Q4 2023 Paysafe Ltd Earnings Call

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Operator: Greetings. Welcome to the Paysafe fourth quarter 2023 earnings call. At this time, all participants are in a listen-only mode.

Greetings and welcome to the pay say fourth quarter 2023 earnings call. At this time all participants are in a listen only mode. A question and answer session will follow the formal presentation if.

Operator: The question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone. Please note, this conference is being recorded. I will now turn the conference over to Kirsten Nielsen, Head of Investor Relations. Thank you. You may begin.

If anyone should require operator assistance during the conference. Please press star zero on your telephone keypad. Please note. This conference is being recorded I would now.

Now turn the conference over to Kirsten Nelson head of Investor Relations. Thank you you may begin.

Now turn the conference over to Kirsten Nelson head of Investor Relations. Thank you you may begin.

Kirsten Nielsen: Thank you and welcome to Paysafe's earnings conference call for the fourth quarter and full year 2023. Joining me today are Bruce Lowthers, Chief Executive Officer, and Alex Gersh, Chief Financial Officer. Before we begin, a reminder that this call will contain forward-looking statements and should be considered in conjunction with cautionary statements contained in our earnings release and the company's most recent SEC report. These statements reflect management's current assumptions and expectations and are subject to factors that may cause actual results to differ materially from those forward-looking statements. You should not place undue reliance on these statements.

Thank you and welcome to pay say earnings conference call for the fourth quarter and full year 2023.

Joining me today are Bruce Lerner, its chief Executive Officer, and Alex Kurtz, Chief Financial Officer before we begin a reminder, that this call will contain forward looking statement and should be considered in conjunction with cautionary statements contained in our earnings release and the company's most recent SEC reports these statements reflect management's current assumptions.

And expectations and are subject to factors that may cause actual results to differ materially from those forward looking statements you should not place undue reliance on these statements forward looking statements. During this call speak only as of the date of this call and we undertake no obligation to update them today.

Kirsten Nielsen: Forward-looking statements during this call speak only as of the date of this call, and we undertake no obligation to update them. Today's presentation also contains non-GAAP financial measures. You can find additional information about these measures and reconciliations to the most directly comparable GAAP financial measures in today's press release and in the appendix of this presentation, which is available in the investor relations section of our website. With that, I'll turn the call over to Bruce. Great. Thanks, Kirsten.

Todays presentation also contains non-GAAP financial measures you can find additional information about these measures and reconciliations to the most directly comparable GAAP financial measures in today's press release and in the appendix of this presentation, which are available on the Investor Relations section of our website with that I'll turn the call over it.

Bruce.

Great. Thanks, Kirsten and thank you all for joining US today, we're pleased with our fourth quarter and full year 'twenty three performance, which reflects the achievement of our financial guidance 2023 year marked a year of continued improvement for Pcs with better growth and better execution.

Bruce F. Lowthers: And thank you all for joining us today. We're pleased with our fourth quarter and full year 23 performance, which reflects the achievement of our financial guidance. 2023 marked a year of continued improvement for Paysafe with better growth and better execution. Our teams have a lot to be proud of, and I want to thank them for their hard work and dedication.

Our teams have a lot to be proud of and I want to thank them for their hard work and dedication.

Bruce F. Lowthers: While we've made progress in many areas of the business, there is more to be done, and we're excited to deliver our goals for 2024, which are well underway. Alex will take you through the financial results in more detail, but the headline is that we delivered a strong fourth quarter with 8% revenue growth, or 6% on a constant currency basis, resulting in full-year revenue of $1.6 billion, a 7% increase compared to 2022 and 6% on a constant currency basis. Fourth quarter adjusted EBITDA increased 13%, leading to full-year adjusted EBITDA of $459 million, and an increase of 12% compared to 2022 or 11% on a constant currency basis.

We've made progress in many areas of the business. There is more to be done and we're excited to deliver our goals for 2024, which are well underway.

Alex will take you through the financial results in more detail, but the headline is that we delivered a strong fourth quarter with 8% revenue growth or 6% on a constant currency basis.

Resulting in full year revenue up one 6, billion% to 7% increase compared to 2020, two and a 6% on a constant currency basis.

Fourth quarter, adjusted EBITDA increased 13%, leading to full year adjusted EBITDA of 469 million.

And an increase of 12% compared to 2022 or 11% on a constant currency.

Bruce F. Lowthers: This resulted in an adjusted dividend margin of 28.6% for 2023, an increase of 120 basis points. We also reduced our net leverage, which was 5.0 at quarter end, overachieving our original target for 2023 and down from 5.8 at the end of last year. Turning to slide four, I'll recap the highlights of our achievements in 2023, which provides us with a solid foundation to build upon in 2024. First, starting with enterprise sales, we closed roughly 160 enterprise deals in 2023. This was supported by a 58% increase in our quota-carrying sales reps to 71 team members, which is nearly double the comparable headcount from the second half of 2022.

This resulted in an adjusted EBITDA margin of 28, 6% for 2023, an increase of 120 basis points.

We also reduced our net leverage which was 5.0 at quarter end over achieving our original target for 2023 and down from $5 eight at the end of last year.

Turning to slide four I'll recap the highlights of our achievements in 2023, which provides us with a solid foundation to build upon in 2024.

First starting with enterprise sales, we closed roughly 160 enterprise deals in 2023.

This was supported by a 58% increase in our quota carrying sales reps to 71 team members, which is nearly double the comparable head count from the second half of 2022.

Bruce F. Lowthers: When the plans for our sales transformation were first established, and this drove a strong contribution to in-year revenue growth from new deals signed, we also recorded double-digit e-commerce growth, which increased 29% for 2023. We also recorded double-digit e-commerce growth on customer experience after coming up in J.D. Power rankings and reaching third place last year.

When the plans for our sales transformation with first established and this drove a strong contribution to your revenue growth from new deals signed.

We also recorded double digit e-commerce growth.

Which increased 29% for 2023.

Yeah.

On customer experience after coming up in the J D power rankings and reaching third place last year I'm thrilled that paychex has now reached among the top two brands.

Bruce F. Lowthers: I'm thrilled that Paysafe has now reached among the top two brands outperforming the industry average for all study dimensions. Another highlight on the merchant side is our improved deal efficiency, including faster onboarding. In Q4, our average contract to launch timeframe was about 30 days faster than what we were delivering in Q1, driven by continued process improvement, system consolidation, and the creation of a focused customer success team. On the consumer side, we improved the customer experience by building self-serve tools into web and mobile journeys, resulting in a 20% reduction in customer service contact.

Performing the industry average for all studied dimensions.

Another highlight on the merchant side as our improved deal efficiencies, including faster on boarding.

In Q4, our average contract to watch timeframe, what's about 30 days faster than what we were delivering in Q1, driven by continued process improvement system consolidation and the creation of a focused customer success team.

On the consumer side, we didn't treat the customer experience by building the self serve tools into web and mobile journeys, resulting in a 20% reduction in the customer service contacts.

Bruce F. Lowthers: We also increased our customer service MPS score by implementing enhanced automation and next-gen customer service tools. These improvements throughout 2023 have resulted in increased growth and engagement in our classic digital wallet. We closed out the year seeing growth in three-month actives with encouraging progress in key conversion metrics, including payment success rates and converting sign-ups to first usage in the wallet. Lastly, in addition to improving the customer experience, we've sharpened our focus on new product development. We've made a number of organizational changes in 2023 and adapted our capital spend to support this renewed commitment to innovation. During the year, we optimized and expanded the payment methods available to our merchants and increased the number of payment methods that are available enterprise-wide. In summary, we've made great progress across the board, resulting in growth in our key financial metrics while also reducing our debt and leverage. Moving to slide five.

We also increased our customer service NPS score by implementing enhanced automation and Nextgen customer service tools.

These improvements throughout 2023 have resulted in an increased growth and engagement in our classic digital wallet.

