Michaela Dempsey (00:01):

Well, hello and welcome to Evisort's webinar featuring Care Initiatives. I'm joining from San Francisco, California where we're experiencing a bit of a heat wave, but you wouldn't know it from the fog that came in this morning. I'm Michaela Dempsey, Evisort's chief marketing officer, and I'm thrilled to be joined by a very special guest from Des Moines, Iowa, Cole Sigler, manager of legal operations at Care Initiatives. Cole, welcome and thank you so much for sharing the Care Initiatives story today.

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Cole Sigler (00:32):

Happy to be here.

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Michaela Dempsey (00:34):

That's great, and then before we dive into this amazing transformation journey, I wanted to touch on a few collaborative points. We're hoping to have an interactive conversation, so please feel free to add any questions using the chat function at any time during the webinar. We will also save some time at the end for live Q and A, and for today's webinar we'll start with an overview of Care Initiatives' business, jump into their contract intelligence transformational journey, then discuss why AI is critical for compliance and what exactly is contract intelligence. And before closing, we'll have some last questions. So, let's not drag this on anymore. Let's get started. Cole, we'd love to have you kick things off by introducing the audience to Care Initiatives and how your teams operate.

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Cole Sigler (01:22):

So, Care Initiatives is a long-term healthcare company based out of Des Moines, Iowa. We're the largest non-profit in Iowa and we serve almost 3,000 Iowans throughout the state. Primarily, our business is centered around our nursing facilities, which we have almost 50 of them throughout the state, and then the other half of our business is our hospice, which serves patients both in our facilities and outside in non-Care Initiatives facilities throughout the state. So, I'm happy to be here and talk about this journey that we've been on over the last couple years.

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Michaela Dempsey (02:11):

That's great.

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Cole Sigler (02:18):

So, our legal team is only about two years old, coming up on two years here soon, and before our legal team was in-house and internalized, basically everything was external, and dealing with outside law firms and just doing things on very individual bases and with all of our locations to essentially operating as single business units, but with help of Evisort, we've been able to build a lot more centralized processes to help guide our business decisions and just improve our teams at the end of the day.

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Michaela Dempsey (03:04):

And, I know from preparing for this webinar and you and I spending time together, that a lot of this was actually born out of the pandemic. So, do you want to touch on any of that, why this was so critical because of all the different places that you all have?

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Cole Sigler (03:21):

So, being nursing facilities and primarily housing elderly, COVID hit us really hard, like it hit many. So, with also having very strict protocols in place to help mitigate the spread of COVID, it was very difficult to actually get in these buildings and digitalize a lot of these contracts because previously everything was very physical, very few things had been scanned, everything was just kept in binders, and our management team and everyone had a hard time of making business decisions because we weren't exactly sure what contracts were in place at different facilities and who exactly we're serving in our buildings because at the end of the day, a business isn't a whole lot more than what our contracts are, and we didn't really know what was going on in terms of contracting. COVID was so hard with that, so being able to use Evisort in that way to help digitize and centralize a lot of these processes was a huge help. Really, we couldn't have made much progress without that.

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Michaela Dempsey (04:45):

Right, because you had shared with me that each of the 51 units that you guys have, and they're broken out, some are hospice and some are nursing homes, that because of the strict protocol, you couldn't have just people going in and out. It was hard to really get a handle on the contracts in a lot of the cases because the contracts were old school paper contracts, just having a better understanding overall of what was due and needing to be paid and all that. So, I know we're going to dive into that a little bit more all over, but it's amazing what you had spun out of all this, I guess, and moved along the Care Initiatives organization from what was just the most horrible crisis of the world and turned into being such a great thing for your company. So, I'm excited to have you walk through that.

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Cole Sigler (05:55):

We had brought on a lot of new faces to our management team at the home office and being able to make strategic changes and strategic moves, it's hard without knowing what you're contracted for. I think the previous slide said we had about 25% digitalized or about there, but the vast majority just being pen and paper contracts in folders and some of these being very business critical agreements that if we didn't have access to these and we're talking about thousands of contracts, if we couldn't use Evisort and its AI to actually fully digitalize, not just scan because people can scan a PDF and upload it to a drive and have access to it, but actually using the AI to actually pull business critical information from these contracts and doing this quickly and accurately over thousands of contracts that majority are decades old, some are new, so a very wide range of contracts too, without that, we couldn't have really made a lot of decisions because we just didn't really know what was out there.

