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CFO Balaji Gandhi explained that new products like Voice AI create more engagement opportunities for Network Solutions revenue, clarifying the TAM increase wasn't solely linked to Voice AI's timing. CEO Chaim Indig expressed excitement about the product's rapid growth and positive provider feedback.

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Balaji Gandhi (CFO) noted that products benefiting providers and patients create engagement opportunities for network solutions. Chaim Indig (CEO & Board Member) expressed excitement, highlighting rapid growth and phenomenal provider feedback, expecting more Voice AI applications.

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CFO Balaji Gandhi stated that the core focus remains on delivering high-value products, which anchors client conversations. He noted that while the market is always competitive, Phreesia's ability to add new clients and grow revenue demonstrates the effectiveness of its value proposition, with no significant change in the market dynamics.

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Executive Balaji Gandhi attributed the Q4 revenue per AHSC performance to tougher year-over-year comps due to calendar shifts and weather events. CEO Chaim Indig shared an anecdote about a new internal AI forecasting tool for the Network Solutions team that is already providing significant value and driving real financial impact.

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Executive Balaji Gandhi explained that this balance is an ongoing effort rooted in over two years of expense discipline and a company culture of ownership. He noted that while efficiency gains contribute to profitability, a portion is consistently reinvested into areas that fuel future growth.

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CEO Chaim Indig and Executive Balaji Gandhi confirmed the takeaway that total revenue per AHSC will be a more significant contributor to growth in fiscal 2026. Gandhi attributed the EBITDA outperformance to broad-based efficiency efforts across the company. He declined to provide a specific SDR count, instead pointing to the overall 500-person sales and marketing organization as the key input metric.

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CFO Brian Van Wagener confirmed continued strong performance from Crossix in Q2, with the Audiences business remaining the higher-growth segment. CEO Peter Gassner added that the success is driven by growth on two axes: gaining market share and expanding the product footprint into areas like HCP marketing. He attributed this to delivering solid ROI and customer success.

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EVP, Strategy, Paul Shawah stated that progress with top-20 pharma is on track or slightly ahead of expectations, with most decisions expected in 2025 or 2026. CEO Peter Gassner noted the customer feeling at the summit was similar to last year, with a continued focus on execution and perhaps a slightly stronger lean into digital marketing, data, and analytics.

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EVP of Strategy Paul Shawah confirmed the win was with an existing customer, Boehringer Ingelheim, and explained that migration times vary from weeks for small companies to nearly two years for a top-20 firm. CFO Brian Van Wagener stated that the headcount increase was broad-based, with a particular focus on investing in product teams for future growth.

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Interim CFO Tim Cabral characterized professional services as a strength optimized for customer success, noting its performance can be lumpy and that customers have optionality. He also stated that while macro headwinds persist and can elongate deal cycles, Veeva is successfully executing through the environment and working closely with customers to close deals.

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President & CEO Brandon Sim clarified that a slightly higher blended cost trend is baked into the second-half guidance to account for Prospect. He identified synergy drivers as operational G&A improvements from technology integration and enhanced clinical coordination, which could lead to better payer relationships and potential upside to the initial target.

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President & CEO Brandon Sim clarified that the 4.5% trend was for legacy Astrana, and a slightly higher blended trend including Prospect is already baked into guidance. He identified synergy drivers as G&A improvements from a unified data infrastructure, streamlined clinical processes, and enhanced care coordination, which are well-received by payer partners. He noted the in-house tech platform is a key enabler for these efficiencies.

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President & CEO Brandon Sim clarified that the 4.5% trend was for legacy Astrana and that a slightly higher blended trend including Prospect is already factored into the full-year guidance. He explained that synergy upside will be driven by G&A improvements from integrating Prospect onto Astrana's proprietary technology platform and by streamlining clinical processes to enhance care coordination, which provides greater value to payer partners.

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CEO Peter Anevski clarified that the sales pipeline's timing, not client size, was the key factor, noting it was slower to build but has now caught up. He also attributed the Rx growth difference to timing, with more initial consults in Q1, and expects growth rates to align by year-end. President Michael Sturmer added that the next three months are the busiest for closing deals.

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President Michael Sturmer confirmed the sales goal remains to add at least one million new lives annually. He noted that while the pipeline's dollar value is comparable to the prior year, the average lives per opportunity are currently lagging. CEO Peter Anevski explicitly stated they are not seeing any slowdowns or pauses in RFP processes. Anevski also explained that the near-term incremental margin is impacted by approximately $15 million in planned investments for platform and product expansion.

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CEO Peter Anevski reiterated that the company lacks specific insight into the personal timing of member journeys but emphasized the long-term cumulative revenue impact from such variability is minimal. He also explained that pharmacy revenue can outpace medical revenue in a given quarter due to timing differences, such as members ordering medications in advance of treatment.