We closed out the year seeing growth in three months actives with encouraging progress in key conversion metrics, including payments success rates and converting sign ups to first usage in the wallet.

Lastly, in addition to improving the customer experience, we've sharpened our focus on new product development.

We've made a number of organizational changes in 2023 adapt.

Adapted our capital spend to support this renewed commitment to innovation.

During the year, we optimized and expanded the payment methods available to our margins and increase the number of payment methods that are available enterprise wide.

In summary, we've made great progress across the board, resulting in growth in our key financial metrics, while also reducing our debt and leverage.

Moving to slide five.

Bruce F. Lowthers: This is the same supplemental view that we provided last quarter, demonstrating our growth by each business. As you've seen in our results, we've improved revenue growth to 7% in 2023, driven by double-digit growth across the classic digital wallet business, e-commerce solutions, and our SMB third-party channels. This growth was partially upset by software performance from two areas of the business, our direct channel in the U.S. acquiring, as well as our e-cash. I'll come back to this in a moment when I discuss our focus for 2024. Turning to slide 6, in Q4, we booked 50 new enterprise wins with balanced deal activity across our target vertical. Additionally, we are pleased to have expanded our relationship with Hard Rock Bet into the newly relaunched Florida Market, which is now the largest state with legalized sports betting and anticipated to be one of the largest Sports Betting Markets in the U.S. We look forward to continuing to grow our relationship with Hard Rock, supporting on-the-run payments for its players.

This is the same supplemental view that we provided last quarter, demonstrating our growth by each business unit.

As you've seen in our results we've improved revenue growth to 7% in 2023, driven by double digit growth across the classic digital wallet business E Commerce solutions, and our SMB third party channel.

This growth was partially offset by softer performance from two areas of the business our direct channel in the U S acquiring as well as our E cash business.

I'll come back to this in a moment when I discuss our focus for 2024.

Yeah.

Turning to slide six.

In Q4, we booked 50, new enterprise wins with balanced deal activity across our target verticals.

Additionally, we are pleased to have expanded our relationship with hard rock that into newly relaunched Florida market, which is now the largest state with legalized sports betting and anticipated to be one of the largest.

Sports betting market in the U S.

We look forward to continuing to grow our relationship with hard rock supporting online payments for its players.

Bruce F. Lowthers: For our 2024 sales priorities, we're moving into an important phase of execution and continued investment to support future growth and scale. In 2024, we plan to add 170 additional salespeople to our headcount while expanding the scope of this initiative beyond the enterprise level to also include our SMB business. This will also include territory expansion to about four new states this year, where we have already hired 25 S&P agents, primarily in states not covered today by us. As we've touched on during prior calls, we will be focused on optimizing the S&B portfolio in 2024, particularly to improve the growth of our direct channel. At the same time, we are focused on the entire portfolio to drive a more favorable business, partly supported by the expansion of acquisition channels and agent recruitment programs.

For our 2024 sales priorities, we're moving into an important phase of execution and continued investment to support future growth and scale.

In 2024, we plan to add 170, additional salespeople to our head count while expanding the scope of this initiative beyond the enterprise level. So also include our SMB business.

This will also include territory expansion to about four new states this year.

We already have hired 25 S&P agents, primarily in states not covered today by us.

As we've touched on during prior calls we will be focused on optimization of the SMB portfolio in 2024.

Particularly are to improve the growth of our direct channel at.

At the same time, we are focused on the entire portfolio to drive a more favorable business mix, partly supported by the expansion of acquisition channels and agent recruitment programs.

Bruce F. Lowthers: Also, we're rolling out expanded capabilities and value-added services to further enhance client satisfaction and support retention. Importantly, we'll continue to deliver on the progress we made into 2023, including continued cross-selling into our client base. During 2023, we cross-sold our products into 19% of our enterprise client base of more than 800 merchants, which is up from very little cross-selling in prior years. And this continues to reflect a key opportunity with a lot of runway to grow with our existing merchants. Turning to slide seven.

Also we're rolling out expanded capabilities and value added services to further enhance client satisfaction and support retention.

Importantly, we will continue to deliver on the progress we've made into 2023, including continued cross selling into our client base.

During 2023, we cross sold our products into 19% of our enterprise client base of more than 800 merchant, which is up from very little cross selling in prior years.

And this continues to reflect the key opportunity with a lot of runway to grow with our existing merchants.

Turning to slide seven.

Bruce F. Lowthers: We are rolling out a phased approach of our merchant wallet to SMBs in the U.S. with a planned roadmap that leverages our digital wallet for SMBs to receive acquiring settlement and manage their business finances in one place. We see this as a growing opportunity in the market where SMB needs are currently being met by fragmented solutions across banks, wallets, and various checking and software as a service solutions. For Paysafe, this represents an opportunity to bring together our B2B and B2C capabilities with a mission to help businesses with easy and convenient ways to move money through simple, intuitive digital experiences. Moving the slide.

We are rolling out a phased approach of our merchant wallet to smbs in the U S. With planned road map that Leverages, our digital wallet for Smbs to receive acquiring settlement and manage their business finances in one place we.

We see this as a growing opportunity in the market, where SMB needs are currently being met by fragmented solutions for us Banks' wallets and various checking in software as a service solutions.

For Pes eight this represents an opportunity to bring together, our b to B and B to C capabilities with a mission to help businesses with easy and convenient ways to move money through simple intuitive digital experiences.

Moving to slide eight.

Bruce F. Lowthers: We continue to show progress in our classic digital wallets, ending the year with approximately 930,000 three-month active users. This reflects 7% growth from the prior year and two quarters of consecutive growth in active use, following the stabilization in the first half of 23. In the fourth quarter, we saw constant currency revenue growth of 14% from classic wallets.

We continue to show progress in our classic digital wallets, ending the year with approximately 930003 months actors.

This reflects 7% growth from the prior year and two quarters of consecutive growth in active users. Following the stabilization in the first half of 'twenty three.

In the fourth quarter, we saw constant currency revenue growth of 14% from classic wallets.

Bruce F. Lowthers: This was supported by product and client experience initiatives such as pricing promotions, engagement activities such as promotion calendars, and revamping our loyalty program, VIP campaigns, and the launch of prepaid virtual cards in Brazil. This was further supported by the growth from interest revenue on consumer deposits, new merchant relationships, as well as ongoing improvement in the merchant checkout conversion. In 2024, we look forward to expanding this view to also demonstrate progress in our e-cash solutions, providing a more comprehensive view of the consumer side of the business. Turning to slide nine.

This was supported by product and client experience initiatives, such as pricing promotions engagement activities, such as promotion calendars and revamping our loyalty program VIP campaigns, the launch of a prepaid virtual cards in Brazil.

This was further supported by the growth from interest revenue on consumer deposits, new merchant relationships as well as ongoing improvements to the merchant checkout conversion.

Yeah.

In 2024, we look forward to expanding this view to also demonstrate progress in our <unk> solutions, providing a more comprehensive view of the consumer side of the business.

Turning to slide nine.

Bruce F. Lowthers: As we move forward, improving our marketing and customer acquisition strategy is key to delivering sustainable growth on the consumer side of our business. Here, as one example, we recently conducted a test campaign for our Skrill digital wallet in two European markets. The key point is that we expanded our outreach to new channels while delivering more effective, localized messaging. We also implemented improved incentives and rewards to encourage new signups to fund their accounts and perform subsequent transactions, driving improved conversion and engagement. The initial results are promising.

As we move forward, improving our marketing and customer acquisition strategy is key to delivering sustainable growth on the consumer side of our business.

Here as one example, we recently conducted a test campaign for our real digital wallet in two European markets.

The key point is that we expanded our outreach to new channels, while delivering more effective localized messaging.

We also implemented improved incentives and rewards to encourage new sign ups to fund their accounts and perform subsequent transactions driving improved conversion and engagement.

The initial results are promising we contributed to double digit growth year over year in new accounts funded and the strongest sign up activity and more than 20 months.

