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CFO Anna Bryson confirmed visibility is better than ever, crediting stable client budgets and internal initiatives. Key steps include moving clients to longer-term, multi-module integrated programs with immediate start dates and leveraging the client portal for better upsell cycle insights. She expects visibility to improve further as more clients adopt these 12-month integrated offerings.

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CFO Anna Bryson clarified that while the initial percentage was higher last year, strong upsells throughout the year meant the starting contracted amount was closer to 60% of the final total revenue. Therefore, starting FY2026 at 'just under 70%' is a prudent position. She added that the current guidance is more heavily weighted towards renewals, reflecting caution about the variability of upsells in the current environment.

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CFO Anna Bryson highlighted the rapid growth in deal size, noting the first $10 million-plus brand was only two years ago. While stating there seems to be 'no limit yet' to brand investment, she cautioned that it is 'too soon to tell' how these large upfront commitments will impact the mid-year upsell season, as the focus has been on the annual buying cycle.

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CEO Jeff Tangney acknowledged that the portal addresses a past weakness of not being the 'easiest to buy' despite having the best product. CFO Anna Bryson commented on the market outlook, stating that while pharma remains under-indexed digitally, near-term budget growth is expected to stay in the mid-single digits following a post-pandemic 'digital detox.'

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CEO Peter Anevski clarified that 'demographics' referred to the industry mix of early client wins, which have higher utilization rates, thus yielding comparable expected revenue despite slightly lower committed lives so far. He also stated that the company is not seeing any change in utilization patterns related to tech industry layoffs.

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CFO Mark Livingston clarified that underlying revenue growth is in the teens when excluding the departed client, and margins would be expanding if not for specific P&L investments in platform integration. CEO Peter Anevski explained that since member engagement is clinical, the company lacks deep insight into personal decisions that cause short-term timing variability.

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CEO Pete Anevski confirmed the 300,000 federal lives remain on a benefit that does not include the full medical services. He and President Michael Sturmer described the new client cohort as diverse, spanning nearly two dozen industries and having a size distribution that closely mirrors Progyny's existing client base, with a particularly strong season for 'jumbo' accounts.

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CFO Richie Jain stated that demand remains strong, with constructive renewal and scale-up conversations ongoing with large pharma customers, most of which occur in Q4. He acknowledged the biotech segment remains challenging. He clarified that the year-over-year decline in on-prem revenue was due to the timing of multi-year deals, while hosted revenue experienced strong growth.

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CFO Geoffrey Porges clarified that a large contract had elements renewed in both Q4 and Q1, contributing to on-prem revenue, and separately noted the Novartis deal boosted drug discovery revenue. CEO Ramy Farid stated that interest in their tox solution has increased from biotech companies, while discussions with large pharma were already deeply engaged prior to the FDA's announcement.

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CFO Geoff Porges stated that in Q3, hosted software was 28% of total software revenue, up from 23% in the prior-year period. He noted this percentage fluctuates quarterly and will see a temporary increase in on-prem revenue in Q4 due to the Novartis deal, but advised investors to focus on the long-term upward trend for hosted adoption.

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CEO Dave Guilmette clarified that the delayed deals were primarily smaller, mid-market opportunities and specialty solutions that were pushed from H2 2025 into 2026. He explained that his direct observations in the market revealed a need for deep domain expertise, particularly for complex solutions like leaves and navigation, to better articulate Alight's value proposition and improve deal closure rates.

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CEO David Guilmette and CFO Jeremy Heaton responded. Guilmette noted that Q1 project revenue performed as expected, with continued softness in M&A. He emphasized that Q2 is critical for gaining visibility into second-half project work, which is typically more stable. Regarding the pipeline, Guilmette stated the 30% growth is broad-based, with strong opportunities in core administration, leave solutions, and navigation solutions.

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CEO David Guilmette explained that Q1 project revenue performed as expected and that Q2 is crucial for visibility into the second half of the year. He also clarified that the 30% pipeline growth is broad-based across core admin, leave, and navigation solutions. CFO Jeremy Heaton added that first-half project work is typically more discretionary, and they expect an improving profile in the back half of the year.