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(07:27):

It's super hard to get... Especially during that summer of 2020 and winter of 2020 or all of 2020 really, we all know how hard COVID has been, and without getting people in there with contract experience and getting in there and being able to actually get hands on these contracts, being able to use Evisort's AI and the entire tool to really centralize the whole system.

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Michaela Dempsey (08:07):

Yes, and very excited... Do you want to walk through how you decided to... I know you've touched on the key pain points, but walk into looking at Evisort. I'm not sure actually if you were a part of the team that did the core search because I think Abhay had been doing that, but I would love to get the feedback through that.

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Cole Sigler (08:35):

So, Abhay is our chief legal officer, actually our first in-house attorney and still our only in-house attorney was looking for a solution, knowing that there's a lot of information out there and knowing that, like everyone else, everyone's shorthanded and short staffed, that we can't really hire on 15 paralegals to digitize a lot of these legacy agreements. So, I think in searching for a CLM tool to help him out and then finding how great the AI is and how much information that can intake is just almost a no-brainer decision. I know I've heard from him of how important that was to him just knowing that we had so much information out here and so little time to be able to digitize a lot of this information to move everyone forward in making key decisions.

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Michaela Dempsey (09:49):

I think we jumped ahead a slide. I think we missed the slide before this. No? Sorry about that to the audience, but Cole, do you want to dive into how you guys are using Evisort today?

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Cole Sigler (10:12):

Yeah, so we had an internal goal to digitize these agreements, knowing that there's a lot out there. We had a goal of a couple months to get these done, and we didn't really realize how quickly the OCR and the AI would work and be able to digitize a lot of this. So, really it was just a matter of however quick we could work with our teams who had hands on these agreements,, however quick we could get those uploaded was however quick... Evisort kept up with us as quick as we could. So, it took us about two weeks to get all the contracts into that central repository for our information. So, really we were the ones slowing Evisort down in this case. So, if we could have uploaded all in two days, it would've been two days or it's just two weeks, but still, two weeks is pretty crazy to have 33 years of legacy documents, just have all that information at our fingertips. It was pretty crazy, it was exciting just to see it work.

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Michaela Dempsey (11:23):

And, you'd explained to me that basically each of the facilities would have a notebook with clear pages with the contracts in them, and so that nurses and admin could just quickly go into that booklet and see who was supposed to be coming in or deliveries or be able to have contact points. So imagine, if you will, there were 51 locations that were doing that and then grabbing all that information and being able to scan it and throw it into the system, and then of course anything that was in filing cabinets. It really took you guys from paper to the digital pretty quickly.

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Cole Sigler (12:10):

And, it was always a goal to do this. Over time I know I've talked with our compliance department, nobody really likes having paper documents everywhere. So, this has always been a goal, but being able to push this along very quickly, not just for legal purposes, for our compliance and our operations team as well. Within a couple weeks being dangerous, it was amazing going from these paper documents in folders to digital, living breathing data points.

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Michaela Dempsey (12:52):

And, the OCR really captured the information well, so you didn't find any challenges with searching the scanned documents?

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Cole Sigler (13:03):

No, as soon as overnight when it processed or within a couple hours when it processed, it was fully searchable. I really haven't ran into too many issues where maybe it didn't find it because some of these, 33 years old, the scanning capabilities back then maybe weren't the best or the clarity of some of these documents maybe weren't the best, but it's still fully searchable to this day.

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Michaela Dempsey (13:31):

Awesome, and then I know when we were chatting also that by having it all digitized, all of a sudden you could realize that there were shared vendors in certain cases that... We could go back to that same slide, that you were able to consolidate those vendors. So, do you want to dive into that a little bit?

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Cole Sigler (13:57):

Yeah, so as soon as we had this data to search through, we obviously needed this for a reason. So, a big part of that was vendor management and procurement and realizing that maybe half of our locations were contracting individually with a vendor, being able to go to them and set up a master agreement rather than 30 individual ones, and a lot of times with that came just ease of communication and ease of processes, but saving and costs too because a lot of vendors, if you come to them with a lot of business rather than one single unit of business, you get a lot of savings. And, being able to do that with templates too, being able to empower our teams to be a little bit self-serving eventually, obviously we wanted some control over these processes right away to be able to streamline them and make sure the quality was there.