Bruce F. Lowthers: We contributed to double-digit growth year over year and new accounts funded, and the strongest sign of activity in more than 20 months. While this campaign was focused on our squirrel wallet in select markets, we also had a solid quarter for consumer acquisition of registered eCash users in Q4 as a result of promotions across various new marketing channels, such as influencer collaborations with key gaming partners, the rollout of country-specific promotions, and the sponsoring of an eTournament. This is just the start of what we're working on as part of our broader goals to drive higher consumer acquisition. Turning to slide 10.

While this campaign was focused on our squirrel wallet in select markets. We also have a solid quarter for consumer acquisition of registered eat cash users in Q4 as a result of promotions across various new marketing channels, such as Influencer collaborations with key game.

<unk> partners, the rollout of country specific promotions and the sponsoring of E tournament.

This is just the start of what we're working on as part of our broader goals to drive higher consumer acquisition.

Yeah.

Turning to slide 10.

Bruce F. Lowthers: Let's bring all of this together to summarize our priorities for 2024. First, we will advance our new border market strategies on both sides of the ecosystem to expand our reach with new and existing merchants to strengthen consumer acquisition. As I touched on earlier, we also have a number of initiatives underway to optimize the portfolio, particularly to address the mixed dynamics we've experienced in the SMB business. Here, we are enhancing our product offering capabilities, expanding our merchant acquisition program, and adding additional headcount with a sharper focus on moving upmarket and expanding territory. Lastly, we continue to drive our initiatives around product innovation and customer experience. About half of our projects this year are focused on consumer solutions, such as scaling new products in eCash, including our new online account features in the positive. We are also continuing to improve the digital wallet payment experience and loyalty programs while expanding local payment methods and payouts in key regions such as Latin America. The other half of our product and initiatives are focused on the merchant side, such as continuing to expand our authorization acceptance and advancing our unbranded solution. Turning to slide 11.

Let's bring in all of this together to summarize our priorities for 2024.

First we will advance our new go to market strategies on both sides of the ecosystem to expand our reach with new and existing merchants to strengthen consumer acquisition.

As I touched on earlier, we also have a number of initiatives underway to optimize the portfolio and particularly to address the mixed dynamics, we've experienced an SMB business.

Here, we are in handling our product offerings and capabilities, expanding our merchant acquisition program and adding additional head count with a sharper focus on moving upmarket and expanding territories.

Lastly, we continue to drive our initiatives around product innovation and customer experience about half of our projects. This year are focused on consumer solutions, such as scaling new products that need cash, including our new online account features and deposit methods.

We are also continuing to improve the digital wallet payment experience and loyalty programs, while expanding local payment methods payouts in key regions, such as Latin America.

The other half of our product initiatives are focused on the merchant side, such as continuing to expand our authorization acceptance and advancing our unbranded solutions.

Turning to slide 11.

Bruce F. Lowthers: In 2024, we are making important investments to drive growth and our target for, while enhancing operational efficiency. The two key investment areas are sales initiatives and portfolio optimization. Overall, this will reflect $25 million of incremental investment in 2024, about half of which represents one-time expenses with the remaining half reflecting a short-term margin headwind from our new sales hires in 2024 prior to their full revenue and margin contribution in 2025. We expect the contribution of these initiatives to deliver at least $50 million in in-year revenue and approximately $100 million in 2025, coupled with improved operating leverage as the benefits are realized over the next two years. With that,

In 2024, we are making important investments to drive growth in our target verticals.

Enhancing operational efficiencies.

Two key investment areas, our sales initiatives and portfolio optimization.

Overall, this reflects $25 million of incremental investment in 2024.

About half of which represents onetime expense with the remaining half, reflecting the short term margin headwind from our new sales hires in 2024 prior to their full revenue and margin contribution in 'twenty five.

We expect the contribution of these initiatives to deliver at least $50 million and in year revenue and approximately 100 million in 2025, coupled with improved operating leverage as the benefits are realized over the next few years.

With that.

Alexander Gersh: I'll ask Alex to review the financial results. Thank you. Let's move to slide 13 for the summary of our fourth quarter financial results. Volume was $35.8 billion in the fourth quarter, an increase of 8% year-over-year, and total revenue of $414.5 million increased 8% or 6% on a constant currency basis. Growth was led by double-digit volume and revenue growth in e-commerce within the merchant solution segment, as well as classic digital wallets including interest revenue on consumer deposits, which was a year-on-year benefit of $6 million in Q4, or $32 million for the full year compared to 2022. Excluding the year-on-year benefits from FX and interest, Paysafe's revenue growth was approximately 4%, for both the fourth quarter and Adjusted at about, for the fourth quarter, it was $121.7 million, an increase of 13% year-over-year or 11% constant currency.

I'll ask Alex to review the financial results.

Thank you Bruce.

Let's move to slide 13 for the summary of our fourth quarter financial results.

Volume was $35 8 billion in the fourth quarter, an increase of 8% year over year and the total revenue of 414 5 million increased 8% or 6% on a constant currency basis.

It was led by double digit volume and revenue growth in e-commerce within the merchant solutions segment as well as classic digital wallets included interest revenue.

Deposits, which was a year on year benefit of 6 million in Q4 or $32 million for the full year compared to 2022.

Excluding the year on year benefit from FX and interest basic revenue growth was approximately 4% for both the fourth quarter and full year.

Adjusted EBITDA for the fourth quarter was $121 7 million, an increase of 13% year over year or 11% constant currency adjusted.

Alexander Gersh: Adjusted dividend margin was 29.4%, an increase of 140 basis points primarily driven by operating leverage, including lower credit losses, which more than offset a decline in gross margin. Our total SGMA was 30.2% of revenue in the fourth quarter, down from 35.7% of revenue in the prior year quarter. We generated $89.6 million in non-library cash flow for the fourth quarter, reflecting 74% conversion of adjusted EBITDA.

Adjusted EBITDA margin was 29, 4% an increase of 140 basis points, primarily driven by operating leverage, including lower credit losses, which more than offset a decline in gross margin.

Our total SG&A was 32% of revenue in the fourth quarter down from 35, 7% of revenue in the prior year quarter.

We generated $89 6 million in Unlevered free cash flow for the fourth quarter, reflecting 74% conversion of adjusted EBITDA.

Alexander Gersh: I'll note that we have changed our naming convention from free cash flow to unlevered free cash flow for clarity purposes. Additionally, we elected to reclassify the presentation of settlement receivables and funds payable to the customer from Operating Activities to present them as financing activities within the cash flow statement. As a result, the reconciling item related to movement in customer accounts and other restricted cash is no longer required in our non-GAAP cash flow reconciliation. You can find more information on our non-GAAP definitions and reconciliations in the appendix of our presentation. Adjusted net income for the fourth quarter increased 23% year-over-year to $40.9 million.

I'll note that we have changed that meaning convention from free cash flow Unlevered free cash flow for clarity purposes. Additionally.

Additionally, we elected to reclassify the presentation of settlement receivables and bumps payables due to customers from operating activities to present them as financing activities within the cash flow statement.

As a result, the reconciling item related to movement in customer accounts and other restricted cash is no longer required in our non-GAAP unlevered cash flow reconciliation.

You can find more information on our non-GAAP definition and reconciliation in the appendix of our presentation.

Adjusted net income for the fourth quarter increased 23% year over year to $40 9 million and adjusted EPS increased 22% to 66 cents per share.

Alexander Gersh: And adjusted EPS increased 22% to $0.66 per share as our growth and margin improvements more than offset an increase in depreciation and amortization and tax expense. Overall, our fourth quarter results were in line with our expectations, resulting in the achievement of our full year guidance for 2020. Let's move to slide 14 for the summary of the full year. Volume in 2023 increased 8% to $140 billion, and full-year revenue was $1.6 billion, an increase of 7% compared to 2022 or 6% concurrently. Our largest region, North America, grew approximately 7% for the full year 2023. Europe, our second-largest region, grew approximately 3%.

