Dr. Michael Gao

And the reason for that is I think it's actually –

you know, I think a large fraction of the market that is the fraction that we're targeting kind of wants to, for lack of better words, retain that expertise internally.

And so they can choose how to do things their way more.

And so I think there might be kind of, whether it's AR or coding or, you know, denials management or something like that, I think there will be potentially components that we take over.

And so I think, you know, you start with the easy stuff, which requires very little operational lift, in which the outcomes are all additive.

And then I think as we, what we hear a lot from our customers is that as they get a sense of the power of our technology and the quality of our work, they tend to want to give us more and more.

So actually on the access side, interestingly, the vast majority of their growth in revenue are from existing customers rather than new customers.

Yeah, both breadth and depth.

So both different areas that they start working on, as well as kind of like the fraction of work within a given area that they that they get.

I think consolidation has been sort of helpful overall.

And I think it's because...

A lot of times with consolidation, health systems suddenly find themselves, you know, when you consolidate, you add all the vendors that every individual hospital you consolidated work with.

And so they suddenly find themselves managing, you know, hundreds or thousands

literally even thousands of vendors.

And I think this is where, you know, I think part of the value that we provide to health systems is that we have a range of sort of, you know, technologies, products and solutions and services.

And, you know, with sort of one sort of data feed from your EMR, you can unlock multiple things.

I think it's certainly much better than the pre-EMR days.

And I think sometimes, just to maybe give you a funny anecdote, when I was a resident, I remember one of the attendings was like, Mike, when we were residents, we saw 50 people a day and you guys have it easy to only see 20 people.

And I was like, well...

When you were a resident, the care for a heart attack was bed rest.