James McCullough: So, actually, I’m glad you brought this up. I’m glad you brought this up, Mark. It is not a contract sales organization. In fact, we’ve had a relatively negative reaction to contract sales over our careers. And especially when you are looking at a new product like KidneyIntelX, which needs to be marketed in a very specific way, simple way, but a very specific way, you need to have dedicated to sales resources. So, the EVERSANA for us allows a couple of things. One, they bring a significant infrastructure in place in a network which allows us to get access to qualified sales people much more quickly than we could on our own. It allows us to understand all the salespeople and characterize them before we put them in the field because they have the ability to screen and evaluate those salespeople in a very sophisticated way.
But these are salespeople that are 100% dedicated to analytics. So, it’s not a contract sales force that’s carrying multiple things in the bag. These folks are coming in as dedicated people for KidneyIntelX. And the anticipation is that they will actually convert into W2 employees of Renalytix. So, EVERSANA allows us to accelerate that hiring process and put resources where we now have significant developing insurance coverage, a supermajority concept and in populations where there’s a lot of diabetes and kidney disease, and it just made sense for us to do it. We’re starting out small, so we’re looking at two regions to deploy. I think it’s — we’re starting out with a total of — I’ll let Tom comment on the scope, but it’s — we’re not going wild here.
Let’s get resources in place, demonstrate a specific ROI that we can achieve and show it. And then, now we have a model to start expanding and scaling more rapidly with increasing insurance coverage, and we’re sure that the model works. Tom, do you want to comment further?
Tom McLain: Thanks, James. Yes. So Mark, EVERSANA didn’t get to be the leader in this area, and they are the leader worldwide without offering a continuum of options for companies. And in the case of Renalytix, Renalytix is involved in the hiring of the account execs into these territories. We make the decision as to whether they are appropriate for the business we have. EVERSANA is a part of that recruiting process. Those EVERSANA account execs will report to a Renalytix regional sales director, and they are members of the team. And so, everything that EVERSANA brings into Renalytix that gives us the power of a much bigger company when we’re a very small company in terms of learning management and other capabilities that we wouldn’t be able to afford for another three years or five years, that’s going to be made available to our entire sales force.
So, this is not a contract sales relationship. This is going to be one where it is highly synergistic. We can think of this as a combined sales force and the value that both Renalytix and EVERSANA will bring in commercialization. It’s a true partnership here. These are KidneyIntelX account execs, whether they get a paycheck from Renalytix or a paycheck from EVERSANA at the end of the day. In terms of focus, we have identified three key markets in Texas and three key markets in Florida for launch of KidneyIntelX with all of the outcomes evidence, the payer commitment, the regulatory demonstration that it is a reliable, repeatable technology, those markets that will be key to showing that with everything we have learned that we are in a position now that we can, with our messaging with all of the tools that Renalytix and EVERSANA bring that we can accelerate our development into new markets.
