Financial Data and Key Metrics Changes - The company reported a strong standalone growth rate of 8% year-over-year for Q4, indicating robust business performance [48] - Revenue mix is approximately 50% subscription and 50% volume-based, allowing the company to capture upside from increased utilization [19] Business Line Data and Key Metrics Changes - The acquisition of Iodine for $1.25 billion enhances the company's capabilities in clinical documentation, contributing to the goal of submitting "perfect undeniable claims" [10][12] - There is a notable uptick in demand for multiple sales solutions and platform-type solutions, particularly as clients seek to reduce the number of vendors in their ecosystem [16][18] Market Data and Key Metrics Changes - The company has seen strong utilization trends over the past five to six quarters, which is expected to continue, contributing positively to revenue growth [19] - The health system and hospital market remains a primary focus, with a significant portion of RFPs coming from these sectors [18] Company Strategy and Development Direction - The company aims to maintain a competitive edge through a high-touch client experience and a focus on ROI, differentiating itself from legacy competitors [30][31] - Future opportunities include expanding into the digital front door market and exploring autonomous coding solutions to enhance efficiency [45][46] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the durability of revenue growth, projecting low double-digit growth rates in the long term [52] - The company is focused on leveraging generative AI to improve operational efficiencies and client outcomes, positioning itself as a trusted partner in the healthcare ecosystem [34][42] Other Important Information - The company has a total addressable market opportunity exceeding $17 billion, with low current penetration, indicating significant growth potential [44] - The company maintains strong partnerships with EHR vendors, which helps in navigating the competitive landscape [32] Q&A Session Summary Question: How has the sales cycle shaped up this year versus prior years? - Management noted strong activity in the pipeline and demand for multiple sales solutions, indicating a positive trend in client engagement [16] Question: What is the impact of AI on the competitive dynamic? - Management believes that while AI presents opportunities, it also reinforces the need for trusted vendors like Waystar to navigate the complexities of the healthcare ecosystem [34] Question: Can you comment on the size of the clearinghouse business? - The clearinghouse business is a meaningful portion of revenue, particularly in the ambulatory sector, and there are ongoing cross-sell opportunities [40][38] Question: What are the growth expectations for 2026? - Management reiterated long-term targets of low double-digit revenue growth and strong EBITDA margins, with no significant changes anticipated [52]