Good morning, everybody, and welcome to Physitrack's Q3 2023 results webcast. I'm Henrik Molin, and I'm joined by probably the best CFO in the world of digital health, Charlotte Goodwin. We'll be taking you through the Q3 in short to begin with. We'll look at some business updates. We'll look at the financial results and revisit strategy and outlook, and then we'll move into Q&A. You can use the Q&A function on your screen below, and ask us nice questions there at the end. We'll probably spend around 15 minutes on this presentation and well, a few minutes on the Q&A. Let's go.
Q3, in short, it was a very nice quarter where we generated EUR 2.9 million in Adjusted EBITDA, and just on the quarter, we generated EUR 1.1 million, and so that's, nicely up from EUR 1 million, which was the previous quarter. 27% year-to-date 2023 organic revenue growth compared to last year, and this is 100% organic for the first time because we didn't have an acquisition for the last, year and a half. And so, we keep accelerating with the businesses that we have, and the leaders that we have there, which is very, very nice. A nice year-to-date 2023 revenue growth compared to, the last quarter, last year. A couple of, couple of big focuses down there, obviously profitability up 27%, so that, 25% trough that we hit was very much the trough.
We keep accelerating upwards, and there's some really, really nice developments there in terms of how the business is run and how we are optimizing our resources and accelerating with that. We are also selective on revenue opportunities. We like high margin. We like cash flow generative revenue opportunities, and so we have been a little bit selective there in the last quarter in terms of what we want to do, and you can see that filtered through in our margin numbers. Free cash flow burn, EUR 0.3 million, and it was EUR 0.6 million last quarter, and if you compare it to a year ago, EUR 0.9 million. So that's a very positive trend. It will continue. We'll be exiting Q4 with positive cash flow.
We'll be focusing a little bit on innovation in this presentation, and this is something that's been very, very exciting to be part of in the last few quarters, actually, and we will be telling you about some of these AI-based developments later on in this presentation. Also noteworthy is that we've completely revamped Physicourses, and so it's a whole new web page there, Physicourses.com, if anybody wants to take a look. And the way that that offering now integrates with Physitrack is very, very nice because for the first time, we can now offer our enterprise customers bundles, and there's more of a seamless interaction between users on both sides of the Physitrack, Physicourses fence. And there is a lot happening there as well on the Wellness side of things, and you saw the intro clip from amazing Champion Health.
We are deep into the development of the new version of Champion, which will start to trickle out to users in this quarter, but will be launched widely in 2024. Exciting times indeed to be in our business and in digital health in general. Looking at the business, just as a little reminder, we have two divisions here. There's Lifecare, where we put tools into the hands of healthcare providers so that they can help their patients feel better, faster, and hopefully have a little bit fun along the journey.
On the right side there, the Wellness division, which puts tools into the hands of employers so that they can help their employees be healthier, happier, more productive, and to have the ability to see what's going on in their businesses using data analysis tools that can help them really pinpoint what they should be focusing on as employers. It's a great, great way to run a business with Champion Health. Can warmly recommend it to anybody watching this that is an entrepreneur or a big enterprise player. Now, the split between the businesses, the division is 63%, 37%, so that's that's the same as last quarter.
In terms of Lifecare, if you look on the right side there, nice continued growth in that ecosystem of ours, and we are coming into some newer markets, which we'll have the opportunity to talk about in the coming quarters. But this is very much a strong offering, and this is something that is becoming the go-to solution for many, many healthcare practitioners around the world. So strong ecosystem. If you look on the left side there, at the bottom, churn down now to 1% on a rolling 12 months basis, and so not only do we have a nicely growing ecosystem, it's a very sticky ecosystem as well. On the top there, so continued focus here on profitability growth and driving efficiencies, and we're not at all in cost-cutting mode.
We're in optimization mode, which means that we're getting more out of the resources that we have, with the tools that we have, the amazing people that we have, and that's leading to some really nice EBITDA expansion. Physicourses, as I mentioned in the introduction, nice introduction there into Lifecare. You're seeing the lines blur more and more, and what's fun about Physicourses is that it is actually a global offering. And so we're seeing interest and sign-ups and paid usage from all over the world, actually. So it's very, very nice to see that solution is finding a home in many places. And we'll talk a little bit more about AI later on, but all of our teams-...
