Ladies and gentlemen, greetings, and welcome to the Definitive Healthcare Fourth Quarter 2022 Earnings Conference Call. At this time, all participant lines are in a listen only mode. A brief question-and-answer session will follow the formal presentation. [Operator Instructions] As a reminder, this conference is being recorded. It is now my pleasure to introduce you to your host, Matt Ruderman, General Counsel. Please go ahead.

Good afternoon and thank you for joining us today to review Definitive Healthcare's fourth quarter 2022 financial results. Joining me on the call today are Robert Musslewhite, CEO; Jason Krantz, Founder and Executive Chairman; and Rick Booth, CFO. During this call, we will make forward-looking statements, including, but not limited to, statements related to our market and future performance and growth opportunities, the benefits of our health care commercial intelligence solutions, our competitive position, customer behaviors, our financial guidance, our planned investments, and the anticipated impacts of global macroeconomic conditions on our business results and clients and on the health care industry generally. Any forward-looking statements are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Forward-looking statements involve a number of risks and uncertainties, including those discussed in the risk factors sections and elsewhere in our filings with the SEC. Actual results may differ materially from any forward-looking statements. The company undertakes no obligation to revise or update any forward-looking statements to reflect events that may arise after this conference call, except as required by law. For more information, please refer to the cautionary statement included in the earnings release that we have just posted to the Investor Relations portion of our website. Additionally, we will discuss non-GAAP financial measures on this conference call. Please refer to the tables in our earnings release on the Investor Relations portions of our website for a reconciliation of these measures to their most directly comparable GAAP financial measure. With that, I'd like to turn the call over to Robert.

Thanks Matt. I would like to thank all of you for joining us this afternoon to discuss Definitive Healthcare's fourth quarter results. On today's call, I will review our fourth quarter and full year results, offer some perspective on what we're seeing in the market, and highlight some of the key value drivers of Definitive Healthcare's differentiated data and platform, and then Jason will highlight some of our latest product innovations. We are pleased to have delivered strong fourth quarter results on both the top and bottom-line, with revenue and adjusted EBITDA both exceeding the high end of our guidance range. Our total revenue was $60.6 million, which represents 31% year-over-year growth and our adjusted EBITDA was $17.0 million, which translates into a 28% margin. For the full year 2022, total revenue was $222.7 million, which represents 34% year-over-year growth, and our adjusted EBITDA was $63.7 million, which translates into a 29% margin. Taken together, we delivered a Rule of 63 performance in 2022, which we believe highlights our powerful combination of growth and profitability. Before diving into the fourth quarter in more detail, I would like to take a moment to highlight some of our key accomplishments across 2022. I'm proud of our success in what became a difficult macroeconomic environment. Our mission is to transform data, analytics, and expertise into health care commercial intelligence and we made significant progress against each element of that mission in 2022, which will position the business for sustainable growth over time. We started off 2022 by expanding our analytics capabilities with the acquisition of Analytical Wizards, and then we released Passport Express six months later. I'm particularly proud of the Passport Express release because it integrated the analytics from Analytical Wizards with Definitive Healthcare's industry-leading proprietary data set. The Passport product line…

Thanks Robert. I'd like to start by sharing some exciting news about the Atlas Dataset, which we announced to the market on February 2nd. Composed of multiple data sets, including Atlas Reference & Affiliations data, Atlas All-Payor Claims data, Atlas prescription claims data, and Atlas expert data, the Atlas Dataset provides a longitudinal comprehensive and complete picture of the health care market. Over the 12 years since I founded Definitive Healthcare, we've been recognized as a leader in Reference & Affiliations data, providing a complete view of the US health care ecosystem and have continued to build upon that foundation with our investment in new data types and data science, helping clients gain unique intelligence on health care entities. And we're excited to now package up all that data that our clients know and love into the Atlas Dataset. With the Atlas Dataset, we're empowering customers to make strategic enterprise-wide data-driven decisions based on comprehensive up-to-date intelligence on the complex and broad health care ecosystem. Combining multiple data sets on more than 15 million health care experts and professionals and 300,000 health care organizations, the Atlas Dataset has multiple components, including Atlas Reference & Affiliations, which provides clients with unique visibility into the operations of and connections between health care providers and health care organizations. This data set spans more than 30 reference categories, including executive contact information, physical locations, care quality, technology infrastructure, and more. Secondly, Atlas All-Payor Claims, previously known as our ClaimsMx, product contains billions of de-identified patient-level data points that enable longitudinal analysis of health care activity across all sites of care. This data includes claims for facilities and physicians across all payers, including commercial, Medicare, Medicaid, and other federal programs. We recently expanded our Atlas All-Payor Claims coverage significantly, including double-digit increases in key areas…