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CEO Pete Anevski clarified that the Q3 trend was different and more stark: Q2 saw a slower rate of growth in ART cycles per utilizer, while Q3 experienced an actual decline, a pattern never seen before. He confirmed that the company is actively thinking about different models to mitigate utilization variability but has nothing to announce at this time.

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CEO Wendy Barnes stated the ISP issue stems from the GoodRx price not always 'winning' in the PBM's system. The strategy to counter this involves adding more commercial lives, integrating brand drugs, and developing a direct-to-employer model. For DTC subscriptions, she highlighted GoodRx's competitive advantage in its large existing user base (2-3x larger than competitors), which allows for a lower customer acquisition cost.

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CEO Wendy Barnes explained the ISP headwind is a known issue where the GoodRx price isn't always selected within the PBM's system. She outlined a growth strategy based on adding more lives, integrating brand drugs, and a longer-term direct-to-employer push. On DTC competition, she highlighted GoodRx's advantage in having a large existing user base (2-3x competitors), which allows for a lower customer acquisition cost, though the company will still invest in marketing for these new services.

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CFO Chris McGinnis clarified that the guidance reflects prudence early in the year rather than weakness in the pharma solutions pipeline, which he still expects to be a 20% growth business. He explained that the decline in MACs was in line with their expectations, resulting from strategic pricing adjustments to improve pharmacy partner profitability. This, in turn, drives higher revenue per MAC, and he believes there is still headroom to improve this metric.

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CFO Chris McGinnis clarified that the guidance commentary reflects prudence given the pharma solutions sales cycle builds throughout the year, not a sign of weakness, and reaffirmed confidence in 20% growth for that segment. He explained the MAC decline was in line with expectations and resulted from strategic pricing adjustments to ensure retail pharmacy profitability. This, in turn, drives higher revenue per MAC, and he noted there is still headroom to optimize this metric.

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Interim CEO Scott Wagner highlighted strong consumer intent on GoodRx, pointing to the growth in point-of-sale cash programs from around 20 to 72 as a key success metric. CFO Karsten Voermann added that the Q4 guidance does not rely on any potential year-end budget flush from pharma clients.

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CEO Parth Mehrotra confirmed strong momentum, noting a record first half for provider signings that builds on a strong 2024. He attributed this to the company's resonating value proposition across all practice business lines and affirmed that Privia continues to be 'very aggressive' due to persistent market tailwinds.

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The executive explained that Arizona is a strategic market and IMS is a large, culturally aligned practice. While specific financial contributions are not disclosed, the acquisition is embedded in the raised guidance, is expected to be EBITDA positive in Q4 2025, and will contribute significantly in 2026, supporting the company's 20% EBITDA growth target.

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CFO David Mountcastle clarified that the high 2024 conversion was due to the timing of certain payments and working capital management. He explained the 2025 guidance of at least 80% conversion is primarily driven by the company beginning to pay cash taxes as its Net Operating Loss (NOL) carryforwards are nearly exhausted.

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CEO Parth Mehrotra confirmed Privia acquired the tax ID and will own 100% of the medical group, ACO, and MSO in Indiana for an immaterial consideration. He expects implementation in Q1 of the next year. He stated that the company's core strategy remains unchanged despite industry shifts or political changes, and Privia will remain aggressive in business development, leveraging its strong balance sheet to capitalize on disruption.

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CFO Jill McConnell acknowledged the competitive landscape but reiterated that win rates with existing biotech clients are consistent. CEO Anshul Thakral shared his long-term positive outlook on the CRO industry, stating that despite macro headwinds, the fundamentals remain solid because 'good science continues to get funded,' which was a core reason for his decision to join Fortrea.

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CEO Dr. Ido Schoenberg highlighted a strategic win with Florida Blue and noted that the market's focus on cost savings is a tailwind for Amwell's efficient, integrated platform. CFO & COO Mark Hirschhorn reiterated that R&D expense is on track to decrease by over 10% in 2025 and that cost discipline will continue into 2026 to support profitability goals.

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CEO Ido Schoenberg acknowledged the financial pressures customers face but asserted that Amwell is viewed as part of the solution. He emphasized that the platform's strong ROI in driving efficiency, savings, and revenue growth is accelerating sales conversations, despite broader market headwinds.

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CEO Dr. Ido Schoenberg noted that excluding the divested APC business, the company is guiding for significant growth in 2025. He expressed long-term optimism based on a much larger and higher-quality sales pipeline that heavily favors subscription revenue, strong client retention and expansion, and the ability to monetize third-party clinical programs on the Amwell platform.

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CEO Ido Schoenberg responded that while Amwell does not offer GLP-1 solutions directly, its core value is serving as the integration and orchestration platform. Amwell enables clients to easily embed and manage various third-party weight management programs, providing a single point of access and ROI reporting.