Growth and margin improvements more than offset increased depreciation and amortization and tax expense.

Overall, our fourth quarter results were in line with our expectations, resulting in the achievement of our full year guidance for 2023.

Let's move to slide 14 for some of the full year.

One of them in 2023 increased 8% to 140 billion and full year revenue was $1 6 billion, an increase of 7% compared to 2022 or 6% constant currency.

Our largest region North America grew approximately 7% for the full year 2023 Euro.

Europe, our second largest region grew approximately 3%.

Alexander Gersh: Overall, our growth and performance trends have been consistent throughout the year, reflecting strength in e-commerce, improvement in classic digital wallets, and continued resilience in the U.S. F&B market, driven by our third-party challenge. We saw software performance from our e-cash business and the SMB direct business, which are key focus areas for improvement in 2024. Adjusted EBITDA for the full year increased 12% to $459 million, resulting in an adjusted EBITDA margin of 28.6%, an increase of 120 basis points. Our full year total SGMA was 31.7% of revenue, down from 35.7% in 2022.

Overall, our growth and performance trends have been consistent throughout the year, reflecting strength in E Commerce improvement in classic digital wallets and continued resilience in the U S. F N b market driven by our third party channel, we saw softer performance, while keeping the cash business and the SMB direct business, which are key focus for them.

<unk> in 2024.

Adjusted EBITDA for the full year increased 12% to $459 million, resulting in adjusted EBITDA margin of 28, 6% an increase of 120 basis points.

Our full year total SG&A was 31, 7% of revenue down from 35, 7% in 2022.

Alexander Gersh: Our unlevered free cash flow for 2023 was $318 million, an increase of 8% compared to 2022 and reflecting 69% conversion of adjusted EBITDA in line with our expected conversion range of 65-70%. Adjusted net income for the full year increased 5% to $144 million, and adjusted EPS increased 4% to $2.33 per share, as growth in adjusted EBITDA was partially offset by an increase in depreciation and amortization expense, as well as a $24 million increase in interest expense. In 2024, we expect to see a reduction in interest expense reflecting debt repayments and current rates for effects and interest. Let's move to slide 15 to discuss the segment results. In the fourth quarter, merchant solutions volume was $30.2 billion, an increase of 8% year-over-year, resulting in full-year volume of $118.7 billion, also up 8%.

Our unlevered free cash flow for 2023 was $318 million, an increase of 8% compared to 2022, and reflecting 69% conversion of adjusted EBITDA in line with our expected conversion range of 65% to 70%.

Adjusted net income for the full year increased 5% to $144 million and adjusted EPS increased 4% to $2 33 per share as growth in adjusted EBITDA was partially offset by an increase in depreciation and amortization expense as well as a $24 million increase in interest expense.

In 2024, we expect to see a reduction in interest expense, reflecting debt repayments and current rates for FX and interest.

Let's move to slide 15 to discuss the segment results.

In fourth quarter merchant solutions volume was 32 billion, an increase of 8% year over year, resulting in full year volume of $118 7 billion also up 8%.

Alexander Gersh: Four-quarter revenue increased 9% year-over-year to $227.3 million, and full-year revenue increased 7% year-over-year to $878.3 million. Performance was led by e-commerce, which increased 29% for the full year, with strong momentum in North American IT. In the SMB market, we saw continued growth in verticals, such as eating and drinking places, grocery and petrol, and personal services. Merchant Solutions' fourth quarter and full year adjusted revenue at the DOP both increased 11% to $56.6 million and $222.2 million, respectively.

Fourth quarter revenue increased 9% year over year to $227 3 million and our full year revenue increased 7% year over year to $878 3 million.

Performance was led by E Commerce, which increased 29% for the full year with strong momentum in North American I game in the SMB market. We saw continued growth in vertical such as eating and drinking places grocery grocery and petrol and personal services.

Merchant solutions fourth quarter and full year adjusted EBITDA, both increased to 11%.

$6 6 million and $222 2 million respectively.

Alexander Gersh: The fourth quarter adjusted with our margin extending by 40 basis points, and the full year margin expanded by 80 basis points, reflecting operational improvements, including lower credit losses, which more than offset a gross margin headwind from channel mix, as F&B growth was stronger in our lower margin third-party channels. As of Q4, our revenue mix within Merchant Solution was roughly 15% e-commerce or enterprise-level merchants, 40% F&B direct channels, and 45% S&B Silk Pottage. In 2024, we expect this segment to grow revenues between 8% to 10%, supported by strong growth in e-commerce, the annualization of our 2023 wins, and the optimization of the F&B portfolio. Turning to the digital wallet segment on slide 16, fourth quarter volume increased 13% to $6 billion, and full year volume increased 9% to $22.4 billion. Revenue for the fourth quarter was $191.3 million, an increase of 8% year-over-year and 3% cost-incurrent.

Fourth quarter, adjusted EBITDA margin expanded by 40 basis points.

And the full year margin expanded by 80 basis points, reflecting operational improvements, including lower credit losses, which more than offset.

Gross margin headwind from channel mix as F&B growth was stronger than our lower margin third party channel.

As of Q4, our revenue mix within merchant solutions was roughly 15% of commerce or enterprise level merchants, 40% SMB direct channel.

<unk> 45 per cent F&B is still quite a channel.

In 2024, we expect we expect this segment to grow revenues between 8% to 10% supported by strong growth in e-commerce, the annualized <unk> of about 2023, and the optimization of the FNB portfolio.

Turning to the digital wallet segment on slide 16.

Fourth quarter volume increased 13% to 6 billion and full year volume increased 9% to $22 4 billion.

Revenue for the fourth quarter was $191 3 million, an increase of 8% year over year and 3% constant currency.

Alexander Gersh: Digital wallet revenue for the full year was $734.7 million, an increase of 7% or 5% constant current. Fourth quarter adjusted at the top of the digital wallet segment was 82.4 million, an increase of 7% year-over-year and up 2% on a constant currency basis, and reflecting a 43.1% margin, down 40 basis points, mainly due to product mix. A full year adjusted EBITDA was $318.7 million, an increase of 10% or 8% constant currency, with margins improving by 120 basis points to 43.4%. In 2024, for the digital wallet segment, we expect growth in the low single digits, reflecting growth in active users, the rollout of new products in e-cash, such as online account features and deposit methods, cross-selling, and the expansion of our merchant wallet in Europe, We expect growth to be partly offset by a modest headwind from interest revenue. Turning to slide 17 from the Summary of Debt and Leverage, at the end of the fourth quarter, total debt was $2.5 billion, reflecting debt repayment and repurchases of $62 million during the quarter.

<unk> digital wallet revenue for the full year was $734 7 million, an increase of 7% or 5% constant currency.

Fourth quarter adjusted EBITDA for the digital wallet segment was $82 4 million, an increase of 7% year over year and up 2% on a constant currency basis, and reflecting a 43, 1% margin down 40 basis points, mainly due to product mix.

Full year, adjusted EBITDA was $318 7 million, an increase of 10% or 8% constant currency with margins improving by 120 basis points to 43, 4%.

In 2024, but the digital wallet segment, we expect growth in the low single digits, reflecting growth in active users the rollout of new products any cash such as online account features and deposit methods cross selling and the expansion of our merchant wallet in Europe, while expanding in the key regions such as Latin America.

We expect growth to be partially offset by a modest headwind from interest revenue.

Turning to slide 17 for the summary of debt and leverage at the end of fourth quarter total debt was $2 5 billion, reflecting debt repayment or repurchases of $62 million during the quarter.

Alexander Gersh: In 2023, we repaid approximately $174 million of our debt as we continue to take advantage of the market opportunity to buy back debt at discounts to par. At year-end, net debt was $2.3 billion, and our leverage ratio was further reduced to 5.0 times compared to 5.8 times at the end of 2022. We will remain focused on reducing net leverage in 2024 and will continue to work towards our midterm target net leverage of 3.5 times. Additionally, as of December, the average interest rate on our debt was 5.8 percent.

