Forian Inc.

Greetings and welcome to Forian's Inc. Fourth Quarter 2021 and Fiscal Year 2021 Financial Results Conference Call and Webcast. At this time, our participants are in listen-only mode. A question and answer session will follow the formal comments and webcast. Participating today from Forian are Max Wygod, Executive Chairman and Co-Founder, Daniel Barton, Chief Executive Officer, Michael Vesey, Chief Financial Officer, Before we begin, I would like to remind you that management's remarks today may contain forward-looking statements within the meaning of the Private Securities Litigation and Reform Act of 1995. Actual results may differ materially from those indicated by these forward-looking statements due to a variety of important factors, including those discussed in the risk factors section of the company's annual report on the Form 10-K filed with the SEC on March 31st, 2021. In particular, management will discuss its estimate of full-year 2022 revenue outlook as of today. Estimating financial performance accurately for future periods is difficult as it involves assumptions and internal estimates that may prove to be incorrect and is based on plans and circumstances that may change. There is There is therefore a significant risk that actual results could differ materially from the outlook provided today. Any forward-looking statements made on this call today represent the company's views as of this date, and the company undertakes no obligation to update these except as required by law. Words such as estimates, projected, expect, anticipate, forecast, plans, intend, believe, seeks, may, will, should, Future, proposed, and variations of these words are similar expressions or versions of such words or expressions are intended to identify forward-looking statements. These statements include but are not limited to statements regarding future growth, anticipated performance, and prospects. Today's presenters will also refer to certain non-GAAP financial measures on our call, such as adjusted EBITDA, which the company believes may be important to investors to assess its operating performance and should be considered a supplement to and not a substitute for financial measures prepared in accordance with GAAP. A reconciliation of the comparable GAAP metric can be found in today's press release and webcast, both of which are available on the company's website. These numbers are unaudited. and any statements regarding the company's anticipated performance may be subject to change, including as a result of risks related to changes in the cannabis and healthcare markets and risks related to the impact of COVID-19 pandemic and the events in Ukraine. Today's call and webcast is being recorded. A copy of the recording, webcast as well as the full transcript and copies of today's press release and the SEC filings will be available at forian.com forward slash investors. I'm now pleased to introduce the company's Executive Chairman, Max Weigod.

Good afternoon, everyone, and thank you for joining us today. Forian delivered a strong fourth quarter as we ended an eventful year. We created strong momentum in our healthcare information segment, evidenced by our revenue growth in 2021 and our initial outlook in 2022. We continue to execute against the plan of aggregating and integrating data sources from multiple industry segments. Before we jump into our results for the fourth quarter and fiscal year, I want to provide you with an overview of Forian's business. Orion strives to be one of the leading data science-based intelligence providers to the healthcare and emerging markets. We build products derived from different types of data sourced throughout the healthcare ecosystem. And in 2021, we acquired one of the largest concentrated sources of transactional cannabis data through the Helix combination. Our intention has been to use our expertise in standardizing complex data to successfully productize the data coming from our healthcare and cannabis sources and extend that offering to the marketplace. The majority of our investment in management focus over the past year has been in executing against this plan. We believe we have now the largest integrated database of healthcare demographic and cannabis data commercially available. This database is what we call our proprietary data factory. and it is the foundation of our existing and new-to-market products. Our software and information offerings are powered by this data factory that de-identifies, normalizes, and integrates the large and complex data sources and couples those data with analytics to assist our clients in driving clinical and operational business performance improvements. Our information solutions allow our clients to access unique, timely, and comprehensive insights into their customers' products and the dynamics of an ever-changing healthcare marketplace. Our leading cannabis software products include the industry's second-largest point-of-sale system and the second-largest seed-to-sale traceability system. we see the growing U.S. cannabis industry as an opportunity to deliver first-of-its-kind insights to dispensaries, manufacturers, and cultivators to help them responsibly develop, operate, and commercialize their products more effectively. Additionally, we believe the intelligence and analytics we offer through Canalytics and our real-world evidence solutions will be especially valuable to the manufacturers in cannabis and life science, as well as payers and regulators as they carefully evaluate the potential of these emergent therapeutics. We continue to build new products to deliver greater value to our customers, and our recent performance demonstrates opportunity in the market today as we met the high end of our range with generating fiscal year revenue of $16.9 million. The investment in building out the interconnectivity to the cannabis data and product innovation has been in process and is reflected in our operating expenses and cash flows in 2021. These investments should be completed in 2022, which will result in expense improvements leading to a positive adjusted EBITDA sometime in 2023. With $31 million of cash on our balance sheet at year end, we believe we can execute on this plan with our current capitalization. As a young company in an emerging field, it is imperative that we continue to generate significant revenue growth and long-term value creation in the form of intellectual property and scalable products, while realizing improved operating leverage that our business model can yield. I'm now going to hand it over to our CEO, Dan Barton, to talk about our fourth quarter and full year results and key developments in our first year as a public company.

