Thomas Keller

Thomas Keller asked about the pricing environment across Certara's solutions and customer tiers, identifying areas of pressure versus opportunities to align price with value. He also questioned the disconnect between Tier 1 software and services bookings, and if regulatory services demand could be a leading indicator for software.

Answer

CEO Jon Resnick noted that some core products have more pricing potential, aligning with their value and investment. He highlighted that Certara's offerings provide significant value (e.g., trial avoidance, optimization) and the company aims to partner with clients longitudinally to share in value creation, moving beyond flat user fees. CFO John Gallagher confirmed that the strength in Q4 services bookings (both regulatory and biosim) is a good indicator of the overall market and appetite for discretionary spend, leading to more optimism for a stable end-market environment in 2026.

Thomas Keller asked Certara to characterize the pricing environment across its different solutions and customer tiers, identifying areas of pressure versus opportunities to better align price with value. He also questioned the disconnect between software and services in Tier 1 bookings and if regulatory services demand could be a leading indicator for software.

Answer

CEO Jon Resnick indicated that some core products in the portfolio present opportunities for more disciplined pricing, commensurate with their value and investment. He noted that the world of flat user fees and seat licenses is evolving, and Certara aims to partner with clients to demonstrate value creation (cost avoidance, timeline acceleration) to tap into more value. CFO John Gallagher confirmed that the strength in Q4 services bookings (both regulatory and biosim) is a good indicator of overall market health and appetite for discretionary spend, suggesting a more stable end-market environment for 2026.

Thomas Keller asked if Addus could quantify the volume lift directly attributable to the Addus Connect app. He also requested an update on the Homecare Homebase EMR transition for Personal Care Services (PCS) and its expected impact on clinical referrals and value-based opportunities.

Answer

Heather Dixon, President and COO, Addus HomeCare, explained that direct quantification of volume lift from the app is not possible, but highlighted increasing caregiver utilization, frequency of use, and flex hour adoption as key indicators of its positive impact on service percentage. Brian Poff, EVP and CFO, Addus HomeCare, stated that over 30 locations are currently on Homecare Homebase, with a measured enterprise-wide rollout planned through 2026 and into 2027, focusing on a market-by-market approach.

Thomas Keller asked if the volume lift directly attributable to the Addus Connect app could be quantified, and for an update on the Homecare Homebase EMR transition timeline and its expected impact on clinical referrals.

Answer

Heather Dixon, President and COO, explained that direct quantification of the app's volume lift isn't possible, but pointed to metrics like increased caregiver utilization, frequency of app use, and flex hour utilization. Brian Poff, EVP and CFO, stated that 30+ locations are on Homecare Homebase, with an enterprise-wide rollout planned for 2026 and into 2027, taking a measured approach.