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CFO Jeremy Heaton identified three main variables: the timing and mix of in-year ARR bookings, the performance of project revenue, and participant count fluctuations. CEO David Guilmette added that the mix of services sold, from small projects to large multi-year contracts, also impacts the timing of revenue recognition within that period.

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CEO David Guilmette explained the focus is on growing Annual Recurring Revenue (ARR) through both new logos and expanding relationships with their existing Fortune 500 client base. CFO Jeremy Heaton added that margin expansion towards the 28% midterm target is supported by technology-driven efficiencies, such as a 35% increase in mobile enrollment, and the ongoing work with AlixPartners to streamline the operating model.

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CEO David Guilmette stated the growth strategy is a combination of attracting new logos and expanding services within their existing base of over 250 Fortune 500 clients, with a focus on ARR bookings. CFO Jeremy Heaton added that margin expansion towards the 28% midterm target will be driven by technology, such as the 35% increase in mobile enrollments, and operational streamlining efforts with AlixPartners.

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CEO Oran Holtzman confirmed the significant opportunity, stating the initial launch will focus on acne and hyperpigmentation, where they have strong offerings. While products for eczema are ready, the initial push will be smaller. He highlighted that a large portion of Oddity's existing 60 million users suffer from these conditions and were used as design partners, providing a strong foundation for the launch and future category expansions.

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Global CFO Lindsay Drucker Mann explained that Brand 3's lower gross margin is due to the prescription component, which has higher costs like doctor networks, but affirmed the overall unit economics are expected to be very strong. CEO Oran Holtzman added that for Oddity Labs, the company uses a dual approach: pursuing M&A for strong pharma teams and partnering with external platforms to accelerate discovery and supplement internal capacity.

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Randall Lipps, CEO, noted that while the revenue mix is slowly shifting towards recurring (currently around 50/50), strong product revenue will continue due to Amplify renewals and consumables growth. He stated that leasing represents a small portion of the business (~10%) and sees no major shift in customer purchasing behavior, though higher interest rates could make leasing more attractive over time.

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Executive Kathleen Nemeth clarified that the strong 2024 bookings created a robust backlog, ensuring a "rich mix of XT revenue throughout 2025." CFO Nchacha Etta confirmed that gross margins are expected to improve. He cited two key drivers: the continued scaling of higher-margin SaaS and Expert Services, and the growing revenue contribution from the new XT Amplify and XTExtend products, which carry "even better margins."

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CEO Randall Lipps confirmed they are 'substantially through' the G-Series to XT upgrade cycle from a bookings standpoint and that Amplify provides access to both new hardware and software. CFO Nchacha Etta stated that Advanced Services is expected to grow around 14% for the full year and will contribute more to overall margins as it scales. Lipps added that double-digit growth is expected next year, highlighting the strategic shift to reporting ARR.

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CEO Shawn O’Connor explained that the Q4 margin pressure is primarily due to a top-line revenue step-down, as cost savings from the recent reorganization will not fully impact results until later. He attributed the lower renewal rates to specific client consolidations affecting GastroPlus and Monolix, but stated he expects the long-term rate to return to the historical 90-95% range.

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Executive Shawn O'Connor clarified that the Pro-ficiency (ALI) software business is tied to clinical trial starts, which were slow in Q2. The MC unit, however, won a significant contract with an existing client, expanding support to a new drug. He highlighted cross-selling as a key strategy to increase average revenue per customer. O'Connor explained the shift in seasonality, with a stronger Q4, is driven by the more continuous revenue from the acquired ALI/MC businesses and the back-half loading of service project starts.

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Executive Shawn O'Connor clarified that the commentary was meant to manage expectations for Q2 consensus, not to signal a major shift in seasonality. He noted that guiding to 24% of full-year revenue in Q2 is not a significant deviation from historical norms (e.g., 26% in the past). He explained that while some project activity will naturally push to the back half of the year as budgets are finalized, it does not represent a major change in their outlook.

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Executive Shawn O'Connor explained that the fiscal 2025 guidance is conservatively based on current market conditions and does not assume a significant reacceleration in the biotech market, though the company is poised to benefit from any improvement. He clarified that the GastroPlus renewal 'slips' were primarily timing issues related to paperwork and not non-renewals. However, he did note one instance where a client's M&A activity and site closure led to a change in their license needs.

