November 2, 2020

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October 30, 2020: What does it look like to navigate a cool digital start up as a CEO during a pandemic? Carina Edwards joins us from Quil Health. Their joint venture with Comcast and IBC looks to grab a piece of the multibillion-dollar care at home industry. How do you accelerate the adoption of care at home solutions? What devices should you use? How do you make it simple and easy? How do you scale remote monitoring? Where does the funding come from? And more importantly how do you integrate it into the workflow of doctors and nurses?

Key Points:

    • The beauty of a digital health platform comes into play when the world changes overnight [00:04:30]
    • Where does the Business to Consumer funding come from? [00:10:10]
    • Ambient voice’s role in “I’ve fallen and I can’t get up” [00:12:10]
    • What does it look like for a provider to partner with Quil Health on a solution? [00:13:50]
    • How do I look after my parents who live in a different city? [00:19:14]
    • The primary care physician was always the quarterback but in the home care model the nurse really is the quarterback [00:21:35]
    • Are health leaders engaging as much at the virtual health conferences as they were at the face-to-face? [00:23:20]

Supporting Care in the Home with Carina Edwards CEO of Quil

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Supporting Care in the Home with Carina Edwards CEO of Quil

Episode 322: Transcript – October 30, 2020

This transcription is provided by artificial intelligence. We believe in technology but understand that even the smartest robots can sometimes get speech recognition wrong.

[00:00:00] Bill Russell: [00:00:00] Alright, before we get started, the clip notes referral program is off to a great start. You are participating we’re well over 500 people who have signed up to get these emails. If you don’t know what cliff notes is, clip notes is an email. You get 24 hours after each episode airs. it’s a great way for you to stay current on who is on the show, what was said, we give you a summary bullet points. we give you one to four video clips, so you can get the highlights from the show. think of it that way. It’s the highlights from the show. In your inbox, 24 hours after the [00:00:30] episode airs, you want to join your peers. They’re all receiving this.

[00:00:34] It is going out to a lot of people and it continues to grow. but we also have a referral program, great way for you to win prizes. the, everybody who gets at least one referral gets put into a drawing that drawings on January 1st, 2020. One, and we will draw one name to receive a work from home kit from this week in health.

[00:00:52] It, if you get up to 10 referrals, you get this, black mole skin notebook with this week in health IT [00:01:00] on it and the person who gets the most gets an opportunity to come on the Tuesday news day show with me and discuss health IT news. And so we’re really excited about that. We want to thank you for participating and, if you want to, have people sign up easiest way to do that. Send them to the website, have them subscribe and put your name, your email address in for referred by, they could also send an email to clip those at this. We can help All right now onto the show.

[00:01:35] [00:01:30] Welcome to this week in Health IT where we amplify great thinking to propel healthcare forward. My name is Bill Russell, former healthcare CIO, coach consultant, and creator of this week in health IT. A set of podcast videos and collaboration events dedicated to developing the next generation of health leaders.

[00:01:51] I want to thank Sirius healthcare for supporting the mission of the show. And, just their support of the show throughout this year has been [00:02:00] phenomenal. And it has enabled us to grow as a show, to hire some people and to expand our services to the community. So we really appreciate Sirius and all that they do for the show.

[00:02:09] Today I have Carina Edwards on the show. If you aren’t familiar with Carina, she’s been on the show before. She is the CEO of a really cool hot startup called Quill Health. And it is a partnership between independence, Blue Cross and Comcast based in Philadelphia. They are doing some really cool stuff and I’m looking forward to sharing.

[00:02:30] [00:02:30] This show with you. All right. Today I am joined by Carina Edwards, the CEO of Quill, and we are gonna have a great conversation about supporting care in the home. welcome back. Welcome back to the show Carina.

[00:02:45] Carina Edwards: [00:02:45] Great to be here.

[00:02:46] Bill Russell: [00:02:46] Yeah, it’s been too long, but a lot of things have been happening.

[00:02:49] Carina Edwards: [00:02:49] A little bit

[00:02:52]Bill Russell: [00:02:52] Little bit! You’re headquartered in Philadelphia, Comcast isn’t coming back to work until July. what does that mean for you?

