Operator: The next question is from Stan Berenshteyn with Wells Fargo Securities. Please go ahead.
Stanislav Berenshteyn: Hi thanks for taking my questions. I’d love to get an update — I’d love to get an update on your MaxEnroll product. I think it’s probably been out for a year or so, if I recall correctly. I’m just wondering how widely has it been adopted by your clients, and do you have any sense how much of your member growth this past year could be attributed to MaxEnroll? Thanks.
Jon Kessler: Yeah. We began to address this, I believe in the well, we talked about this somewhere now, I don’t know where, so I guess I probably should hear. So sorry, I got the — I heard beats there for a second. So Stan, the way we’ve approached this, first of all, for as a reminder for everybody MaxEnroll is a product that is really about addressing not just our existing HSA members, but would be members in HSAs. And in addition this year we also applied it to a portion of our — or applied this technology portion for our FSA population. And we’ve had the greatest penetration of this product within what we call our managed client base. So this is our groups roughly 500 of them that have a name to account executives and the like, and I think that’s appropriate and then we have a more, I’m going to call it generic version of the product that is available for download and so forth that our smaller groups can use and, I think we did well this year.
We’re still, I would say in the — we may be beyond the nail it and now in the scale at stage, but we’re still in the early part of the scale at stage of this thing and there are good reasons for that. We still have, I think, work to do to make the product truly effortless for our clients to have it more deeply integrated. What we found this year was where we did the best was where we were more deeply integrated in terms of data with other things that our clients were doing within open enrolment. So, where we understood precisely, where from a data perspective we could understand precisely what their open enrolment dates were, when things would begin and end. And so we could show people timers and those kinds of things, which seemed trivial, but they created more immediacy about action, and that was extremely helpful where we understood what our clients were trying to do in terms of the pricing of their various health plans.
And so we could speak that language within this stuff or give them the tools to do so. That was extremely helpful. So, I think we did reasonable well — so we did well this year. There’s more gain to be had. And from the second part of your question, which was how much of this thing contribute? I think I’ve estimated elsewhere that if you look at the gains that we got from existing clients that were over and above what we might have expected without this product it probably gave us, somewhere between 50,000 and 100,000 new HSA openings over the course of this cycle. And that’s probably maybe a little bit of an exaggeration because, obviously there’s some favourable selection with these clients where people who are really interested in, in growing the HSA base are more likely to really get aggressive with this and use it to its fullest extent, but you kind of get the idea.
So it was an absolutely a material contributor to the over performance that we saw this year on a year-over-year basis.
Operator: The next question is from Sandy Draper with Guggenheim. Please go ahead.
