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Segment and Geographic Information | 3 Months Ended
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Mar. 31, 2025
Segment Reporting [Abstract] |
Segment and Geographic Information | Segment and Geographic Information Reportable Segments Our operating and reportable segments have been determined in accordance with Accounting Standards Codification (“ASC”) 280, Segment Reporting. Our business structure is comprised of two reportable operating segments: (i) Medicare, and (ii) Employer and Individual (“E&I”). Our Medicare segment includes operating segments that have been aggregated based on the nature of products and services, types or class of customers, methods used to distribute the products and services, the nature of the regulatory environment and similarity of economic characteristics. The Medicare segment consists primarily of commissions earned as the broker of record from our sale of Medicare-related health insurance plans, including Medicare Advantage, Medicare Supplement and Medicare Part D prescription drug plans, and to a lesser extent, ancillary products sold to our Medicare-eligible beneficiaries, including but not limited to, dental and vision insurance and hospital indemnity plans. Our commissions may include certain bonus payments, which are generally based on attaining predetermined target sales levels or other objectives, as determined by the health insurance carriers. The Medicare segment also consists of amounts earned in connection with our advertising program that allows Medicare-related carriers to purchase advertising on a separate website developed, hosted and maintained by us or pursuant to which we perform other services as marketing and our delivery and sale to third parties of Medicare-related health insurance leads generated by our ecommerce platforms and our marketing activities. The Medicare segment also generates revenue from our fee-based business process outsourcing services (“BPO”) where we are not the broker of record and cash is collected in advance or in close proximity to when revenue is recognized. The E&I segment consists primarily of commissions earned from our sale of individual and family plans, including qualified and non-qualified plans, small business health insurance plans, and ancillary products sold to our non-Medicare-eligible consumers, including but not limited to, dental, vision and short-term insurance. To a lesser extent, the E&I segment includes amounts earned from our online sponsorship program that allows carriers to purchase advertising space in specific markets on our website as well as our technology licensing activities. We report segment information based on how our chief executive officer, who is our chief operating decision maker (“CODM”), regularly reviews our operating results, allocates resources and makes decisions regarding our business operations in the annual budget and forecasting process along with evaluation of actual performance. Our CODM considers budget-to-actual variances on a monthly basis for our segment performance measures when making decisions about allocating capital and personnel to our segments. These performance measures include total segment revenue and segment gross profit (loss). Prior to the fourth quarter of 2024, we reported our measure of segment profitability as segment profit (loss). Accordingly, prior period amounts have been reclassified to conform to the current period presentation, in all material respects. Segment gross profit (loss) is calculated as total revenue for the applicable segment less variable marketing and advertising expenses, segment CC&E expenses and cost of revenue for the applicable segment. Variable marketing and advertising expenses represent costs incurred in member acquisition from our direct marketing and marketing partner channels and exclude fixed overhead costs, such as personnel related costs, consulting expenses and other operating costs allocated to the marketing and advertising department. Segment CC&E expenses include expenses we incur in assisting applicants during the enrollment process and exclude operating costs allocated to the CC&E department. The results of our reportable segments are summarized for the periods presented below (in thousands):
|  |  |  |  | Three Months Ended March 31, |  |
