Tabula Rasa HealthCare Inc Q4 2020 Earnings Call Transcript

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

Question: Glen Joseph Santangelo - Guggenheim Securities, LLC, Research Division - Analyst : Brian, I also want to follow-up on the guidance a little bit. In the release, you talked about bookings being up 58% in the quarter and your sales pipeline now being sort of 92% versus maybe where it was this time last year. Could you help us sort of reconcile those comments and put that into perspective relative to the 2021 guidance, on the top line? And as part of that, I think you just suggested in your prepared remarks that you expected to be growth kind of more normalized in the second half of the year. And I guess I just want to try to get an updated sense from you like what is normalized growth at this point? How should we think about maybe the longer-term growth algorithm relative to what you've discussed in the past?

Question: Sean Wilfred Dodge - RBC Capital Markets, Research Division - Analyst : Maybe staying on the sales pipeline for a moment. Can you give us a broad sense of the composition of that? It's up 92% now year-on-year, is the bulk of the pipeline now MedWise, and these are relatively larger contracts you're going after? Or are these a bunch of smaller opportunities of the expansions or new clients? And then anything on how they could or you're expecting them to kind of flow in or convert into revenue over the

Question: Sean Wilfred Dodge - RBC Capital Markets, Research Division - Analyst : Okay. And then on the PACE guidance, you said the guidance seems a weak first half of the year followed by an improving second half. Can you give us just a little bit more detail on what that means? Are you assuming continued declines in census for the next couple of months? Or given what we've seen now in February, are you assuming some kind of stabilization? And then the back half, does improving mean just some growth or are you expecting a pretty quick return to kind of the historical 1% per month kind of sequential cadence?