Q3 2022 Definitive Healthcare Corp Earnings Call
Good morning afternoon evening, and welcome to the independent of healthcare third quarter 2022 earnings call.
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This is Ken.
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I would now like to turn the conference over to David Samuels, Chief Legal Officer. Please go ahead.
Good afternoon, and thank you for joining us today to review definitive Healthcare's third quarter 2022 financial results. Joining me on the call today are Robert Musselwhite, CEO , Jason <unk>, founder and executive Chairman and Rick Booth, our CFO .
During this call we will make forward looking statements, including but not limited to statements related to our market and our future performance and growth opportunities the benefits of our health care commercial intelligence solutions, our competitive position customer behaviors, our financial guidance, our planned investments and the anticipated impact of the COVID-19 pandemic and global.
Macroeconomic conditions on our business results and clients and on the health care industry generally.
Looking forward statements are made pursuant to the safe Harbor provisions of the private Securities Litigation Reform Act of $19 95.
Looking statements involve a number of risks and uncertainties, including those discussed in the risk factors section and elsewhere in our filings with the SEC actual results may differ materially from any forward looking statements. The company undertakes no obligation to revise or update any forward looking statements to reflect events that may arise. After this conference call.
As required by law.
For more information please refer to the cautionary statements included in the earnings release that we have just posted to the Investor relations portion of our website. Additionally, we will discuss non-GAAP financial measures on this conference call. Please refer to the tables in our earnings release on the Investor Relations portion of our website for a reconciliation of these measures to their most directly.
Comparable GAAP financial measure with that I'd like to turn the call over to Robert.
Thanks, David I would like to thank all of you for joining US. This afternoon to discuss definitive health Care's third quarter results on today's call I will review, our third quarter results offer some perspective on what we're seeing in the market and provide a few examples of definitive health care's differentiated value proposition and then Jason will highlight some of our latest product innovations.
Let me begin by providing a high level overview of our financial performance. We once again delivered an attractive combination of strong topline growth and substantial profitability revenue.
Revenue exceeded the top end of our guidance range and adjusted EBITDA was at the top end of our range a clear demonstration of our highly efficient business model.
Our total revenue was $57 $4 million, which represents 33% year over year growth.
And our adjusted EBITDA was $16 $4 million, which translates into a 29% margin.
We signed important wins with new and existing customers in each of our core markets life Sciences providers health care I T and diversified.
We launched several important new innovations, including our new monocle expert data product and our new passport Express product.
We made good progress on the continuing integration of analytical wizards into definitive healthcare and we delivered all of these results in a market that has grown increasingly challenging.
While the quarter's results were solid the macro environment is having an impact on our commercial performance.
<unk> on the trend we saw last quarter deal cycles continued to elongate as customers implemented more stringent approval processes or pushed out final decisions to later periods.
And while in Q2, we saw this behavior, primarily among new customers in Q3. This trend expanded to also include upsells to existing customers.
Also it became clear during the quarter that we saw this trend more often with our life science prospects and customers and our provider prospects and customers both being segments, where companies are facing their own set of macro challenges.
Based on what we've experienced in the recent quarter and what we are hearing from our customers and prospects. We think it is prudent to assume that the selling environment remains the same or even deteriorates further in the fourth quarter and into 2023.
While we remain confident in our ability to achieve our 2022 targets of 33% revenue growth and 29% adjusted EBITDA margins current economic trends will impact our revenue growth rate in 2023.
Rick will provide more detail in his section later in this call.
At the same time, we remain confident that growth rates will improve when the macro environment improves for several key reasons.
First we are a must have solution for clients growth and expansion, which is their most important endeavor coming out of a downturn.
As market conditions improve we expect that clients first dollar spend will be on driving their own growth and expansion just as they did coming out of the first wave of Covid.
The past decade has seen more automation and an explosion of data driven digital tools used by sales and marketing teams.
There is more data available than ever before about buyers and more pressure for sales and marketing teams to optimize every dollar spent.
All of this commercial intelligence help sales and marketing teams become more efficient and determining what prospects the target when to target them in the exact message that will be most effective.
Definitive health care's ability to bring this data together with a full contextual view of how best to align their sales marketing business development regional expansion and M&A make our commercial health care intelligence, a must have for companies as they began reinvesting in growth.
Second our sales pipeline continues to grow.
Customer and prospect interest in the definitive healthcare platform has never been higher as our pipelines have grown to all time high levels across all our customer segments.
Our unique health care commercial intelligence enables customers to accelerate commercialization of their drug medical device technology or any product that they want to sell into the health care market and that drives continued interest in our platform.
Sales and marketing teams from all segments continue to express interest in definitive healthcare as a growth tool and we continue to see a strong volume of inbound leads.
And third our competitive differentiation continues to get stronger or.
