Q4 2026 Phreesia Inc Earnings Call

March 30, 2026

Operator 2: Good evening, ladies and gentlemen, and welcome to the Phreesia Q4 Fiscal 2026 Earnings Conference Call. At this time, all participants are in a listen-only mode. We will provide instructions for the question and answer session to follow. First, I would like to introduce Balaji Gandhi, Phreesia's Chief Financial Officer. Mr. Gandhi, you may begin.

Operator: Good evening, ladies and gentlemen, and welcome to the Phreesia Q4 Fiscal 2026 Earnings Conference Call. At this time, all participants are in a listen-only mode. We will provide instructions for the question and answer session to follow. First, I would like to introduce Balaji Gandhi, Phreesia's Chief Financial Officer. Mr. Gandhi, you may begin.

Speaker #2: We will provide instructions for the question-and-answer session to follow. First, I would like to introduce Balaji Gandhi, Phreesia's Chief Financial Officer. Mr. Gandhi, you may begin.

Balaji Gandhi: Thank you, operator. Good evening, and welcome to Phreesia's earnings conference call for Q4 of fiscal 2026, which ended on 31 January 2026. Joining me on today's call is Chaim Indig, our Chief Executive Officer. A more complete discussion of our results can be found in our earnings press release and in our related Form 8-K submission to the SEC, including our quarterly stakeholder letter, both issued after the markets closed today. These documents are available on the investor relations website at ir.phreesia.com. As a reminder, today's call is being recorded and a replay will be available on our investor relations website at ir.phreesia.com following the conclusion of the call. During today's call, we may make forward-looking statements, including statements regarding trends, our anticipated growth, our strategies, predictions about our industry, and the anticipated performance of our business, including our outlook regarding future financial results.

Speaker #2: Thank you, operator. Good evening, and welcome to Phreesia's Earnings Conference Call for the fourth quarter of fiscal 2026, which ended on January 31, 2026.

Speaker #2: Joining me on today's call is Chaim Indig, our Chief Executive Officer. A more complete discussion of our results can be found in our earnings press release and in our related Form 8-K submission to the SEC.

Speaker #2: Including our quarterly stakeholder letter, both issued after the markets closed today. These documents are available on the Investor Relations website at ir.phreesia.com. As a reminder, today's call is being recorded and a replay will be available on our Investor Relations website at ir.phreesia.com following the conclusion of the call.

Speaker #2: During today's call, we may make forward-looking statements, including statements regarding trends, our anticipated growth, our strategies, predictions about our industry, and the anticipated performance of our business, including our outlook regarding future financial results.

Balaji Gandhi: Forward-looking statements are subject to various risks, uncertainties, and other factors that may cause our actual results, performance, or achievements to differ materially from those described in our forward-looking statements. Such risks are described more fully in our earnings press release, our stakeholder letter, and our risk factors included in our SEC filings, including in our annual report on Form 10-K that will be filed with the SEC tomorrow. The forward-looking statements made on this call will be based on our current views and expectations and speak only as of the date on which the statements are made. We undertake no obligation to update and expressly disclaim the obligation to update these forward-looking statements to reflect events or circumstances after the date of this call or to reflect new information or the occurrence of unanticipated events.

Speaker #2: Forward-looking statements are subject to various risks, uncertainties, and other factors that may cause our actual results, performance, or achievements to differ materially from those described in our forward-looking statements.

Speaker #2: Such risks are described more fully in our earnings press release. Our stakeholder letter and our risk factors included in our SEC filings, including in our annual report on Form 10-K, that will be filed with the SEC tomorrow.

Speaker #2: The forward-looking statements made on this call will be based on our current views and expectations, and speak only as of the date on which the statements are made.

Speaker #2: We undertake no obligation to update, and expressly disclaim the obligation to update, these forward-looking statements to reflect events or circumstances after the date of this call, or to reflect new information or the occurrence of unanticipated events.

Balaji Gandhi: We may also refer to certain financial measures not in accordance with generally accepted accounting principles, such as Adjusted EBITDA and free cash flows, in order to provide additional information to investors. These non-GAAP measures should be considered in addition to, and not as a substitute for, or in isolation from, our GAAP results. A reconciliation of GAAP to non-GAAP results may be found in our earnings release and stakeholder letter, which were furnished with our Form 8-K filed after the markets closed today with the SEC, and may also be found on our investor relations website at ir.phreesia.com. I will now turn the call over to our CEO, Chaim Indig.

Speaker #2: We may also refer to certain financial measures not in accordance with generally accepted accounting principles, such as adjusted EBITDA and free cash flows. In order to provide additional information to investors, these non-GAAP measures should be considered in addition to, and not as a substitute for, or in isolation from, our GAAP results.

Speaker #2: A reconciliation of GAAP to non-GAAP results may be found in our earnings release and stakeholder letter, which we furnished with our Form 8-K filed after the markets closed today with the SEC, and may also be found on our Investor Relations website at ir.phreesia.com.

Chaim Indig: Thank you for joining our Q4 and fiscal year 2026 earnings call. Fiscal year 2026 was a pivotal year in Phreesia's evolution, one defined by deliberate choices and disciplined execution. The decisions we made this year are the ones we made on our own terms, and we believe they will compound in our favor over the next several years and beyond. I want to start by recognizing the Phreesia team. Key product launches, client success stories, our largest acquisition, and our achievement of key financial milestones are among the accomplishments the team contributed throughout the year. I want to thank everyone on the team for their dedication to Phreesia's mission, vision, and values. This year, we crossed several critical financial milestones ahead of our internal targets. We surpassed $100 million in adjusted EBITDA. We crossed $50 million in free cash flow.

Speaker #2: I will now turn the call over to our CEO, Chaim Indig. Thank you for joining our fourth quarter and fiscal year 2026 earnings call.

Speaker #2: Fiscal Year 2026 was a pivotal year in Phreesia's evolution—one defined by deliberate choices and disciplined execution. The decisions we made this year are ones we made on our own terms, and we believe they will compound in our favor over the next several years and beyond.

Speaker #2: I want to start by recognizing the Phreesia team. Key product launches, client success stories, our largest acquisition, and our achievement of key financial milestones are among the accomplishments the team contributed throughout the year.

Speaker #2: I want to thank everyone on the team for their dedication to Phreesia's mission, vision, and values. This year, we crossed several critical financial milestones ahead of our internal targets.

Speaker #2: We surpassed $100 million in adjusted EBITDA. We crossed $50 million in free cash flow. And for the first time in our history as a publicly traded company, we delivered positive GAAP net income for a full fiscal year.

Chaim Indig: For the first time in our history as a publicly traded company, we delivered positive GAAP net income for a full fiscal year. Each of these is a meaningful milestone on its own. Together, they reflect a company that has made calculated bets, executed against them, and is now scaling from a position of genuine financial strength. I want to take a moment to reflect on two growth initiatives we discussed on our last call, provider financing and HCP marketing, because both made meaningful progress this year. On provider financing, the acquisition of AccessOne has been central to our strategy. We have now been operating the business for several months, and our investment thesis has only been reinforced. Patient financial responsibility continues to rise in this country. Providers need tools to convert patient receivables into predictable cash flow. AccessOne gives us a market-leading solution to address that need at scale.

Speaker #2: Each of these is a meaningful milestone on its own. Together, they reflect a company that has made calculated bets, executed against them, and is now scaling from a position of genuine financial strength.

Speaker #2: I want to take a moment to reflect on two growth initiatives we discussed on our last call: provider financing and HCP marketing. Both made meaningful progress this year.

Speaker #2: On provider financing, the acquisition of Access One has been central to our strategy. We have now been operating the business for several months, and our investment thesis has only been reinforced.

Speaker #2: Patient financial responsibility continues to rise in this country. Providers need tools to convert patient receivables into predictable cash flow. AccessOne gives us a market-leading solution to address that need at scale.

Chaim Indig: AccessOne is performing in line with our expectations, and we are actively working to expand our access to capital for securitization programs so we can bring AccessOne solutions to a greater portion of our provider network. We are excited about the long runway ahead. On HCP Marketing in early March, we announced the launch of ProviderConnect, a first-of-its-kind offering for healthcare provider marketers. This is a natural extension of what we have built with PatientConnect, one of the most trusted and effective point-of-care media offerings in the industry. ProviderConnect brings the same proven playbook, real care encounters, patient-level relevance, and privacy at the center to the provider side of the equation. We believe our ability to align both sides of the care conversation is something no one else in the market can do as comprehensively as Phreesia, and we are excited to build on this foundation in fiscal 2027.