Pretty much everybody in our group of almost 140 people have looked at how AI tools can boost their day-to-day tasks and their day-to-day efficiency. And we have implemented a lot of really interesting things in terms of workflow-related things across the whole team, so finance and sales and marketing, and everything that we do with content production, software development, et cetera, et cetera. So people are launching new pieces of software, co-pilots, and are testing new things out. And as an effect, we're saving dozens of man-hours in total across the group, and we're able to produce some really, really interesting things. Now, in terms of the product development pieces, I will show you a little bit more about that in coming slides. First, Wellness. Look on the right side there, really, really nice, 100% pure organic growth.
So we didn't accelerate with the M&A program, which is a part of, of what we do. But this is pure organic growth based on the great leaders and the people that we have in these subsidiaries. So very, very nice continued development there, and more to come there, and you saw just how exciting it is to be in Wellness with a great solution like Champion Health. On the second point, there are some great new features coming into Champion Health, and we will also be seeing localization of Champion Health.
We have identified, and we are tendering some great technology for AI video-to-video in terms of getting that, the library, and it's almost 1,000 pieces of content at this point, and it keeps growing, to get that localized into multiple languages so that we can cater to multinationals, but also that we can become a strong local player, where we have feet on the ground in places like Germany. Very exciting things going on there. And of course, some great wins, and I'm not surprised to see more of these amazing logos in the collection of wins from the Wellness division. So looking at things like Healix or like we announced just last week, E.ON, which is one of one of the Europe's and one of the top energy providers in the world. So much more to come on that front.
Hopefully, we can talk about it because a lot of these companies, they see it as a competitive advantage to use Champion Health in their day-to-day. But I will tell you more about that as we can. Right, just looking at some of the innovation that's been going on in the business in terms of product and content development. So top left there, very, very exciting things happening there on the content side of things. We are looking to diversify our content. We have wish lists from our clients, almost on a daily and a weekly basis, and we're always trying to find ways to produce content faster.
And something that's very important to us as a business that has 14 nationalities on board from all over the world, diversity in the library in terms of the ethnic focus on the coaches and the models. And AI is doing some amazing things for us in terms of being able to create content that can have that diversity, and this is something that we're rolling out in the next couple of quarters, and it's a project that will be with us for a while because we have 17,000 exercises in what is the world's biggest exercise library for clinical exercises in physiotherapy.
On the right side there, you see some of the work from the AI lab when it comes to the content library, so just making sure that these MetaHumans or these, very lifelike avatars have all the characteristics of a real human, so that it looks as realistic as possible, down to tooth work, as we see there with one of our models. We have lovely Alice there, bottom left, and that's- I'm not gonna play that clip, but that's a clip of Alice speaking perfect Spanish, lip movements, everything moving in tandem with the content that she's delivering. AI is providing us with some amazing opportunities just to, just to reach people in the countries where they are, in the languages that they speak, without compromising on quality or the local fit.
So amazing things happening there. Bottom right, I'll show you a little bit more about that. We have an AI copilot coming to Physitrack that will revolutionize the way that our customers identify and roll out exercises to their patients. A little bit more about that on the next slide. So I thought I'd just give you a little showcase of what the AI library, the content library will look like with these very human-like avatars. And as you can see, the quality here, and I'm hoping that this translates at your end as well with the screen sharing, but just the lifelike nature of these, the way that the models and textiles and hair and everything is moving.
You can see there's a lovely diversity we have in terms of the coaches and the models, and this is really something that will feel very, very nice to roll out to all parts of the world where we have customers. So a lot more to come on that. In terms of the Copilot, well, the way that you search and identify exercises in the Physitrack library and how you find content in a lot of places in the world is by search. We have algorithmic search in the Physitrack platform. Right now, you search for exercises based on keywords or filters, and you select exercises like you would select exercises and sending them to your friends and family on your iPhone, where you put them in a basket, and then you fire them off to your patient for their rehab.
It's a great way, and we've revolutionized the way that that we do this with our algorithmic search engine and the speed of this. But with our Copilot, this is gonna be even more streamlined. So we'll be able to, using LLM, to have the practitioner just prompt based on conditions and also specific instructions, and then generating a program that can then be rolled out very quickly to the patient. And so this, as you can see, is a more modern way and some very, very efficient way to get content into the hands of the patient, and this will, this will have a big impact on how our customers see us, and of course, how we'll be able to be seen as the innovator in the space.