[00:02:58] Carina Edwards: [00:02:58] We are headquartered in [00:03:00] Philadelphia. We made this transition to virtual pretty quickly because we already had a pretty remote team. And so we are staying remote, until, sometime in 2021.

[00:03:11] And we’ll figure it out as we go, but right now it has not impacted business. And the team has been doing really well.

[00:03:17]Bill Russell: [00:03:17] It hasn’t, it doesn’t appear to have slowed you down at all. I’ve seen you, you’re at the health conference and you pop up on my feed quite often, either in, in conferences or [00:03:30] some facsimile of conversations that you’re having with industry leaders. So you’re staying pretty busy having those conversations.

[00:03:37] Carina Edwards: [00:03:37] We are, it’s been an interesting year for us because as we’re only two years old. And for us, we were just taking off as, as COVID hit. And we had one of those big like moments where. We were selling to provider organizations and we were going live with provider organizations, We launched the Quil platform in April, 2019 [00:04:00] and March comes and all of our patients go off the platform, all of our customers shut procedures down. And so we had this Okay, we have this amazing platform. We can do some pretty great things. And so in five days we launched a COVID journey to 1.3 million independent lacrosse members.

[00:04:21] And so we just showed the power of the platform of digital engagement, digital connectivity. So it’s, it was, it was, it’s been a wild ride.

[00:04:29] Bill Russell: [00:04:29] And [00:04:30] that’s the beauty of a digital platform like that. The world changes overnight. Five days later, you’re sitting there going, Hey, we can take these same workflows, the same training, the same content, and we can deliver it in a different way to address the needs of the market. And that’s the, that really is the promise of digital.

[00:04:47] Carina Edwards: [00:04:47] I agree. I think it’s been, it’s a testament to also like how you think about scaling and all of these different startups.

[00:04:57] Bill Russell: [00:04:57] All right. did you lose my camera there for a minute?

[00:05:00] [00:05:00] Carina Edwards: [00:05:00] For a quick minute? I did, but you’re back.

[00:05:02] Bill Russell: [00:05:02] I’m back. Alright. And we’re back. this has, I don’t know if you remember this, but this happened. We had technical difficulties in the last time we tried to have a. tried to do a podcast together. We were in your office and the automatic lights kept going off.

[00:05:14] Carina Edwards: [00:05:14] That is right. We had to wave our hands a lot.

[00:05:17] Bill Russell: [00:05:17] It’s we just don’t care. So you, you were the CEO for how long before March came around for about a year. Is that right?

[00:05:26] Carina Edwards: [00:05:26] Yeah, I joined March, 2019.

[00:05:30] [00:05:30] Bill Russell: [00:05:30] I’m going to ask that we’ll go back and cover what Quil is in a minute, but there’s just a question, what does it look like to navigate a pandemic? a cool digital health startup, during a pandemic. Did I get that question right? What does it look like to navigate a pandemic at, in your role as a CEO? that was a new role for you and, it was quite the curve ball.

[00:05:54] Carina Edwards: [00:05:54] You know, for us, it was all about staying focused on delivering for clients. And [00:06:00] that’s why when, March 11th hit March 12th and procedures started going, getting shut down and elective procedures got put on hold and hospitals started furloughing employees, all of us just stayed true to “how can we help?” And so it gave us a purpose and this notion of transitioning to help with COVID was great.

[00:06:21] IBC was having challenges. It was misinformation nation, as Kevin Mahoney likes to call it. And, we were able to work with NBC and the [00:06:30] Today Show and really curate down like these are the facts and it wasn’t about the symptom tracker and, the testing that was part of the journey. But it was really about staying focused on getting people to, “how do you transition to home?”

[00:06:43] How do you, homeschool your kids? What’s grocery shopping, like all those things that we’ve now gotten used to. In the beginning of the pandemic, it was really hard to navigate. And as the year then went on and things started to open back up, clients started coming back on and we started selling more. So just we’ve [00:07:00] gotten to a natural rhythm, but the pandemic gave us a purpose on how to help.

[00:07:05] Bill Russell: [00:07:05] Interesting. so for those who didn’t listen to our interview over a year ago, give us a little intro into Quill and what you guys are done.