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President and CEO Scott Cutler and CFO James Lucania clarified that the $3 million represents direct reimbursements to members, down from $11 million in Q4, and that there is no update on insurance recovery, nor is any included in the guidance. Cutler detailed that new investments are successfully targeting account takeovers, fraudulent fund transfers, and card-not-present transactions, resulting in sequential monthly declines in fraud.

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EVP and CFO James Lucania confirmed the improvement assumes both factors: stemming the event-driven fraud costs and continuing the underlying progress in reducing unit service costs. President and CEO Scott Cutler added that strategic investments in a secure mobile experience and service modernization to automate member interactions are key to driving down costs while improving the member experience.

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President and CEO Jon Kessler attributed investment growth to the BenefitWallet transition offering new options, refined year-round digital outreach strategies, and market gains. On the job market, he noted guidance is macro-neutral. Vice Chair Dr. Steve Neeleman added that the sales team remains enthusiastic, as economic softening often drives employers toward cost-efficient consumer-directed plans like HSAs, providing a partial hedge.

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CFO Balaji Gandhi confirmed the metric's strength is a reflection of several factors: adoption of new products, expansion within the existing client base, and a focus on landing larger new clients. He noted that the growth is broad-based across recently launched products rather than being driven by a single module.

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Executive Balaji Gandhi clarified that the acquisitions have been contributing to growth as expected. He also stated that while the company values flexibility, its priority for capital deployment remains on driving profitable, durable growth, rather than share repurchases.

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Executive Balaji Gandhi stated that while it's too early to claim full monetization, Phreesia is pleased with the progress. He emphasized focusing on total revenue per client, which is expected to increase, rather than isolating the subscription revenue component.

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Executive Balaji Gandhi indicated that Network Solutions will continue to grow as a percentage of total revenue over time but declined to provide specific line-item forecasts. He also clarified that comments about free cash flow generation were about strengthening the company and investing internally, not signaling specific inorganic M&A plans.

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CEO Dan Burton reported positive progress, highlighting a significant new patient engagement win that combines Ignite with Upfront's capabilities. He expects revenue from such deals to begin ramping in the second half of 2025. On profitability, he reiterated that while Upfront was a slight EBITDA headwind in Q1, cost synergies and management efforts are on track to make it a positive contributor (a 'tailwind') in the second half of the year.

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CEO Dan Burton confirmed that Ignite's lower price point is a key factor in shortening the sales cycle from the typical 12+ months for DOS. He emphasized that the acceleration is also heavily influenced by their large base of over 900 existing app clients. These clients are easier and faster to convert to the Ignite platform, as evidenced by two-thirds of 2024's new platform clients coming from this group, a trend expected to continue and drive results even in a typically slow Q1.

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CEO Dan Burton confirmed this strategic focus. As the client financial environment improves, Health Catalyst is prioritizing higher-margin technology solutions in sales discussions. He stated this is already causing tech revenue growth to outpace overall growth, a trend he expects will continue into 2025. This mix shift acts as a tailwind for gross margin and contributes to the company's strong EBITDA performance.

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CEO William Feehery confirmed that interest in animal model alternatives is broad, citing a recent webinar with over 800 registrants from biotech, large pharma, and government agencies. On tariffs, CFO John Gallagher noted some existing slowness in Tier 1 decision-making but no new customer behavior specifically linked to tariff concerns. Feehery added that Certara is insulated from direct tariff impacts, as any effect on R&D budgets would be indirect.

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CEO Wendy Barnes stated that 8 of the top 10 pharmacies are now on direct or hybrid contracts, based on each pharmacy's preference. CFO Chris McGinnis added that the specific mix is 'somewhat irrelevant' to GoodRx, as its multi-channel capability allows it to optimize transaction routing to benefit the patient and pharmacy, which ultimately drives the company's economics.

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Interim CEO Scott Wagner stated that over 30% of total volume now flows through direct or hybrid contracts. He explained that GoodRx follows each retailer's lead on contracting structure and that direct relationships allow for more latitude in helping retailers manage their categories, merchandise, and promote offerings.

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