And in 2023, we paid approximately $174 million of our debt as we continue to take advantage of the market opportunity to buy back debt at discounts to par.

Yearend net debt was $2 3 billion and our leverage ratio was further reduced to five <unk> times compared to five eight times at the end of 2022.

We remain focused on reducing that leverage in 'twenty 'twenty four and we'll continue to work towards our midterm target net leverage of three five times.

Additionally, as of December the average interest rate on our debt was five 8%. We also earn interest on our customer deposits at a rate of three 7% which was recognized in revenue.

Alexander Gersh: We also earned interest on our customer deposits at a rate of 3.7 percent, which is recognized in revenue. As you saw in our last earnings in November, Paysafe's board authorized a $50 million share repurchase program, which we expect to commence in the coming weeks. We continue to expect the majority of our excess cash flow to be committed to deleveraging, while we continue to invest in innovation to drive long-term growth. Moving to the full year outlook on slide 18, for 2024, we expect revenue to be in the range of $1.688 billion to $1.712 billion, reflecting growth above 6% at the midpoint, with the largest contribution coming from our existing client base, including new enterprise wins in 2023. We believe that this growth outlook reflects continued improvement with higher quality of revenue growth, particularly when you consider the benefits of interest and effect bailing that we saw in 2023. We expect adjusted EBITDA to be within the range of $473 million to $488 million.

As you saw in our last earnings in November paid for its board authorized a $50 million share repurchase program, which we expect to commence in the coming weeks. We continue to expect the majority of our excess cash flow to be committed to deleveraging. While we continue to invest in innovation to drive long term growth.

Moving to full year outlook on slide 18 for 2024, we expect revenue to be in the range of 168 8 billion to $1 712 billion, reflecting growth above 6% at the midpoint with the largest contribution coming from our existing client base, including new enterprise wins in 2023.

We believe that this growth outlook reflects continued improvement with higher quality of revenue growth, particularly when you consider the benefits of interest in our flexpath offering.

What we saw in 2023.

We expect adjusted EBITDA to be within the range of 473 million to $488 million and why we expect to see a continued decline in gross margin in 2024 as a result of business mix, we are offsetting that headwind with cost discipline and operational efficiencies.

Alexander Gersh: And while we expect to see a continued decline in gross margin in 2024, as a result of business mix, we are offsetting this headwind with cost discipline and operational efficiency. As Bruce highlighted, we're also planning for an incremental OPEX investment of approximately $25 million to support the expansion of our sales team and portfolio optimization, which has an impact of approximately 150 basis points on adjusted EBITDA margins. Excluding these investments, adjusted EBITDA would be greater than $500 million and reflect margin expense.

As Bruce highlighted we're also planning for incremental Opex investment of approximately $25 million to support the expansion of our sales team and portfolio optimization, which has an impact of approximately 150 basis points on adjusted EBITDA margins.

Excluding these investments adjusted EBITDA would be greater than 500 million and reflect margin expansion.

Alexander Gersh: We expect the cadence of growth throughout the year to follow our normal seasonal patterns, which typically reflect a moderate seasonal decline from Q4 to Q1, as well as seasonal uplift from Q3 to Q4. As with prior years, we expect Q4 to be our strongest quarter, also reflecting the timing of our sales and product initiatives, including the pace of revenue contribution from new sales hires, which take about six months to onboard and start producing. We expect the $25 million incremental cost to be faced roughly 60% in the first half of the year and 40% in the second half.

We expect the cadence of growth throughout the year to follow normal seasonal patterns, which typically reflect a modest seasonal decline.

From Q4 to Q1 as well as seasonal uplift from Q3 to Q4.

As with prior years, we expect Q4 to be our strongest quarter also reflecting the timing of our sales and product initiatives, including the pace of revenue contribution from new sales hires can you take about six months to onboard and start producing.

We expect the 25 million incremental cost to be phased roughly 60% in the first half of the year and 40% in a SEC.

Uh huh.

Alexander Gersh: Adjusted EBITDA margins are expected to be stronger in the second half as well, largely due to the same drivers which will influence operating leverage. Looking ahead to 2025, we expect revenue growth to accelerate from 2024 and for adjusted EBITDA margins to reflect a more normalized margin, excluding these investments, or at least 100 basis points above the high end of our 2024 outlook, including enhanced operating leverage as the new hires are onboarded this year and generate annualized revenue contributions in 2025 and beyond. Now, I will turn the call back to Bruce for his closing remarks before we take questions. Thank you, Alex.

Adjusted EBITDA margins are expected to be stronger in the second half as well largely due to the same drivers, which will influence our operating leverage.

Looking ahead to 2025, we expect revenue growth to accelerate from 2024 and for adjusted EBITDA margins to reflect a more normalized margin. Excluding these investments or at least 100 basis points above the high end of our 2024 outlook, including enhanced operating leverage as the new hires are onboard.

What it this year and generating annualized revenue contribution in 2025 and beyond.

Now I will turn the call back to Bruce for closing remarks, before we take questions.

Thank you Alex in closing I'd like to reiterate that we see significant value potential and pay safe with a lot of runway to accelerate growth.

Bruce F. Lowthers: In closing, I'd like to reiterate that we see significant value potential in Paysafe with a lot of runway to accelerate growth. We maintain strong market positions in high-value markets. We serve a premier global client base with significant cross-border opportunities across our geography.

We maintained strong market positions in high value markets, we serve premier global client base with significant cross selling opportunities across our geographies.

Bruce F. Lowthers: We are entering 2024 in a solid financial position with strong cash generation, while also deleveraging the business to create shareholder value. By continuing to prioritize client experience, product innovation, and execute our go-to-market strategy, we believe that we can unlock meaningful opportunities and stakeholder value. Now, let's begin the Q&A session. Thank you, Bruce.

We are entering 2024, and a solid financial position with strong cash generation, while also deleveraging the business to create shareholder value.

By continuing to prioritize client experience product innovation and execute our go to market strategy. We believe we can unlock meaningful opportunities in stakeholder value.

Now, let's begin the Q&A session.

And thank you Barry.

Kirsten Nielsen: We'll take a couple questions from the Say Technologies platform, which allows shareholders to submit and upvote questions. After that, we'll turn to questions from our research analyst community. As a reminder, we may pass over questions that were already addressed on this call or in recent quarters. We may also group together questions that share a common theme. Our first question is from Matthew, who asked, What goals have we set in order to restore investor confidence in Paysafe? Bruce, could you take this one?

It will take a couple of questions for me to say technology platform, which allows shareholders to submit questions. After that we'll turn to questions from our research analysts community. As a reminder, we may pass Everett questions that were already addressed on this call are prior recent quarters well give me also grouped together question to share a common theme.

Our first question is from Matthew ask.

What have we sat in order to restore investor confidence in KSA.

Could you take this one.

Bruce F. Lowthers: Sure. Thank you, Kirsten. Look, I think the question that Matthew posed, what goals have we set?

Sure.

Thank you Kirsten.

Look I think the question that Matthew has posed a what goals that we set I think we clearly said that and as we started out going back a couple of years, which stabilize the.

Bruce F. Lowthers: I think we clearly said that as we started out, going back a couple of years, we would stabilize the company. We would then begin to grow our revenue streams, and then accelerate growth once we had done that. I think as you look back at the achievements and the financial results that we highlighted in our remarks, you can see that our results improved growth in 2023 across essentially all key metrics while also reducing our debt and net leverage ratio. We will continue to deliver on that progress in 2024.

The company was in a bigger.

Again to grow our revenue streams and then accelerate growth. Once we are done that are I think as you look back at the achievements in the financial results that we highlighted in our remarks, we can see that our results have improved growth in.

In 'twenty three across essentially all key metrics, while also reducing our debt and net leverage ratio, we continue to deliver on.

On that progress in 'twenty four we're really advancing our go to market strategies on both sides of our ecosystem to expand the reach and new with new and existing merchants just kind of.