Thanks, Max. Good afternoon, everyone. I'm pleased to report we delivered record results validating the opportunity we have in our target markets based on our capabilities and the ability to execute on our strategy. Before I begin my prepared remarks, I would like to take a moment and share our concern for everyone impacted by the war in Ukraine. We all watch the news and are disturbed about what is happening right now. Our thoughts are with everyone affected by this war and hope that this conflict can be brought to a peaceful conclusion as soon as possible. I would like to start with our top line financial results. Corian delivered both fourth quarter 2021 and full year 2021 revenue at the top end of our guidance for the second half of 2021 and the full year 2021, as communicated earlier this year. Full year 2021 revenue was $16.9 million, up from $545,000 in 2020. On a pro forma basis, our revenue was $18.9 million, compared to $12.3 million in the prior year, a 53 percent year-over-year growth. Q4 2021 revenue was $5.7 million, up from $210,000 in 2020, which was 80% growth on a pro forma basis year over year. These results were driven by the growth of our information and software business, mostly driven by accelerating growth in our healthcare information business. Coming into 2022, we have meaningful contracted backlog, which positions us well in 2022 and beyond. Full-year 2021 services revenue was $1.1 million, which on a pro forma basis was largely flat as we continued to support and grow our state government business. The state business revenue can fluctuate quarterly based upon installation and one-time service items. We won additional contracts in 2021, increasing the number from nine to 11. We were recently awarded the Florida Track and Trace Agreement in 2022 as well. Additionally, we have and are responding to multiple RFPs where we are well positioned to win, as evidenced by our 100 percent renewal rate and the recent wins I just mentioned. Full year 2021 net loss was 26.6 million, and fourth quarter net loss was 8.0 million. From an adjusted EBITDA perspective, full year 2021 was negative 15.1 million, and fourth quarter 2021 was negative 4.1 million. Adjusted EBITDA is a non-GAAP financial measure as defined by SEC rules. Further information regarding this non-GAAP measure and the reconciliation of our non-GAAP financial measure to the most directly comparable U.S. GAAP financial measure are set forth in our earnings release and the presentation. We continue to invest in both key talent and product innovation. We have added additional positions to execute our plan in product, engineering, data science, and sales. We initiated focused product investment in 2021 in healthcare information analytics, our catalytic SAS platform, data science, and data factory capabilities. These investments will continue into the first half of 2022. We see our adjusted EBITDA loss peaking in the first half of 2022 with improvements in the second half of 2022 as a result of lower expenses and expected strong top-line growth in healthcare information products. We expect that with continued strong revenue growth, we will achieve positive adjusted EBITDA in the second half of 2023. I wanted to take a few minutes to review who we are and the value we provide to our customers. Forian is a well-capitalized provider of truly innovative software, data, and analytics, sitting at the convergence of healthcare and cannabis industries. This is evidenced by the impressive growth of our top-line revenue in 2021, which we expect will continue in 2022. By maintaining our number two position in cannabis point-of-sale and track-and-trace software, we provide our customers the commercial operations and compliance software applications enabling business success in an ever-changing and dynamic marketplace. One of the primary reasons we consummated the BioTrack transaction was to leverage an untapped asset of cannabis retail transaction information to power commercial and clinical analytics for both the healthcare and cannabis industries. The cannabis expertise, software capabilities, and rich data sets, coupled with significant domain expertise in healthcare data and analytics, has allowed Forian to develop a HIPAA-compliant database containing over 50 billion medical and prescription claims, updated weekly with over 100 million new claims, integrated and interoperable with over 3.4 billion in annual cannabis retail transactions. We are a product-driven company enabled by information and data science. For traditional healthcare therapeutics, Forian has a line of sight into what treatments are being administered in the hospital, in the doctor's office, and what prescriptions are being prescribed for patients. We provide life science and healthcare customers with timely clinical and commercial insights based upon data that covers the majority of the U.S. population. As we scale our databases, we will have more insight into cannabis consumption and how it impacts the consumer and patient journey. Forian's cannabis data spans from an understanding of what flower is being grown, what and how branded derivative products are being manufactured, packaged, and their chemical profiles, as well as the volume and nature of products being purchased at dispensaries by specific customer segments. We've also integrated a consumer database containing demographic and psychographic attributes for the majority of U.S. adults that brings even more explanatory and predictive power to foreign analytics and information offering. By understanding consumer gender, race, household incomes, lifestyle attributes, and other important information, we have exponentially heightened the power of information assets. Additionally, by performing patient-reported outcome studies, we can answer specific questions about patient and consumer attitudes, beliefs, trial and outcomes of traditional therapeutics, alternative therapeutics, and the recreational use of cannabinoid-based products. We believe these data and analytics are first of its kind. The patient journey is an example of the power of the integrated, interoperable, de-identified data asset that is one important analytic use case for both clinical and commercial analytics. By understanding the continuum of healthcare interventions, whether they be traditional approaches or alternative therapeutics, one can understand how the treatment pathways and standards of care impact outcomes, safety, and the cost of care to both patients and payers. These same observations