|  |  |  |  |  |  | 2025 |  | 2024 |  |
Medicare: |  |  |  |  |  |  |  |  |  |  |
Total revenue |  |  |  |  |  |  | $ | 103,669 |  |  | $ | 82,388 |  |  |
Variable marketing and advertising |  |  |  |  |  |  | (33,753) |  |  | (30,248) |  |  |
Medicare CC&E |  |  |  |  |  |  | (34,469) |  |  | (29,949) |  |  |
Cost of revenue |  |  |  |  |  |  | 300 |  |  | (143) |  |  |
Medicare segment gross profit |  |  |  |  |  |  | $ | 35,747 |  |  | $ | 22,048 |  |  |
|  |  |  |  | Three Months Ended March 31, |  |
|  |  |  |  |  |  | 2025 |  | 2024 |  |
Employer and Individual: |  |  |  |  |  |  |  |  |  |  |
Total revenue |  |  |  |  |  |  | $ | 9,450 |  |  | $ | 10,576 |  |  |
Variable marketing and advertising |  |  |  |  |  |  | (1,190) |  |  | (776) |  |  |
E&I CC&E |  |  |  |  |  |  | (2,180) |  |  | (2,277) |  |  |
Cost of revenue |  |  |  |  |  |  | (92) |  |  | (118) |  |  |
E&I segment gross profit |  |  |  |  |  |  | $ | 5,988 |  |  | $ | 7,405 |  |  |
|  |  |  |  | Three Months Ended March 31, |  |
|  |  |  |  |  |  | 2025 |  | 2024 |  |
Consolidated: |  |  |  |  |  |  |  |  |  |  |
Total revenue |  |  |  |  |  |  | $ | 113,119 |  |  | $ | 92,964 |  |  |
Variable marketing and advertising |  |  |  |  |  |  | (34,943) |  |  | (31,024) |  |  |
Segment CC&E |  |  |  |  |  |  | (36,649) |  |  | (32,226) |  |  |
Cost of revenue |  |  |  |  |  |  | 208 |  |  | (261) |  |  |
Total segment gross profit |  |  |  |  |  |  | $ | 41,735 |  |  | $ | 29,453 |  |  |
A reconciliation of our segment gross profit to the Condensed Consolidated Statements of Comprehensive Income (Loss) for the periods presented is as follows (in thousands):
|  |  |  |  | Three Months Ended March 31, |  |  |  |
|  |  |  |  |  |  | 2025 |  | 2024 |  |  |  |
Total segment gross profit |  |  |  |  |  |  | $ | 41,735 |  |  | $ | 29,453 |  |  |  |  |
Other marketing and advertising (1) |  |  |  |  |  |  | (6,454) |  |  | (7,452) |  |  |  |  |
Other CC&E (2) |  |  |  |  |  |  | (572) |  |  | (675) |  |  |  |  |
Technology and content |  |  |  |  |  |  | (12,601) |  |  | (13,305) |  |  |  |  |
General and administrative |  |  |  |  |  |  | (17,310) |  |  | (19,619) |  |  |  |  |
Impairment, restructuring and other charges |  |  |  |  |  |  | — |  |  | (6,313) |  |  |  |  |
Interest expense |  |  |  |  |  |  | (2,648) |  |  | (2,809) |  |  |  |  |
Other income, net |  |  |  |  |  |  | 1,576 |  |  | 2,391 |  |  |  |  |
Income (loss) before income taxes |  |  |  |  |  |  | $ | 3,726 |  |  | $ | (18,329) |  |  |  |  |
__________ (1)Other marketing and advertising costs consist of fixed marketing and advertising, previously capitalized labor, depreciation and share-based compensation costs. (2)Other CC&E costs consist of previously capitalized labor, depreciation and share-based compensation costs. There were no inter-segment revenue transactions for the periods presented. With the exception of contract assets – commissions receivable, which is presented by segment in Note 3 – Supplemental Financial Statement Information, our CODM does not separately evaluate assets by segment, and therefore, assets by segment are not presented. Geographic Information Our long-lived assets primarily consist of property and equipment, net and internally developed software. Our long-lived assets are attributed to the geographic location in which they are located. Long-lived assets by geographical area are summarized as follows (in thousands):
| March 31, 2025 |  | December 31, 2024
United States | $ | 25,425 |  |  | $ | 26,033 |
China | 255 |  |  | 299 |
Total | $ | 25,680 |  |  | $ | 26,332 |
Significant Customers Substantially all revenue for the three months ended March 31, 2025 and 2024 was generated from customers located in the United States. Carriers representing 10% or more of our total revenue are summarized as follows. The majority of the revenue was from the Medicare segment.
|  |  | Three Months Ended March 31,
|  |  |  |  | 2025 |  | 2024
Humana |  |  |  |  | 24 | % |  | 26 | %
UnitedHealthcare (1) |  |  |  |  | 24 | % |  | 15 | %
Aetna (1) |  |  |  |  | 14 | % |  | 23 | %
____________ (1)Percentages include the carriers’ subsidiaries.

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- Definition The entire disclosure for reporting segments including data and tables. 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