Thanks Jason. I'll start with a detailed review of our Q4 results before finishing with our guidance for Q1 and full year 2023. As always, in all my remarks, I will be discussing our results on a non-GAAP basis, unless otherwise noted. Our strong business model allowed us to deliver solid results in Q4, highlighted by strong revenue growth and profitability despite the continuing economic conditions. Highlights include 31% revenue growth compared to Q4 2021, 28% adjusted EBITDA margin, and a 24% unlevered free cash flow margin over the last 12 months, and revenue growth plus the trailing 12-month unlevered free cash flow margin was 55%, putting us well above the Rule of 40. Turning to our results in more detail. Revenue for the fourth quarter was $60.6 million, up 31% from prior year and 4% above the midpoint of our guidance. This performance was driven by strong organic innovation and execution. As in the fourth quarter, we demonstrated our deepening analytics capabilities by delivering some large projects for global pharmaceutical clients. Pro forma organic revenue growth was 21% in the quarter and 27% for the full year. We ended the quarter with 538 enterprise customers, which we define as customers with at least $100,000 in ARR. This was an increase of 121 enterprise customers or 29% year-over-year and an increase of 34 enterprise customers from the previous quarter. As a reminder, these customers represent the majority of our ARR and are a key focus of our go-to-market programs. Our total customer count, which includes smaller customers, was 3,047 at the end of Q4, up from 2,865 in Q4 of 2021. Overall, economic conditions continued to be challenging in Q4. Despite the continuing headwinds, we believe new business and expansion opportunities remain strong even if realization is slightly delayed in…

Thanks Rick. Before opening the call for questions, I just wanted to share how proud I am of our employees and the culture and community they have created and continue to cultivate. It is a testament to them that we continue to receive important honors and recognition, including having been awarded the 2023 Best Places to Work in Boston Award from Built In, the Energage 2023 Top Workplaces Culture Excellence Award, the 2022 Stevie Award for Great Employers, and for the sixth consecutive year, the 2022 Top Place to Work by the Boston Globe. Another area of pride is our commitment to our community, where the volunteer work and generosity of our employees earned us recognition as a top charitable contributor in Massachusetts by the Boston Business Journal, and where last year, our employees had over 3,400 volunteer hours and we donated nearly $500,000 to charitable organizations. And to further our mission and action towards sustainability and transparency, we are proud to have joined the United Nations Global Compact, the largest corporate sustainability initiative in the world. As we look ahead to 2023, I expect our team to continue to do valuable work not only in their roles at Definitive Healthcare, but also in sustaining our strong culture and in making a difference outside the office and our communities. With that, we'll open the line for questions. Operator?

Thank you. Ladies and gentlemen, at this time, we will be conducting a question-and-answer session. [Operator Instructions] Our first question comes from the line of David Grossman from Stifel. Please go ahead.

Thank you. Good afternoon. I know it's a really difficult environment to forecast anything right now, but as you obviously had to come up with guidance for 2023. So, as you think about the assumptions that you're making that underlie that guidance, where do you think are the areas where you could have the most variability, whether it be kind of positively or negatively relative to the assumptions that you're using?

Well, we have an extremely predictable business model so we're very lucky in that. The new bookings is the most variable component. That's actually a little bit de-risked in the guidance that we've provided. And we expect that we'll see some uptick as we get into the second half of the year as the economy improves. But that's the widest variability that we have.