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President Jim Pursley noted that while it's early in the sales season, demand is strong because MSK is a top cost driver, and clients' actual behavior shows a preference for best-in-class solutions over bundles. Co-Founder & CEO Daniel Perez added that yield improvements are consistent across new and legacy clients, driven by better member targeting. He explained that Hinge Select expands the brand's appeal, while Hinge Connect's data integration helps target ROI-rich members, both contributing to higher yield.

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CEO Matt Hawkins clarified that the industry initiative is focused on streamlining processes with modern technology, not eliminating necessary checks. He explained that manual authorizations delay patient care and that Waystar's platform, which already automates 90% of these transactions, is positioned to lead the industry toward more efficient, real-time approvals, which benefits both providers and patients.

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CEO Matt Hawkins confirmed that the competitive environment is active and that conversations with the cohort of clients who joined last year are ongoing. He noted that Waystar saw nice adoption of additional software modules from this group in Q1, reflecting strong demand. Without giving specific numbers, he characterized the company's go-to-market efforts as very active in helping both existing clients and new prospects evaluate their options, leveraging ROI calculators and client references.

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CEO Charles Divita stated that while considerable progress has been made in technology and clinical capabilities, the company will never be "done" in a dynamic market. He emphasized that they will continue to invest organically and consider strategic acquisitions, like Catapult, to accelerate progress. He also noted that the BetterHelp insurance initiative is critical to returning that segment to a growth trajectory.

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CFO Mala Murthy described BetterHelp's CAC trends as stable and even slightly more favorable due to strong conversion from the new weekly offer. She noted no significant differences between U.S. and international CAC. Murthy also mentioned that the company's wide guidance range for BetterHelp is intended to account for potential volatility in the ad market and uncertain consumer sentiment.

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CEO Chuck Divita confirmed the client was in the health plan channel and attributed the decision to broad macro pressures impacting the payer industry. He declined to comment on specifics but expressed confidence in Teladoc's strong offering and its ongoing business relationships and strategic conversations with other health plans.

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CFO Mala Murthy confirmed the outlook reflects the current year-over-year decline in bookings seen to date, while noting time remains in the selling season. She clarified that the forecast already factors in both the bookings challenges and the offsetting robust growth in visit revenue, which is fueled by strong membership gains.

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Chief Financial Officer Mala Murthy confirmed that the preliminary 2025 outlook factors in the current booking challenges, which reflect a year-over-year decline at this point in the selling season. She also affirmed that the outlook includes positive contributions from robust visit revenue growth, fueled by strong membership gains. Both the headwinds from bookings and the tailwinds from visit volume are incorporated into the flat to 2.5% growth projection for next year.

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CEO Steve Cutler and COO Barry Balfe acknowledged that the competitive pricing environment has 'intensified a little bit.' Balfe explained that ICON's strategy is to create value by reducing the cost of clinical development through technology and superior execution. This allows them to offer a competitive price point to win volume and secure incumbency, particularly in large pharma partnerships.

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CEO Dr. Steve Cutler noted the mix is largely consistent, though the FSP business is growing slightly faster. COO Barry Balfe added that mastery of both models is crucial for strategic partnerships and that while some mid-sized clients are exploring FSP, adoption is not a rapid trend.

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CEO Dr. Steve Cutler explained that the mixed environment stems from volatile biotech funding. While the overall capital raised in 2024 was good, it was concentrated in a select number of companies, leaving many others to be more cautious with their capital allocation, which contributes to delays. He characterized the situation as seeing 'green shoots' but noted it's too early to 'declare victory' on a full recovery.

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CEO Dr. Steve Cutler confirmed the preliminary 2025 growth expectation is organic but stressed it was not formal guidance. Regarding the burn rate, he explained that significant vaccine work pushed into 2025 is expected to burn quickly, which should lead to a modest overall improvement in the burn rate, assuming the volatile projects proceed as planned.

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CEO & Chairman Ari Bousbib stated that based on pipeline reviews and coverage, the company is confident the consulting business will return to high-single-digit growth in the future. He noted the project mix is changing, partly due to the transition to AI-driven offerings. He projected this recovery would likely occur towards the end of the current year or into the next year.

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Chairman and CEO Ari Bousbib noted a potential reversal in the trend towards FSP. While FSP grew to nearly 20% of bookings in 2024, it was less than 10% in Q1, with pipeline indicators also showing a decline. Regarding the mega trials, he confirmed one is expected to start in H2 2025 as planned, but the second has been pushed out of the year due to client-specific reasons. An executive added this was factored into guidance, which could now see R&DS revenue trend toward the lower end of the range.

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CEO August Troendle responded that the business environment was consistently strong throughout the quarter, with the primary positive driver being a significant reduction in cancellations. He confirmed that some projects have been down-scoped or delayed by clients to manage funding, which negatively impacts profitability as faster-running projects are most profitable for Medpace.