Our definitive idea remains the industry standard for mapping all the relationships across the healthcare ecosystem, the very knowledge that companies need to sell in an increasingly complex market.
And we believe no one else can deliver the unique value and intelligence that we do by combining data from literally thousands of sources and then running proprietary analytics on top of it.
As we continue to invest in data science and artificial intelligence, we're creating new and unique data elements and new algorithms that we put into new products and use to improve existing products, thus, making us even more of a must have product as companies look to grow their way out of the current challenging environment.
When you combine all of these factors with an estimated $10 billion or more addressable market that definitive health care is helping define it becomes clear why we are confident in our ability to deliver on our long term growth objectives.
To underscore why our platform remains highly appealing to our clients I would like to walk through a couple of examples it explained the unique definitive healthcare value proposition.
One of our key Differentiators is the ability to integrate our proprietary referenced an affiliation data with medical claims and pharmacy claims.
We believe we are the only solution provider that offers these data and analytics in an on demand SaaS environment, where clients can get answers in minutes instead of waiting months for a customized consulting report.
Our platform enables customers to cut and re cut their analysis on demand, adding or subtracting providers ICD 10 codes or facilities.
As a result customers can get immediate actionable intelligence about their target market that enables them to effectively build and activate sales strategies and adjust as the market changes.
Let me give you. An example, let's assume that we have a client with a new drug targeting metastatic lung cancer and they want to know how many patients in a specific integrated delivery network have this disease.
I'm using real data from the definitive health care platform here, but I'll keep the name of the integrated delivery network confidential.
If we look only at all relevant claims filed by health care providers in this idea and we'd see 6566 patients who were treated in 2021.
However, this number grossly exaggerates the actual number of unique patients cancer is a complicated disease to treat and most patients see multiple doctors in several locations using.
Using our proprietary reference affiliation location data, we see that the true number of patients with metastatic lung cancer in 2021 at this IDM is 744.
If this client had used only claims data than they would have overestimated the number of patients by nearly 10 X. The.
This type of intelligence is critical for sales and marketing teams to accurately identify the ideas with the most acute need for their drug device or product.
And it is just one of many examples of how we uniquely deliver highly accurate and targeted and differentiated insight to our clients.
Here's another example of the power of our reference affiliation and location data.
Let's look at a client that run sales operations for a medical supply company it needs to map out the best territory coverage plan to optimize their limited sales force.
They want to know not only which physicians are affiliated with which health care organizations, but also where these doctors physically practice each day, so that they can send their reps to the correct location.
In this scenario the client targets, a large physician group from Texas again, we're using real data from the definitive healthcare platform, but we'll keep the name of the group confidential.
This group has a total of 820 physicians practicing across 250 locations.
Of these 250 locations in the physician group only 64 of them have a national provider idea associated with them.
Which means without definitive health care's proprietary affiliation and mapping data you'd never even know that 186 of these locations are part of the group.
On top of that only 17 of these 64 locations actually file claims.
So if a client where did your pure claims based analysis for territory planning then they would miss 233 out of 250 of these physical locations that they needed to target.
In addition, due to centralized billing 72% of the claims go through one location, even though the doctor's filing those claims are practicing at another physical location.
So if the client center sales rep to the location with the most claim volume odds are that it'll be sending them to a billing office and not a location where the doctors are actually treating patients.
We believe that only definitive healthcare has the unique ability to connect claims data with the relationship data to paint an accurate picture of which doctors seeing which patients at which physical location.
And this is due to the 10 years of effort, we put to build the aggregation methodologies linking and cleansing technology and data science to build this view of the health care ecosystem that only we have.
These are just two examples of how our health care commercial intelligence works.
What is most important to us is how our proprietary data and analytics translates into our customers' commercial success.
Here are a few real life case studies.
Health care stars, a locum Tenens staffing company improved client acquisition by 32%.
Contact professional a manufacturing company for cleaning supplies grew its health care business by 130% in one year.
A nonprofit pediatric health care system identified the 650 sites of care that had the most leakage in their system by better tracking the patient journey.
Spear, a cloud based vertically integrated software and payments technology company increase its enterprise deal flow by 15%.
And a leading pharmaceutical company saved $10 million by accelerating clinical trial enrollment and achieved FDA approval 12 months earlier than anticipated.
In addition, we continue to receive outstanding feedback from our customers that explained how our health care commercial intelligence as part of their daily business and is an important tool to help them drive growth and.
And we have nearly 40 client case studies that highlight this direct feedback on our website.
Finally, before I hand, it over to Jason to talk about our innovations in the third quarter I wanted to quickly highlight several exciting deals that closed in Q3.
We had a multi year seven figure Monica win at an existing definitive healthcare medical device customer.
This long time customer needed intelligence around key opinion leaders to better inform their product development process mulch.