And I saw the deck that came out during the call. So, it looks like obviously, revenue retention went down consistent with the backdrop and everything you've been saying. So, as we think about 2023, should we think about retention, no improvement, meaning that the retention levels would look similar to 2022? Or should we expect to see some improvement in the back half of the year?

David, I think like -- David, can you hear me? It's Robert.

I can, yes.

Okay, great. From a math perspective, here's what we did. We basically looked ahead. We now have another quarter of information on how things went last year. And like Rick said, it looked a lot like Q3 last year. We don't have any reason to believe it's going to differ from the quarter we just saw and the quarter before that. So, we've assumed that, that environment is going to continue for the rest of this year. To Rick's point, there are things that can change across the year. If the macro environment improves, we would see better new sales and upsell. That would have some effect this year, obviously, but it will primarily have an impact on 2024 revenues because like Rick said, our business model is set up so that commercial performance in one year really does lock in commercial performance in the following year. You asked about retention. Retention can impact a year, obviously, if it were to really change, but our retention rates have been reasonably consistent year-over-year. Certainly, we see a little bit more, especially for small bio of late, where we've seen mostly financial distress cases that have popped up, and we try to work with them and try to keep them as much as we can, obviously. But sometimes, you just end up in a place where you can't get to an agreement on what that means and you lose the client and that's a bummer. But I don't think we'd expect to see that number move markedly in such a way that it would impact drastically the projections we put out now. So, long way of saying, look, there's a lot of variability. We do our best to predict it. We made assumptions based on what we knew looking back and what we feel going forward and feel good about that.

All right, got it. Thanks very much for that. And just about the 1Q guidance, can you help us understand? It looks like we're going to be down sequentially. Is there some anomaly there? I know seasonally, that's not typically the case. So, is that just kind of consistent with everything we've been saying? Or is there some anomaly in there that's taken the revenue down sequentially?

There's a seasonality effect, particularly in the small amount of professional services that we do have in our model. We completed a number of significant analytics projects for large pharma companies in the fourth quarter and we don't expect that to recur in the first quarter. That's a pretty consistent year-over-year trend within the Analytical Wizards business that we acquired last year.

Got it, okay. And then just one last thing, Rick. I didn't catch the cRPO number that you gave. Do you mind repeating that?

Yes. The cRPO number was -- let's see. Yes, cRPO, $183.5 million, up 18% year-over-year.

Got it. All right, great. Thanks again.

Thank you.

Thank you. Our next question comes from the line of Craig Hettenbach from Morgan Stanley. Please go ahead.

Yes, thanks. Question for Robert. Just you talked about as some of the sales cycles have lengthened out, can you comment on if deals aren't closing in the quarter, are you seeing them in the subsequent quarter? And as part of that, you also mentioned sales is adapting to this environment. Anything in particular that you're finding successful in terms of their ability to manage through some of the macro?

Yes, thanks for the question, Craig. On your first question, I think -- sorry, I know I forgot the first part of your question. I was about to answer the second part. Remind me the first part, Craig?

Yes, just the deals that have taken longer. Are they--

Yes, yes, the push deals. What salespeople always tell you is when it pushes, it's coming in next quarter and I think experience would show that sometimes that doesn't happen. So, when things push, we do get a lot of them back and we actually track a push deals list each month and each quarter that goes forward and then we re-project a month that it's supposed to close and we've done pretty well on those. So, what we've kind of seen is a lengthening of the sales cycle but still being able to pull some of those through when the decision really is a push. I think what ends up happening sometimes is you kind of hear back from your team that it's a push, but a push is a nice way of a client saying no, and so some of those don't come through. But in general, we have pipelines bigger than they've ever been. We do really look at those and apply consistent standards and take it out of the pipeline if it's not going to be something that closes. And even with that pipeline cleansing, we still feel really good. So, that's why we know we have the confidence that with a little bit of macro improvement, I'd expect the cycles to shorten again and to really start pulling that stuff through at the pace we had seen in the past before some of this macro impact. On the sales improvements, these are tactics that as the environment change, we've really pushed our teams to adopt across the board. And I'd highlight a couple of them. One is just deeper account planning. And that's been really helpful and we've seen it yield a lot of benefits where we've started to do a better job of, take…

Got it. And then just my second question a year into Analytical Wizards. Just would like to hear how it's performing versus the initial expectations. And I know Monocl was a deal that performed very well. And so if there's any similarities or differences between how those deals have kind of progressed.