Speaker #2: Access One is performing in line with our expectations, and we are actively working to expand our access to capital for a securitization program so we can bring Access One's solutions to a greater portion of our provider network.

Speaker #2: We are excited about the long runway ahead. On HCP marketing and in early March, we announced the launch of Provider Connect, a first-of-its-kind offering for healthcare provider marketers.

Speaker #2: This is a natural extension of what we have built with Patient Connect, one of the most trusted and effective point-of-care media offerings in the industry.

Speaker #2: Provider Connect brings the same proven playbook: real care encounters, patient-level relevance, and privacy at the center to the provider side of the equation. We believe our ability to align both sides of the care conversation is something no one else in the market can do as comprehensively as Phreesia.

Speaker #2: And we are excited to build on this foundation in fiscal 2027. We entered fiscal 2027 having built the financial profile we intended to build.

Chaim Indig: We entered fiscal 2027 having built the financial profile we intended to build, one that gives us the flexibility to pursue opportunities on offense and the resilience to absorb challenges without altering our course. AccessOne and HCP are two of the opportunities we've discussed, and we look forward to sharing more of them, as well as other opportunities for growth and market extension. I also wanna put our results in context. We are growing in a tough market. The healthcare industry is facing adversity. We are seeing challenges in FDA guidelines, insurance coverage, patient utilization, and provider reimbursement. We believe our emphasis on building products that address access, affordability, and outcomes with revenue generation tilted towards financial services and consent-driven patient engagement position us to be an enduring platform.

Speaker #2: One that gives us the flexibility to pursue opportunities on offense, and the resilience to absorb challenges without altering our course. AccessOne and HCP are two of the opportunities we've discussed, and we look forward to sharing more of them, as well as other opportunities for growth and market extension.

Speaker #2: I also want to put our results in context. We are growing in a tough market. The healthcare industry is facing adversity. We are seeing challenges in FDA guidelines, insurance coverage, patient utilization, and provider reimbursement.

Speaker #2: We believe our emphasis on building products that address access, affordability, and outcomes—with revenue generation tilted towards financial services and consent-driven patient engagement—positions us to be an enduring platform.

Chaim Indig: Segments of the life sciences industry are facing challenges, and we are seeing this reflected in our shorter visibility into spending commitments from certain pharmaceutical manufacturers in our Network Solutions business. This is an external dynamic, not a reflection of Phreesia's competitive position or the underlying demand for what we offer. While we do not believe this reflects a structural shift in demand for what Phreesia offers, it is creating more variability in our financial forecast, and we are reflecting that in our updated fiscal 2027 outlook that Balaji will walk through. AI is also playing an increasingly important role in how we operate. We are using AI not just in the products we deliver to clients, but internally to automate manual processes, reduce our reliance on outsourced resources, and drive greater efficiency across the business.

Speaker #2: Segments of the life sciences industry are facing challenges, and we are seeing this reflected in our shorter visibility into spending commitments from certain pharmaceutical manufacturers in our network solutions business.

Speaker #2: This is an external dynamic, not a reflection of Phreesia's competitive position or the underlying demand for what we offer. While we do not believe this reflects a structural shift in demand for what Phreesia offers, it is creating more variability in our financial forecast, and we are reflecting that in our updated fiscal 2027 outlook that Balaji will walk through.

Speaker #2: AI is also playing an increasingly important role in how we operate. We are using AI not just in the products we deliver to clients, but internally, to automate manual processes, reduce our reliance on outsourced resources, and drive greater efficiency across the business.

Chaim Indig: This is a meaningful contributor to our margin expansion and one we expect to continue to benefit from as we scale. We believe we are building the right company for this moment. One positioned to grow on its own terms as intelligence becomes embedded in how healthcare operates. Before handing it over to Balaji, I wanna stress that our company is stronger than ever because of the decisions we've made, sometimes difficult ones. Our financial profile is strong, and we have a great team of leaders and a significant bench strength behind them. We entered this fiscal year with several key priorities, positioning AccessOne for growth, scaling our HCP marketing offering, and continuing to infuse AI into the Phreesia operating model.

Speaker #2: This is a meaningful contributor to our margin expansion, and one we expect to continue to benefit from as we scale. We believe we are building the right company for this moment.

Speaker #2: One position to grow on its own terms as intelligence becomes embedded in how healthcare operates. Before handing it over to Balaji, I want to stress that our company is stronger than ever because of the decisions we've made—sometimes difficult ones.

Speaker #2: Our financial profile is strong, and we have a great team of leaders and significant bench strength behind them. We entered this fiscal year with several key priorities: positioning Access One for growth, scaling our HCP marketing offering, and continuing to infuse AI into the Phreesia operating model.

Chaim Indig: We believe these initiatives, combined with the discipline that has defined our recent performance, put us in a very strong position to take advantage of the multiple growth opportunities that lie ahead. A more modest revenue growth year does not change our trajectory. It reflects a specific external dynamic in one part of our business. We believe the underlying platform is stronger than it has ever been. I'll now turn it over to Balaji to walk through the Q4 results and our fiscal 2027 outlook.

Speaker #2: We believe these initiatives, combined with the discipline that has defined our recent performance, put us in a very strong position to take advantage of the multiple growth opportunities that lie ahead.

Speaker #2: A more modest revenue growth year does not change our trajectory. It reflects a specific external dynamic in one part of our business. We believe the underlying platform is stronger than it has been.

Speaker #1: Has ever been I'll now turn it over to Bella to walk through the Q4 results in our fiscal 2027 outlook Thank you . Haim , let me start with a few highlights from our fourth quarter and fiscal year 2026 results .

Balaji Gandhi: Thank you, Chaim. Let me start with a few highlights from our Q4 and fiscal year 2026 results, and then I'll move into our outlook for fiscal year 2027. For the Q4 of fiscal year 2026, revenue was $127.1 million, up 16% year-over-year, with growth led by payment solutions following the acquisition of AccessOne. Excluding the AccessOne acquisition, revenue was up 7% year-over-year. Adjusted EBITDA was $29.4 million, compared to $16.4 million in the same period in the prior year, representing an adjusted EBITDA margin of 23%. Q4 average healthcare services clients or AHSCs reached 4,658, an increase of 138 from the prior quarter. 80 of these AHSCs were contributed through the AccessOne acquisition.

Speaker #1: And then I'll move into our outlook for fiscal 2027 . For the fourth quarter of fiscal year 2026 , revenue was $127.1 million , up 16% year over year , with growth led by payment solutions .

Speaker #1: Following the acquisition of access one . Excluding the access one acquisition , revenue was up 7% year over year . Adjusted EBITDA was 29.4 million compared to $16.4 million in the same period in the prior year , representing an adjusted EBITDA margin of 23% .

Speaker #1: Fourth-quarter average healthcare services clients, or AHSCs, reached 4,658, an increase of 138 from the prior quarter. Eighty of these AHSCs were contributed through the AccessOne acquisition.

Balaji Gandhi: These results were in line with our expectations. Q4 total revenue per AHSC is $27,279, up 8% year-over-year. There are several important financial milestones and developments included in our stakeholder letter, earnings release, and 10-K filing that are worth highlighting. 2026 was an important year for Phreesia's evolution as a profitable company. For the first year ever, we achieved positive net income and earnings per share. Over the past several years, we have made very intentional decisions around capital allocation to accelerate our path to GAAP profitability, because we have believed it will become increasingly important to the investment community. Cash flow continues to improve. In the Q4, net cash provided by operating activities was $33.7 million, up $17.4 million year-over-year.

Speaker #1: These results were in line with our expectations. Fourth quarter total revenue per AHSC was $27,279, up 8% year over year. There are several important financial milestones and developments included in our stakeholder letter, earnings release, and 10-K filing that are worth highlighting.

Speaker #1: 2026 was an important year for Phreesia, Inc. evolution as a profitable company. For the first year ever, we achieved positive net income and earnings per share. Over the past several years, we have made very intentional decisions around capital allocation to accelerate our path to GAAP profitability because we have believed it will become increasingly important to the investment community.