Multiple monocle products will be implemented including expert insight engage and the new expert go mobile app.
One of the largest global specialty generic pharmaceutical company signed a multi year enterprise deal for our passport analytics suite to improve their market segmentation and analyze their marketing spend to ensure to spent most efficiently across their different generic brands and channels.
One of the world's largest manufacturers of breastfeeding pumps and supplies signed a significant upsell deal Tad medical claims and data integration services to their existing view data products.
This company uses definitive healthcare to better understand total addressable market improved segmentation and gain visibility into physicians and <unk> data.
And finally, the leading international manufacturer of commercial ice machines chose definitive healthcare to identify hospitals and ambulatory surgery centers that could use their machines.
Now I'd like to hand, the call over to Jason to talk about product innovation in the third quarter.
Thanks Robert.
Our innovation flywheel continue to spend in the third quarter of particular note. We shipped passport Express in August just six months. After we closed the acquisition of analytical Wizards.
Passport express integrates a comprehensive analytics bill by analytical Wizards with the proprietary data from definitive healthcare.
Passport express delivers fast and easy access to off the shelf healthcare commercial intelligence, enabling biopharma companies to better understand treatment pathways brand behavior and market share.
For any given therapy area within passport Express we've extracted mission critical proprietary data from our commercial intelligence platform, including medical and prescription drug claims physician affiliation information and health care provider reference data.
These data are then populated into the analytical wizards environment, where customers can instantly query flexible dashboards and powerful visualization tools to quickly get answers to their questions.
The integrated data and analytics and passport express practically eliminates the research requirements and timelines traditionally required for commercial teams to starts real world data normalized in Lincoln and then build analytical models on top saving a months of time and getting them to incite more quickly than they've been able to in the past.
This is the first of what we expect to see many innovations to come that will combine the power of the highly proprietary definitive health care data with the best in class commercial analytics platform that analytical Wizards has developed the market interest in passport Express has been very high.
Also in the third quarter, we shipped a new expert data module.
This improves the productivity of medical science liaisons and internal medical affairs teams by providing a seamless way to integrate our proprietary expert data with our clients' internal systems.
Available in two additions it can be added to the clients expert insights subscription to create a single enriched and updated view of experts with whom our company works extra.
Extra data can improve our clients master data management reporting enables custom analytics around coal utilization.
Finally, we continue to invest our core definitive healthcare platform, we delivered several new features throughout the quarter.
I'll highlight a few of those which are part of our continued efforts to help our clients across the entire health care ecosystem deal with a significant labor shortages that are taxed in the entire system.
First our new locum tenants analytics to determine which physicians are working temporarily at a given facility.
Based on our proprietary algorithm this new metric analyzes a physician's recent billing activity and network affiliation to predict locum tenants status.
With this metrics clients can better segment and target the 75000 locum tenants physicians working in a temporary capacity at a hospital. This is a critical piece of information given the current staffing charges in the U S health care system.
As you might imagine Stefan is a very fast business when a health care organization is the need for short term staffing. It is immediate and it must be filled very quickly to maintain operational continuity.
With this expanded dataset, our clients can segment and target locum tenants physicians with a click of a button, placing candidates faster and improving patient care.
Second new skilled nursing facility profiles that provide insight into the staffing turnovers totals for each facility, including nursing staff registered nurses and administrators.
The data on more than 15000 skilled nursing facilities users can now identify which facilities have the most turnover compared to state and national averages and then assess the quality of care at a given facility.
Our platform now offers more than 25 different quality metrics for skilled nursing facilities.
Understanding the staffing turnover at facilities helps our clients determine who to target and how do uniquely position their solution your service.
For example, staffing companies would be interested in this data to identify facilities with high turnover or who are below state averages.
They can fill open positions with qualified candidates in.
In addition, they can use these turnover totals in conjunction with other data like quality metrics to try to identify the root cause of the turnover.
These are just two examples of the new data science based insights that we're continuing to add to our platform and should give you a sense of how we are constantly innovating and adding to our health care commercial intelligence to meet the evolving needs of the industry.
Despite the broader macroeconomic headwinds, we continue to invest across our entire platform because we know that definitive healthcare offers a growth engine for sales and marketing teams across all industries.
As Robert mentioned when the economy begins to turn we believe customers have demonstrated that they will seek out our solutions to accelerate their commercial growth.
I would now like to turn to Rick to walk through definitive healthcare's financial performance in more detail.
Thanks, Jason.
Organic innovation and execution as pro forma organic revenue growth was 27%.
We ended the quarter with 504 enterprise customers.
Which we define as customers with at least 100000, a RR. This was an increase of 127 enterprise customers were 34% year over year.
And an increase of 18 enterprise customers from the previous quarter.
As a reminder, these customers represent the majority of our air and are a key focus of our go to market programs are.