Yes, I think both just a quick refresher, both have been -- they're pretty similar types of acquisitions. They each brought a new capability. Monocl brought incredible key opinion leader and expert data that we could put into our broader Atlas Dataset and use across the business and then our commercial teams could help accelerate the sale of Monocl products. Analytical Wizards is really the same thing. They brought us a rapid, easily configurable analytic capability that's data-agnostic, so it doesn't have to require a client to buy Definitive data. Of course, we'd like them to, but it lets us serve clients that might not have our data yet, and brought a really strong analytical capability, particularly in biopharma. And that's something that our biopharma teams can take out and help accelerate adoption and their team can use Definitive data, for example, when we built Passport Express. That was Definitive data loaded on to Wizards Analytics and prepackaged to sell. And that's an awesome way that we created synergy with them early in the process. So, I'm really pleased with how both have played out. I think we believe life sciences is a huge market for us. The TAM there is huge. The opportunity is huge. We're growing very well there, even despite some of the macro trends in that market. If we look ahead five, six, seven years, it's going to be a huge market for us. And both those acquisitions are really meaningful building blocks to the solutions that we'll be able to bring to that space.

Got it. Thank you.

Thanks Craig.

Thank you. [Operator Instructions] Our next question comes from the line of Kash Rangan from Goldman Sachs. Please go ahead.

Hi guys. This is Jacob Staffel on for Kash Rangan. Thank you for taking my question. I wanted to touch on the conversations that have been had around the Atlas Dataset thus far, namely, we are in a time where we are seeing customers be more disciplined on their spending. And so what's been the initial reception? I know it's only been three weeks or so, but any color we could get there would be really, really appreciated.

It's been great. It's very early, obviously. It's something that we're super excited about. It gives us much more complete coverage of some really important areas and it unifies our data under the Atlas umbrella, which gives us a really exciting way to present all the strength of the data and the uniqueness and the distinctiveness of the data back to clients. So, that's been awesome. It just lets us refresh the conversations. And I think it gives us a way to remind people just how unique and differentiated our Reference & Affiliations data is. We mentioned on the study, we're number one or two for every use case we care about with that. And I think widely recognizes if you want that those -- that kind of data, you need use cases that depend on it, you have to go to Definitive. So, I think, look, in three weeks, I'm not going to say all of a sudden, we have millions of dollars of sales just from the Atlas Dataset, but it's certainly been a conversation invigorator, and I think it will be something that's meaningful in terms of the value we deliver to clients across the year.

Awesome. Thank you very much. No follow-up for me. Thanks guys.

Thank you. Our next question comes from the line of Ryan MacDonald from Needham. Please go ahead.

Hey guys. This is Matt Shea on for Ryan. Wanted to follow-up on the deal cycle elongation. And curious if you guys are starting to see any consistency in that elongation, meaning if you're able to quantify how much longer those deal cycles have become. And then to the extent you're starting to see some consistency in the lengthening, how that consistency or ability to predict the new normal increases your confidence or visibility into the 2023 outlook?

