The New Market Launch & Expansion Playbook For Incredible Health

far as like the markets that you operate in, since it is a kind of localized marketplace to some extent, you know, what is that kind of, I would say, like new market kind of launch and expansion kind of playbook look like?

The playbook is definitely not fixed and we keep improving it. I think when it comes to launching a new market, you've got to have both sides, both the talent and the employers. On the employer side, in our case, is very enterprise. You know, we got a whole friggin whole sales team, a marketing team that drives leads to the sales team. These are classic enterprise salespeople that we have employed here. They close large enterprise deals. So that, that's that side of the platform. So you have to get your first employers basically in order to launch a market. And then on the talent side, there's an entire consumer marketing and consumer product playbook that we deploy to get it going. The other thing that we are able to benefit from in our marketplace is relocation. So usually when we're launching, let's say we're about to launch in Tennessee, Right. We already actually have a base of talent for Tennessee because there are nurses from other states who want to relocate to Tennessee. So we're not necessarily like starting from scratch anymore. But of course we have to, you know, grow it. So there's the playbook and the sort of the launch playbook continues to improve, but it is something that has to be really systematic. It has to be systematized, automated as much as possible, documented, and so on. Yeah.