Our total customer count, which includes smaller customers with 3022 at the end of Q3.
Up from 2000 and 769 in Q3 2021.
Overall.
Economic conditions were more challenging in Q3 than they had been in Q2.
From a sales and new bookings perspective deal cycles continued to extend especially in life sciences and providers.
Up sell deal cycles are extending as well.
But despite these headwinds we believe the expansion opportunities remains strong.
Even if realization is slightly delayed in this environment.
Gross profit was $58 million up 35% from Q3 2021.
<unk> margin of 88, 5% increased 93 basis points from Q3 2021 as our prior year investments in prescription claims data scaled.
We invested in additional data sources earlier this year and we expect to see approximately 200 basis points of temporary gross margin compression in 2023 as those sorts has come online early in Q1 2023.
Sales and marketing expense was $18 $9 million up 38% from Q3 2021.
As a percentage of revenue sales and marketing expense was 33% of revenue up 100 basis points from Q3 2021.
The year over year increase is a result of investment in our go to market organization.
Is expanding our digital marketing capabilities and building out our sales and customer success teams as well as the addition of analytical Wizards.
Product development expense was $7 million up 58% from Q3 2021.
As a percentage of revenue product development expenses were 12% of revenue up from 10% in Q3 2021.
Investing in our platform and using our existing datasets to launch or enhance multiple products is a highly effective and efficient way for us to increase the value we deliver to customers.
Robert and Jason touched on some examples of these earlier.
And we will continue to invest in the multiple opportunities we have identified on our long term product roadmap.
G&A expense was $8 $8 million up 61% from Q3 2021.
As a percentage of revenue G&A expenses were 15% of revenue up from 13% in Q3 2021, when we had only two weeks of public company expenses in our results.
On a sequential basis.
G&A was up $1.8 million, including an increased reserve for bad debt expense.
We expect to see continued leverage from G&A.
Because these costs are relatively fixed as well as due to ongoing efforts to lower administrative costs.
Operating income was $15 $7 million up 14% from Q3 2021.
As a percentage of revenue operating income was 27% of revenue compared to 32% in Q3 2021.
The year over year change in margin is related to three key investments.
First.
Approximately 100 basis points of continued investment in sales and marketing.
Second approximately 200 basis points of innovation and investment in product and development.
Third approximately.
Approximately 300 basis points of public company and other G&A costs.
Adjusted EBITDA was $16 4 million, a 14% increase from Q3 2021.
As a percentage of revenue adjusted EBITDA was 29% of revenue compared to 33% in Q3 2021.
Due to the investments and public company costs outlined earlier.
Net income in Q3 was $8 $9 million or six cents per diluted share based on 155 5 million weighted average shares outstanding.
Turning to cash flow definitive high margins upfront billing and low capex requirements provide substantial free cash flow generation.
We focus on trailing 12 month cash flows due to seasonality.
Operating cash flows were $44 million on a trailing 12 month basis.
Up 48% from $29 $7 million in the comparable period a year ago.
Unlevered free cash flow was $67 $4 million on a trailing 12 month basis.
14% from the comparable period a year ago.
Unlevered free cash flow was 32% of revenue on a trailing 12 month basis.
Effectively converting more than 100% of our trailing 12 month, adjusted EBITDA of $59 $8 million into cash.
On the balance sheet, we ended the quarter with $350 million in cash and short term investments.
With only $268 million of debt and with our strong profitability and cash flow, we are well positioned to fund both organic and inorganic growth initiatives.
Current revenue performance obligations of $159 7 million were up 24% year over year.
And total revenue performance obligations were up 19% year over year.
Deferred revenue of $84 3 million was up 20% year over year.
You'll note that C. R. P O and deferred revenue grew more slowly than revenue.
C. R. P O grown at the same rate as revenue.
It would be $11 $6 million higher as of the end of Q3.
This difference is composed of both normal seasonality.
And then longer booking cycle that we've been discussing.
Moving now to guidance for Q4, while demand remains strong we believe it is prudent to assume that Q3 conditions extend through the fourth quarter as well.
Assuming this is the case in Q4, we would expect total revenue of $58 million to $59 million.
For a median growth rate of 26%.
non-GAAP income from operations of $15 million to $16 million, adjusted EBITDA of $16 million to $17 million or 28% median EBITDA margin.
non-GAAP net income of $6 million to $7 million.
<unk> <unk> to <unk> per diluted share on $156 5 million weighted average shares outstanding.
For the full year 2022. This translates into full year 2022 revenue guidance of $220 million to $221 million for median growth rate of 33% of which approximately 26% will be organic.
We're tightening our ranges for adjusted operating profit adjusted EBITDA and adjusted net income.
Adjusted operating profit is now expected to be between 59 and $60 million.
Adjusted EBITDA is now expected to be between <unk>, 63, and $64 million for full year media margin of 29%.