So this is super exciting. The team has done a fantastic job on this. So we'll see this in the coming quarter on the platform, and we're testing that internally right now. All right, some exciting development from me, and I'm now gonna pass over to Charlotte for the financial results.
Thank you. Thank you very much, Henrik. So starting here with a brief overview of the key financials for the three months ending September 2023. A quick reminder that we've replaced the pro forma revenue growth metric with an organic revenue growth metric. This includes, where relevant, the impact of acquisitions, as the previous one did, but it also takes into account the impact of foreign exchange year-on-year. In the quarter, we delivered revenue of EUR 3.9 million, up 14% from EUR 3.4 million in the prior year. Year-to-date, on an organic basis, adjusted for the impact of foreign exchange, revenue increased 27%, broadly in line with our medium-term targets.
In the quarter, the Physitrack Group delivered Adjusted EBITDA of EUR 1.1 million, up 15% from the prior year, and this results in Adjusted EBITDA margins of 27%, flat versus the prior year and up from 25% in Q2. Total EBITDA has increased 16% from the prior period to EUR 0.8 million, and operating cash flow has increased 18% to EUR 2.1 million. Through to the next slide, onto a closer look at revenue. On the left here, you can see group revenue by quarter. Total revenue in the quarter has grown by 17% year-on-year on an organic basis, and year-to-date, organic growth was 27%. On the right-hand side, we can see revenue split by Lifecare and Wellness.
In Lifecare, growth in the quarter versus the prior was 12%, driven by growth in user numbers and continued upward price momentum, offset by a fall in one-off build fees for branded apps. In the Wellness division, quarter-on-quarter organic revenue growth was 28% against a strong prior year comparator. So the next slide. Moving on to profit. On the left-hand side, we see the prior year figures. Last year's 9-month EBITDA was EUR 1.2 million, with adjusting items of EUR 1.3 million stripped out. Adjusted EBITDA was EUR 2.6 million. In the current year, EBITDA has risen to EUR 2.2 million, an increase of 82%. Within this, there are EUR 0.7 million of non-recurring adjusting items relating to costs associated with the integration of acquisitions and the restructure of Champion Health Nordic, previously Fysiotest.
With these amounts stripped out, adjusted EBITDA has increased by 14% to EUR 2.9 million. Adjusted EBITDA margins year-to-date have fallen year-on-year from 29% last year to 26% in the current, due to the shift of the group towards Wellness revenues, which currently operate at a lower margin, plus investments into future growth. Quarter-on-quarter, these margins have increased by from 25% to 27%, flat from Q3 last year. Over the medium term, we expect these to continue to expand and rebound to our target EBITDA margins of 40%-45%. Through to the next slide. On the left here, we have adjusted EBITDA shown by quarter for the prior year and the current year. On the right, we have EBITDA by division.
In Lifecare, which is the longest established division, EBITDA margins are at 47%, roughly in line with the prior year. In the Wellness division, margins are currently at 6%, compared to 3% in the prior year, as we focus on margin expansion in this division. The gray bar represents group costs such as board fees, listing fees, and associated advisory fees, which are flat year-on-year due to the cost efficiencies realized in head office, offset by inflationary increases. Through to the next slide. Now, looking at cash. We opened the year with a cash position of EUR 0.6 million. Adjusted EBITDA in the period generated EUR 2.9 million and was offset by a working capital movement of EUR 0.8 million and interest payments of EUR 0.2 million.
The working capital impact was driven by proportionally less of our contracts being sold on a twelve-month cash upfront basis. Intangible assets and fixed asset additions were EUR 2.5 million and consisted of development of the Lifecare tech platform and investment into the Wellness technology. There were deferred consideration payments in the period of one point six million euros and related M&A and integration costs of point seven million euros. We do not expect to pay any further deferred consideration in the current year. In July 2022, we entered into a GBP 5 million revolving credit facility with a three-year term. In the year, we drew down two point nine million of this facility.
This leaves the group exiting the quarter with cash of EUR 0.4 million, plus remaining undrawn facility of EUR 1.9 million, giving total available liquidity of EUR 2.3 million. We expect this liquidity to be sufficient for the group's requirements. Through to the next slide. This slide shows the total free cash flow by quarter. Due to spend on M&A and integration costs, recognized as adjusting items in the P&L, and investments into both the Lifec are and Wellness divisions, we've had a net cash burn in recent quarters. As these investments are completed and operating cash improves, we've seen this cash burn decrease. Year-on-year, the Q3 free cash flow burn has decreased by 67% from EUR 0.9 million to EUR 0.3 million.