(15:07):

But, eventually within a year being able to have a lot of these business units be self-serving... I remember coming onto the team and thinking like, "Oh man, we're doing a lot right now for everyone and we're internalizing a lot of this." And, being able to use Evisort with workflow has been a life saver for everyone. I know our hospice team is especially contract dependent because a lot of their work is in external facilities. So, being able to be able to serve them with this has really spurned on their growth. I think we're seeing record growth with our hospice team and a lot of that is coming in external facilities because we can allow them to be self-serving, but with that risk and compliance places in our templates rather than signing whatever they had been pushing because that's how things operated when things were individual or things were maybe just slowed down a bit without a proper CLM tool.

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Michaela Dempsey (16:27):

And, you had shared too that one of the best things about the workflow is that you have all the comments and communications in there, so audit reasons are even just going back that you have all the chain of command and everything in one place, which is really nice from where the true transformation of where you were because it wasn't as if at the headquarters you had things that were digital, it's just that on site you had a lot of paper.

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Cole Sigler (17:03):

The home office was definitely handling a lot of higher level contracts and decisions, but we were seeing issues in more day-to-day functions like snow care and lawn care sometimes. Maybe a unit said like, "Oh yeah, we got that all taken care of," and then an issue happens, maybe a slip and fall on ice because being in Iowa it's a huge part of our lives every winter and being in the business that we're in, it's super critical to have these things in place and for safety. And, I know that we had had a lot of issues in the past, but now that we can do some internal auditing, but then also just allowing this to be a quick and easy process for our teams to get proper contracts in place with vendors has reduced our risk a lot.

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Michaela Dempsey (17:59):

I know on today's call we were going to dive a little deeper on hospice because it was one of the stories that the whole team really found touching, that by having some tool that seemingly all of us use in different ways has really helped better people's lives and get them the care that they need faster. So, do you want to walk through what the process looks like overall?

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Cole Sigler (18:36):

So previously, a lot of contracting wasn't necessarily done by an internal legal team. It was either external or maybe just a business office manager and everything being... So individual units, maybe they don't necessarily go through this contracting process every day or every week or even every month. So, sometimes it was a learning process and maybe not the most accurate, not as quick of a process previously just because people maybe it wasn't their primary role, so they weren't super efficient at it. It would get done at the end of the day, but maybe it would take a couple days to be able to get something in place, so being able to use-

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Michaela Dempsey (19:28):

Postal a lot of times too, wasn't it?

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Cole Sigler (19:30):

Postal, yeah. Sometimes it was, "Okay, I send it to the home office, they sign, they send it back, and now we send it to the vendor or the hospice agency or the facility that we're trying to get a contract with to serve somebody who needs care in that building," but being able to use the workflow and sometimes the self-service part of that too, being able to get those contracts done within an hour rather than two weeks. So, if someone who is urgently needing care and previously it might have taken, if we expedited it 48 hours, 72 usually, it was a goal a couple years ago, but five years ago it would've taken even longer. So, now that we can get contracts in place within an hour, if we can have these workflows in place such that they're very automatic and everything moves basically immediately, we can get those contracts in place as soon as our vendors sign. And if we can direct that communication through the workflow, everything goes very quickly, and at the end of the day it means someone getting care an hour [inaudible 00:20:56]-

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Michaela Dempsey (20:57):

Hospice care and that's-

Cole Sigler (20:57):

A hospice especially, yes. So, hospice can move so quickly, people's conditions, all of a sudden... I've gotten that call too where somebody needs care really quickly and we need to get a contract in place. Usually these are very emergent, so if someone is needing just basic care or even the most complicated pain management, if somebody's not in pain for an hour longer than they need to, we've done our job and a lot of times it's 24 to 48 hours sooner. So, that's what keeps me going at the end of the day. I don't know about you.

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Michaela Dempsey (21:38):

No, that's awesome because when I look at it, the contracts have to go through finance, IT, legal, operations, hospice business units, and their hospice VP and then you know had shared you have 150 approvers that are trained. So, if you look at the 50 different units across your business, you have employees because you have 24 hour care, so that you can get these things out, reviewed, approved, so that you can provide the service for the people who need care and that's just amazing.

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Cole Sigler (22:19):

And, that's why everybody's jumped on board. They like the end users, the approvers, the people in the field doing the good work while I sit at my computer all day. They've seen the value in this and they definitely use this on a day-to-day basis to better their care because that's who I serve. Them, so I'm trying to give them all the credit.

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Michaela Dempsey (22:46):

That's great, and I know the other thing you've walked me through, but would love you to walk the audience through is some of the different compliance and audits that you've been doing overall or helping the different facilities.