Which has seen insistent with our previous guidance.
And adjusted net income is now expected to be between 30 and $31 million and earnings per diluted share are expected to be between 19, and 20 cents on 155 3 million weighted average shares outstanding.
Turning to the outlook for 2023, we don't formally guide for 2023 until our fourth quarter earnings call in February .
But I do want to make some high level remarks, now to help investors begin to think through the future impacts of current pipeline friction.
Given our business model.
We will come back with more precision in February once we have seen our year end bookings.
Our subscription revenue model means that the trends that we have already experienced in year to date bookings will have an impact on 2023 revenue growth.
It is too early to fully quantify projected 2023 results because they were also heavily informed by Q4 bookings, but if the conditions. We saw in Q3 continue through the end of the year and through 2023.
2023 revenue growth would be in the mid teens or approaching 20% with some improvement in conditions.
Nonetheless, we are a company that has always valued our balance of growth and profitability.
Accordingly, even in a difficult market, we were able to selectively invest in the very highest priority innovations that will position us for long term growth as the market returns to a more normalized state.
Given this you should expect full year 2023, adjusted EBITDA margins to be similar to our Q4 adjusted EBITDA margin of 28%.
Temporarily delaying our planned adjusted EBITDA margin expansion by approximately a year.
More specifically this outlook encompasses four major cost drivers.
First the and utilization of existing geared to date hiring.
Second the gross margin impact of the new data sources coming online early in Q1.
Third the impact of cost of living increases on employee wages.
And fourth selective investment in the very highest group's priorities.
These costs will be partially offset by continued efficiencies and costs not directly associated with revenue growth.
So to summarize Q3 was a solid quarter for definitive healthcare, despite current economic headwinds and uncertainty.
We are well positioned for the long term because we have developed a clear leadership position in a large and attractive market.
And we believe will support high levels of predictable revenue growth.
Profitability and capital efficiency.
I look forward to updating you with more specifics in February .
And with that I'll hand, it back to Robert for a few closing thoughts before we take questions.
Thanks, Rick before I open up the call for questions I want to take a moment to welcome John Mac to the definitive healthcare leadership team as.
As you likely saw from the press release. This afternoon, John has joined definitive healthcare as our new president with responsibility for product management engineering corporate strategy and M&A.
I've worked with John at both the advisory board and adopt them and I'm thrilled that he has decided to join me here at definitive health care.
John has a keen strategic mine and decades of health care industry expertise and I'm sure he's going to make a significant contribution to definitive health care and help us execute on our robust growth strategy.
Speaking of our team are fantastic group of employees continues to do a tremendous job carrying out our mission, while creating a great culture for which we continue to receive strong external recognition and awards.
Just in Q3, we were named a top charitable company in Massachusetts by the Boston Business Journal, and we received a national Stevie Award for employer of the year and the health products and services category.
We were also recently named a tech top 50 winner in the categories of business accomplishment and social responsibility by the Massachusetts Technology leadership Council.
I'm extremely proud of our whole definitive health care team for their hard work every day on behalf of our customers and their deep commitment to improving our communities.
I'll finish by reiterating our confidence in our ability to generate strong growth at scale overtime.
While our near term commercial performance is being impacted by the challenging economy customer interest remains robust and our business remains highly profitable with strong cash flow and tremendous scalability.
We have clearly established health care commercial intelligence is a large growing and strategically important market in which we are tremendously well positioned for years to come.
Our solutions help customers drive profitable growth across all stages of the health care market in a way that we believe nobody else can.
With that we will now open the line for your questions.
We will now begin the question answer session.
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At this time, we will pause momentarily to assemble our roster.
Our first question comes from Craig Hallum back with Morgan Stanley . Please go ahead.
Yes. Thanks.
Color on 2023 at least early thoughts.
I know Q4 will also shape kind of net dollar retention as you think about 2023, but any early thoughts there as well in terms of how net dollar retention is shaping up.
What that means in terms of how you're thinking about next year.
Yes, net dollar retention as you know is heavily impacted by Upsells were starting to see some impact there. So we'll burst no at the end of Q4, but right now I would expect it to come in.
And at an overall level somewhere around 2019 level.
And perhaps at a slightly greater impact would be.
Enterprise customers because those are heavily concentrated in.
Technology and providers, well actually let me restate.
Biotechnology and providers have a higher concentration of enterprise customers because.
Because we have enterprise customers across all our verticals.
Got it got it and then just as a follow up I know the here theres been a lot of investments in sales and marketing and just how you're thinking about that now in a more difficult backdrop and then how you plan to kind of modulate that going into next year.
Yes, we will of course look at that carefully and be sure that our investments are tailored against the highest leverage growth opportunities.