As expected, quarter-on-quarter, the cash burn has also decreased 50% from EUR 0.6 million to EUR 0.3 million, and we are on track to reach net cash generation before the end of 2023. To the next slide. On to the group's balance sheet. The first line here includes the internally developed technology platform, as well as intangible assets and goodwill arising on acquisition. The fall versus last year represents the impairment of the Fysiotest goodwill recognized last quarter. Cash and borrowings, we've already covered, and trade and other receivables have increased in line with the increase in revenue. Deferred revenue is primarily generated by Physiotools and Champion Health, who bill upfront for 12-month or longer contracts. Deferred tax arises on the intangible asset balance, recognized on acquisition, and is unwinding over the period of the amortization of these assets.
Deferred consideration relates to the Champion Health Plus, formerly RehabP lus, Wellnow, and Champion Health acquisitions. The deferred consideration related to Fysiotest has now been released following a signed agreement with former management. That is all from me, and I'll pass you back to Henrik.
Thank you, Charlotte. Right, just revisiting strategy and outlook. So again, top line there, we have a holistic offering, and you see that how we have diversified the business into the two business lines, Lifecare, Wellness. But within the two divisions, we have diversification in terms of the product lines that we have there. Very, very important to do that because it makes us into a more robust, and it makes it into an all-weather type product, but we find a true market, a product-market fit with this. Providers today, patients today, employees today, they don't want five, six places to go when they want to solve problems. They want just a couple of places to go. We uniquely put a lot of things into one holistic solution per division, which is exactly what consumers need today.
So, so great product market fit there. As middle one there, we are supported by the macro environment. It is a difficult place to be right now, with high inflation and stress and and everything that's going on in the world, but what we do is very much supported by that. Second point, they're obviously profitable growth is part of our DNA. Note, we are clocking in an almost 50% EBITDA margin on the Lifecare side of things. So we have it in our DNA to make sure that we have a business that is sustainable and is robust and is cash flow generative. It's exactly what we do.
And the bottom there, I already mentioned that the balanced portfolio, the all-weather nature of the, of the product, on both sides of the business, super important for us and something that makes our value proposition absolutely unique. All right, so, just reiterating our financial goals. So we are in a mode where we are not acquiring businesses, and you can see that despite that, despite having the ability to accelerate organically with new leaders coming into the business, with great opportunities locally, we are clocking in at our medium-term goals. And we are, as you can see, expanding margins.
The financial goals they stay in place, and we feel that this is gonna be a really, really nicely cash creative business in the coming quarters, and with us passing into cash flow positive territory in the next quarter. So exciting times to be part of Physitrack, and exciting times to speak to you. Now we are gonna open up for some Q&A, and let's just see what's come in here in the Q&A. First one, how realistic are our long-term goals in light of today's results, in particular with regards to long-term growth, 30%? Well, the goals are medium-term. The goals were set in and around the IPO. We have consistently met or surpassed those goals on the top-line growth side of things.
In the environment that we are, we were even getting to that place without M&A boosting us in terms of organic growth in new markets. When it comes to the longer-term outlook, I'd say as we get more mature as a business, we're probably more likely to set goals based on a yearly outlook. And just to be a little bit tight on that, we had the medium term, which is a 3- to 4-year outlook. And as the size of the business grows, the maturity of it grows, it might be time for us just to take a look at that and see how we do that, but we have no reason to believe that our medium-term goals are going to be missed in any way going forward. Hope that's a good answer.
We have Jesper from Redeye asking us: Could you provide more details on the financial impact of the Healix and E.ON agreements in Q4 2023 and for 2024? And are there expectations for additional enterprise contracts in the Wellness division throughout the remainder of this year? Well, we can answer the second part of that question. Yes, very much so. There are additional enterprise contracts in the Wellness division. As I alluded to in my intro there, it is hard to get our enterprise customers to speak openly about what they do with some of these tools. They're seen as a competitive advantage. It's not something that a lot of them want to talk about too much. We saw the E.ON press release was very simple, quite redacted, because it is sensitive information for a lot of them.