[00:07:12] Carina Edwards: [00:07:12] Sure. So we are the joint venture between Comcast NBC Universal and independent Blue Cross. We have a consumer engagement platform that is on your television. If you’re a Comcast subscriber on your tablet, on the web, on your phone. and what we do is we help consumers. And the [00:07:30] caregivers that support them organize and navigate their health life. But we do it in partnership with provider organizations and payers.

[00:07:37] And so our clients include large health systems and large payer organizations. And we’re putting the platform to use in bringing turn by turn directions, to the consumer, as they’re navigating different episodes of care and their health life.

[00:07:53] Bill Russell: [00:07:53] So I want to go in a bunch of different directions with you. First of all, I titled this episode supporting care in the home [00:08:00] and I’ve been following this pretty closely. There’s an awful lot of things going on. There’s internet of things. There’s, I keep making a note of the fact that Best Buy is now a healthcare company and they’re being valued as a healthcare company, utilizing their geek squad.

[00:08:13] Actually they’re making investments in a device companies that they’re going to be taking into the home. and that seems to be the next frontier of where care is going to happen. And, and people keep reminding me, home health care is not a new thing and [00:08:30] it’s not, but, what’s changed to really accelerate the potential adoption of care at home home solutions.

[00:08:37] Carina Edwards: [00:08:37] So I think it’s the combination that what, when we were forced to write, when you can’t go in and see your loved one, because you might infect them or they just don’t feel comfortable going into the institution because they’re at risk, then you have to look at different ways. And so I think covid accelerated the use of digital technology beyond the virtual visit, like the virtual visit is nice. We all Zoom, this is easy to do this. Isn’t rocket science. [00:09:00] It’s how does it actually integrate to the workflow? And then how do you monitor populations at scale? And so what devices, how do you make it simple? How do you make it easy to use?

[00:09:08] And so I think you’re going to see a continued, we, ourselves are going there. We announced that health, that we are doing a consumer play together with Comcast in 2021 to connect people in the home with, just great voice speakers and hubs for you and your caregiver to connect. So I think there’s the consumer side of this.

[00:09:27] And then there’s also the B2B to [00:09:30] C side. And. Remote monitoring. shoot, you guys had it in your last institution, right? We’ve all been able to monitor populations when needed, but now how do you do it in scale and how do you more importantly, integrate to the workflow of the doctors and the nurses and the patients that some of the patient care coordinators to support patients?

[00:09:48] Bill Russell: [00:09:48] Yeah. You know what the, so B to C B2B to C the question always comes back to, you’re a health tech startup, where does the funding come [00:10:00] from a B2B to C makes sense. So it’s essentially, you’re getting paid by the providers to give them a platform that they can interact with their patients in a new way, through the home B to C how am I going to pay for this? if, or is insurance going to cover it for me?

[00:10:16] Carina Edwards: [00:10:16] It’s interesting. So on the B2B to C side, we’re selling to provider organizations and we’re selling to payer organizations independently. We do think there’s an opportunity for them to converge. And so I do think, as you’re thinking about navigating, I’ll [00:10:30] use Philadelphia, we’re in partnership with large academic medical center there. and now they’re having patients go on these journeys. isn’t it great. Now, if I’m an IVC subscriber and a Comcast employee, can I have a differentiated experience on the health journey? Because now in my health journey, if I’m doing, a heart surgery or hip replacement or, having a baby, can I also see, What my benefits are, what’s reimbursed. What facilities I should go to and what my corporate benefits are. How many weeks off do I get once I have [00:11:00] the child successfully? if all goes well. So I feel like there’s this great convergence on the B2B to C side, direct to consumer. I think what that looks like differently, you will pay. I think, what we’re seeing in the marketplace today, even just from the old school help, I’ve fallen and I can’t get up for consumer products, People are willing to pay $40 to $50 a month. For those subscriptions, just to know, mom and dad are safe at home, they have that extra layer. And so when we thought about naming our solution and branding it, we called it coalesce. Sure. [00:11:30] for assurance in the home, thinking about, how do we make sure that as a caregiver here I am in park city, Utah, and my parents who are aging and home and have health challenges, are in Boston. And so how do I make sure that we’re connected beyond just a FaceTime visit every now and again?

