Market outcomes and a look towards the future of payments

The differences between large corporate optometry and the small independent optometry groups. The value props are very similar from a marketing perspective. Integrated Payments: the convenience of not having to re-key information in multiple systems with the opportunity to make mistakes, the opportunity to provide a great, seamless experience for the customers at checkout. All of those value props resonate with both market segments. What's really different about the two segments is the sales process. Our large corporate optometry groups are really looking at what that back office experience is going to be in addition to the in-store experience. So how are their accounting and finance teams going to reconcile payments every month? It's a much bigger focus for those customers than it is in the small business segment. We have to approach the sales process a little bit differently for each market segment and that's where teaming with Worldpay, they have different groups that understand this and can focus on the needs of the larger corporate retail customers. They know what that sales cycle looks like and how that's different from the small business segment. Small business segment is really concerned primarily about what, well, one, rates and cost. Two, is it turnkey and easy. And by having the whole process integrated with our software kind of checks that turnkey and easy button. And then it's just about can you give me a competitive rate? It's allowed us to offer a more complete solution to the marketplace, which is, which has allowed us to acquire more customers because we have a turnkey solution. Two, I think it's improved our overall customer satisfaction with our solution not having, you know, to worry about disconnected systems. Three, it's improved our top line revenue, right, our average revenue per customer. In terms of the future of payments, some things that we're looking at now is how we support a true omnichannel experience. So today primarily our customers and their patients is all in store experience. But now with the consumerization of healthcare, you're seeing more virtual experiences come into play. And so being able to blend the Integrated Payments solution across multiple channels, whether that be online or in-store and have a seamless experience is really important. Text-to-pay is another area that we're looking at because it allows even for the in-store experience, a different modality of payment. And frequently after insurance is reconciled, patients still owe some amount of money. And so being able to collect that more easily through an electronic channel like text-to-pay is important to our customers. So, we're looking at that.