Do that every year, but obviously this year would it be careful do them next year and put our investments where the most important growth opportunities are I do want to stress that we're not stopping investment we really are continuing to invest in the areas, where we see growth and we're continuing to grow very rapidly across all of our client segments. So.
I'm not anticipating that being a time, where we're really pulling back on sale just a question of being very targeted in where we put additional dollars against our commercial activity.
Got it thanks.
Our next question comes from Joe <unk> with Baird. Please go ahead.
Great.
Thanks.
Maybe a question on the broader span and layer that Sam.
I suppose those question is specifically aimed at life sciences, but earlier today.
We heard from Vivat there.
Their investor day, just talking about how kind of the broader environment.
CNS hasn't really changed in the last 90 days. So do you think this is maybe a function of just a little bit different exposure for you.
A case that maybe spend as temporary and related happening elsewhere.
Has there been any change in kind of the overall pipeline.
Yes.
It's a great question I can't really speak for Veeva I do know that we.
We tried to be indirect and direct and candid in all of our street communication.
So it may be that they had a lumpier quarter.
What's behind your question a little bit.
The fact that we look at out their win rates have remained consistent.
You see very strong demand from our customers across all segments, including in the segments that you're a little more challenged right now and that includes biotechnology.
We've seen pipelines at the highest level ever.
So it's really a question we're not feeling like there is anything different going on competitively. We're just feeling like we'll continue to take longer to close and have more process put in that are keeping us from closing the typical amount of deals that we have in.
A particular quarter so.
Our sense is we felt tons of demand for what we're doing and clients really want to do it they're just being held back and a lot of cases by additional processes and additional approval step.
Okay. Thank you.
Our next question comes from.
With Barclays. Please go ahead.
Okay, Great Hey, guys. Thanks for thanks for taking my questions here.
Robert maybe just maybe just to start with you.
On the back of that last question I was wondering if you could talk a little bit about the competitive landscape a little bit.
<unk> got a lot of proprietary data we hit a lot of the examples but I'm curious if you've seen customers consider other options, whether whether thats third party providers like an IQ via or Aviva or maybe even even doing something in house. I know you spent a lot of time with customers. What are you sort of hear on.
On the competitive landscape.
Yes, I tend to think about competitors in two broad buckets.
Before I, even start talking about competitors I want to remind you as you know.
We're very differentiated like no one else can do what we do because we have this proprietary map of the health care ecosystem and the references and affiliations data when we add new data sources like claims, which a lot of other people have we added to our proprietary data and enables new use cases that no one else can fulfill and so when we think about.
<unk> competitors and see others out there in general people will bring us in.
Whether or not they have other sources of information. So the one example, I give is on our diversified segment a lot of people who use lyft vendors.
Things like zoom info, where they might do something like that across the industry.
He'll bring definitive end to help with their health care focused sales and marketing efforts because we're so much deeper in health care than anyone else out there we enable use cases for them and help them grow their business more effectively in health care than anyone else out there.
On the on the life science side, particularly in Biopharma, we do see some of the companies you mentioned.
In general if I look at like say Aviva Aviva is still primarily a CRM and so clients will oftentimes work with us for our data again, it's very unique data and then load that data into their CRM to make them more effective. So we tend to have a much more symbiotic relationship in those situations.
Most clients in the space have worked with our work with <unk> in some way shape or form, but that still doesn't prevent us from coming in and developing very strong relationships again, because our data is unique and our data tends to satisfy use cases that really require understanding the mapping of the ecosystem and the references and affiliations.
Inherent there.
So.
Yes, we always fight for every deal and every once in a while someone might compare us and stack it up against someone else. When we generally win on our on our independent value proposition because we're unique relative to those others.
Got it got it that makes a lot of sense, Rick maybe maybe for you.
I was curious I understand that this quarter, we start to see a little bit of impact onto the upsell sales cycles as well, but I was wondering if you could just talk about kind of broad brushes what percent of the business kind of comes from from new logo business and ups.
<unk>, if you can disclose but I guess, the net retention from existing customers. So far has been pretty solid new business of course is the one that has the potential to be most impacted by the macro how big is that either on a bookings or billings basis, and do you feel comfortable that we've sort of reached a low enough point, where you feel that part of.
Our forecast has sort of been derisked.
Well, we have we are prudently assume that new business will be a smaller percentage of our growth in 2023.
We won't formally guide 2023 until our February call after which we will have seen the Q4 renewals.
But we've tried to be prudent there we've assumed.
In our in our base case scenario that.
Q4.
All of 2023 look like Q3.
Very helpful. Thanks, guys.
Sure.
Our next question comes from David Grossman with Stifel. Please go ahead.
Alright, thank you.
So if I could just kind of follow up a little bit on your.
Prepared remarks.
In the context.
The high level thinking about next year and thank you very much for that by the way that we're actually very helpful.
Did I hear you right.