[00:11:46] Bill Russell: [00:11:46] Yeah. How has the technology played a role in changing how we’re looking at this is the technology landscape, changing, as a result of COVID or during this past year, I guess.

[00:12:00] [00:12:00] Carina Edwards: [00:12:00] I think it’s rapidly changing. I think we’ve seen new technologies come into the home, that people are getting more comfortable with the question. There is the business model and the security. So voice, We all love our voice speakers and our ambient voice and things that are around us. But now let’s be clear in the offering when you’re connected to that voice who has access to that data.

[00:12:19] And so I think there’s that privacy concern. Nobody wants cameras in their home per se. But you do want ambient sensors and there’s been a lot of great technology advances. we’re using these pucks that literally can [00:12:30] detect patterns they can detect falls. They can detect, if you name a room, a bathroom, they’ll know that if you’re laying down, you didn’t fall. Probably you’re probably in the bathtub. They can sense water. So there’s just different things with new technologies that you can bring to bear in health in a really unique way.

[00:12:46] Bill Russell: [00:12:46] Interesting. So I’ve fallen and I can’t get up has changed two pucks that understand the context of the room they’re in. And they understand that, Hey, I’m in the living room, I’m probably going to sit down. I may lay down on the couch, those kinds of things. So [00:13:00] you just get, you get a different level of things. So is that something that you guys have announced you’re taking out into the market at this point?

[00:13:07] Carina Edwards: [00:13:07] Yeah, we’re going to, we’re going to be trialing the solution with Comcast employees and they’re, they have this great way that they try on new tech in December. we’re gonna work through the quirks, make sure it works all well. and then we’re looking to launch in Q3 next year. So coming soon to an extremity store near you, maybe.

[00:13:26] Bill Russell: [00:13:26] And, so it’s interesting. [00:13:30] So if I’m with a provider at this point, you are working with, I love the fact, you say academic medical center in Philadelphia. that just narrows it down to about four or five candidates.

[00:13:39] Carina Edwards: [00:13:39] Five, six, seven. Yeah, exactly.

[00:13:42] Bill Russell: [00:13:42] Most overpopulated academic medical center locations in the country. But, but what does it look like for a provider to partner with Quill on a solution? how are they putting it out there?

[00:13:54] Carina Edwards: [00:13:54] Yeah, it’s really been fun. What we’re doing is we’re looking at the things in the areas [00:14:00] that are not served by the core infrastructure vendors. listen, you’re not going to displace your EMR. You’re not going to displace your patient portal. How does a Quill working can in connection with that and how do you really integrate to the digital care plan being prescribed by the doctor?

[00:14:15] And so what we’ve done is we’ve literally gone and we’re launching where it live in one service line, launching four more. So thinking about oncology and women’s health and orthopedics and, ENT, and as we think through [00:14:30] those, think about the massive procedure volume on that. And it’s not so much the “what’s my appointment. And when do I get scheduled?” It’s “okay. How do I prepare for the appointment? Who do I bring with me? What questions do I have to ask? How do I navigate and get my surgery date? How do I prepare for the surgery itself? How do I recover at home? How do I check in remotely and do my remote patient monitoring and my patient outcomes on a digital platform.”

[00:14:54] So it’s been really fun reinventing the patient education and navigation [00:15:00] of the service lines, because you’re getting to bring consumer grade, videos and explainers and other things to bear beyond just the content that I think in healthcare is a little bit dated.

[00:15:12] Bill Russell: [00:15:12] I know that I know of some health systems that are trying to build what you just described, build it all out. And it’s, that’s an awful, that’s an awful heavy lift for them, they’re trying to bring it into their, digital front door, whatever that happens to be, it could be a portal, but a lot of them are breaking apart the portal. and then bringing it [00:15:30] is, can your solution be delivered that way too? Can it be as. as they break apart of the portal and bring things in, can they bring, Quil in and plug it in?

[00:15:39] Carina Edwards: [00:15:39] Yep. That’s exactly how it works. So basically we work in connection on the front end side with the patients you can navigate from it, from your portal and navigate to it. And also from the app, we get you to the relevant sites. It might be the portal, it might be a website. It might be a piece of resource for that single department. and then on the backend, all of that data [00:16:00] for patient reported outcomes and remote monitoring gets, put back in the EMR. So you can actually have the clinicians look at their populations at risk that 30, 60, 90 day readmission rates. Who’s trending. who’s on track. Who’s not on track. where should I do proactive outreach?

