TELL's Transition to a Usage-Based Pricing Model

We were finished with this business model transition in December of 2019. And we had a fantastic January and a fantastic February of 2020, right? We saw the growth rates. We saw the unit econ. So we realized that we could now start marketing to patients to make more patients use the service. And then in March 2020, COVID happened, right? The CDC tells patients, well, don't go to the doctor if you can avoid it. That was obviously a tough time to have transitioned to a usage-based pricing model. Our revenue broke 60, 70, 80, 90% in some weeks. There was a very, very difficult time. But after surviving something as devastating as