Speaker #1: Cash flow continues to improve in the fourth quarter. Net cash provided by operating activities was $33.7 million, up $17.4 million year over year.

Balaji Gandhi: Free cash flow was $28.5 million, up $19.3 million year-over-year. Our strongest quarterly free cash flow to date. The year-over-year improvements in operating cash flow and free cash flow were driven primarily by changes in working capital and operating cash flows provided by AccessOne. Cash and cash equivalents as of 31 January 2026 were $73.8 million compared to $84.2 million at 31 January 2025. Finally, before moving into our fiscal year 2027 outlook, let me review our recently completed refinancing subsequent to the end of fiscal year 2026. On 13 March, we completed a refinancing of our bridge loan.

Speaker #1: Free cash flow was $28.5 million , up $19.3 million year over year . Our strongest quarterly free cash flow to date . The year over year improvements in operating cash flow and free cash flow were driven primarily by changes in working capital and operating cash flows provided by Access Won cash and cash equivalents .

Speaker #1: As of January 31st , 2026 were $73.8 million , compared to $84.2 million at January 31st , 2025 . Finally , before moving into our fiscal year 2027 , outlook , let me review our recently completed refinancing .

Speaker #1: Subsequent to the end of fiscal year 2026 . On March 13th , we completed a refinancing of our bridge loan We repaid all outstanding indebtedness under the bridge loan using $92 million of borrowings from a new five year , $275 million senior secured revolving credit facility with Capital One maturing on March 13th , 2031 .

Balaji Gandhi: We repaid all outstanding indebtedness under the bridge loan using $92 million of borrowings from a new 5-year, $275 million senior secured revolving credit facility with Capital One, maturing on 13 March 2031. This replaces both the bridge loan and the prior ABL facility. The unused borrowing capacity is available for working capital expenditures, permitted acquisitions, and general corporate purposes. With the refinancing complete, we intend to prioritize allocation of capital to areas that we believe can enhance long-term shareholder value, which may include the pay down of long-term debt, investment to support revenue growth acceleration, and share repurchases as appropriate. Now transitioning to our financial outlook for fiscal year 2027. We've had several developments in recent weeks that drove our updated financial outlook for fiscal year 2027, which I will review and provide the reasons behind them.

Speaker #1: This replaces both the bridge loan and the prior ABL facility . The unused borrowing capacity is available for working capital , capital expenditures permitted acquisitions and general corporate purposes , with the refinancing complete , we intend to prioritize allocation of capital to areas that we believe can enhance long term shareholder value , which may include the paydown of long term debt investment to support revenue growth , acceleration and share repurchases as appropriate .

Speaker #1: Now, transitioning to our financial outlook for fiscal year 2027, we've had several developments in recent weeks that drove our updated financial outlook for fiscal year 2027, which I will review and provide the reasons behind them.

Balaji Gandhi: We are lowering our revenue outlook for fiscal year 2027. We now expect revenue to be in the range of $510 million to $520 million, compared to our prior range of $545 million to $559 million. As we discussed in December, we are experiencing shorter visibility into spending commitments by certain pharmaceutical manufacturers. Over the past several weeks, we have seen even lower levels of dollars committed by certain Network Solutions clients for H2 of the fiscal year. As Chaim mentioned, we do not believe these developments are signaling a structural shift in demand for Phreesia solutions. However, there's now more variability in our Network Solutions revenue forecasting, particularly in H2 of each year.

Speaker #1: We are lowering our revenue outlook for fiscal year 2027. We now expect revenue to be in the range of $510 million to $520 million, compared to our prior range of $545 million to $559 million.

Speaker #1: As we discussed in December, we are experiencing shorter visibility into spending commitments by certain pharmaceutical manufacturers. Over the past several weeks, we have seen even lower levels of dollars committed by certain network solutions clients for the second half of the fiscal year.

Speaker #1: As I mentioned , we do not believe these developments are signaling a structural shift in demand for phreesia solutions . However , there is now more variability in our network solutions revenue forecasting , particularly in the second half of each year .

Balaji Gandhi: Our visibility into revenue across other parts of the business is generally consistent with our views in December 2025. Our new revenue range assumes no additional revenue from potential future acquisitions completed between now and 31 January 2027. We are maintaining our Adjusted EBITDA outlook of $125 million to $135 million for fiscal year 2027. It is worth noting that we are holding our Adjusted EBITDA outlook even as we reduce our revenue range, a reflection of the operating leverage we have built and our ability to respond quickly with further efficiency gains. In addition to our continued confidence in the operating leverage embedded in our model, we have more recently identified significant opportunities to reduce our reliance on manual processes across Phreesia through the adoption of artificial intelligence. Initially, we expect to see efficiencies in our utilization of outsourced resources.

Speaker #1: Our visibility into revenue across other parts of the business is generally consistent with our views . In December 2025 , our new revenue range assumes no additional revenue from potential future acquisitions completed between now and January 31st , 2027 , we are maintaining our adjusted EBITDA outlook of 125 million to 135 million for fiscal year 2027 .

Speaker #1: It is worth noting that we are holding our adjusted EBITDA outlook even as we reduce our revenue range, a reflection of the operating leverage we have built and our ability to respond quickly with further efficiency gains.

Speaker #1: In addition to our continued confidence in the operating leverage embedded in our model, we have more recently identified significant opportunities to reduce our reliance on manual processes across Phreesia with the adoption of artificial intelligence.

Speaker #1: Initially , we expect to see efficiencies in our utilization of outsourced resources . We are maintaining our expectation for growth in the mid-single digit percentage range in fiscal 2027 , we are updating our outlook for total revenue per Ars to a low single digit percentage range compared to our low double digit range previously , reflecting the network solutions headwinds to just described .

Balaji Gandhi: We are maintaining our expectation for AHSC growth in the mid-single-digit percentage range in fiscal 2027. We are updating our outlook for total revenue per AHSC to the low single-digit percentage range compared to our low double-digit range previously, reflecting the Network Solutions headwinds I just described. Operator, I think we can now open up the lines for the Q&A session.

Speaker #1: Operator: I think we can now open up the lines for the Q&A session.

Operator 2: Thank you. We will now begin the question-and-answer session. If you have dialed in and would like to ask a question, please press star one on your telephone keypad to raise your hand and join the queue. If you would like to withdraw your question, simply press star one a second time. If you're called upon to ask your question and are listening via speakerphone on your device, please pick up your handset and ensure that your phone is not on mute when asking your question. To be able to take as many questions as possible, we ask that you please limit yourself to one question. You may rejoin the queue with follow-up questions, which we will take if time permits. Again, it is star one to join the queue. Our first question comes from the line of Sean Dodge with BMO Capital Markets. Your line is open.

Operator: Thank you. We will now begin the question-and-answer session. If you have dialed in and would like to ask a question, please press star one on your telephone keypad to raise your hand and join the queue. If you would like to withdraw your question, simply press star one a second time. If you're called upon to ask your question and are listening via speakerphone on your device, please pick up your handset and ensure that your phone is not on mute when asking your question. To be able to take as many questions as possible, we ask that you please limit yourself to one question. You may rejoin the queue with follow-up questions, which we will take if time permits. Again, it is star one to join the queue. Our first question comes from the line of Sean Dodge with BMO Capital Markets. Your line is open.

Speaker #2: Thank you . And we'll now begin the question and answer session . If you have dialed in and would like to ask a question , please press star one on your telephone keypad to raise your hand and join the queue .

Speaker #2: If you would like to withdraw your question, simply press star one a second time. If you're called upon to ask your question,

Speaker #2: If you are listening via speakerphone on your device, please pick up your handset and ensure that your phone is not on mute when asking your question.

Speaker #2: To be able to take as many questions as possible , we ask that you please limit yourself to one question . You may rejoin the queue with follow up questions , which we will take if time permits .

Speaker #2: Again, it is star one to join the queue. And our first question comes from the line of Sean Dodge with BMO Capital Markets.

Sean Dodge: Yeah, thanks. Good afternoon. Maybe just starting with the dynamics in the Network Solutions end market and just to kinda clarify the change in the guidance. Balaji, you framed it as having less visibility into what clients are gonna spend. I guess, is this across all clients there, or is it just a subset of them? And then, I also like how well-based do you think those budgets are or their intentions are at this point? Is there a chance that they come back in a few months and increase their H2 spending commitments, or are those pretty firm at this point?

