Steve Lisi: Yeah, thanks for that and these things take time. So, the Vizient GPO came a middle of October. It takes three to six months on average to contract with a hospital roughly. So, that’s a timeframe you need to see the improvements come as well as the software upgrade to our system or class three medical device. This doesn’t just happen overnight, which is why you heard in the prepared remarks that we’ll have things pretty much up to specs for all of our existing systems, the market plus ramping up new systems that’ll happen. It’s happening now, but it’ll take a few months and we’ll be completed with that process in January. So, yeah, if you think about it that way, you’re looking at things happening towards the Jan, Feb, March timeframe, when you’re going to see the major impact from these events.
Marie Thibault: Okay. It’s very helpful. Thanks for taking the questions.
Operator: The next question we have is from Joseph Downing of Piper Sandler. Please go ahead.
UnidentifiedAnalyst: Hey, this is John for Jason. Appreciate the question. Yeah. So curious how your conversations are going with hospitals in the current environment, are you seeing any lengthening of decision cycles or just slower contracting processes in general? And then just a quick follow up, anything else to note on how hospitals might be behaving differently right now in terms of forming new partnerships or embracing technology.
Steve Lisi: Okay. Yeah. I don’t think the hospitals are going any slower than what is normal for them. Post pandemic, things are a little bit slower post the pandemic and we’re still in that mode. Things don’t bounce back as fast in the, in the world of the hospitals nor in the supply chain world. So things aren’t back to what they were prior. So that’s why it’s, you’re looking out three months to six months to get things done with a hospital. So, I don’t think that’s really changed in the past year or so and it’s probably not going to change going forward. So, there was another part to your question. I’m sorry.
UnidentifiedAnalyst: Yeah. So, in terms of how hospitals might be behaving differently in terms of forming your partnerships or just embracing new technology.
Steve Lisi: Yeah, I think look, the embracing new technology part is, it’s normal for these things to take time. Again, we had to prove ourselves to the hospitals that we support them. These are lifesaving technologies. So you can’t not be able to support the hospital in a crisis situation where, they have an overload of need and they may need another machine or two or more filters or more kits or so forth. They had to be sure that we could support them and provide them in those critical time periods and obviously, we’ve proven that over the last year plus and that’s a major part of why we’ve given out guidance at this point. So the adoption curve is based on a number of things and one of them is confidence in us. The other one obviously is optimization of our system to work across all, be compatible with all ventilators across the offerings from the event companies.
So these are two obviously critical things and then of course the GPO contract. So this is just the timing that we’re on. These things took time to get through and now we feel that that’s complete and what we need and we can move forward. So again, I don’t think the first six to nine months that we were out was something that was ever conveyed as us taking significant market share. That was really the time period to learn and to get the hospitals comfortable with us and here we are in this period after that where we think we’ll be taking share and we’re happy to show you guys that we’ll be taking share. We’ve certainly hit milestones with respect to our optimization of our system and getting the comfort of the hospitals. So that’s just where we are today.