Yes, it's a really good question. I think traditionally, we would have said kind of before the second half of last year, deal cycles were three to six months with more complex deals being on the longer side of that and smaller single-product deals being on the shorter end of that. It's hard to say what the actual cycle is on stuff that closes. It's probably extended by two to three months. But when you ask about consistency and looking forward, what I would say is that our forecasting has gotten a lot better around the sort of new environment and how long deals take to come in. So, I do feel like we have better visibility this year, entering the year kind of assuming the market, kind of taking the market as a given and incorporating that into our forecast. So, while we might have gone back to September and say we were surprised by a lot of things that pushed off, I'd say now, we do know things are going to push off. We're not surprised by it so at least that's progress. And what I'd hope that over time, and I mentioned earlier is that with a little bit of benefit from the macro, we have these large pipelines and you do have deals that are genuinely pushing. Once people decide to spend and put the budgets, we can start getting those sales cycles back down to levels we saw in the past and that would obviously accelerate ARR this year, if and when that happens.

Okay, got it. That is helpful. And then I wanted to touch on something that Jason mentioned, where you saw in your survey that half of life science organizations think that they're spending too much time matching data across data sets that's something you can help with. I'm curious relative to that demand, what modules you have today that can meet that demand head on, whether you would need to leverage some professional services to assist with that? And then to the extent that there's some gaps in completing that data matching strategy for those life science companies, how that might guide some of your investments over the next year or two to capitalize on that demand?

Yes, hi, It's Jason. Great question. So first of all, as you think about the Atlas Dataset, which we just rolled out, the whole point of that is to be able to provide an enterprise-wide view that's really the source of truth for these clients. By bringing together our Reference & Affiliations data with our claims and prescription drug and expert data, that really solves a lot of problems for our clients versus them trying to mix and match from lots of different places. So, that is super important. And it also provides us the foundation to where we want to invest in the future. So, as we continue to bring in new data sets through internal development, we're about to roll in, for example, a digital opinion leader data into the Atlas Dataset, so we can really give our clients a sense of who are the influencers are online. And how is that important as they think about going to market with new drugs and therapies and medical devices? And then similarly, as we think about our M&A strategy, it's really about how do we continue to strengthen the Atlas Dataset and bring in more unique data sets to it. But then also how do we leverage that in new and unique ways for our clients, both through new capabilities like Analytical Wizards as well as internal development, where we're creating new use cases and new ways to allow our clients to solve as many business problems they can with our data. So, it's all related together and highly strategic in the way we're thinking about it.

Awesome. Thanks guys.

Thank you. Our next question comes from the line of DJ Hynes from Canaccord Genuity. Please go ahead.

Hey guys. This is Ryan Shanahan on for DJ. Congratulations on the quarter and the year. So, given these tighter sales environment, have you noticed, I guess, through RFPs or just word on the street, I guess, greater price competition between less specialized competitors? And is this affecting your win rates at all?

That's a great question. And I'd say we haven't really seen any different pricing that we traditionally have seen. Obviously, everyone -- the discount to get a deal done. That's typical. Business customers always push for the best price but it hasn't really been a change in the pricing environment. That pricing environment has always had a little bit more competition at the sort of lower end, where people would be looking at substitutes that would be like just a list of people or telephone directories. If they're not that focused on health care, sometimes that's good enough for them. In general, people are focused on health care and succeeding in health care and growing in health care. They have to buy Definitive and so we don't end up getting price eroded for the type of clients that we want to bring in. So, no, that hasn't been a place that we've really seen any big change.

Okay, great. Thanks. Appreciate it.

Sure.

Thank you. Our next question comes from the line of Glen Santangelo from Jefferies. Please go ahead.

Yes, thanks for taking my question. Hey Robert, I just had two. The first is on the enterprise client side. I mean, you grew almost 7% sequentially in the quarter from 3Q. And I was kind of curious if you can give us some color on the split between what percentage of that growth came from like new customers versus organic growth within your existing base, just sort of given all the incremental modules and offerings you now have on the platform. Just trying to get a better sense for where the growth is coming from?

Sorry. Thanks for the question. I'd say we saw both. I don't know -- I don't have the exact number on the split and I don't know if we normally disclose it. But I guess the best answer to your question is we had some very large new business wins that came in, in the quarter that went straight to enterprise. And then upsell. Upsell came in as expected and that generally results in kind of half the enterprise client growth through that as well, maybe a little bit more than half. So, I don't know the exact mix for you, but we had a healthy performance on both sides of that in terms of getting people up to enterprise.