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Cole Sigler (23:07):

So, nursing home care is I think the second most regulated industry behind nuclear power. So, I guess they have one up on us for a reason. So, being super regulated and constant, and surveying, and things like that, we have to keep compliance with almost everything. So, wherever there's someone stepping on our grounds, money exchanging hands, we have to have some agreement and contract in place. So, there's a whole list there and there's probably a ton more that we have to have in place, and being able to... Well, previously it was done how things were done a long time ago in terms of binders and the clear things that organize like maybe we did in high school or middle school or something.

(24:07):

But, being able to digitize these processes with Evisort and being able to do our internal auditing a lot easier to make sure that locations are ready for these surveyors because we can get hit with some pretty heavy fines and even get our licenses taken away and things like that. So, if we score low on these surveys, that affects our Medicare rates, which affects our business viability too. So, being able to make sure that these agreements are in place and being able to get in place quickly too, so just like when we get a contract in place, when somebody needs care, these help expedite those processes too.

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Michaela Dempsey (25:02):

And from what I understand, the way that the audits work is that in the state of Iowa they happen on an annual basis, but there's no set schedule. So at any given day, once you're close to that 12 month timeframe, that an auditor can walk in. And so in the past, again, because it affects the Medicare rating and all these different things, an auditor might walk in and it's just more complicated to find everything that's needed. Can you talk about the way today's process works for the different units and how it's going?

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Cole Sigler (25:51):

So, basically using Evisort as that depository, being able to produce agreements whenever a surveyor asks, so maybe it's... And it's an annual survey, but we don't have a set schedule like you were saying. They can pop in pretty much whenever and every single time someone files a complaint, they have to be in and they usually do auditing related to any complaint. So, on a given year it's not just the one survey that a location will have, they'll probably have the state surveyors in the building for a solid month out of the year sometimes.

(26:42):

So, when they're constantly asking for different contracts we have, obviously there's a lot more to these surveys than just the contracts, but that's just how much I'm involved in it and how much I can help. But previously, if these were kept in your typical filing cabinets and things like that, but sometimes things get lost, things will happen, but when it's digitalized in an Evisort, it doesn't get lost. So, being able to be able to organize that too and being able to push that out and the workflow primarily, making sure that everything gets pushed to the right people, approvals, and making sure that all the eyes are on there rather than emailing and shooting around and just making sure the accuracy of everything is up to par.

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Michaela Dempsey (27:44):

I know compliance is just becoming such a hot topic. It always has been honestly, but it's even more so now. In the news we're looking at all the ESG standards that are going out and how companies supply base measures up to these standards and such. And so, I know you guys are doing a really great job with this and it's amazing because at the facility level, people can grab the information at the core level. You can grab it, Abhay and legal can grab it, the finance team, IT, everyone has full access if they have the proper permissions for that access to look at things, so that's awesome. And, you've shared a lot about the different projects, but you've really done quite a lot. Can you go through your before and after and then maybe what your future look is overall?

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Cole Sigler (28:42):

Yeah, so previously everything was either individual or maybe very regionalized. So, we weren't necessarily operating as a whole unit with everyone's viability in mind at the end of the day. So, I know that we had hundreds of different vendors across the board at all of our different facilities and that is very difficult to manage the quality if we're having issues with a lot of different vendors, if we're trying to update different protocols, especially with COVID, that has been huge. For a while there, it seems like protocols were changing weekly, so if we have to communicate that out with hundreds of vendors, it's very difficult. It just is, so being able to centralize a lot of those processes and centralize vendors and just being able to better increase our quality from that standpoint.

(30:08):

So, on our hospice side with external facilities, it sometimes was a really difficult process to get those in place because these facilities are just as regulated as we are and they have to have a lot of different agreements in place depending on the type of location that they are in. A lot of times the reviews of those agreements with as quickly as our hospice is moving and as shorthanded as everyone is these days, a lot of these reviews just couldn't get done very timely. So, being able to expedite a lot of these processes in workflows and being able to annually review these two very quickly, it's just being able to turn around these agreements and being able to do business critical functions is just... It's sped up completely and we've been able to be very agile with those over the last couple months.

Michaela Dempsey (31:18):

That's awesome, that's really awesome. Now, you've accomplished amazing amount of transformation in a short time and I know you're always looking to improve and I know you've walked us through some of the bigger projects and of course you have a big personal project happening in November.

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Cole Sigler (31:40):

Oh, yes.

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Michaela Dempsey (31:40):

A baby coming in.

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Cole Sigler (31:40):

Yes, very exciting.

