Tabula Rasa HealthCare Inc Q1 2021 Earnings Call Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Sean Wilfred Dodge - RBC Capital Markets, Research Division - Analyst : Maybe starting on MedWise. It looks like bookings during the quarter were very strong. Your overall revenue guidance obviously assumes quite a bit of acceleration in MedWise revenue. It sounds like you're tracking toward that. But could you just kind of walk us through the progress you're making there? And any changes in your level of confidence in those MedWise targets for the year?

Question: Sean Wilfred Dodge - RBC Capital Markets, Research Division - Analyst : Okay. And then I guess, Kevin, and Cal, you both mentioned the journal publications and raising awareness of adverse drug events just kind of more broadly, you've significantly ramped your efforts around that over the last 18 months. Can you maybe talk about the impact you're seeing, these journal publications have on the sales process, being able to put this type of data, these types of outcomes validated into the hands of prospective clients. How meaningfully is that shifting the conversations you're having now with them?

Question: Sean Wilfred Dodge - RBC Capital Markets, Research Division - Analyst : The -- so maybe just kind of tying that to the MedWise bookings. So a 41% increase from payers year-on-year in the first quarter. Can you attribute that? Is that just having a bigger sales force and just kind of putting more kind of grid or wood behind it, or is this, you think, really kind of a lift from these broader awareness and maybe kind of the industry approaching a little bit more of a tipping point. I think it's both. We've done a great job recruiting, and the sales team that we have is fantastic. We've been able to bring in some really top-notch experienced health care professional, sales representatives. So that's certainly accelerating things in addition to the research.