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CFO Kevin Brady affirmed the company's confidence in its 2025 revenue guidance, explaining that it is supported by programs already in the backlog and assumes a normal level of cancellations. CEO August Troendle commented on the competitive environment by stating that he has not seen any material change in competitive dynamics recently.

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CEO August Troendle stated that for Medpace's clients, funding remains the primary issue, and he does not see clients with available cash holding back on projects. He clarified that while Q4 RFP dollar volume was fine, his qualitative assessment was that opportunities were less promising. He noted the business is concentrated in Phase II and III, with very little in Phase I or late-phase trials.

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CEO August Troendle noted that while July initially looked fine, cancellations occurred throughout the quarter, pushing them outside the normal range. However, he emphasized the low 1.0x book-to-bill was primarily driven by the depleted pipeline from prior quarters' cancellations, not just Q3's activity. President Jesse Geiger responded that while the environment is competitive, they have not seen any irrational behavior or aggressive pricing from competitors, and win rates remain good.

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CEO Jeff Tangney and CFO Anna Bryson confirmed that AI optimization is a monetized upsell purchased by a minority of clients, but those brands are growing more than twice as fast as others. Jeff Tangney added that the client portal is the key proactive step, enabling more frequent ROI studies and providing daily performance insights, which increases trust, transparency, and strategic partnership with clients.

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CFO Anna Bryson stated that while they have the tools to outgrow the market, they expect to return to a more normal 2x market growth rate, rather than the 3x seen this year. CEO Jeff Tangney clarified the portal is not purely 'self-serve,' as Doximity vets all programs to protect the user experience, and noted that rolling it out to all clients is a gradual training process.

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CFO Anna Bryson confirmed that large customers lead growth, citing a 124% net revenue retention rate for the top 20 clients. CSO Dr. Nate Gross explained that client M&A can be beneficial, acting as a 'cultural trojan horse' to introduce digital-first strategies into larger pharma companies. Regarding pricing, Ms. Bryson noted that while prices increase steadily, it is not the company's primary growth lever.

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CEO Steven Sell explained that since 40% of membership was repriced for 2025 on a percentage-of-premium basis, the rate increase will directly benefit them. For 2026, 50% of membership is up for renewal, with negotiations focused on reducing Part D exposure, expanding quality incentives, and improving Part C terms. He noted progress would be shared on subsequent calls.

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CEO Steven Sell explained that about half of the $50M initiative is tied to quality performance incentives (achieving 4+ stars) in renewed payor contracts, with the rest from clinical programs like palliative care. Regarding the 2026 advance notice, he called it an encouraging signal but emphasized the need for final rates to fully catch up with recent utilization trends.

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CFO John Johnson clarified that the 12% trend is an annual forecast and that early 2025 leading indicators are consistent with this outlook. CEO Seth Blackley explained that the renegotiations focused on contracts with the most urgent need, and for others, the risk/reward of reopening them did not make sense at the time due to their existing structure or performance.

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John Johnson clarified that the $100 million rate increase is entirely prospective for 2025. He detailed that $45 million is from automatic, mechanical contractual adjustments, while the remaining $55 million is subject to negotiation. Johnson also confirmed that Evolent is increasing the use of mechanical contract protections, which now cover about 50% of Performance Suite revenue.

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CFO Yemi Okupe acknowledged accelerating GLP-1 adoption but emphasized strong growth in the core business. He suggested analysts could estimate the contribution by using public subscriber counts and average revenue figures. He noted that the platform becomes very sticky for users who continue past the 12-week mark and reiterated that the typical duration for weight loss subscribers is around five months, reflecting high consumer confidence and satisfaction.

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Executives clarified that some KPI impact from the Change outage, particularly related to denials, is expected to carry over into the first half of 2025. However, the core business remains fundamentally sound. There was no long-term impact on the sales pipeline, only a brief 3-4 week delay, and the outage has actually increased demand for AR and denials solutions.

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Executives stated that overall customer metrics stabilized in 2023 but work remains. The Q4 allowance relates to one small and one midsize customer who are restructuring; their impact is factored into 2024 guidance. Regarding the potential of going private, the CEO expressed confidence in the business in any context and stated the board is evaluating the proposal in the best interest of shareholders.

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Executives stated that driving downstream utilization of partners has always been a core value proposition and part of PGs, so it's not a material change. This utilization helps achieve cost savings goals, increasing confidence in hitting PG targets. Q4 PG performance was consistent with prior years, and this contract structure remains critical as customers are highly sensitive to the current elevated cost environment.

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Management clarified that the strong selling season reflects consistent sales cycles and strong demand, not delayed deals. They are seeing the pipeline for the next calendar year develop early, which gives them confidence in continued demand for their differentiated advocacy solutions, especially in a cost-conscious environment.

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