Simulations Plus, Inc. (NASDAQ:SLP) Q3 2019 Earnings Conference Call Transcript

Jul 10, 2019 • 04:15 pm ET

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Simulations Plus, Inc. (NASDAQ:SLP) Q3 2019 Earnings Conference Call Transcript

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Q & A
Operator
Cameron Donahue

Thank you, Shawn. (Operator Instructions) We will first start with some of the online questions that have been posted. Your first question comes from Howard Halpern, and his question is, you mentioned a large customer that will include software consulting services across your three divisions. Do you have any additional proposals outstanding that will use all three resources for your three divisions? And how does a new renewed licenses with regulatory agencies globally play into your sales and marketing strategy?

Executive
Shawn O'Connor

Well, first of all, with regard to the cross divisional sales activity, yeah, we're certainly targeting our larger accounts and any other opportunities for a more broad sales process with them that covers all of our three divisions. This process is initiating. We've had some success to-date. There are certainly other opportunities in the pipeline for these sorts of efforts. A lot of benefits that they come from this. It's our ability to reach more broadly across our client organizations both in the pre-clinical and clinical sides of the organization. Leverage visibility that we may have in those clients in one side or the other into a broader understanding of what we can offer in the less impacted areas historically, raise our visibility up the organization chart within those clients. So, yes, this is a key piece of our sales strategy, one that we've really just -- on the early ground level efforts, so good to see some results starting to come from it. I believe a lot of opportunity ahead of us in this regard.

Regulatory opportunities, as I said, those are people benefit in terms of moving the people in the industry, much like our efforts to provide academic licenses for those institutions that leads to training using our products and as those individuals matriculate into industry, they're familiar with our products and gravitate to them. Beyond the people side, obviously, and in many ways more importantly, the regulatory use of our products is a strong signal to the commercial marketplace out there in terms of the impactful use of our products in the regulatory analysis and decision-making process and a validation of our software products that is sourced in the regulatory bodies using our products. So there's tremendous validation and driving commercial customers from the visibility we get with our relationships on the regulatory side.

Operator
Cameron Donahue

Thank you. The next question also from Howard is, where does the KIWI communication and collaboration platform stand in terms of customer acceptance and revenue growth potential?

Executive
Shawn O'Connor

Yeah. We had a release in the quarter as well on our KIWI product providing more functionality there. We continue to support it and have a loyal but small base of customers there and they are responding very well. The marketplace as a whole is still one that is maturing. Maturing in the sense of the functionality, the value that a KIWI product brings to the table is still being accepted and evaluated in the industry as a whole or those that have adopted that sort