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Michaela Dempsey (31:41):

But looking at getting everyone trained, what does that look like overall? Is there anything that we still need to know that you have not shared?

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Cole Sigler (31:51):

So, I'd say the biggest thing is training out beyond our leaders, so being able to have the people out in the field who are serving residents day in, day out, we have thousands of employees out there, being able to train those folks up on how to use Evisort because lately the big way that we've been pushing to try to use Evisort is on our hospice side if in the middle of the night somebody needs extra care, so respite care, they need to go to a unit, maybe they're in their home and they need doctor level care and we don't know exactly where we can bring them, and previously they would have to maybe go back to the office, look through these agreements to see where respite care is available.

(32:42):

But, now that we're training up those people to be able to use Evisort, being able to search for those clauses, which the data has been pulled out by the AI, so being able to search through the data that the AI has produced for us and to see what facilities we have those specific agreements with that they can get somebody the care that they need in the middle of the night. So, that's been a big thing and training very specific things like that for the rest of the teams.

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Michaela Dempsey (33:16):

That's more than a big thing, that's a huge thing. Think about [inaudible 00:33:19] and the people involved. You want to be able to have that instant, immediate solution, so that you can get the care for the patient that's needed. So, you guys are doing an amazing job.

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Cole Sigler (33:33):

We're moving quick.

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Michaela Dempsey (33:34):

Yeah, you are. So, I want to thank you, Cole, for really walking us through all the things that you've done and before we get to the questions that that folks have for you, I wanted to share a bit about Evisort. For anyone who might be hearing about our AI solution for the first time, Evisort offers an AI-powered contract life cycle management contract intelligence platform. As Cole shared, we are purpose built, our platform, so that anyone and everyone can use it. You don't need to be a data scientist, it's a no code solution. We have trained Evisort's proprietary artificial intelligence on over 10 million contracts, enabling it to easily understand the context and meaning of legal language. I personally use the platform for our marketing contracts and can honestly say that it is really, really easy. It's fast and probably even faster than if you're searching for something on Google and you get exactly what you need.

(34:35):

Our platform is built to be easily integrated with your existing document repositories. So, there's no need to migrate data. Evisort can pull from Google Drive, Box, Dropbox, and even digitize, as Cole shared, 33 year old legacy contracts. We have integrated with familiar procurement tools like Coupa or Ariba and others that you might know, and we work with organizations of all sizes and industries. So, here are some of our amazing customers. So, we're working with Care Initiatives, Bank of America, and Workday, and Netflix. It's inspiring to see how they're using Evisort in different ways to innovate and transform their processes and businesses from compliance and vendor contracts, as Cole mentioned, to revenue recognition and reporting and deal acceleration. There are many different ways the businesses around the globe are using Evisort to create value impact, and with that, I'd love to jump into some of the questions. Erica, do you want to bring some of those forward for us?

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Erika (35:38):

Definitely, so just a reminder for you all, if you have any questions, please enter them in the Q and A box and we will answer them live. And, it looks like our first question is for Cole. What is your top tip you would give to someone implementing a contract management tool like Evisort?

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Cole Sigler (36:01):

I would say show the value to the end users. If you can get buy-in that way and they're seeing the value, implementing goes that much quicker in my experience.

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Erika (36:19):

Alrighty, thank you, and let's see, next question we have here, how do you see the role of legal ops changing, especially with technology coming out today?

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Cole Sigler (36:34):

So, I've been pretty lucky. So, I've come up in legal operations with the technology. So, I remember meeting with Memme, one of the founders of Evisort, and he was talking how maybe previous CLM tools and I just had no idea that you had input the data into the system. So, you basically just scan it and then you'd type out the data that you wanted. So, I just had no idea because Evisort's been the first CLM tool that I've used. I've been lucky jumping into such technology, and I think that in the future, I think maybe five, 10 years from now, because that's how quickly we're moving, somebody's going to be like, "Oh, you did that? That's insane. It's just all automated." So, I think automation is going to be the biggest area and I think a lot of that comes with AI.

Michaela Dempsey (37:29):

Well, I would add to that too is that the manual tasks that we've had to do in the past or some people are still currently doing, you take that as it was one step better than let's say all paper, and when you look at it overall, the speed is there, but what it really allows you to do, and in the case of your organization, one, it allows you to really facilitate better care for your patients. It also helps you better understand where your vendors are and your exposure, but at a big level for finance, et cetera.