So we keep closing enterprise deals every month in Champion Health, and so there are more of them coming, obviously, perhaps not with the ability to talk about them at all times, but we'll do our best with that. Financial impact of Healix and E.ON agreements. We saw the impact of E.ON in Q3 a little bit in terms of setup costs. We will be seeing the impact of E.ON over the next few years because it's a multi-year engagement, and it's something that's accrued over the life of the contract, which is a multi-year contract. Healix, we saw the effect on that in Q3, but it also virtually also accrued because it's a subscription situation.
But the distribution capabilities of Healix and the way that, we can reach their customer base across Europe and in the U.S., that's something that's gonna provide for very interesting growth in, over the next few years as we, as we have that, long-term agreement with them, which is great. Second question, while you made it clear in the previous report that there are no plans to raise additional capital or debt this year, how about in 2024? No, we don't have any plans to raise any capital, issue any shares, or take on a new, new debt. Now, we have a revolving credit facility that renews early 2025, and, so obviously we'll be renewing that. We'll see what, what the cash flow generation situation is, and let's just see what we need net-net.
No plans for anything new, unless we open up the M&A program. Very important to point out that M&A is an interesting side of things. You can see that some of the amazing organic growth that we have had, especially in the Wellness division, has been based on M&A, and if there is an opening for us to work with finance partners and to work on some of the great targets that we keep seeing in the space, we will be doing that, but we won't be raising anything for organic expenses. Do you anticipate that the cash flows and available liquidity will be sufficient to cover the expected earn-outs? Yes, we do. What is the margin of safety concerning the covenants associated with the revolving credit facility? Well, Charlotte can obviously...
I'll let her answer that, but in everything that we do, because I believe you only have one shot at building a business like this, so whenever we do things, we do it with braces and belts, and we are really, really focused on having a margin of safety with everything that we do. So more specifically on covenants, I'll pass that over to Charlotte.
Yeah, we have plenty of margin of safety on all our covenants. Our leverage covenant doesn't include deferred consideration in the definition of debt. So as you can tell, we sit at about 1 times leverage, so very modest focus of ours. And the other covenants involved a base level of recurring revenue, and we've grown since, so we've now got loads of room in those covenants.
All right, year-to-date, the financial target of 30% yearly organic growth has not been fully met. No, we clocked in year-to-date compared to year-to-date last year at 27%, so a smidgen from that, which we spoke about, why we have been selective in terms of revenue opportunities. Is there consideration to raise the target for 2023 and 2024? Now, as I said in the intro to that, I think it would be prudent about just to see at this size, at the maturity we are of the business, our ability to budget and forecast, and, remember, we lift in when we did our acquisitions, we lifted in quite young businesses. And, it's taken some time just to get everybody to jump on the budget bandwagon and make sure that they're predictable.
It could be a time for us just to look at the budgets and targets in terms of a yearly outlook, which is what a more mature business would do. So, but, we have no immediate plans to do that. With 20%, 7% year-to-date compared to year-to-date last year is very much in line with the medium-term goals, and, so we don't have any immediate rush to just get into that. So question here about Champion Health and localization. Regarding the statement about the Champion Health platform being positioned for localization and expansion into non-English-speaking territories, could you provide insights into the geographical footprint of the Wellness division?
We have a really strong presence in Sweden, so, so Christoffer, Alex have done a great job with, Champion Health Nordic, which, by the way, has done an amazing recovery journey following some of the hiccups that we had with the former management team, so, so kudos there. We expect, Champion Health Nordic to revert back to the highs of 2021 in terms of, annualized revenue and, probably coming into the end of 2024, which is, which is a great testament to their ability to work on their business. But great footprint in Sweden, fantastic footprint in Germany. You can see that, that very rapidly growing, Wellnow Champion Health Germany business, that's- those are obviously the go-to markets for this.
Germany represents a massive opportunity, and of course, Sweden, with the tech savviness of a big part of that population, there's a lot of potential there as well, and potential partnerships that we can get into. And, yeah, the go-to-market strategy obviously is working with people on the ground that have penetration already with significant customers, and that's a very logical first step into those markets. But, there are no limitations. The technology is absolutely fantastic, and once it's localized, we will be launching that, and we won't be looking back. How concerned are you about the slightly lower revenue quarter-over-quarter in the Lifecare division? Additionally, what growth expectations are there for the Lifecare division moving forward?
