Neil Chatterji: Hi guys, good afternoon and thanks for taking our questions. I guess you already fielded a lot of questions on the guidance, but maybe just there’s one more here. Just as we think about the — just the cadence of potential kind of incremental RWE deals, I guess, the first half or into the second half? Any color you can provide on your expectations for that and how that’s contemplated in the guidance and if that could present some topline growth acceleration or maybe upside in the back half?
Will Febbo: Yes, I’ll start and then I’ll pass it to Steve. But the good news on the growth is it’s not overdependent on that either, right? We’re not going all in on something that’s new and obviously showing traction. So, there’s some potential upside there from my view. But Steve, do you want to talk to the sort of the cadence of it through the year.
Steve Silvestro: Yes, happy to. As you’ve heard from Will and Ed, the pipeline is pretty robust for this particular portion of our portfolio. And so the sooner we close these deals, the quicker we can recognize the architecture. So, the component is architecture first and the messaging driven by the model. So, the sooner they launch, the more revenue that we can recognize. In terms of clocking of the deals, I think the first half will look pretty good in terms of closing out some additional RWE deals. And you’ve heard from that, we already have six live. So, those will continue to generate revenue throughout the remainder of the year. And of course, because they’re being driven by the models, the messaging will be more frequent higher volume, but more targeted. So, hopefully, that gives you a little bit more insight of two components.
Neil Chatterji: Got it. That’s helpful. And maybe if — I was just curious if you could just give us an update on kind of just the overall platform’s capacity at this time?
Will Febbo: Yes, no problem. We — obviously, we’ve talked a lot about channel. We spent the last five, six years building it out to really focus on the physician HCP that pharma finds it hardest to reach that connects and overlaps with specialty medications, which are complicated and expensive for patients. And we’ve done a tremendous job reaching that. Now, we have far more capacity than utilization right now that is underutilized still. It’s probably less than 30% is actually used in terms of our access. So, the good news on this is it’s a commercial execution year. We don’t have to bet any one big play on any one partner. That doesn’t mean we’re not going to add more partners, but incrementally, they won’t be as dramatic as years past.
And so we’re also expanding our focus on the other channels. So, omnichannel, right? Let’s not just deliver information to physicians when they’re a point-of-care, but let’s think of social, let’s think of all the other places where physicians are, and we can actually see them and track and measure. So, net-net, it’s just under 30% capacity and our utilization rather and lots of new channels in terms of the omnichannel approach coming to market this year.
Neil Chatterji: Great. And then maybe just one last one here for me. Maybe if you can just kind of give us a sense of how you’re thinking or how you expect marketing and digital spend to kind of trend here in the year with the COVID headwinds kind of in our rearview mostly?
Will Febbo: Yes, Steve, do you want to talk to that one?
Steve Silvestro: Yes, happy to. Thanks. Good question Neil. So, look, I think that everybody across the board manufacturing university is leaning into more digital spend. I think we’ve seen a ratcheting bath of field force investment. Most of those announcements have started to hit or will hit. I’m sure you guys have been tracking them. As Will said, the environment of digital spend is a little bit more cluttered this year, meaning 2022, coming into 2023 than it has been in years past. I think that’s largely because everyone saw it is such an attractive space. We had a lot of sort of small new entrants jumping in trying to get on board. The good news for OptimizeRx and other sort of established players is that those reporting requirements are now hitting.
And so the programs that are not delivering are getting turned off in these smaller competitors. And so that’s, I think, good news for the stable companies like OptimizeRx and others. And then I think in terms of leaning in to this general point-of-care, I think it’s expanding a lot more in terms of what point-of-care the definition is. We see now more companies leaning into following the doctor, which is not just in the EHR, but as Will as said, and you heard Ed say as well, giving the doctor the information that they need, where they are, wherever they are. And so that omnichannel play is something that every manufacturer is focused on. You’ll probably hear the phrase next best action used pretty frequently. And that really is a module that’s looking at where manufacturers should communicate with the physician as a next action and it’s data-driven.
We’re in a really good place in terms of that because right now, we’re the only business that’s got the ability to use an RWD-AI model at point-of-care that’s integrated to drive that and expect action in a real way. So, it’s a good position to be in, but excellent question. Thank you for it.
Neil Chatterji: Thanks. That’s it for me.
Operator: Your next question comes from Eric Martinuzzi with Lake Street. Please go ahead.
Eric Martinuzzi: Yes, I wanted to focus on the Q1 outlook here with the midpoint down about 11% for the quarter. That would be your third quarter in a row contracting. But I just wanted to focus on kind of January, February versus January, February a year ago. Anything — because I think — well, just the — how we finished out the year, obviously, the Q4 is — you guys came in pretty much what you thought you would do on the topline, but entering the year, anything different about those buyer behaviors in January and February, maybe versus a year ago?
Will Febbo: Steve, do you want to start?
Steve Silvestro: Yes, no problem. Hey Eric, good to hear your voice. We did see a little bit of slowing out of the gate in terms of RFP issuance. I think manufacturers were sort of aligning on where they wanted to submit RFPs. Having said that, we saw a plethora of RFPs come in more than we’ve seen in years past. So, the initial buying signs, as you’ve heard on this call, are very positive, leading us to kind of an optimistic full year view. But the clocking of that is a little bit pushed out. You heard us talk about the backlog, which I think we’ve probably shared that’s a degree of optimism that we universally feel given where we’re at. And so we’re not looking at it just in terms of Q1 projected performance, but full year and using that as our sort of our guiding with here on the year.
Eric Martinuzzi: Okay. But like the January, February, is there any kind of an uptick as of the end of February or beginning of March that baked into this minus 11% in the quarter.
Will Febbo: We generally–
Steve Silvestro: Go ahead.
Will Febbo: No, go ahead, Steve. It’s okay.