[00:16:17] Bill Russell: [00:16:17] Do you get that goofy question of, can I wipe box this?

[00:16:23] Carina Edwards: [00:16:23] Right now. Yeah. And it’s a, it’s the white label thing and yes, right now, the way that we sell is that [00:16:30] although you are downloading the co-lab, everything in the app is then white labeled from the brand that you’ve been prescribed the journey. So if you go into Quil and you have a Penn medicine, hip replacement journey, and then you have an IVC COVID-19 journey, you’ll see both of those journeys in your Quil experience. But all of that content is branded by the organization that brought that journey to you. And all of that data uniquely goes back individually to those organizations. We don’t co-mingle so no one’s [00:17:00] getting provider data at the IBC side legacies. So it’s really clean from that perspective.

[00:17:05] Bill Russell: [00:17:05] Interesting. I’m going to ask you one last question on the platform, and then we’re just going to go, we’re going to go off roading with questions. and so I want to talk through two scenarios right now. We take care of my 88 year old. father-in-law in our house. We have happened to be, Xfinity comcast subscriber at this point. I don’t know if our health system down here [00:17:30] is or not utilize your platform or not, but give us an idea. I’m going to start with this scenario of, we live in the house with, with him. And then I’m going to go back to your scenario where you live across the country from, talk about, give me an idea of how you’re going to support me and my wife as we try to care for, for her father in our house.

[00:17:52] Carina Edwards: [00:17:52] Sure. So two things. So first, we’re, we’ve launched a caregiver journey. And so literally it’s a journey for you. You can [00:18:00] actually go to your, TV tonight. You can say Quill, or you can say what happens next. And the Quill app comes up on the TV there’s core videos there, but when you pair a journey like a caregiver journey, we’re going to give you the tools to understand.

[00:18:12] What’s an advanced directive. How do you talk to your dad about living independently? what are the best practices to bring him into the conversation? Does it isn’t happening to him? It’s happening with him. And so it’s also some education content that you can put on the TV for him. How do you talk to your kids about this? How do you let your wishes be known? So [00:18:30] you don’t feel like you’re being a burden on them, et cetera. So there’s a lot of it that comes down to consumer grade, conversations. If something happens to your dad. So say he has a fall, he does have a hip injury, and now they’ve decided that they’re going to do a new hip or do hip surgery. You can actually, as a caregiver, get all of that surgical information on the Quil app. You can follow him along on that journey. You can also show him how to do really basic exercises on the [00:19:00] TV. So it goes back to, we’re going to give you a platform and partner with your health care organization to bring that home for the patient and the caregiver in this circle.

[00:19:10] Bill Russell: [00:19:10] Is it similar caring for your parents cross country?

[00:19:14] Carina Edwards: [00:19:14] Yeah. yeah, I think that the challenge of the parents cross country thing, it’s more the checking in piece. You can only do so much on a virtual check-in. And so that’s where, we’re starting to support caregivers with the ambient sensing because we [00:19:30] think, nobody might, my parents don’t want to be monitored. they feel like they’re completely independent. Like my dad who’s got. I love him and he’s fine. I talk about him publicly, but he has some underlying issues and he’s got some guns, some chronic health issues. And literally I asked him at the beginning of the pandemic, so do you think you’re at risk?

[00:19:50]No, I’m not at risk for fine, okay. So it’s those things that we just had to have a more direct conversation. So instead I had pointed into some basic websites, [00:20:00] he’s a fortune 60 exact. And, it’s funny to watch him as he’s aging now, how invincible he still thinks he is. So it’s been a good conversation and we’ve gotten to a really good place, but it’s hard to do it remotely.

[00:20:12] Bill Russell: [00:20:12] Yeah, we’re utilizing things like Amazon echo in his room, so he can, he can call us and whatnot and it’s gotten to the point where he gets it. He’s not really good with the echo. So he, we actually got him a monitor. Now there’s usually a word that goes in front of that monitor, which we don’t call it that otherwise he gets really annoyed, [00:20:30] but the monitor gives them the ability to just. Yeah, just tell it, tell us what’s going on and that kind of stuff. And it just gets to the point where, you want to keep them in the home as long as you possibly can. And that’s, because that’s where he’s comfortable and, that’s what we want to do for him. but it does require some additional technology that you can trust. some, neighbors you can trust, obviously, because otherwise you’re never leaving your house.