Speaker #2: Your line is open .

Speaker #3: Yeah . Thanks . Good afternoon . Maybe just starting with the dynamics in the network solutions end market . And just to kind of clarify the change in the guidance , Balaji , you framed it as having less visibility into what clients are going to spend .

Speaker #3: I guess , is this across all clients there , or is it just a subset of them ? And then I also like how like well baked .

Speaker #3: Do you think those budgets are, or their intentions are, at this point? Is there a chance that they come back in a few months and increase their second half spending commitments, or are those pretty firm at this point? Yeah.

Balaji Gandhi: Yeah. Sean, this is Balaji. Thanks for the question. I'll answer your second one first. It is very fluid, and I think that's one of the things we're trying to establish here is it's very early in the fiscal year, but we wanted to share this development with you now. There's lots of activity that's happening in year. In fact, you know, just getting updates in real time, things are going, you know, well in the fiscal Q1. We just think these shifting dynamics, you know, put us in a position where we think we want to be transparent and give you updates as the year goes on. Now pivoting to the first part of your question, it is not broad-based. It is in specific brand and therapeutic areas.

Speaker #1: Sean , thanks for the question . So I'll answer your second one first . It is very fluid , and I think that's one of the things we're trying to establish here is it's very early in the fiscal year , but we wanted to share this with you .

Speaker #1: Now . But there's there's lots of activity that's happening in year . In fact , you know , just getting updates in real time .

Speaker #1: Things are going , you know , well , in the fiscal first quarter , but we just think it's these shifting dynamics , you know , put us in a position where we think we want to be transparent and , and give you updates as the year goes on .

Speaker #1: So now pivoting to your , the first part of your question , it is not broad based . It is in specific brand and therapeutic areas .

Balaji Gandhi: I'll give you just a couple of examples of things we're seeing that warrants this change. Vaccines, I don't think that should be a surprise to anyone on the call, but clearly, you know, vaccine spending and targeted marketing around that has pulled back. That's been one area. You know, just generally public health with agencies in the federal government were also an area of growth for us in the past that we've written about in some of our letters, and that's also been an area. Those are just two examples.

Speaker #1: I'll give you just a couple of examples of things we're seeing that that warrants this change . Vaccine's . I don't think that should be a surprise to anyone on the call , but clearly , you know , vaccine spending and , you know , targeted marketing around that has been has pulled back .

Speaker #1: So that's , that's been one area , you know , just generally public health with , with agencies in the federal government . We're also an area of growth for us in the past that we've written about in some of our letters .

Balaji Gandhi: There are certainly a couple of others, but this is not a broad base, and I think as even Chaim said in his opening remarks, not something that's happening specifically, but happening on a macro basis in a couple of different areas.

Speaker #1: And that's also been an area . So there's just two examples . There are certainly a couple of others , but this is not a broad based .

Speaker #1: And I think, as even Chaim said in his opening remarks, not something that's happening specifically, but happening on a macro basis in a couple of different areas.

Operator 2: Our next question comes from the line of Ryan Daniels with William Blair. Your line is open.

Operator: Our next question comes from the line of Ryan Daniels with William Blair. Your line is open.

Speaker #2: And our next question comes from the line of Ryan Daniels with William Blair. Your line is open.

Ryan Daniels: Yeah, thanks for taking the questions. I'll continue down the Network Solutions path. Can you talk a little bit more about what you're assuming this year for ProviderConnect? I'm just curious if you think that's gonna be a contributor as you look towards more HCP marketing versus traditional D2C and, you know, potentially how weak the guidance could have been if you didn't have a novel product offering to offset some of that weakness. Thanks.

Speaker #4: Yeah, thanks for taking the questions. I'll continue down the network solutions path. Can you talk a little bit more about what you're assuming this year for Provider Connect?

Speaker #4: I'm just curious if you think that's going to be a contributor. As you look towards more HCP marketing versus traditional B2C, and you potentially—how weak the guidance could have been if you didn't have a novel product offering to offset some of that weakness.

Balaji Gandhi: Yeah, sure, Ryan. Very little. Very early days. Still something we're very excited about, but this change in our revenue outlook has nothing to do with anything that's going on with something very small. In fact, again, that's from obviously a very small base. The launch went well, and we do see some upside there, but you know, for this conversation, it's very small.

Speaker #4: Thanks .

Speaker #1: Yeah , sure . Ryan . Very little , very early days . It's still something we're very excited about , but this change in our revenue outlook has nothing to do with anything that's going on with something very small .

Speaker #1: In fact , again , that's obviously a very small base . The launch went well and we do see some upside there . But you know , for this conversation , it's very small

Operator 2: Our next question comes from the line of Jeff Garro with Stephens. Your line is open.

Operator: Our next question comes from the line of Jeff Garro with Stephens. Your line is open.

Speaker #2: And our next question comes from the line of Jeff Garro with Stephens. Your line is open.

Jeff Garro: Yeah, good afternoon. Thanks for taking the question. I'll continue on Network Solutions. Just, Balaji Gandhi, you didn't mention price negotiations, your most favored nation pricing or through some of the legislation, you know, certain high volume drugs getting their prices renegotiated with Medicare. Wanted to check in on that factor and how that's impacting your pharma clients' budgeting and your outlook in turn. Thanks.

Speaker #5: Yeah . Good afternoon . Thanks for taking the question . I'll continue on Network solutions . And Elijah , you you didn't mention price negotiations .

Speaker #5: Your most favored nation pricing, or through some of the legislation, you know, certain high-volume drugs getting their prices renegotiated with Medicare.

Speaker #5: So I wanted to check in on that factor and how that's impacting your pharma clients . Budgeting and , and your outlook in turn .

Balaji Gandhi: Yeah, I mean, we didn't mention that, and that's not really what we're tying it to. I think on the earlier question around different therapeutic areas, and some regulatory activity, it. You know, that's what we pointed to. You know, Jeff, it probably isn't. It doesn't help those other topics.

Speaker #5: Thanks .

Speaker #1: Yeah . I mean , we didn't mention that . And that's not really what we're tying it to . I think on the earlier question around different therapeutic areas and some regulatory activity , you know , that's what we pointed to .

Speaker #1: But you know , Jeff , probably , probably isn't doesn't help because other topics

Operator 2: Our next question comes from the line of Jailendra Singh with Truist Securities. Your line is open.

Operator: Our next question comes from the line of Jailendra Singh with Truist Securities. Your line is open.

Speaker #2: And our next question comes from the line of Jailendra Singh with Truist Securities. Your line is open.

Jailendra Singh: Thank you, and thanks for taking my question. I want to focus on EBITDA guidance. I mean, you talked about AI efficiency gains, but can you be more specific outside of that? What kind of cost actions are you implementing which is resulting in your EBITDA target still being unchanged, especially with revenue down $35 to 39 million and majority of that cut coming in the higher margin business? Just trying to better understand how much of the cost reduction is temporary in nature versus structural in nature. Give us a little bit more color on the cost initiatives.

Speaker #6: Thank you . And thanks for taking my questions . So I want to focus on EBITDA guidance . I mean , you talked about AI efficiency gains , but can you be more specific outside of that ?

Speaker #6: What kind of cost actions are you implementing, which is resulting in the EBITDA target still being unchanged, especially with revenue down $35 to $39 million and the majority of that cut coming in the higher margin business?

Speaker #6: I'm just trying to better understand how much of the cost reduction is temporary in nature versus structural in nature. Could you give us a little bit more color on the cost initiatives?

Balaji Gandhi: Yeah. Thanks, Jailendra. Here's one. I think I've just one, you know, way to think about this topic. If you've just followed us, which I know you have over the past several years, we certainly put a lot of capital investment into the business, and our view has always been that we should become more efficient and drive more margin expansion in the business. I think that continues, and that's what affords us to be able to continue to have the outlook for adjusted EBITDA that we do here.

Speaker #1: Yeah . Thanks . So here's one , I think just one . Way to think about this topic . If you've just followed us , which I know you have over the past several years , we certainly put a lot of capital investment into the business .

