Jeffrey Tangney: Craig, good to hear from you. Yes, really just too soon. Again, this is more caution longer, I think, is what we’re seeing in the end marketplace from our clients. And Again, our ROI remains strong. Our engagement remains very strong. One thing I haven’t mentioned that we mentioned in the last call was about 90% of our R&D was physician-focused and I think we’ve had a lot of success in this last quarter. We’ve got a lot of our R&D team and are very excited now to work on client problems. And so we’re seeing that mix shift. And I think our clients are really pleased with the high-tech motion we’re offering. But again, I think too soon to comment on that midterm growth rate.
Craig Hettenbach: And then, just a quick follow-up on the video products. How do you think about that into next year as it layers into the business? And any kind of signpost to watch for in terms of adoption in the marketplace?
Jeffrey Tangney: Well, I’ll tell you, Craig, one of the cool things about bringing in all the IQVIA data and now being able to run these more real-time ROI analysis is we are able to start to look at what content types really generate incremental NRx lift, they call it sales for our clients. And that’s a window we’ve never had before because before, we’ve always done these year-long look backs and haven’t had the kind of real-time data to look at it all. And the short answer is, is video is hot. Video does very well at communicating messages, engaging doctors and ultimately changing behavior. And that’s great news for us because with our point-of-care Telehealth product, we have a lot of video inventory. So we’re excited to lean more into that go-to-market motion this year.
Operator: Your next question comes from the line of Jailendra Singh from Truist Securities.
Jailendra Singh: Congrats on a strong quarter. My first question, I mean, last quarter, you guys called out some market share losses to cheaper banner as kind of platform. Just wondering if any of those trends moderate or reverse this quarter and what have been the drivers. I believe you have talked about that some of that could have been because of lack of an automated online purchase platform but just curious that how trends were 3 months later?
Jeffrey Tangney: Yes. Thanks, Jailendra. Yes. So per our 1% guidance raise, we’re obviously pleased with the sales momentum we’ve seen since then. Our close rates were up in Q2, as Anna has already mentioned. I’ll go back to that 130 client day long event we had in New York recently, we did get a lot of good feedback from there. And with regard to some of these new competitors, I will say, the third-party reports they’re running are finding issues with their quality and their ROI. And I think that, that has moderated, I think, some of that competitive threat. The joke is that IP address targeting often reaches the doctor’s daughter, not the doctor and that is raising a lot of questions about whether there’s real ROI here.
Jailendra Singh: And then my follow-up, what of the insurance company, Aetna, they recently announced, I know making some changes around reimbursement for some of the virtual care and audio coverage reimbursement. And as always is the case that generally other insurance also follow the trend. I was curious what feedback have you got from your providers since that announcement? And how should we think about the provider usage of Doximity platform? Clearly, you have a lot of tools of providers but dialer app is one of the critical tools you guys have for your provider clients. Just curious like what’s the feedback from them?
Nate Gross: Jailendra, this is Nate. That’s a great question. I think if you are looking at some of the recent moves in the payer space, that’s dictated more by the business realities of those payers. And is less so at this point, a broader trend in medicine. I think we’re seeing there’s still a lot of legislative patient and doctor support for Telehealth as a sort of a new normal for certain types of care delivery. I think all parties who use it like it in the right circumstance. And so we believe Telehealth is here to stay and I think our numbers on the engagement side of our platform reflects that. That said, every year, not just in Telehealth, physicians face decreases and cuts to their compensation and to what they can build for and how much they can build for and they are increasingly asked to see more patients and see more patients efficiently.
And so while not every patient and not every type of care is going to be a perfect fit for Telehealth, it’s going to be up to the technology community and those working with doctors to come up with solutions that can make it as seamless and easy and lightweight as possible because when the economy and when physicians are just strapped, that’s the only way we’re going to be able to deliver a product that works for everyone. So we’re thrilled that our engagement is at an all-time high. And if you look at what Jeff said, DAU, daily active use which is really those workflow tools of which Telehealth is our crown jewel led the charge and grew the most in the last quarter.
Operator: Your next question comes from the line of Jack [ph] from Guggenheim Partners.
Unidentified Analyst: Anna, in your comments, you mentioned that there’s a little extra budget unlock as part of the reason for the guide. I realize it’s a small cohort but is there any part of that, that’s related to the self-service portal and it sounds like the hope might be that, that would be the case going forward but is there any extra unlock tied to the self-service portal in the guide?
Anna Bryson: Sure, Jack. Happy to take that question. The short answer is not yet. I think we’re really excited about the unlock that, that could bring for next year potentially. But really, what we’ve seen over the past 90 days is like many other industries, we’ve just seen elongated sales cycles in this environment. So those incremental dollars that we typically start seeing being added to our platform in June didn’t really start coming in until August of this year. But since August, I think that’s where we’re really encouraged by the strong growth we’ve seen here over the past 90 days as our customers are adding on to their high ROI programs. So a lot of this has really been budget driven. But for next year, we’re very excited by what self-serve can bring but it’s just too soon to put numbers behind us.
Unidentified Analyst: And then for the recently launched products or maybe some of those in the planning? Are you noticing any changes in your customers’ appetite for supporting those launches, any slower or faster just given the current environment?
Jeffrey Tangney: Yes, this is Jeff. I’ll take that. The short answer is there’s a lot of interest in innovation in what we’re doing. But I’d say also in this more cautionary macro environment, there’s a flight to quality around high ROR programs that have had proven results. And again, from our end, that’s great because this is the time of the year when our clients sit down, they look back on the year, they look at all the numbers, they do the math. They do the ROI and we’re one of their key, if not, they’re absolute key digital HCP partner. So I wouldn’t say that there’s this strong drive towards experimentation in this market, like maybe there was in 2021. And I would argue that’s actually good news for us because in 2021, that meant there was a lot of digital dollars thrown at new websites and other things that, frankly, just didn’t work that well.
