But it’s been fun. I say my favorite is it’s very good at creating raps. So rhyming answers to insurance companies on why they won’t do an insurance approval for that drug reimbursement. So anyway, we’ve had some fun with it. But I would say today, we’re not doing purchasing on the portal. That’s something that we will roll out with caution in a way that, again, stays with our high-touch model but also bringing high-tech to it.
Ryan Daniels: Sure, sure. That’s great. And then — I appreciate all the color. And then as my follow-up, interesting comments in the prepared comments from you, Jeff, around daily users, I think you said that grew the most. And your news feed is reaching record usage. I’m curious if you’ve made changes to the platform that’s driving that or if it’s just the kind of halo effect of all the solutions you now have for these providers kind of driving them to the platform more frequently. A good data point, so I just want a little more color there.
Jeffrey Tangney: Yes. Great question, Ryan. I think the short answer is AI. We really are able to use AI more in our news feed. Yes, we have seen record growth in our daily active users and our overall news has led the way there. So I think we are the news feed of medicines for all intents and purposes. We’re the place that when doctors have a few minutes, they’ll open us up and go get up to date on what’s new for their practice and not just at a cardiology level but at a at a procedure level, given their type of practice and the 10 years of data that we have on the things that they are most interested in. So, I do think AI really has been helping our teams there a lot and we continue to lean in there.
Operator: Your next question comes from the line of Scott Berg from Needham & Company.
Scott Berg: Jeff, I want to just kind of follow up on the new speed item. Given your kind of record usage levels and assume they remain at the kind of level point forth. How should we think about the impact on the kind of the return on announcement? I know you haven’t talked about any of those numbers, I think the last couple of quarters with some of the results your customers have had. But I would imagine that there’s probably some natural correlation that major customers you can have for this?
Jeffrey Tangney: Yes, Scott, I’m not certain I heard all of what you had to say there but the short answer is you’re right, with increased engagement on our news products we are seeing terrific returns on our ROI and ROAs, return on ad spend studies. And in fact, this past quarter, we had a higher than our median which we had announced it being 10 to 1. So we’re seeing continued increases in our return on investment for our customers.
Scott Berg: Great. And then for a follow-up on your self-service portal, does that reduce your sales and marketing spend over the long term as customers use that more? I didn’t know if correlations with sales commissions, et cetera, maybe impacted there? And I guess where I’m kind of going with it. I didn’t know if with that change in the business here going forward, if that actually could drive some upside to your long-term adjusted EBITDA margin if that does kind of drive down sales and marketing which wasn’t probably in [indiscernible].
Anna Bryson: Sure, Scott. So for our new pharma client portal, we aim to be high touch and high tech. We absolutely will continue having our white glove service and also continue to meet our customers where they are and allow them to have real-time reporting and more real-time access to buying on our platform. Theoretically, over time, we will continue to focus on efficiency as a business. And yes, that could make our sales and marketing as a percent of revenue decrease but we’re also going to continue to invest in the platform. So we could see some increase net there from an R&D perspective. So I want to get ahead of our excuse there as far as increased margin. I think 45% plus margin is something that we are very proud to be guiding to but we are going to be remaining this high-touch and high-tech business as we launch this client portal.
Operator: Your next question comes from the line of Elizabeth Anderson from Evercore ISI.
Samir Patel: This is Samir Patel on for Elizabeth Anderson. Anna, you mentioned that you left the 4Q guide a bit wider for business that wasn’t yet contracted. Could you give us some color on how much of the full year guide is booked to date?
Anna Bryson: Sure, happy to talk about that. So as we sit here today, we’ll really just have renewals left to book. So we’ve kind of gotten through that mid-year and year-end upsell cycle for the most part. You can see in our results and our step-up in Q3, that actually ended very positively for us. So we did see some strong growth over the past 90 days here. As we look ahead to Q4, most of that is stemming from renewals. As I mentioned in my prepared remarks, we are taking a more prudent approach here to how we guide on that portion of our revenue not yet booked, just given the continued macro uncertainty but we feel really good about where that number is for now.
Samir Patel: Got it. Appreciate that. And then one quick question. Just looking at your 3Q guide, it looks like you’re kind of — you kind of mentioned that you’re guiding to EBITDA margin of around 48%. I guess my question first is, should we see another step down in OpEx on a dollar basis in 3Q? And then related to that, I guess, what is keeping the year-over-year margin relatively flat given the recent restructuring?
Anna Bryson: Sure. So Q3 is the largest sales quarter. Clients are deploying about 65% to 70% of their annual budgets in Q3. So it in the end becomes our largest bonus and commissions quarter as well. So you typically will see a step-up in OpEx between Q2 and Q3 and we expect that to be similar this year. As I mentioned before, we’re also continuing to invest in our business and our new client portal. And even with this investment that we’re seeing, we’re guiding to record margins in Q3. So this over 48% margin is a record margin for us in Q3 and we feel really good about where EBITDA is.
Operator: Your next question comes from the line of Jessica Tassan from Piper Sandler.
Jessica Tassan: Congrats on the really exceptional results. I wanted to ask just about the robust growth in productivity suite users. Can you help us understand if outside of point of care, are you guys monetizing those users with things like education embedded and scheduling or the point-of-care tools just driving more utilization of the news feed?