Speaker #1: And our view has always been that we should become more efficient and drive more margin expansion in the business. And I think that continues.

Speaker #1: And that's what affords us to be able to continue to have the outlook for adjusted EBITDA that we do here, separately.

Balaji Gandhi: Separately, I think the comments around AI are, I mean, again, probably not a secret to anyone on this call, but there have been some pretty big releases and developments that we are seeing as revolutionary in terms of how it can impact our business operationally. I think we did talk about manual processes. You know, I think we mentioned in the letter also specifically that some areas around outsourcing and manual processing that we think we can drive a lot of efficiency through initially. Again, I'll just, you know, point you back to the numbers in the last, you know, three, really almost four years, that we've always looked for ways to drive margin in the business.

Speaker #1: I think the comments around AI are, I mean, again, probably not a secret to anyone on this call, but there have been some pretty big releases and developments that we have seen as revolutionary in terms of how it can impact our business operationally.

Speaker #1: I think we did talk about manual processes, and I think we mentioned in the letter also specifically that some areas around outsourcing and manual processes are places where we think we can drive a lot of efficiency through initially. But again, I'll just point you back to the numbers in the last three, really almost four years, that we've always looked for ways to drive margin in the business.

Operator 2: Our next question comes from the line of Brian Tanquilut with Jefferies. Your line is open.

Operator: Our next question comes from the line of Brian Tanquilut with Jefferies. Your line is open.

Speaker #2: And our next question comes from the line of Brian Tanquilut with Jefferies. Your line is open.

Cameron: Hi. Thanks for taking the question. This is Cameron on for Brian. I wanted to dig more into that EBITDA guidance a little further. When you're thinking about sales and marketing and R&D spend, are you expecting those to be up year over year still, or is that part of that EBITDA margin improvement as well?

[Analyst] (Jefferies): Hi. Thanks for taking the question. This is Cameron on for Brian. I wanted to dig more into that EBITDA guidance a little further. When you're thinking about sales and marketing and R&D spend, are you expecting those to be up year over year still, or is that part of that EBITDA margin improvement as well?

Speaker #7: Hi, thanks for taking the question. This is Cameron on for Brian. I wanted to dig more into that EBITDA guidance a little further.

Speaker #7: When you're thinking about sales and marketing and R&D spend, are you expecting those to be up year over year still, or is that part of that EBITDA margin improvement as well?

Balaji Gandhi: Yeah, I mean, we haven't given very, like, specific, you know, guidance around those specific lines. I think, again, we've talked historically about our expense base and there being a lot of room for margin expansion. I think what we've said over the past year is the progression of that. You saw gross margin improve, then you know, you saw G&A improve, then you saw sales and marketing improve as a percentage of revenue, and we said R&D should probably be a bigger contributor of margin expansion or expense ratio improvement in fiscal 2027. The others should also improve, but not as much as R&D.

Speaker #1: Yeah , I mean , we haven't given very specific , you know , guidance around those specific lines , but I think , again , we've talked historically about our expense base and they're being a lot of room for margin expansion .

Speaker #1: I think what we've said over the past year is the progression of that . You saw gross margin improve . Then , you know , you saw a improve , then you saw sales and marketing improve as a percentage of revenue .

Speaker #1: And we said R&D should probably be a bigger contributor of margin expansion or expense ratio improvement in fiscal '27. The others should also improve, but not as much as R&D.

Operator 2: Our next question comes from the line of Jessica Tassan with Piper Sandler. Your line is open.

Operator: Our next question comes from the line of Jessica Tassan with Piper Sandler. Your line is open.

Speaker #2: And our next question comes from the line of Jessica Gassen with Piper Sandler. Your line is open.

Jessica Tassan: Hi. Thanks for taking the question. Can you maybe help us understand just on the payment side, the facilitator percent and volume variability in FY 2026, just what's going on to cause the facilitator volume to go from 82% in H1 to 85%, Q3, 84% in Q4? Do you expect payment processing revenue to grow outside of AccessOne in FY 2027? Thank you.

Speaker #8: Hi . Thanks for taking the question maybe help us understand just on the on the payments side , the facilitator percent and volume variability in FY 26 , just what's going on to cause the facilitator volume to go from 82% in first half to 85 , three Q 84% .

Speaker #8: And for Q, and then just, do you expect payment processing revenue to grow outside of Access One in FY27? Thank you.

Balaji Gandhi: Yeah. Jess, I think on the payment facilitator percentage, there's just certainly some, you know, client activity there where we've had, you know, some better attach rate. I don't think there's anything particularly, you know, noteworthy there. I think, you know, consistent what we've said for a few years, we have tried to focus on payback and, you know, adding new clients where, you know, we can benefit from all the different products we can offer them. Then on payments, nothing different from what we talked about in December. We expect it to grow year over year exclusive of AccessOne and that contribution. I think it'll, you know, I don't think we've given a specific number, but I think it should, you know, it'll grow in the single digits.

Speaker #1: Yeah , just I think on the payment facilitator percentage . There's there's just certainly some , you know , client activity there where we've had some better attach rate .

Speaker #1: I don't think there's anything particularly , you know , noteworthy there . I think , consistent with what we've said for a few years , we have tried to focus on payback and , you know , adding new clients where we can benefit from all the different products we can offer them .

Speaker #1: And then on payments , nothing different . What we talked about in December , we expect it to grow year over year , exclusive of access one .

Speaker #1: And that contribution . And I think , you know , I don't think we've given a specific number , but I think it should , you know , it'll grow in the single digits

Operator 2: Our next question comes from the line of Ryan MacDonald with Needham & Company. Your line is open.

Operator: Our next question comes from the line of Ryan MacDonald with Needham & Company. Your line is open.

Speaker #2: And our next question comes from the line of Ryan MacDonald with Needham & Company. Your line is open.

Ryan MacDonald: Hi. Thanks for taking my question. In terms of AccessOne, you talked about your investment thesis has been reinforced over the past several months and positioning AccessOne for growth is obviously a key initiative for FY27. Can you talk about a bit more about your priorities there as you're looking to drive growth? Is it more focused on a tighter integration and cross-selling opportunity between AccessOne and core Phreesia or more looking for ways to augment AccessOne as a standalone business unit? And how dependent is expanding your current access to capital for AccessOne to driving growth in that business in FY27? Thanks.

Speaker #9: Hi . Thanks for taking my question . In terms of access , one , you talked about your your investment thesis has been reinforced over the past several months .

Speaker #9: And positioning Access One for growth is obviously a key initiative for fiscal '27. Can you talk a bit more about your priorities there as you're looking to drive growth?

Speaker #9: Is it more focused on a tighter integration and cross-selling opportunity between access one and core Phreesia, Inc. or more ? Looking for ways to augment access one as a standalone business unit , and how dependent is getting that expanding your current access to capital for access one to driving growth in that business in fiscal 27 .

Balaji Gandhi: Yeah. Thanks, Ryan. First of all, this is a very established franchise in this space, which is the reason we made the acquisition. We expect to grow the products that we acquired based on that, you know, track record, et cetera, et cetera. Obviously, we're gonna put more resources around it, within Phreesia we already have. As far as the importance of expanding the capital base to bring it to our base, that is also super important. If you think about just sort of the progression, we closed the acquisition in November. First order of business was we wanted to move quickly on financing it. We had the bridge loan. We went in and refinanced that.

Speaker #9: Thanks .

Speaker #1: Yeah . Thanks , Ryan . So first of all , this is a very established franchise in this space , which is the reason we made the acquisition .

Speaker #1: So we expect to grow the , the , the products that we acquired based on that track record , etc. , etc. . Obviously , we're going to put more resources around it .

Speaker #1: Within Phreesia, we already have, as far as the importance of expanding the capital base to bring it to our base, that is also super important.

Speaker #1: And if you think about just sort of the progression , we closed the acquisition in November , first order of business was we wanted to move quickly on , on financing it .

Balaji Gandhi: Now we've got a good long-term, you know, credit facility, and we've paid down the bridge, and we'll continue to pay down debt. The next order very quickly behind it, which we've been very active on, is expanding the capital base to bring this to Phreesia's base. Stay tuned for that. That'll be another milestone. Thanks, Ryan.

Speaker #1: We had the bridge loan , we went in and refinanced that . Now we've got a good long term , you know , credit facility .