You said if things stay the same that we grow mid teens, and if things get modestly better.
It would be closer to 20%. So can you help us maybe understand.
Or do you see the leverage point from a revenue perspective is it more just growth in existing versus new logos.
Certain segments like kind of biotech just trying to understand what maybe some of the indicators we should be looking at that may have the most.
Kind of dynamic impact if you will on next year.
Yes, I think the Q4 quarter is super important quarter as we finalize our outlook on 2023 as you recall, we have a large number of renewals that occur in that.
At quarter.
I would also keep an eye on industry conditions, VW providers and biotechs.
Yes.
I would hope that this disruption is transitory.
Tried to be conservative.
Assuming that it last for the whole period, but those are some of the leading indicators that I would look at.
And as you think about again the margin profile next year I fully appreciate kind of the.
Desire.
Need to reinvest in.
Independent of the economic environment, given your highly profitable already.
Is there is a reason to think that that changes with better revenue growth or do you think.
Just based on where we are right now kind of margins or maybe even just modest margin improvement is the way to think about next year, whether we get kind of some late.
Of impacts that may favorably impact the revenue growth.
I think we've definitely got opportunities there let me just go one level deeper on thinking through the 2023 margin outlook. What we're assuming right now is that we have two existing data sources coming online in January .
And they're both related to claims information there are significant additions to our core capabilities. They will help us drive both innovation and additional business that takes about 200 bps of gross margin.
That's partially offset by efficiencies within X, we're cutting G&A expense.
And we're investing investing in a very targeted way and both sales and marketing and product development.
Got it.
Okay.
I'd just add that the dynamics of our model.
Generally growth is very profitable so as we inflect growth upward and we will do that as we emerge from this economic environment.
Plenty of demand pent up we feel like these are the $1st that people want to spend when they when they can because it spending.
Spending on growth.
So.
As those conditions improve as revenue increases we do have a lot of scalability inherent in the model.
Got it and just one last question if I can just in terms of the biotech and provider segments as a percentage of revenue.
Can you just update us or give us some kind of.
Guideposts in terms of how big they are as a percentage of revenue.
The two combined are between one third and one quarter of the revenue.
<unk>, but not the majority.
Got it great. Thanks very much.
Our next question comes from George Hill with Deutsche Bank. Please go ahead.
Yeah. Thank you.
Yeah, George Thanks for taking the question.
So we've been talking about.
Sales cycle getting longer at clients and markets.
The deal.
But are you seeing any pressure on pricing and if the conditions is where its going into next year is lowering prices and option to drive growth. Thank you.
We're not we're not changing our approach to pricing.
We're seeing some competitors that are doing that but we're focused on the long term.
Yeah.
Okay got it I have a quick follow up.
<unk> been hearing about hiring so you get the layoffs are a lot of tech companies.
Tell us eager to get now and do you expect it to help relieve the wage pressure you're seeing right now.
It's an interesting question about the labor market on the one hand.
We have seen those trends out there in the market as well.
On the other hand, there are still areas, where we felt like hiring has still been tight and can take awhile. So.
Our sense is that we.
We will continue to be do everything we can to remain a destination employer for talent, while being prudent and where we where we continue to make investments for the future.
Got it thank you very much.
Our next question comes from Jonathan Young with Credit Suisse. Please go ahead.
Hi, Thanks for taking my question, given where we kind of bar standing right now.
Possibly teetering on a recession I guess, how are your clients kind of thinking about that do they are they expecting that it does get worse or are they kind of going along with the status quo right now and that they're just on pause just trying to get a sense of if things do get worse.
They actually pull back or they kind of get to laid out longer just any color on what youre answering your own clients.
Yes, we've heard.
Pretty consistent.
Consistently from our clients that our buyers really want to work with us.
They feel stymied by internal processes and budget processes that have been put in place across the latter portion of this year.
Most of the conversations that we hear on this front has to do with this period.
So we hear a lot about whether or not they have the opportunity to persist and continue for this period or whether they are stymied. This period budget look like as in this quarter.
So our clients are not coming out and saying Hey, this is something that we're going to put on hold for another year. It's a question.
Leaks or a month here and there so that's what we've heard.
The other thing I'd remind you in just I think when when we look at where clients will spend than we've seen in the past is they want to spend around their growth. So.
Even in a tougher environment. These are the dollars that they would like to spend because they really do help our clients grow that's where our value comes it's where our solutions are targeted it's about driving increased sales or increase growth for our clients and so on.
Even in a tougher environment once there is.
Clarity and stability about where things are headed we feel good about our chances to.
We continue to win deals and get back to historical close rates.
Okay great.
Thanks.
Our next question comes from Ryan Macdonald with Needham. Please go ahead.
Hey, this is Matt Shea on for Ryan. Thank you for taking the question.
