacture, enable capaci... | direct | [
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] | A |
a4086b9fa677e7988b2c71a7d127556b | You mentioned it sounds like the terms are the same as with the original agreement. Am I correct in saying that? And second, is the -- how would be the funding distributed for the first original agreement? You had mentioned that there was going to be a first payment in the first half of the year and then the second one... | Yeah. Let me -- I'll put a little bit of back. It's the same structure, as you noted. This is for manufacturing of material through Q3 to be delivered in Q4 post release. So it's not -- that's why we called it an expansion on extension. This isn't a time base. We've identified additional capacity, and CEPI had -- was w... | direct | [
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] | A |
412647126ad4e91ee286fcbdc8487e31 | And in terms of the post marketing study, I was curious if you -- besides the effect that you have, for example, in the influencing the preferential recommendation maybe, but have you also have feedback from physicians in terms of like concerns for cardiovascular safety of the drug that are now being addressed by these... | Yeah. No. I mean, so obviously, the results that I shared, we're very excited about the results, certainly. But from a day-to-day engagement with customers, that topic has not been a topic that's been any type of barrier as it relates to conversion with HEPLISAV. And initially, when we first launched, certainly, the qu... | direct | [
"direct",
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] | A |
6685109c1c68b165c69a0af1c05a411a | First on universal recommendation for Hep B vaccines, how do you handicap the probability that that will be recommended? What insight do you have into that in that process as we think about the probability of that? What impact would you expect that to have on the market for hepatitis B vaccines and for HEPLISAV? And th... | Sure. Thanks, Josh. Why don't I start with the concept of the probability of universal and Donn, you can provide some color on the market impact, and then I'll pick it back up on 1018. For universal probability, I mean what -- the insight is actually not even inside insight. It's pretty public. Having the work group pr... | intermediate | [
"direct",
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] | B |
d1cdacde83e3d929cc00766ef35c798e | Any obvious -- if I could just -- any obvious reason why the ACIP may not follow the recommendations of the working group? | I mean I don't think we have any insight into why that would be the case based on the dialogue that we heard in February. I think -- if I had to pick a risk factor, it would be continued distraction from the COVID pandemic for people involved in immunizations. But honestly, I think that risk is continuing to decline as... | intermediate | [
"direct",
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"fully_evasive"
] | B |
afaf667f998483908468b9070a62ee3f | My first question is about the manufacturing blue collar recruitment. You have launched Hello plan for quite a long time. So we also noticed that the other platform even including [Inaudible], you know, the platform. They also initiated a new business of the blue-collar recruitment. So, just want to hear your thoughts ... | First of all, thank you for your question. For your first question about the blue-collar manufacturing industry, I would like to expand it by two words and one number. The words are comprehensive or complicated and firm, and the one number is four, which should -- I need to give you this number should further elaborate... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
a37b9a4500b3034cf22f0bbe8a84c9c1 | The second question is about the, you know, competition. I think we have been suspended for new user registration for almost one year. At the same time, I think a lot of peers, they have been able to spend a lot of sales and marketing to acquire new job seekers, but at the same time, when thËËËey started, their revenue... | You mentioned the word about user growth. I have long believed that the retention -- user retention is a key for growth. You can pay money to acquire new users, but it is not everything. So, regarding the competitive landscape, my observation is nothing has been changed. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
601d159aa1cd7a2721a5b16b9c6224a7 | First one is considering the impact of the COVID resurgence and also the weaker macro in the second quarter. What is the latest trend in terms of the paying ratio and ARPU on the platform? How does that compare to the previous quarters? Are you sort of considering that we have over 80% small and medium enterprise users... | Okay, thank you. I would like to answer the first question. So, overall during the pandemic and weak macro conditions, we continued to see healthy operating metrics. And regarding the overall paying ratio and ARPU, those numbers also maintained at a stable situation as a whole. I think the pandemic and macro impact mai... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
0bd071da2136f9369988ec7dd96adb34 | And secondly is about the new business -- as we introduced business related to the high income white-collar and blue -- and the gold-collar users including the [Inaudible] brand. Could management share any outlook for this part of the business? And what is our differentiation versus competitors? And what kind of the re... | And for your second question regarding the development of our gold-collar business, during past two years of development, we have been now increasing our efforts in this area. So through this [Inaudible] brand, we have established a very good and healthy ecosystem for the headhunter enterprises, the headhunter consulta... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
f2290058c114fec66f8fe6a11c820150 | First, I want to follow up on the macro impact on our business. Could management maybe help quantify the macro pressure we have seen on the second quarter revenue outlook? And also given the current macro trends, how should we think about the business growth in the second half of the year? | OK, so I'd like to answer the first question, and Jonathan will reply you for the second part. And so, basically regarding our like impact -- financial impact from the pandemic, we think that pandemic and weak macro, as I just mentioned, have some material impact into our business. It's reflected as most of the busines... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
fbaf82ea529f766f88a3c07511690f1e | And second, just to revisit the topic of competition from a different angle, we have talked about other online recruitment platforms may have stepped up their marketing spend over the past year. So how could this affect our marketing or user acquisition strategy going forward? Any implication that might have on our mar... | And, also, regarding the question related to the margin, so as I just mentioned in the prepared remark that first quarter due to seasonality reason, it was with a lower margin. In upcoming quarters, we would like to see improved situation. But having said that, because of second quarter is, you know -- it's already see... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
637bca261b1dbfd4160ecafba13ded38 | First, wanted to hit on the two deals that were with ACV in excess of 1 million. Maybe just some more detail around those. Were those new or existing customers, and what drove that large deal size? And then when you look at the pipeline, are there other sort of similar-sized deals in there as well? | Hey, Matt, thank you for the question and compliments. So on the first half, both of those projects happen to be with existing customers. And in both cases, the -- well, one was a lift and shift where we converted to -- the entire platform to the new environment -- new cloud environment, and then added functionality. S... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
be7a0ec488553f1354464aa7c60bff18 | And then just in general within your pipeline or I guess if we look at the deal that closed this quarter, were these deals that had been in the pipeline for a while, and then, you know, as economic outlook started to improve, they converted? And then sort of where do other deals in your pipeline stand from that perspec... | Yeah. Good question. A real mix. One of the -- one of those two large projects had lingered for some time, and it took them a while to get there. And the second one, actually, accelerated pretty quickly through the entire process, from a decision to go forward to make the investment to getting the contract in place. So... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
f37436986e6892fd3265a8d2cc465cd9 | Obviously, there's a lot of supply chain issues going on right now, and I think planning could be a key component of helping with some of those issues. But does that create any distractions within your customer base, or is it more of a net positive the issues that are going on right now with people having shortages and... | Overall, it's a net positive, Matt. Yeah, it's a good observation. You know, there's a couple of product -- pockets where people are just, you know, in such a big state of distress that they're having a hard time to focus. But that's few and far between. I think, overall, people are seeing -- what did occur during the ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
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