[00:21:00] [00:21:00] Carina Edwards: [00:21:00] And that plus other services, right? I think it goes back to, Medicare provides so many services that people just don’t have the full understanding and benefit around and they don’t understand how to navigate. That’s a complex process. And so we started thinking about third party caregivers. And when do you engage them and how do you engage them and how do you talk to your dad about that?

[00:21:19] Especially now in COVID. A lot of education, I think, to rise up the literacy on how to navigate all of this.

[00:21:26] Bill Russell: [00:21:26] Yeah, I’ve been really impressed with, the home nursing program they have [00:21:30] here. It’s really, I used to think, primary care physician is the quarterback and I’ve now seen a model where the home care nurse is really a quarterback. She’s calling all sorts of different physicians for us and checking, meds through those doctors. and, she just comes over once or twice a week and it just does a great job. So I wanted to bounce off of the, off of that conversation and just [00:22:00] talk to you about the industry a little bit. So I’m not gonna talk to you about the election that could get crazy.

[00:22:04] Carina Edwards: [00:22:04] Thank you, Thank you thank you.

[00:22:04] Bill Russell: [00:22:04] We can definitely direction. I’m not really going to talk about COVID per se, in terms of, what’s going on and those kinds of things, but I’m curious, the landscape has changed. So we didn’t do HIMSS this year. We didn’t do CHIME meeting. the health conference was remote. You’ve participated in a lot of remote conferences. How much do you think it’s forward that whole landscape is going to change? How we [00:22:30] interact with each other, how we market, how we connect with other people, how we connect with fundraising? Some of these conferences were great to connect with, money with ideas and those kinds of things. How is that going to change going forward? Have you seen anything that you’re like, yeah, this looks like it could work going forward.

[00:22:48] Carina Edwards: [00:22:48] I think there can be a really good mix of virtual and in-person virtual, which I’ll say differently, right? Because it’s one thing to watch a bunch of recorded [00:23:00] announcements, or I feel like everybody that went into some of these virtual conferences, they went in with a, Hey, I’m still going to work. And then this is going to run in parallel and I’ll catch up at night and see what happened in the industry that I think has to be the fundamental shift for this to really work. if you’re going to sign up for HLTH then pretend that you’re going to the conference and engage in all of the mediums that they have available. Like those little 30 minute chats were great. The [00:23:30] connection points were wonderful. If you took the time to set up your schedule, I found a lot of those people weren’t available. Like you tried to connect with somebody and they just, they either didn’t update their profile. They really weren’t participating in the conference like that.

[00:23:43] So it just goes back to how do you get these new normals? that will be, Hey, just like you were at the conference, you’re open to 15 minute networking sessions.

[00:23:52] Bill Russell: [00:23:52] Yeah. And that’s, you talk about the HLTH conference and I was signed up for that and I wanted to. What I had done in the past is I’d gone to [00:24:00] the health conference.I took a mobile podcasting set up with me and I would meet with people and do 15, 10, 15 minute conversations. What are you trying to do here? That kind of stuff. and so I thought, all right, here’s what I’ll do. I’ll go onto the app. I’ll make these requests of all these different people and, see, it almost actually, I will tell you flat out, no one got back to me through the app. And I was a little, I was wondering I’m like, is that an indication [00:24:30] of how people are engaging these things? And to be honest with you, I was able to attend the first day and I thought, okay, I’ll go in between meetings on the second day. my second day got so booked up with stuff outside of the conference that I didn’t really attend any of the stuff. Now. I still have access to all those sessions because I was, an attendee, but I didn’t really attend that second day.