Speaker #1: And we've paid down the bridge, and we'll continue to pay down debt. The next order, very quickly behind it, which we've been very active on, is expanding the capital base to bring this to freezer space.

Speaker #1: So stay tuned for that. That'll be another milestone to keep your eye on.

Operator 2: Our next question comes from the line of Richard Close with Canaccord Genuity. Your line is open.

Operator: Our next question comes from the line of Richard Close with Canaccord Genuity. Your line is open.

Speaker #2: And our next question comes from the line of Richard Close with Canaccord Genuity. Your line is open.

Richard Close: Yeah, thanks for the question. On subscription pricing, in the letter, you talk about optimizing client retention and also adoption. Just curious, you know, how much of that is really focused in on retention, and if you are seeing any increased pressures of current clients looking to change.

Speaker #10: Yeah . Thanks for the question on subscription pricing . In the letter , you talk about optimizing client retention and also adoption . Just curious , you know , how much of that is really focused in on retention .

Speaker #10: And if you are seeing any increased pressures from current clients looking to change,

Balaji Gandhi: Yeah, Richard. I think this has also been a pretty consistent theme for us. I think, you know, Chaim, a lot of times, will talk to investor meetings about better, faster, cheaper in terms of what our products need to do. I'd say it's very offensive on our part, making sure that we're improving our existing product, giving our clients more product, but we are completely comfortable and, you know, have conviction that we should be providing more value, and that's why we think we'll drive more revenue growth in the other two revenue lines. I'd say it's more really proactive and offensive on our part. We think it gives us a competitive advantage.

Speaker #1: Yeah . Richard , I think this is also been a pretty consistent theme for us . I think , you know , I'm a lot of times will talk to investor meetings about better , faster , cheaper in terms of what our products need to do .

Speaker #1: So I'd say it's very offensive on our part, making sure that we're improving our existing product, giving our clients more product.

Speaker #1: But we are completely comfortable and have conviction that we should be providing more value. And that's why we think we'll drive more revenue growth than the other two revenue lines.

Speaker #1: But I'd say it's really more proactive and offensive on our part. We think it gives us a competitive advantage.

Operator 2: Our next question comes from the line of Stan Berenshteyn with Wells Fargo Securities. Your line is open.

Operator: Our next question comes from the line of Stan Berenshteyn with Wells Fargo Securities. Your line is open.

Speaker #2: And our next question comes from the line of Stan Berenstain with Wells Fargo Securities. Your line is open.

Stan Berenshteyn: Hi. Thanks for taking my questions. Back to network. If we think about the revenue that remains within the guidance that you've updated, are there any brands that are driving an outsized contribution to the revenue expectations? I'm just trying to think about, you know, revenue concentration, if there's anything to call out there. Thank you.

Speaker #5: High .

Speaker #11: Thanks for taking my questions. So, back to network. If we think about the revenue that remains within the guidance that you've updated, are there any brands that are driving an outsized contribution to the revenue expectations?

Speaker #11: I'm just trying to think about , you know , revenue concentration . If there's anything to call out there . Thank you .

Balaji Gandhi: Yeah. Stan, I think what you asked was about the existing revenue that's built into our existing revenue outlook. Nothing particularly noteworthy there in terms of concentration. Again, going back, I think, to the original question of this call, I mean, what we wanna do is be able to update you as we go through the year as we have more visibility. By no means are we trying to suggest that the year is done and this is how we see revenue, but we think this is the right way to communicate for the rest of the year.

Speaker #1: Yeah , Stan , I think what you asked was about the existing the revenue that's built into our existing revenue outlook . Nothing particularly noteworthy there in terms of concentration .

Speaker #1: And again , going back , I think , to the original question of this call , I mean , what we want to do is be able to update you as we go through the year , as we have more visibility .

Speaker #1: So by no means are we trying to suggest that the year is done. And this is how we see revenue, but we think this is the right way to communicate for the rest of the year.

Operator 2: Our next question comes from the line of Joe Vruwink with Baird. Your line is open.

Operator: Our next question comes from the line of Joe Vruwink with Baird. Your line is open.

Speaker #2: And our next question comes from the line of Jo Virenque with Baird. Your line is open.

Joe Vruwink: Great. Thank you. I wanted to ask about how you see AI changing the competitive landscape within the software business. I think patient intake is one of those categories where it's actually fairly common to use a specialist provider like Phreesia alongside maybe your EHR or practice solution. Do you see AI capabilities, and you alluded to how Phreesia is benefiting itself from AI capabilities? Are the big kind of platform companies able to do that as well and maybe change the competitive dynamic?

Speaker #12: Great, thank you. I wanted to ask about how you see AI changing the competitive landscape within the software business. I think patient intake is one of those categories where it's actually fairly common to use a specialist provider like Phreesia alongside, maybe, your EHR or practice solution.

Speaker #12: Do you see AI capabilities, and you alluded to how Phreesia is benefiting itself from AI capabilities. Are the big kind of platform companies able to do that as well?

Chaim Indig: Hey, this is Chaim. We actually think that it's allowing us to increase the breadth of offerings that we can offer our clients. What we've seen in the market dynamics is really the scope of the value we could provide is increasing at a frankly, it's such a rapid pace that our clients are more than excited about what we're able to offer. I think that, look, healthcare has a lot of room for continuous improvement and value for the patients and providers, and we think that we're well suited, given the contextual information that we have and our long history of providing value to the patient and the provider, where we think that there is a lot more value that we can continue to provide to our clients beyond where we traditionally have played.

Speaker #12: And maybe change the competitive dynamic.

Speaker #1: Hi , this is Hyun . We actually think that it's allowing us to increase the breadth of offerings that we can offer our , our , our clients .

Speaker #1: It what we've seen in the market dynamics is really the scope of the value we could provide . Is increasing at a . Frankly , it's such a rapid pace that our clients are are more than excited about what we're able to offer .

Speaker #1: So I think that , look , I healthcare has a lot of room for continuous improvement and value for the patients and providers , and we think that we're well suited given the contextual information that we have .

Speaker #1: And our long history of providing value to the patient and the provider, where we think that there is a lot more value that we can continue to provide to our clients beyond where we traditionally have played.

Operator 2: Our next question comes from the line of Steven Valiquette with Mizuho Securities. Your line is open.

Operator: Our next question comes from the line of Steven Valiquette with Mizuho Securities. Your line is open.

Speaker #2: And our next question comes from the line of Steven Valiquette with Mizuho Securities. Your line is open.

Steven Valiquette: Thanks. Yeah, good afternoon. Yeah, I guess also I have a question here on the Network Solutions. You know, your comments around the vaccines was helpful. Yeah, I guess I'm curious also from a therapeutic perspective, if possible. Curious to hear more on just GLP-1 drugs as a category, especially with some big FDA approvals on oral formulations in H1. So I guess the question is really from a high level, are oral GLP-1s or GLP-1s more in the good guy camp for you for your fiscal 27, relative to your prior expectations? Are they kind of a bad guy relative to the prior or no change? Just curious on that class in particular, since it is

Speaker #13: Yeah . Thanks . Yeah . Good afternoon . Yeah , I guess I also have a question here on the Network solutions . Your comments around the vaccines was helpful .

Speaker #13: I guess I'm curious also from a therapeutic perspective perspective , if possible . Curious to hear more on just GLP one drugs as a category , especially with some big FDA approvals on oral formulations in the first half of the year .

Speaker #13: So I guess the question is really from a high level , are oral GLP one or GLP one more in the good guy camp for you for your fiscal 27 relative to your prior expectations ?

Balaji Gandhi: Y-

Steven Valiquette: kind of a big driver of variability.

Speaker #13: Or are they kind of a bad guy relative to the prior, or no change? Just curious on that class in particular, as it is kind of a big driver of variability for this year.

Balaji Gandhi: Yeah.

Steven Valiquette: for this year. Thanks.

Balaji Gandhi: Yeah, Steve, thanks for the question. On the margin there in the bad guy category, as you would characterize it, and amongst the other issues with vaccine and public health that we mentioned earlier.

Speaker #13: Thanks .

Speaker #1: Yeah , Steve , thanks for the question . On the margin there in the bad guy category , as you would characterize it , and amongst the other issues with vaccine and public health that you mentioned earlier

Operator 2: Our next question comes from the line of Scott Schoenhaus with KeyBank. Your line is open.