Well, I, I think we were very clear on what we wanted to do in terms of diversifying into Wellness, because it is a bigger total addressable market. The growth drivers are more extensive in that part of the world. Lifecare, and with our, with our almost like niche-y focus on predominantly the rehabilitation market, is smaller, and we are a very dominant player there. So on an absolute basis, it is hard to generate more than a few million EUR of additional revenue in that space per year. So it's not a B2C type business, and it's not something that moves super fast. It moves on enterprise and SME. But as you saw with some of these tools that we are rolling out, the diversity of the library and our ability to go into to local markets.
and cater to the needs there, that's, that's building up a lot of interesting growth opportunities there. Hard to say exactly what, what growth will be there on a percentage basis, but as I said, it is a, it is a, it is a, it's a more of a narrow niche than Wellness. So the two play very, very well together in terms of providing that overall growth dynamic for the whole group, which we have seen in the past. But high expectations, obviously, in terms of what we're gonna do with that new library, the new tools, and the, and the new localization. I have another question here. "The 17% organic growth quarter-to-quarter is almost half of your medium-term target of 30%.
Was this the result of a difficult third quarter comp, or are you seeing anything in your markets which suggests slow- growth slowing?" Well, so if you look at year to date and compared to year to date, which smooths things over, in terms of the, seasonal variations, and so yes, Q3 2022 was an extremely strong quarter, so that's a, that's a strong- that's a, that's a hard competitor. But if you look at the year to date, it's 27%, so it's roughly in line. We're not seeing anything in the markets that suggests growth slowing. We're not- we have not reason to believe that there's anything that we do that has the wrong, positioning in any way.
I think it's important to zoom out and just look at the year as a whole when you see these things. Question here, further on growth goals. So we reiterated the 30% and growth and 45% EBITDA margin medium-term targets, and so I believe we've discussed this. Definitely when you see how... If you look at the EBITDA, specifically 45% EBITDA margins, that's something that we are used to clocking in as, and you can see that we are at 47% for the Lifecare division.
We don't have any reason to believe that we are unable to expand the margins on Wellness, especially as Champion Health grows bigger, because Champion Health is a more of a higher margin offering than a lot of the other things that we have there over time. So we have no reasons to believe that we should be adjusting them. In fact, a successful technology business that does things right with an optimized cost base would have a very, very healthy EBITDA margin. We don't have any reason to see ourselves as an unhealthy tech business in that respect. Question here on the Healix E.ON deals.
What are they worth, and if they have any effect on Q3?" There was a slight effect on E.ON on Q3 in terms of setup costs, but most of the effect, as I explained, will be accrued over the life of the contract, which is 3 year. It's a very, very nicely created deal. It's just the start of that relationship. We're catering to the UK. As everybody in Sweden knows, E.ON as a provider with a global footprint, and so there's a lot, a lot of room to growth there, which is gonna be amazing. The Healix deal, so obviously, that's accrued as well over the life of the contract. There's a lot more to come there in terms of distribution, et cetera.
Are there any specific costs recorded for these deals in Q3?" There's nothing out of the ordinary in terms of customer acquisition cost or anything that we've done there to roll those out or roll those out. Question: "How far from an entry in the U.S. with Champion Health are you?" Well, interestingly enough, Healix provides a great opportunity for us to get our feet wet in the U.S. market without taking much risk. So Healix has some really, really nice Fortune 500 type customers in the U.S. market, and we're actively engaging over market penetration with them, but also directly with some of our customers, predominantly in the healthcare space, because we have some really, really big organizations and hospital systems in the U.S. that are our customers. So how far it is?
Well, we're arguably, we're already there pitching through Healix. In terms of a breakthrough, remains to be seen, but, we'll keep an eye on the news tickers over the next few months, and then we'll see what we can deliver. I think Charlotte has a problem with her connection, or she got tired of us. Okay, "Any comments on how Q4 has started and what we can expect going forward?" Q4 is a really, really interesting quarter. There's a lot of interesting things going on on both sides of the company. Strong start to the quarter, and business as usual expectations on what we do.
And there's a question: "How do you think 2024 will develop for PTRK as a whole?" Very, very strong expectations overall in terms of market opportunities and growth, and what we have in the pipeline in terms of contracts on Champion Health alone makes us very, very positive in terms of what we're seeing. And you can see some of that innovation is really underpinning our growth prospects. So more questions on the growth and the comparators, and so just reiterating, we have our medium-term goals that we're sticking to, and we'll see what we do for next year in terms of having an outlook and being more precise in terms of the forecasting year-on-year.