frame important perspectives from a commercial lens, such as what is the competitive landscape of available products, What are the consumer or patient attributes that drive choice? And what are the price sensitivities that may affect behavior? This 360-degree view offers insight into the market, product, and consumers that are unique and innovative. I spoke earlier about the focus investment we are making in our growing product portfolio to support the industries and clients we serve. We are investing in our software business, bringing more features and functionality to our customers with our better user experience and customer service. Cannabis retail licenses over the last year have not been issued at the same pace as in past years. However, as states regulate medical or adult use expansion of cannabis, we expect the number of licenses granted to grow later this year and into 2023, providing the opportunity for growth in our software business. An important investment started in 2021 was the initial development of an API platform to better serve our customers as they scale their businesses. This API environment will enable Forian to share information back and forth with other technology services provider that offer e-commerce, marketing platforms, and delivery services. We are starting to see early receptivity from the launch of our Canalytics SaaS-based analytics platform, which provides our healthcare and cannabis clients insights into unit and sales volume tracking, which is important to understand business and product. With the integration of healthcare, cannabis, and consumer information, we begin to answer the question on the why certain market dynamics are occurring. Our advanced data science capabilities embedded into these analytics, such as our segmentation capability, provide our customers with data-driven sales and marketing recommendations to assist them in acquiring and retaining customers to drive overall performance. Our foreign information product portfolio, as I stated earlier, is driving significant growth for our business, and we're expanding the portfolio. From early stages of R&D through commercialization, we provide integrated data solutions, real-world evidence, and insights, as well as advanced analytics to inform investment opportunities, accelerate product development, answer critical commercial questions, demonstrate product value, and expedite access for patients. Additionally, we added to our data factory a significant data source of closed network data covering 65 million lives, which both as a standalone and integrated asset provides enhanced ability to perform real-world evidence studies and a more complete patient journey analysis. Closed network or payer-based data assets capture all therapeutic interventions about a patient in a particular network, enabling more comprehensive clinical analysis on this subset of patients. Our information products typically answer a client's need around one of four categories, which are prescriber segmentation, patient journey, payer dynamics, and market analysis. For example, our products allow for the identification of physician and facility-level data points focusing across the spectrum and treatment of care. Benforian provides key actionable insights by drug, therapeutic class, geography, payer, time, or patient demographics centered around longitudinal patient behavior engagement type. We have retained and expanded our track and trace services business with winning the renewal of Hawaii, expansion to adult use in New Mexico, a year extension in New York, a new Connecticut award, and new Virginia patient portal award. In early 2022, we were awarded the Florida track and trace business as well. State business expansion is important to ensure compliance with all state regulations and ensure there's no diversion of product into black markets. State business expansion also has a benefit to our commercial software business. Based on the interoperability of our track and trace and point-of-sale software, many clients find a more seamless experience to utilize BioTrack point-of-sale in states that are employing our BioTrack track and trace services. We have invested over the last year in building out a national standard classification system and ontology for cannabis products. This ontology provides a more complete and accurate view of cannabinoid products where no standard product ID system or nomenclature exists across the industry. This is a critical step in making data useful for analytics. Additionally, we can now provide data as a service to clean, normalize, standardize, and aggregate disparate and dirty sources of data for better use in driving operational, clinical, and commercial performance. Corian's cutting-edge data science technology efficiently organizes and integrates complex transactional information, which reduces the time and cost of managing complex, structured, and unstructured data. When we combine this functionality with our previously mentioned proprietary ontology, we believe we can service one of the most common unmet needs by thousands of companies in the cannabis industry that are sitting with nonstandard and unusable data sets. In summary, 2021 was a productive year for our company and employees. We merged successfully with Helix to create Forian and were listed on the NASDAQ. We showed strong revenue performance and information services in 2021 and are well positioned for continued growth in 2022. We grew our data science and analytics capabilities to better serve our customers and markets. We invested in and operated our cannabis business successfully demonstrated by our systems processing over $3.4 billion in gross merchandise value and maintaining a leading number two position in cannabis point of sale market. We were awarded new states and services to retain our second position in track and trace regulatory market. Based on the 2021 results and momentum Foren has coming into 2022, we are providing top line revenue guidance for full year 2022 of $25.5 million to $27 million. We expect our investment spending to peak in the first half of 2022. We also expect the combination of continued revenue growth and the reduced investment spending starting in the second half of 2022 will lead to improved adjusted EBITDA performance in the second half of 2022 and turning to positive adjusted EBITDA sometime during the second half of 2023. I will now turn it over to Mike Veazey. our CFO, to provide more detail on our full year 2021 and fourth quarter 21 financial results.