Operator: Our next question comes from the line of Scott Schoenhaus with KeyBank. Your line is open.

Speaker #2: And our next question comes from the line of Scott Schoenhaus with KeyBanc. Your line is open.

Scott Schoenhaus: Hey, guys. Thanks for taking my question. Balaji, I think in your prepared remarks, you mentioned that the visibility or the commitments from pharma worsened in the last few weeks. Wondering if you could provide any more color there. I know your ProviderConnect is fairly new, but are you seeing the same levels of that sort of erosion in commitments on the ProviderConnect side as the PatientConnect? And then in general, do you expect to see more or less or equal visibility from pharma's budgets on ProviderConnect versus PatientConnect? Thanks.

Speaker #14: Hey guys . Thanks for taking my question . I think in your prepared remarks , you mentioned that the the visibility or the commitments from pharma worsened in the last few weeks , wondering if you could provide any more color .

Speaker #14: There ? I know you're your provider . Connect is fairly new , but are you seeing the same levels of that sort of erosion in commitments on the provider side as patient connect and then in general , do you expect to see more or less or equal visibility from farmers budgets on provider connect versus patient connect ?

Balaji Gandhi: Yeah. Thanks, Scott. First of all, the commentary about recent, you know, recent updates, it has been all around PatientConnect. I think as we mentioned earlier, I mean, ProviderConnect is still very, very early. In fact, if anything, the news has been more positive, fiscal year to date, and we've had a lot of, you know, good news coming out of clients, and we're all very excited about it. Again, it's inconsequential in terms of the magnitude of the numbers still, and has some room for upside. I can't. I'm not sure, Scott, if I remembered the rest of your question, so maybe you can jump back in the queue.

Speaker #14: Thanks

Speaker #1: Yeah . Thanks , Scott . So first of all , the about recent , you know , recent updates , it has been all around patient connect .

Speaker #1: I think , as we mentioned earlier , I mean , provider connect is still very , very early . In fact , if anything , the news has been more positive fiscal year to date .

Speaker #1: And we've had a lot of , you know , good news coming out of clients and we're all very excited about it . But again , it's inconsequential in terms of the magnitude of the numbers still and has some room for upside .

Speaker #1: So , so I can't , I'm not sure , Scott , if I remembered the rest of your question . So maybe you can jump back in the Q

Operator 2: Our next question comes from the line of Daniel Grosslight with Citigroup. Your line is open.

Operator: Our next question comes from the line of Daniel Grosslight with Citigroup. Your line is open.

Speaker #2: And our next question comes from the line of Daniel Grosslight with Citigroup. Your line is open.

Daniel Grosslight: Hi, guys. Thanks for taking the question. If you allocate the entire guidance reduction to Network Solutions, it seems like we're looking at kind of a high single digit, low double digit year-over-year reduction in revenue. I just wanna make sure I'm thinking about that correctly for Network Solutions. From a real cadence perspective, it's sort of like Q1, Q2 was actually pretty strong relative to your expectations. Can you just walk us through how we should think about the quarterly cadence of Network Solutions or at least how it's contemplated in your guidance? Lastly, you've previously ranked the growth of these three segments. I think you've previously said it's kind of Network Solutions first, then organic payments, and then subscription.

Speaker #15: Hi , guys . Thanks for taking the question . If you allocate the entire guidance reduction to network solutions , it seems like we're looking at kind of a high single digit , low double digit , sorry , high , high single digit , low double digit year over year reduction in revenue .

Speaker #15: I'm just I just want to make sure I'm thinking about that correctly for for network solutions . And then from a quarterly cadence perspective , it's sort of like one Q was actually pretty strong relative to your expectations .

Speaker #15: So, can you just walk us through how we should think about the quarterly cadence of Network Solutions, or at least how it's contemplated in your guidance?

Speaker #15: And then lastly , you've previously ranked the growth of of these three segments . I think you've previously said it's kind of network solutions first , then organic payments , and then then subscription .

Daniel Grosslight: I'm just curious if once we get around all of this disruption, how we should be thinking about the growth rate of the three segments longer term.

Speaker #15: I'm just curious if, once we get around all of this disruption, how we should be thinking about the growth rate of the three segments, longer term.

Balaji Gandhi: Sure. We do continue to believe that's how you should stack rank the contribution just on a normalized basis. This year is clearly so far shaping up to be a little bit differently. You know, I think as far as the year-over-year comparisons you did, again, without you know giving specific line item kind of outlooks here, I think you'd say you should take away that the low end of the total revenue range implies it's gonna be down a few points, and the high end would imply it's about flat.

Speaker #1: Sure . So we do continue to believe that's how you should stack rank . The contribution just on a normalized basis . But this year is clearly so far shaping up to be a little bit differently .

Speaker #1: You know , I think as far as the year over year comparisons , you did again , without , you know , giving specific line item kind of outlooks here .

Speaker #1: I think you'd say you should take away that the low end of the total revenue range implies it's going to be down a few points.

Operator 2: Our next question comes from a line of Brian Halsted with RBC Capital Markets. Your line is open.

Operator: Our next question comes from a line of Brian Halsted with RBC Capital Markets. Your line is open.

Speaker #1: And the high end would imply it's about flat.

Speaker #2: And our next question comes from the line of Ryan Halstead with RBC Capital Markets. Your line is open.

Brian Halsted: Thanks. Thanks for taking my question. Maybe just to follow up on the AccessOne questions. You've obviously been having a lot of progress in scaling the business. I guess how should we think about the next phases of scaling AccessOne in that, you know, are you expanding kind of within your footprint and kind of identifying where you currently maybe have some existing competencies and or are you kind of broadening into new footprints? You know, how should we think about that in terms of maybe, you know, startup costs or other types of incremental costs to really further scale this?

Ryan Halsted: Thanks. Thanks for taking my question. Maybe just to follow up on the AccessOne questions. You've obviously been having a lot of progress in scaling the business. I guess how should we think about the next phases of scaling AccessOne in that, you know, are you expanding kind of within your footprint and kind of identifying where you currently maybe have some existing competencies and or are you kind of broadening into new footprints? You know, how should we think about that in terms of maybe, you know, startup costs or other types of incremental costs to really further scale this?

Speaker #16: Thanks . Thanks for taking my question . Maybe just a follow up on the access one questions . So you've obviously been having a lot of progress in scaling the business .

Speaker #16: I guess . How should we think about the next phases of scaling access ? One in that , you know , are you .

Speaker #16: Are you expanding kind of your within your footprint and kind of densifying where you're currently maybe have some existing competencies and , or are you kind of broadening into new footprints and then , you know , how should we think about that in terms of maybe , you know , startup costs or other types of incremental costs to really further scale this ?

Balaji Gandhi: Yeah, it's both, first of all. It's think about it as the capital base as we expand. It will allow us to bring more of those solutions to Phreesia's existing clients. We also see opportunities that is completely greenfield outside of the areas we play today in the sort of think about as broader healthcare provider ecosystem. It's both. And again, I think that was the only question. Trying to write these down as we go here.

Speaker #1: Yeah , it's both . First of all , so think about it as the capital base , as we expand it will allow us to bring more of those solutions to Phreesia, Inc. existing clients We also see opportunities that is completely greenfield outside of the areas we play today in the , you know , sort of think about as broader healthcare provider ecosystem .

Speaker #1: So, it's both, and again, I think that was the only question. Trying to write these down as we go here.

Operator 2: Our next question comes from the line of Clark Wright with D.A. Davidson. Your line is open.

Operator: Our next question comes from the line of Clark Wright with D.A. Davidson. Your line is open.

Clark Wright: Hi there. You made a comment during the prepared remarks about the visibility into other revenue segments being consistent with December 2025 in the comments you made then. Could you maybe just provide additional details on, you know, what's going on in the payments business in terms of AccessOne as we look through the financials of how you grow that with the additional credit facility that you've had? Where do you see the potential opportunities, primarily through new logos, or is it cross-selling into the existing base?

Speaker #2: And our next question comes from the line of Clark Wright with D.A. Davidson. Your line is open.

Speaker #4: Hi there. You made a comment during the prepared remarks about the visibility into other revenue segments being consistent with December 20th, '25.