Bruce F. Lowthers: We're really advancing our go-to-market strategies on both sides of our ecosystem to expand the reach with new and existing merchants to strengthen our consumer and merchant acquisition. We've gone through significant operating changes during the past year, and I'm highly confident that we are in a stronger position today and well positioned for the future. Okay, thank you, Bruce. Our next question is from Daniel, who asks about adding Web3 or cryptocurrency capabilities and asks if Skrill users will be able to invest in equity markets. Bruce, do you want to address this one as well? Yeah, happy to.

Strengthening our consumer and merchant acquisition.

We've gone under significant operating changes during the past year and I'm highly confident that we are in a stronger position today.

And well positioned for the future.

Okay. Thank you Barry.

Our next question is from Daniel who asks about adding a lag three or crypto currency capability.

Scarlet users will be able to invest in the equity market and Bruce do you want to get dropped somewhat as well.

Yeah happy to and Daniel Thanks for the question.

Bruce F. Lowthers: And Daniel, thanks for the question. I think we have the right talent, assets, and regulatory experience to enable new ways to buy and sell in a virtual environment and to serve the new generation of digital entrepreneurs in the experiential economy. The combination of crypto and Web3 as part of that, I would say, we're very focused across the entertainment space. And we do think about future functionality quite a bit, as in how that's going to evolve over time. To address the question more directly, crypto is today a very small piece of our business, less than 2% of our revenue. Our wallet does offer crypto trading with 50 different cryptocurrencies available in over 80 countries globally, including features complementary to Web3, but we don't really have any interest at this point in offering equity trading as we're looking at our. We feel very strongly about the emergence of crypto and Web3, especially in the gaming space on Web3, and we do plan to have that as part of our offering as we're moving forward.

I think we have the right talent assets and regulatory experience.

To enable new ways to buy and sell in a virtual environment.

And to serve the new generation of digital work from the wars.

In the experiential economy.

The combination of a crypto and web three as part of that I would say, we're very focused across the entertainment space.

And we do think about the future functionality quite a bit oh.

How that's going to evolve over time.

<unk> addressed the question more directly crypto is today, a very small piece of our business are less than 2% of our revenue our wallet does offer crypto trading.

With 50 different crypto currencies available in over 80 countries globally.

Including features complimentary with what three but.

We don't really have any <unk>.

Interest at this point of offering equity trading gains were.

Looking at R. R.

Feature functionality as we're moving forward. So we feel very strongly about the emergence of crypto and web three are in especially in the gaming space on luxury and.

We do plan to be part of have that as part of our offering is removal.

Bruce F. Lowthers: Okay, thanks, Bruce. Lastly, we did have a couple questions on the nature of capital allocation from Ganesh and Vickness Warren, who asked about the strategy for repaying debt and had another question on our plans to initiate the recently approved stock buyback program. Alex, can you take this one?

Okay. Thanks, Chris Lastly, we did have a couple of question time.

Our major capital allocation, any prime and Nash and thickness wine, who asked about the strategy for repaying that and I had another question on our plan to initiate the recently approved stock buyback program. Alex can you take this one sure happy to take the question Justin.

Alexander Gersh: Sure, happy to take the question. Just to recap what we've shared in our prepared remarks, at year end, our leverage ratio was reduced to 5.0 times, compared to 5.8 times at the end of 2022. In 2023, we repaid approximately $174 million of our debt.

Recap, what we've shared in our prepared remarks.

Our leverage ratio was reduced to five times compared to five eight times at the end of 2022.

In 2023, we repaid approximately 174 million of our debt and this was actually better than what we initially targeted for the year.

Alexander Gersh: And this was actually better than what we initially targeted for the year. We remain focused on reducing net leverage in 2024 and will continue to work towards our midterm target net leverage of 3.5 times. As you saw in our last earnings release in November, the board authorized a $50 million share repurchase program, which we expect to commence in the coming weeks. We plan to maintain flexibility and continue to focus on reducing leverage while we continue to invest in innovation to drive long-term growth. Thanks, Alex. Let's open up the line for our analyst Q&A. Operator.

We remain focused on reducing net leverage in 2024 and will continue to work towards our midterm target net leverage of three five times.

As you saw in our last earnings release in November the board authorized a $50 million share repurchase program, which we expect to commence in the coming weeks, we plan to maintain flexibility and continue to focus on reducing leverage while we continue to invest in innovation to drive long term growth.

Thanks, Alex.

Open up the line for our analyst Q&A.

Operator.

Operator: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue.

Thank you we will now be conducting a question and answer session I would like to ask a question. Please press star one on your telephone keypad.

A confirmation tone will indicate your line is in the question queue.

Operator: You may press star 2 if you would like to remove your question. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the start button. One moment, please, while we poll for your question. Our first question comes from the line of Dan Perlin with RBC Capital Markets. Please proceed with your question. Thanks. Good morning.

You May press star two if he would like to remove your question from the queue for participants using speaker equipment. It may be necessary to pick up your handset before pressing the starkey one moment. Please while we poll for your questions.

Our first questions come from the line of Dan Perlin with RBC capital markets. Please proceed with your questions.

Thanks, Good morning, I, just wanted to touch on the kind of payback period, so to speak on the $50 million of in year revenues.

Daniel Rock Perlin: I just wanted to touch on the kind of payback period, so to speak, on the $50 million in in-year revenues. You know, I appreciate the cadence commentary on the investment. I think you said 60 percent of the $25 million will happen in the first half.

We shape the cadence commentary on the investments I think you said, 60% of the 25 million will happen kind of the first half the $50 million I mean, I guess it implies kind of a second half ramp but it also seems to be a pretty pretty quick turnaround. So I'm. Just wondering you know can be efficiencies that you're expecting from the sales team and.

Bruce F. Lowthers: The $50 million, I mean, I guess this implies kind of a second-half ramp, but it also seems to be a pretty quick turnaround. So, I'm just wondering, you know, kind of the efficiencies that you're expecting from the sales team, and maybe just maybe, putting it in a finer point, is that something that we would see really ramp up, like, aggressively in the fourth quarter, or should we be thinking kind of third and maybe even before that? OK, well, I think you're right, Dan, that we do expect this to be a pretty quick payback. And obviously, with 50 million this year and 100 million next year, the payback occurs somewhere within 12 months of incurring the cost. So it is a no brainer, quite frankly, from our perspective.

And maybe just maybe putting a finer point is that something that that we would see really ramp like aggressively in the fourth quarter or should we be thinking kind of third and maybe even before that.

Okay, well I think you're right.

But we do expect this to be a pretty quick payback and obviously with $50 million this year and $100 million next year.

Payback occurs within somewhere within the 12 months of cross so I wouldnt growing of course, so it is a it's a no brainer quite frankly from our perspective.

Daniel Rock Perlin: Yep, okay. And then just to follow up on gross margins, I know you said there's going to continue to be a headwind there. Is there any way to kind of quantify or kind of help us with the pacing of that, and maybe what that might look like in totality given some of the moving parts?

Yep Okay.

And then just to follow up on gross margins I know you said theres going to continue to be a headwind. There is there any way to kind of quantify or kind of help us with with the pacing of that and maybe what that might look like in totality given some of the moving parts. Thank you.

Alexander Gersh: Thank you. So, I think about gross margin, and I think we've said this before, we're very much focused on revenue growth and EBITDA margin. As you see us moving into different verticals and to different customer bases, both in digital wallets, particularly in digital wallets, we could see, and we have seen some deterioration in margin. It's really, I would almost call it a deterioration that is really expanding our wallet capability significantly from where it was a few years ago.

So I think on the gross margin.

And I think we've said this before we were very much focused on me actually revenue growth and EBITDA margin, how do you see us moving.

Into into different verticals and different customer base, both in digital wallets, particularly in digital wallets, we could see and we all have seen some deterioration in margin, it's really I would almost call. It a deterioration that is that's really expanding our wallet capability significantly from where it was a few years ago. So.