Appreciating that in Q4, it's a big renewal month, but are a big renewal quarter, but assuming that you guys have done some renewals over the course of the year wondering if you could kind of comment on how those renewals are going and maybe the upsell activity that you've been seeing with those renewals and then assuming that the upsell activity with the renewals has not been as strong.
As expected if you don't upsell during a renewal does that kind of box you out until the next renewal process or do you feel like clients can still add on additional modules maybe outside that renewal process that will help you still grow the number of modules with clients over time, despite the elongation of the sales cycle in the near term.
And <unk> was overall GTR was virtually unchanged Q3, 'twenty two versus Q3 'twenty one.
As Robert mentioned customers see real value in these solutions, there's more pressure on the upsell portion, but the good news is not getting an upsell at the assignment their renewal keeps the option open to continue to work and we believe there is a dynamic where it's just taking more time for the end users who highlighted.
Our <unk> solution to blow that up the chain through the executives.
I think that's a lever that we're going to be working as we move through the year.
Got it I appreciate that and then.
In a similar vein what that elongation of the sales cycle.
Similar things from other customers, but also heard some success from other.
The company is we've also heard some success, though with them using pilots to get into their customer account have them use the product and then <unk>.
Bring that up to their exact team and it's helping to smooth out the sales process. I know that's not something you guys are particularly fond of pilots, but our pilots or any other kind of go to market changes on the table as you kind of manage through this elongation.
Elongation.
I would say that of course, we're responding to the elongation as best we can so.
Things like training, our sales team to paint a broader map of potential client constituents and franchising them earlier in the process.
Frequent process management at the deal by deal level.
Being sure our materials reflect clear ROI, we have fantastic client ROI stories like I mentioned in my script on the website.
Can we be sure that our commercial teams are highlighting the potential ROI to client and while we don't do.
Pilot like you say, we can show a lot of the value through the site, we can sit down with the client and explain based on their business and the data they're looking for here is how we put data in their sales force and it's very clear where they get the value. So I think we do.
As good a job of that as we can in terms of getting clients and franchise.
And then positioning our product so that we're well set up to cross sell so.
For example in Biopharma, we have several solutions, we can sell it all at valley and they are all complementary doing a better job of showing all of that so that when the time comes in the budget opens up we're there for that opportunity. So I do feel like we're being responsive to the environment and.
Doing everything we can not doing things that don't make sense for the business, but doing things that should help.
Again as the approval processes open doors, we want to be right there ready to jump in.
Appreciate the color.
Again, if you would like to ask a question. Please press Star then one.
Our next question comes from Brian Peterson with Raymond James. Please go ahead.
Hey, good afternoon. This is Jonathan that carry on for Brian . Thanks for taking the question just be the one from us.
So you focused on M&A in the past and I talked about the success with analytical Wizards, but now kind of balancing evaluation compression with an increased focus on profitability.
The macro how are you thinking about investing for growth from here.
We continue to see M&A as a great lever for us.
Again, you mentioned Antical Wizards and you could go back to Monica will both have been really great capability additions to our portfolio and really good financial acquisitions for us and we're thrilled to have.
Both teams on board as part of what we can bring to market.
So we'll continue to look out there at companies that have that nice mix of an additional capability that we can add on.
As well as a good financial profile fast growing company.
Company that can approach our margins over time in the company, where we have a lot of synergy and taking their product out to our clients and putting their data capability onto our platform to enhance it.
And there are a lot of companies out there like that you mentioned as valuations pull in our experienced the private market always takes a little while to adjust two things going on in the public market. So.
We will continue to be prudent in terms of looking at what we might pay for certain assets, but.
We'll continue to be very active and I would expect it to stay on pace to do one to two deals per year.
In terms of other investment I mentioned earlier, we're being we're being prudent.
And want to be sure that we're tailoring investment against the highest value growth opportunities. So in an environment like this being sure that every dollar we're spending has a meaningful return associated with it.
We have a huge tam and great opportunity across clients and we think long term that will continue to develop products will continue to enhance our platform will continue to add new data sources, but we'll do that in a very.
Very careful investment environment to be sure it's tailored against the highest opportunities and the best opportunities.
Speaking of investments just wanted to remind people we have a very high LTV to CAC.
Which supports our efficient sales model and.
We also from a development perspective, the foundational data that we add to our single.
Our unified data is foundational and helps us spinoff additional innovations as well as increasing demand for the product. So it's an inherently efficient model in which we can be very targeted with our investments.
This concludes the question and answer session.
I'd now like to turn the conference back over to Robert Musselwhite, CEO for any closing remarks.
Thank you all for your attention I know Tonight.
Lots of calls so we appreciate the questions and we'll look forward to.
Talking with many of you and seeing many of you in the coming weeks.
Thank you very much.
The conference has now concluded. Thank you for attending today's presentation you may now disconnect.
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