[00:24:50] Carina Edwards: [00:24:50] I think it goes back to, how do we change the new normal? Because I think everybody’s just waiting to go back in person. And maybe waiting to go back and versus isn’t going to happen until December 2022, who [00:25:00] knows. if we are, cause I had a similar experience, I wasn’t able to do five of those like 15 minute connect sessions, but that was it. And so literally at the conference I would have had 50 meetings. And so it’s just a different pace because I think people are still trying to do both. And I don’t know if people have accepted that it’s okay to take off from work, to go to a virtual conference. And so I think that’s another new normal for the employers. How do you give your employees the [00:25:30] permission? Because they would have been on a plane. They would have been, in Vegas or Chicago or wherever. They have CHIME is going to do, it’s a chime fall forum, digital 2020 in November. It’s going to be three and a half days. So same thing. Is everybody taking off those three and a half days or is it going to be like, Hey, I’m participating when I can jump in.

[00:25:49] Bill Russell: [00:25:49] And I’m finding the metric. Everyone talks about is we had this many people sign up. we’re not hearing much in terms of engagement and, watching the events, but the numbers are through the [00:26:00] roof. So the potential for virtual is that you could have maybe three times as many people participate in the content. So this is where I think your idea of, the physical and virtual, we’re going to learn a lot about virtual this year and hopefully we can almost out of three to four times as many people engage in the conference material by doing a combination of both.

[00:26:22] Carina Edwards: [00:26:22] I think there’s a new metric that needs to be shared cause I don’t I’m with you. It’s not just about the number of registrations, especially as a, as a [00:26:30] technology, supplier and vendor on this side of the equation for, to get my sponsorship dollars, I’m going to want to see conferences now tell me. What is my digital engagement index? How do I actually think about, this population? How much did they engage? When did they engage? What times of day do they engage? You have to give me a digital persona of your attendees. That’s going to be very different than the people that physically were onsite in pick a city.

[00:26:54] Bill Russell: [00:26:54] Yeah, it’s interesting. I did want to talk to you about, are we back [00:27:00] to do, you know, normal sales process? Are people taking meetings? Do you have you find it hard to, to get people to get on a zoom call and talk about, putting your product in? Or is it still a little slow because people have, we still have a surge going on in some parts of the country, Yeah, I would imagine it would be hard to call on those health systems.

[00:27:24] Carina Edwards: [00:27:24] Yeah. We’ve seen, we’ve seen a delay in pipeline, I think, like everybody else. and as the [00:27:30] different areas surges, and we had opportunities early stages in the March timeframe and the Connecticut region. Whew, forget it. Like you weren’t getting them on the phone. until at least I think we got them on the phone. Finally. It was like October early, October, 26 days ago, which is fine. I think what I’ll say is it goes back to what are the core focus areas as people come out of this we’ll, we’ll providers, we know they’re probably gonna have limited budgets. What will their top one, two or three [00:28:00] priorities be? How will they think about the digital front door? Cause everybody has now used that term. and I think in the new construction space, you still see a lot of sales happening because you still need to open up these facilities. And so your core infrastructure, your tapping goes your, your bedside monitors, et cetera. Those are all going in. It’s where does digital health now playing in concert with this? and how does it get accelerated?

[00:28:25] Bill Russell: [00:28:25] Interesting Carina. It is always wonderful to, to catch [00:28:30] up with you. I’m really excited about what you’re doing at Quil mostly because I can be a client now that I’m a Comcast customer. Although I would like to do away with the set top boxes, I, as a technologist, it just drives me nuts that I have to have that box. There is there something on the horizon where I can just get rid of it?

[00:28:45]Carina Edwards: [00:28:45] I do believe there are things in the works. I think you might’ve seen something with that peacock streaming service. There’s a new flex stick. So there’s things that they’re moving towards. They’re a little bit lower footprint and less a monolithic.

[00:28:57] Bill Russell: [00:28:57] Last a Linux box. That’s about this [00:29:00] figure out where to put. Behind my, a couple thousand dollars sleep.

[00:29:04] Carina Edwards: [00:29:04] They actually have the, they have the little boxes now, too. They’re honestly, they’re about the size of a mobile phone and they slide right behind the flat screen. Yeah, those are great.

[00:29:14] Bill Russell: [00:29:14] I learned so much when we, when we look at it,

[00:29:17] Carina Edwards: [00:29:17] I’ll be your Comcast tech support.

[00:29:20] Bill Russell: [00:29:20] Thanks again, and, really appreciate your time.

[00:29:23] Carina Edwards: [00:29:23] Thanks.

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