Alexander Gersh: So that may continue, but what we've also said is we will continue to focus on efficiencies in terms of FG&A costs to make sure that we continue to improve operating leverage and EBITDA margins. On the merchant solution side, of course, we've already mentioned that what we really need to do is really ramp up the F&B direct channel, which is a higher-margin channel than the third-party channel. We are working on this. As you can see right now, we still have a lot of work to do, and we will be reporting on this on a quarterly basis, and as you see that turn around, you should see some improvement in the F&B margin and gross margin. I got it.

And that May continue but what we've also said is we will continue to focus on efficiencies in terms of SG&A cost to make sure that we continue to improve operating leverage and EBITDA margins on the merchant solutions side of course, we've already mentioned that what we really need to do is really ramp up the SMB direct channel, which is a higher margin channels.

Third party channel we are working on this as you can see right now we still have a lot of work to do and we will be reporting on this on a quarterly basis and as you can see that turned around you should see some improvements in the SMB margin gross margin.

Got it thank you.

Daniel Rock Perlin: Thank you. Thank you. Thank you. Our next questions come from the line of David Togut with Evercore ISI. Please proceed with your, Thank you. Good morning. Could you discuss the drivers of digital wallet take rate compression in the fourth quarter and what are your expectations for digital wallet take rates for this year as a whole? Yeah, Alex. Would you like to go ahead?

Thank you.

Thank you our next questions come from the line of David <unk> with Evercore ISI. Please proceed with your questions.

Thank you good morning could you discuss the drivers of digital wallet take rate compression in the fourth quarter and what are your expectations for digital wallet take rate.

For this year as a whole thank you.

Yeah.

Alex you want to go ahead, yeah sure sure Bruce I think as we've said I think in our remarks.

Alexander Gersh: Yeah, sure, sure, Bruce. I think, as we said, and I think in our remarks, and as I just alluded to this, we have significant growth in our digital wallet segment, right? And we are reaccelerating that segment. We are looking at different products and targeting different parts of the ecosystem to drive that growth. Some of those products, and therefore the simple answer is growth margin; take rate deterioration is the product mix.

And I'd just add that as I just alluded to this right. We are we have a significant growth in our digital wallet segment right and and we are we are we can re accelerating that segment. We are looking at different products and are targeting different.

Different.

Parts of the ecosystem to drive that growth some of those products and and and and therefore, the simple answers gross gross margin.

Take rate deterioration is the product mix.

Bruce F. Lowthers: But again, we see it as a really good story because what we're really expanding is the use case for the digital wallet. But with some of those customers and some of those products, it does come with a slightly lower take rate. I'd just like to clarify for you, we're not seeing pricing pressure with our existing product. What we're seeing is, as Alex just said, us bringing new products to market at different price points and different margin profiles. So when we look at our take rates on an apples-to-apples basis, we're seeing stability within our rates, but we're introducing new things at different price points and different margins. Understood. Thanks for that clarification.

But it's again, it's you know it's a it's.

We see it as a really good story, because what we're really expanding the use case for the digital wallet, but with some of those customers and some of those products. It does come with a little lower take rate.

Got it.

Probably just to clarify for you.

We're not seeing pricing pressure with our existing product.

We're seeing is as Alex you said.

US, bringing new product to market at different price points at different margin profiles. So when we look at our our take rates. So on an apples to apples basis, we're seeing stability within our rates but.

But we're introducing new things are different.

Price points are different margin profiles.

Understood. Thanks for that clarification, and just as a follow up.

David Mark Togut: And just as a follow-up, what are your 2024 expectations for unlevered free cash flow and then, year-end 2024, you know, leverage targets? So, you know, again, because of the buyback and because of the, we're really focusing on optimizing our balance sheet as much as possible. It would include the buyback. It would include the leverage.

What are your 'twenty 'twenty four expectations for Unlevered free cash flow and then year end 'twenty 'twenty four.

Leverage target.

So you know.

Again, what were you know because of the of the buyback and because of the well.

Focusing on optimizing our balance sheet as much as possible. It would include the buyback. It would include the leverage we arent really giving a target for 'twenty 'twenty four in terms of the map leverage, but we continue to focus on reducing our net leverage the midterm targets as we said, it's three five times and we stand behind our behind that target spreads.

Alexander Gersh: We aren't really giving a target for 2024 in terms of net leverage, but we continue to focus on reducing the net leverage. The midterm target, as we said, is 3.5 times, and we stand behind that target. The expectations would be that our EBITDA increases, so I would expect our undeliverable cash flow to continue to stay stable, maybe increase a bit from where it is now.

Patients would be the our EBITDA increases so I would expect our unlevered cash flow to continue to stay stable, maybe increase a bit from where it is now but so overall, we continue to see 2024 is a very strong cash generator here, where we are able to invest in our business.

Alexander Gersh: But so overall, we continue to see 2024 as a very strong cash-generative year where we are able to invest in our business, de-leverage, and execute on the buyback. [inaudible] Thank you, David. Thank you. Our next question has come from the line of Scott Wurtzel with Wolf Research. Please proceed with your question.

Deleverage and and execute on the buyback.

Thank you.

Thank you David.

Thank you our next questions come from the line of Scott works out with Wolfe Research. Please proceed with your questions.

Yeah.

Scott Darren Wurtzel: Good morning, guys, and thank you for taking my questions here. I just wanted to start off on the S&B side of the business, and you talked about introducing value-added services to your merchant base. And I know you're rolling out the merchant wallet, but just wondering if you could maybe share some color on any of the other value-added services and products you could be introducing into the ecosystem this year. Yeah, Scott. Good morning.

Thanks, Good morning, guys and thank you for taking my questions here just wanted to start off on the SMB side of the business and you talked about introducing value added services to your merchant base and I know you are rolling out the merchant wallet, but just wondering if you can maybe share some color on any of the other value added services and products you could be introducing into the ecosystem. This year.

Yeah, Scott good morning, and thanks for the questions. Yeah, we're very excited about what.

Bruce F. Lowthers: And thanks for the questions. Yeah, we're very excited about what is evolving with our S&B business, and our merchant business in total. So I think what you'll see us focus on are a lot of ancillary services around those businesses. For example, we'll look at working capital partnerships that we're creating, where we're really facilitating a third-party opportunity for our merchants to access working capital. We have some PCI, we have some supplemental POS device programs that's being launched. So we have a lot of smaller programs that we're bringing to the market around things that our merchants are asking for and how to help them run their business a little bit better. So we'll give a lot more color as we go through the year on the progress of these programs. But early on, we're very bullish on the success of the programs that we're launching. Great, that's helpful. And just to follow up on the classic digital wallet segment, and it looks like you guys had some good success with this Top of Funnel campaign. I'm just wondering kind of, you know, almost kind of where we are with that.

It is evolving with our SMB business, our merchant business in total so I think what you'll see us focus on are a lot of ancillary services around those businesses. So we look at our.

Working capital.

Partnerships that we're creating where we're really facilitating a third party opportunity for our merchants to access working capital are we have some PCI we have some.

Supplemental a P O S device program, that's being launched so we have a lot of our smaller programs that we're bringing to the market around things that our merchants are asking for and how to help them run their business a little bit better so.

We will give a lot more color as we go through the year on the progress of these programs but.

Early on we're very bullish of the success of the programs that we're launching.

Great. That's helpful and just a follow up on the classic digital wallet segment and it looks like you guys had some good success on this top of funnel campaign I'm, just wondering kind of almost kind of where we are with that are there in terms of the two markets that you're doing is there still more room to go in those markets and then do you have plans to expand this campaign to incremental markets.