But, it's not gonna be a big difference in terms of what the growth year on year is gonna be compared to the medium-term target. So it's just a way to be a bit more precise on how we express that. "How is the self-service solution coming along? Which will that lead to even more product-led growth versus enterprise sales? And I'm assuming that you're talking about Champion Health. It's been more of a lead generator for Champion Health than something that's worked on a standalone.
Most of the companies that come to us are that are so big that you actually have to work on them, on a one-on-one basis just to make sure that, that they roll out and they grow, and there are a lot of initiatives that, that need to be bespoke. So, the overwhelming interest that we've had, and, and some of this is coming in through the PLG, actually is on the enterprise side of things. So it's, it's going well, but not in the way that we intend it to be, like a completely standalone, like, self-pay version. But as a lead generator, it's been, it's been really, really good. So here is a more sales-related question.
Can you talk a little bit more about the process of signing these bigger enterprise clients, and, what are they looking for in a provider like you? Are you meeting any competition in these processes?" Well, so we have done enterprise sales ever since the very, very early days of Physitrack. And we are very good at working both with public tenders. We are very good with incoming opportunities, so virtual walk-ins. The virtual walk-ins are the vast majority of what we do, actually, both in terms of the product-led growth, and the enterprise sales side of things. It's usually a multi-month process when you have the really big ones. I'd say enterprise, and then that's 500 users and up on the Champion Health side of things.
So usually there's a bit of a song and dance that happens in the first few months across multiple functions and multiple people in anything from HR to top management, depending on the size of the business. You can expect to engage with them, depending a little bit on what they have. If they have immediate budgets that can deploy, you can probably close an enterprise deal in three months, but the most likely timeline that we have on that is probably closer to six months, and it can be even longer. If you look at healthcare, it's actually probably a full year, where budgets are set at the beginning of the year.
Tenders start sort of mid-first quarter, and then you get RFP responses in by mid-year. People think about that. They give you a heads-up in around September, and then by the end of the year, you roll out. So that's those timelines are a little bit longer. And yes, you always meet competition, which is healthy, because if you have competition, that means that you're doing the right thing. If we were completely alone in what we did, it would be a sign that the market might not be ready for us. Interestingly enough, we are now coming up to the point where contracts signed in the pandemic are coming up to the sort of the two, three-year mark.
So there were a lot of renewals coming in, and a lot of re-tenders, that people who signed up for a provider, and most probably a competitor with Champion Health in the pandemic. They've seen the shortcomings of that product, and they're opening up the door for new entrants coming in. So where people were kicking in the doors in the pandemic and opening for digital Wellness solutions, well, we're very much breaking our way into those open doors now that re-tenders are coming, and we find ourselves very, very competitive in these situations, especially when it comes to the platform, the way that's built. Question: "What sets you apart in landing these deals with large enterprise clients?" Well, the holistic nature of the solutions, that's very, very important.
That we're a one beautiful place to go for most of the needs that a customer has. You don't have to combine four or five different things to achieve a lot of things with your team or individually. That's a really competitive advantage. It was a really competitive advantage with Physitrack for a very long period of time. One place to go with everything, beautifully wrapped platform. It's probably the number one thing. I also have to say the innovation, like the customers see that we keep moving the barrier of where things are in terms of innovation.
And, I think especially Harry and Ricky and, and the Champion team, supported by, you know, the product people, Laura and them, and the developers, they've done an amazing job in just being right there on the cusp of innovation in the Wellness space. And, that's something that customers invest in because they usually have, you know, a, a multi-year time horizon. They want to know that what you provide is something that is going to stand the test of time, and that's gonna keep being the best and the most innovative place to be. I think we saw some examples of that today. Hope that's a good answer. "What kind of margins can we expect on the Wellness leg?" I think it would be a bit of a mixed bag inside of the Wellness division with the subsidiaries.
Now, as we see more and more tech coming in there, you will see that margins will come up to Physitrack-type levels there. Maybe not as high as Physitrack. They're close. They come in at closer to 50%. But definitely anything that has a big component of digital and a big component of tech in it, that will generate a lot higher margins. Some places where we have more physical care delivery, they will have lower margins. Just as a whole, the average will be slightly lower, but you can expect us to come in at probably 30%-35% across the Wellness division over time as the Champion Health solution becomes more mature, and we get to do more things digitally with our customers in that space.
All right, I think that was the end of the Q&A. Thank you so much for taking the time to hang out with us today, and well, stay safe, and we'll speak soon. Take care. Bye-bye!