Okay, perfect. That's helpful color. Maybe if I could just follow up sort of on the 1Q commentary you made. You said sort of the conditions that you've seen in the second half have sort of continued maybe in the first -- at least into 2023. And last quarter when we spoke, I think the commentary seemed to suggest that sequentially through the third quarter, things kind of got maybe incrementally weaker. I was wondering if you can give us some maybe sequential commentary on how 4Q, and maybe so far, we have two-thirds of 1Q already done, how things have been trending? Because I think what we're all trying to get a sense for is maybe, have things sort of stabilized in the current environment as we try to assess either the conservatism or potential vulnerability in your 2023 revenue guidance, just kind of based on where we are now? Thanks.

Yes. Again, I hate to give you a math answer, but basically, Q4 looked a lot like Q3 just in terms of absolute performance. And so I guess you could say that Q3 was not a great quarter, Q4 was not a great quarter. But it wasn't a much worse quarter than Q3. It just wasn't a better quarter. I'm not going to comment on what we've seen so far this year. But in general, what we've modeled, we've modeled that, that Q4 -- Q3, Q4 performance continues through this year. That's what drives the model. And we don't have any reason right now to believe that, that's not the environment we're operating in. We certainly hope that the operating environment improves. But what it tells us is you now have another period of results. And so our assumption, as we've planned out this year, is that it lasts longer than we might have thought before. So, it's going to go through this year, and that's at least where we're looking at it right now.

Okay. Thank you.

Sure.

Thank you. Our next question comes from the line of Brian Peterson from Raymond James. Please go ahead.

Hey gentlemen. Thanks for taking the question. And maybe another high level one on the macro in budgets. But as you went through 2022, I guess I'd just love to understand how budget trends progressed. I mean based on our work, it sounds like they've been down. But maybe as we go into 2023, they've been set. So, I guess I'm curious if in your customer conversations, I know maybe it wasn't the close that you guys wanted in the back half of the year. But are we kind of through the worst of it in? And maybe customers with budgets and everything are a little bit more ready to play offense when they were playing defense in 2022. So, I know it's a lot of questioning but any thoughts there? Thanks guys.

Sure. It's a really good line of questioning and we're hopeful that, that would be the case. We haven't assumed it coming into the year. The experience we had with budgets is they got very tight and, in many cases, did not open up. The hope was that, okay, maybe this year, budgets will get better. We haven't assumed that budgets are going to radically open up from what we saw at the end of last year. And I think that's a prudent assumption to make just because we haven't seen it. For every client that we got a deal closed at the end of the year, I saw another client that came in, was literally ready to sign and some got some spending mandate came in and said, we just can't do it now. We're going to have to reposition this for some time next year. The pace and a number of those that happened was just markedly different in the second half of the year than it was across the first half of the year or really the year before this one. I don't believe it's an environment that lasts forever. But right now, it feels like coming into the year, it felt like we were still in the middle of it. And remember, we do serve some sectors that we've seen have a little more financial stress right now. I mean, certainly, small biopharma, small life sciences is not -- there are a lot of companies that are really struggling there. So, they're going to scrutinize every dollar, and a lot of them are pulling back on growth investments. Providers -- a lot of segments of our provider vertical are having a tough go but right now, and you've seen the announcements. They're cutting a lot of spend. And so those are places that are just harder to get in or harder to upsell or just tend to be places where we don't always control the sort of budget environment that we're selling into. And you might have been talking to someone for three months and have a really good conversation and then the budget environment changes in the last hour. So, again, look, I'm hopeful that things turn the right direction and that we get a little relief on this, but we have not assumed that in our planning for this year.

Appreciate the color. Thank you.

Yes, thanks.

Thank you. Our next question comes from the line of Anne Samuel from JPMorgan. Please go ahead.

Hi, thanks for taking my question. This was maybe just a little bit of a follow-up on what you were just talking about. I was wondering if maybe you could talk about some of the differences between what you're seeing in the demand environment for life sciences versus provider, where the headwinds are more pronounced and maybe which one you expect to recover first?