Speaker #4: In the comments you made, then, could you maybe just provide additional details on what's going on in the payments business in terms of access?

Speaker #4: One , as we look through the financials of how you grow that with additional the additional credit facility that you've had , and where do you see the potential opportunities primarily through new logos ?

Balaji Gandhi: We assume nothing in terms of growth in our fiscal 2027 outlook, when we laid it out back in December, and that continues today. In terms of the opportunities, there's net new opportunities. There's expansion opportunities within AccessOne's legacy client base, which are part of Phreesia. I think last, which is where this, you know, soon to be expanded capital base that we're working on, will allow us to bring this to other Phreesia clients.

Speaker #4: Or is it cross-selling into the existing base?

Speaker #1: So and again , we we assume nothing in terms of growth in our fiscal . 27 outlook . When we laid it out back in December and that continues today in terms of the opportunities , there's there's net new opportunities , there's expansion opportunities within access ones , client base , which are part of Frisia .

Speaker #1: And then, I think, last, which is where this, you know, soon to be expanded capital base they're working on will allow us to bring this to other Phreesia, Inc.

Operator 2: Our next question comes from the line of John Ransom with Raymond James. Your line is open.

Operator: Our next question comes from the line of John Ransom with Raymond James. Your line is open.

Speaker #2: Our next question comes from the line of John Ransom with Raymond James. Your line is open.

John Ransom: Hey there. If I think about the strategy over the past couple of years, it was to drive growth among providers that had higher, you know, prescription dispensing rates in order to drive Network Solutions. Just in light of what's happening with pharma, is that strategy being rethought, or you think this is just a speed bump?

Speaker #17: Hey , there . If I think about the strategy over the past couple of years , it was to drive growth among providers that had higher , you know , prescription dispensing rates in order to drive network solutions just in light of what's happening with pharma is that strategy being rethought , or do you think this is just a speed bump

Balaji Gandhi: Yeah, John. Speed bump is sort of the short answer. We still have a lot of conviction there. We think we have a very differentiated value proposition, in terms of being able to provide valuable content to patients. Nothing's changed there. Increasingly providers as well.

Speaker #1: Yeah . John , speed bump is sort of the short answer . We still have a lot of conviction there . We think we have a very differentiated value proposition in terms of being able to provide valuable content to patients .

Speaker #1: So nothing's changed there. And increasingly, providers, by the way,

Operator 2: Our next question comes from the line of Gene Mannheimer with Freedom Capital Markets. Your line is open.

Operator: Our next question comes from the line of Gene Mannheimer with Freedom Capital Markets. Your line is open.

Speaker #2: And the next question comes from the line of Jean Mannheimer with Freedom Capital Markets. Your line is open.

Gene Mannheimer: Thanks for taking the question. Just thinking about your prepared remarks, you know, you're holding the EBITDA guidance steady despite the revenue reduction. I understand about the continuing margin expansion and efficiencies that you're driving. I mean, why not bias your EBITDA guidance toward the lower end of the range unless you have such confidence in meeting or exceeding that range? Thanks.

Speaker #14: Hey , thanks for taking the question . Just thinking about your prepared remarks , you know , you're holding the EBITDA guidance steady despite the revenue reduction .

Speaker #14: And I understand about the continuing margin expansion and efficiencies that you're driving . But I mean , why not bias your EBITDA guidance toward the lower end of the range unless you have such confidence in meeting or exceeding that , that range ?

Balaji Gandhi: Yeah. I mean, you know, Gene, I think, you know, we've been public for almost seven years, and we've tried to, you know, provide information as we know it and where we have conviction. I think you should just sort of take that as where, how we feel about that.

Speaker #14: Thanks

Speaker #1: Yeah . I mean , you know , Jean , I think , you know , we've been public for almost seven years and we've tried to , you know , provide information as we know it and where we have conviction .

Speaker #1: So, I think you should just sort of take that as where—how we feel about that.

Operator 2: As a reminder, it is star one if you would like to join the queue. We do have a follow-up question from Jailendra Singh with Truist Securities. Your line is open.

Operator: As a reminder, it is star one if you would like to join the queue. We do have a follow-up question from Jailendra Singh with Truist Securities. Your line is open.

Speaker #2: And as a reminder , it is star one , if you would like to join the queue and we do have a follow up question from Jailendra Singh with Truist Securities .

Jailendra Singh: Thank you. Thanks for taking my follow-up. I just want to see if you can kind of give some more color on why do you think the oral GLP-1 launching is a bad thing for your Network Solutions next year? Just want to clarify that comment, Balaji.

Speaker #2: Your line is open .

Speaker #6: Hey . Thank you . Thanks for taking my follow up . I just want to see if you can follow up , if you can kind of give some more color on .

Speaker #6: Why do you think the oral GLP-1 launching is a bad guy for your network solutions next year? I just want to clarify that comment.

Balaji Gandhi: Yeah, I didn't hear anything about oral specifically. I thought it was more of a broader comment around some FDA activity and the general category. There's nothing about the response that was specific to oral.

Speaker #6: Balaji .

Speaker #1: Yeah, I didn't hear anything about oral specifically. I thought it was more of a broader comment around the FDA activity and the general category.

Speaker #1: So there's nothing about the response that was specific to oral.

Operator 2: We have a follow-up question from Ryan MacDonald with Needham & Company. Your line is open.

Operator: We have a follow-up question from Ryan MacDonald with Needham & Company. Your line is open.

Ryan MacDonald: Thanks for the time on the second one. Balaji, maybe if you could just clarify as we think about the flow of Network Solutions throughout the year. Is Network Solutions starting off at a lower base than what you expected in Q1 of FY27? Because you also said, I guess you said Q1's going better than expected. Or are we looking at really like sort of the lack of visibility means that Network Solutions revenues are sort of down in H2 relative to H1 and sort of little impact to the H1 expectations? Thanks.

Speaker #2: And we have a follow-up question from Ryan MacDonald with Needham & Company. Your line is open.

Speaker #9: Hi . Thanks for the time . On the second one , Balaji , maybe you could just clarify as we think about the flow of network solutions throughout the year , is network solutions starting off at a lower base than what you expected in Q1 of fiscal 27 , because you also said , I guess you said Q1 is going better than expected .

Speaker #9: Or are we looking at, really, like, sort of the lack of visibility means that network solutions revenues are sort of down in the second half relative to the first half, and sort of little impact to the first half.

Balaji Gandhi: That's generally what we should take away the latter part of what you said, Ryan. Here's the thing. I think we've tried to explain this to you. It's very complex. There's a lot of, you know, different moving parts and data that goes into our ability to, you know, reach the right patient with the right message. There's a lot of pacing involved too. Generally speaking, our view here is it's around the H2, not the H1.

Speaker #9: Expectations . Thanks .

Speaker #1: That's generally we should take away the latter part of what you said , Ryan . But here's the thing . I think we've tried to explain this to you .

Speaker #1: It is very complex. There are a lot of different moving parts and data that go into our ability to reach the right patient with the right message.

Speaker #1: So there's , there's , there's a lot of pacing involved too , but generally speaking , our view here is it's around the second half of the year , not the first half

Operator 2: With no further questions, I will now turn the conference back over to Mr. Chaim Indig for closing remarks.

Operator: With no further questions, I will now turn the conference back over to Mr. Chaim Indig for closing remarks.

Speaker #2: And with no further questions, I will now turn the conference back over to Mr. Chaim Indig for closing remarks.

Chaim Indig: I'd like to thank everyone for joining us for the fiscal Q4 2026 earnings call. I wanna thank my teammates for a really strong year, and I look forward to the year ahead. I hope everyone enjoys spring. Talk to you again in a couple months.

Speaker #1: I'd like to thank everyone for joining us for the fiscal . Q four , 2026 Earnings Call , and I want to thank my teammates for a really strong year , and I look forward to the year ahead and everyone , I hope enjoys spring .

Operator 2: Ladies and gentlemen, this concludes today's call, and we thank you for your participation. You may now disconnect.

Operator: Ladies and gentlemen, this concludes today's call, and we thank you for your participation. You may now disconnect.

Speaker #1: Talk to you again in a couple of months.

Q4 2026 Phreesia Inc Earnings Call

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