(38:14):

But, it allows you to have those conversations because in all practicality, we as people don't want to be doing these manual types. We're conditioned to do them, but we don't really want to do them. So, you have that time free, you can really use it for more strategic things, and I know, Cole, you've shared with me a lot of the projects that you've been working on developing, so that just that Care Initiatives maybe they didn't even have on a slate because you have the ability now to do this. Some of the things you are doing used to take other people to do and that doesn't have to happen anymore, which is great.

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Cole Sigler (39:03):

I know, I think previously a lot of our hospice contracting for external facilities was all centralized into one person and that's all they did, and it was more than a full-time job. I know they were very busy, but being able to just get that one team into going through workflow to automate a lot of this and now it's maybe five to 10% of my job, and it's mostly just overseeing a lot of that, and so I think just being able to just save a lot of the manual tasks that have been done over time, and a lot of times we see higher [inaudible 00:39:50].

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Michaela Dempsey (39:51):

They're not fun tasks. It's fun to know that you've helped people, you've helped families have the care they need, so that's great.

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Erika (40:01):

All right, next question we have is, does Evisort integrate with other systems? We store contracts mostly in SharePoint and Box right now but without much folder structure.

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Michaela Dempsey (40:15):

I'll start, but Cole you can jump in too. We do integrate with lots of various systems. From what I understand, there isn't a system that we don't integrate with, so meaning Microsoft organizations like we work with Adobe, et cetera, so any type of digital contract we work with. We work within different structures, and then even as far as going outbound if you want to integrate with tools like Tableau for extensive reporting, we do that as well.

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Cole Sigler (40:58):

That's how we did it. So, when everything was just in files, we had everybody upload it to a Box folder and then had the two way sync with that. So, I know you had mentioned Box, so that's why I wanted to jump in and say that's how we did it, and then on the other end of things in contracting with our workflow tools, I think we integrate with DocuSign, so being able to get those signatures out through there. I haven't seen anything that we use that you guys haven't partnered with.

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Erika (41:30):

Awesome, thanks. And the next one we have here, I have a lot of contracts that are not digital. How tough is it to get them analyzed in a system like Evisort?

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Michaela Dempsey (41:41):

Well, I'll touch on it briefly and then, Cole, you can jump on it, but we have a great OCR tool. It's really rather fast and once it's scanned, it's up and in the system and it's searchable. Cole, he can speak to this directly, they did have a lot of that.

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Cole Sigler (42:02):

I think we had several thousand non-digital contracts and I don't know if it's several thousand that you're talking about or a couple hundred or 10, I don't know, but I think once we just physically scan them on a copier, put them in a Box folder and synced it with Evisort, which that is pretty much all instantaneous, I think the OCR works through it within, I don't know, maybe 10 minutes a document. So, I think pretty much just not even that. Usually when we uploaded it, I think it was pretty much just overnight and everything was easily searchable with all the data we needed.

Michaela Dempsey (42:46):

I know another customer of ours, Juniper, has gotten back I think all the way to 2004 with their contracts and has got all those old legacy contracts up and onto their system as well and it's fully searchable. So, it seems that it's quite fast, but I know if it's a unique question, probably one of our solution consultants would be the best answer on the speed and which it would work for the amount of documents that you have.

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Erika (43:18):

All right, so I think this is the last question we have here. How do you get people trained to use Evisort for the contract workflow?

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Cole Sigler (43:29):

Evisort has a great team, but they also have a whole academy built out. So, basically it's a lot of self-serve learning that they can do, but I personally just either open up an office hour where people can come and train or I just say, "Hey, over this lunch hour once a month I'll be doing a little quick training on a different piece that I notice maybe people have been struggling on." So, I think it's just how I've done it is just continue little things, not throwing a ton of information at people because I don't know, that's not how I learned. So, I just like to cater to everybody's availability too.

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Michaela Dempsey (44:17):

No, I think that's nice to do it in bite-sized chunks because I know when I'm learning something new after the third thing you're learning, it's hard to go any deeper. Not impossible, but just your brain because it's all new, so that's great. I'm glad that you have so many people trained on Evisort and the workflow, so it's exciting to see, and I thank everyone for coming today to the webinar and joining us. Cole, it's been great. It always is talking to you and learning more about what you're doing and I can't wait to hear about the news of your family growth in November, so we're all looking forward to that.

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Cole Sigler (45:00):

Well, the baby girl's going to be coming soon.

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Michaela Dempsey (45:02):

She is. Well, thank you all today for joining us and have a wonderful rest of the week.

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