Well, that's a good question. I guess I'll start with the end of your question, which is we haven't assumed any recovery in the plan that we've put out. So from an assuming and sort of looking forward, we've assumed that the environment we're in is the environment we're in, and we're going to function as best we can against that. In terms of just what we're seeing kind of life sciences versus provider, certainly, it's been more acute for us in the smaller life science, and that's been a strong point for us over the years. We have a great value proposition in that market. There's just a lot of financial strain there, where either really just come in with inability to continue to spend external money or at least just heavy budget scrutiny and both of those impact our ability to grow with those clients. Provider is a little different story. Providers tend to be okay over the long-term, not necessarily super high margin but usually not low margin either. I think at the end of last year was tough and there were a lot of things working against provider economics. I'd expect that market over time to be a great market for us. I just don't know when things will open back up. So, hopefully, that gives you as much color as I can at this point. I wish I could look forward and tell you that one is going to recover sooner than the other and that they're both going to recover really quickly. But that's, again, not what we have in our outlook right now.

Very helpful. Thank you.

Thank you. Our next question comes from the line of Allen Lutz from Bank of America. Please go ahead.

Hi, thanks for taking the questions. I guess one for Rick. If we look at sort of the KPIs here, enterprise customers still growing, total customers still growing pretty nicely here, even though you've talked about how the macro is impacting the business. I guess to ask the sequential question another way, is there any way to size the contribution in 4Q from professional services? Or what's not going to repeat in 1Q? And then how should we think about growth of total customers, especially in the first quarter or first half of the year? Is that -- could that potentially dip? Just trying to kind of frame what's driving the sequential change in revenue from 4Q to 1Q? Thanks.

Yes, there's several million-dollar anticipated difference between Q4 professional services and Q1 professional services, which is normal and customary for the Analytical Wizards project work that they still do. Overall, professional services are only about 2% of our revenue but they do tend to be back-end loaded. And thank you, by the way, for acknowledging the underlying strength of the business.

No problem. And then one question for Jason. We've been trying to figure out, as I'm sure you have, just sort of life sciences when spend is going to inflect, and there's a lot of different data points that suggest that maybe it has. Some are saying that it hasn't. I guess, can you talk when exactly did life sciences start to pull back? And is there any kind of historical reference point that you can point to? I know the business was founded sort of after the last Great Recession. But is there anything historically that you can point to where you've seen something like this before and how long it took before things started to pick up? Thanks.

Yes, it's a good question. Jason. Go for it, Jason.

It's always hard to say when exactly things are going to turn around. I guess what I would comment on is, as you think about the long-term for this business overall, all of the amazing tailwinds that has really led to the extraordinary growth over the last 12 years still exists. There's an explosion of health care data that's continuing. This is a market that's incredibly complex to sell into and only getting more complicated over time. It's highly interconnected and it's so different than any other market. And there's continued rapid changes around -- for life sciences about how drugs are being reimbursed and about finding underdiagnosed patients for extremely rare diseases. So, all of those great tailwinds still exist. And long-term, those are going to drive really great continued growth and great underpinnings for this company. When that happens, we'll wait and see. But in the meantime, we're building this business and innovating in ways that are going to continue to drive long-term sustainable growth. So, we're in a great position. As we've talked about many times, we have growth and profitability, and that allows -- that affords us the opportunity to continue to invest when others can't. So, we'll strengthen our position during this time and when it turns around, we'll take advantage of it.

Great. Thank you, both.

Thank you.

Thank you. Ladies and gentlemen, we have reached the end of the question-and-answer session. And I would like to turn the conference over to Robert Musslewhite, Chief Executive Officer, for closing comments.

Yes. Thank you all for the time tonight. We always appreciate it. We look forward to circling back with all of you and with our shareholders over the next several months and look forward to that. Thank you again for your time tonight and the questions. Bye, bye.

Thank you. The conference of Definitive Healthcare has now concluded. Thank you for your participation. You may now disconnect your lines.