Scott Darren Wurtzel: Are there, you know, in terms of the two markets that you did it in, is there still more room to go in those markets? And then do you have plans to expand this campaign to incremental markets going forward? Yes, Scott, thank you for that as well. We really were focused on centralizing our marketing organization and bringing a higher discipline to what we were doing, focusing in on our consumer cost of acquisition and how we were going about it, and modernizing the impact of our marketing efforts. And we really have started to do that. This is one proof point. We will continue to do these types of programs. I love the program that we did where we launched our own tournament, and it was really a great partnership for us to do where they had 100,000 members within that community that we were sponsoring the eSports tournament for.

Forward.

Yes got it thank you for that as well.

As we talked about last quarter and in the last meeting we had a we really were focused on centralizing, our marketing organization and bringing a higher disciplined to what we're doing and focusing in on our consumer cost of acquisition and how we're going about it in modernizing our the impact of our marketing efforts and we've.

Really it started to do that this is one proof point are we will continue to do these type of programs are I love. The program that we did when we launched their own.

Tournament in and it was really a great <unk>.

Gartner ship for us to do where they had 100000.

Members within that community that were sponsoring the esports tournament for so these were our target customers are every one of them had the opportunity to use our weather are you cash product or even a wallet product.

Bruce F. Lowthers: So, these were our target customers. Every one of them had the opportunity to use our eCash product or even our Wallet product. So, we're really bringing a more sophisticated approach to our marketing efforts, and we will absolutely be expanding these types of programs across our profile as we move forward. I'm very excited about really maximizing the marketing funds that we have, not necessarily increasing them in aggregate at this point, but really getting a higher throughput on the spend that we have today. Great! It's very helpful.

So we're really bringing a more sophisticated approach to our marketing efforts and we will absolutely be expanding these type of programs.

Across our profile as we're moving forward very excited about.

Really maximizing the marketing funds that we have not.

Not necessarily increasing them in aggregate at this point, but are really getting a higher throughput on the spend that we have today.

Great. That's very helpful. Thanks, guys.

Scott Darren Wurtzel: Thanks, guys. Thank you. Our next questions come from the line of Andrew Hart with BTIG. Please proceed with your, Hey, Bruce, you mentioned how the enterprise base had about 19% cross-sell. Can you just unpack that a bit further?

Yeah.

Thank you. Our next question is come from the line of Andrew Hart with BTG. Please proceed with your questions.

Hey, Hey, Bruce you mentioned, how the enterprise space had about 19% cross sell can you just unpack that a bit further you know how do you see that opportunity evolving and.

Andrew Hart: You know, how do you see that opportunity evolving in the year ahead? And maybe where were we a year ago on that cross-sell opportunity? Yeah, good morning, Andrew.

In the year ahead, and maybe where were we a year ago on that cross sell opportunity.

Yeah, Good morning, Andrew.

We came in.

Bruce F. Lowthers: You know, as we came in now a few months plus ago, one of the things that I noticed when I started here was that we had very little cross-sell because of the silos of the businesses that we had. It was really only a 1% opportunity there that we were executing on cross-selling products into our various existing customer base, those top 800 customers. So, from going from just a year ago, you know, less than 1%, 2% to 19% this year is a huge step forward, and it really underscores the point that I was trying to make a year ago that there was a great amount of opportunity for us to go in and sell our digital wallet customers, which was their primary revenue stream with us, go in and sell acquiring to them, and start moving our e-cash and digital I would expect that this is going to continue to expand as we move forward, especially now that Nicole and her team are starting to ramp up with new products. We will absolutely be focused on selling into our existing base. So, I think this is a lot of runway for us.

18 months plus a go what are the things that I noted when I started here was that we had very little cross sell because the silos of the businesses that we had.

It was really almost less than 1% opportunity there that we were executing on cross selling products into our various existing customer base. Those top 800 customers. So from going from just a year ago.

You know less than 1%, 2% to 19%. This year is a huge step forward and it really underscores the point that I was trying to make a year ago that we thought it was a great amount of opportunity for us to go in and sell our digital wallet customer that was their primary revenue stream with us go in and sell acquiring too.

And start moving our E cash in and digital wallet business into some of our existing merchant customers. So.

Feel very good about the progress I would expect that this is going to continue to expand.

Expand as we're moving forward, especially now that Nicole and her team are starting to ramp up with new product.

We absolutely will be focused on selling into our existing base. So think this is a a lot of runway for us. We're very excited about the opportunity and really proud of our rock gatos team and what they've been able to do through.

Andrew Hart: We're very excited about the opportunity and, you know, really proud of Rob Gatto's team and what they've been able to do through 23, and now it's about scaling up and driving a better quality revenue stream for ourselves in 24 and 25. Thanks. And then Alex, the comments on the guidance page about the gross margin headwinds, a function of mix, is that more just merchant solutions outpacing digital wallet on the top line, or is there anything you'd call out within each segment on kind of, you know, margin trends? It is all of those things.

$3 23, and now it's about scaling up and driving a better quality revenue stream for ourselves in 'twenty four 'twenty five.

Thanks, and then Alex the comments on the guidance page about the gross margin headwinds and a function of mix is that more just merchant solutions outgrow outpacing digital wallet on top line or is there anything you'd call out within each segment on kind of a margin.

Margin trends.

It is all of those things. So it is absolutely merchant solution outpacing our growth in digital wallet as the first thing is done inside merchant solution our opportunity.

Alexander Gersh: So it is absolutely merchant solution outpacing growth in digital wallet as a first thing. It is then inside merchant solution, our opportunity to improve this margin by driving the growth faster in the direct segment versus the indirect segment, which you see right now, the indirect is growing much faster. So that obviously has an impact on the margin.

Book to improve its margin by driving the growth faster in the direct segment versus indirect sent me would be to see right now in direct is growing much faster. So that obviously has an impact on the market and on the digital wallet is exactly as I said, it's a it's a product mix as we expand the usage of the wallet and getting new customers and attacking new.

Andrew Hart: And the digital wallet is exactly, as I said, the product mix as we expand the usage of the wallet and get new customers and attack new markets. Thanks guys, I appreciate it. Thank you. Thank you. Thank you. Our next questions come from the line of Timothy Chiodo with UBS.

Markets.

Thanks, guys I appreciate it.

Thank you.

Thank you our next questions come from the line of Timothy Chiodo with UBS. Please proceed with your questions.

Timothy Edward Chiodo: Please proceed with your questions. Thank you. Thank you. Thank you. Similar question around the ISO versus the direct channel in the US, looking at the growth divergence there, can you just characterize some of the reasons for the growth divergence? Is it related to either gross or local ads?

Yeah.

Great. Thank you for taking the question a similar question around the ISO versus the direct channel in the U S. Looking at the growth divergence. There can you just characterize some of the reasons for the growth divergence is it related to either gross adds is it churn of the underlying business is it pricing what what are the what are the <unk>.

Timothy Edward Chiodo: Is it churn in the underlying business? Is it pricing? What, what are the, what are the reasons? Maybe it's a different product being sold directly versus through the ISO channel. What are the reasons why the growth is so divergent?

So maybe it's a different product being sold direct versus through the ISO channel.

What are the reasons why the growth is so divergent.

Bruce F. Lowthers: Yeah, Tim, good morning, and thank you for dialing in and asking the question. So when we look at the S&B channel, there really are a couple things that are going on there. One, in our direct book versus our ISO channel, the underlying merchant is a much smaller merchant in the direct book than in the ISO book. So the ISO book is about four times larger than what we experience in the direct book. Our direct team is actually selling very well. Those smaller merchants just churn at a higher rate, candidly, than the others. We're not experiencing much pricing pressure. We see good stability in our take rates across the board, both in the ISO and in our direct book. I would say there is a little bit of a product difference between the two in the direct book.

Yeah, Tim Good morning, and thank you for.

Dialing in and asking a question so when we look at the SMB channel.

There really is a couple of things.

Going on there.

One in our direct book versus our ISO channel there's a.

The underlying merchant is a much smaller merchant in the direct book than in the ISO book.

So the ideal book is about four times larger.

Merchant than what we experienced in the direct book, our direct team is actually selling very well.

Those smaller merchants just churn at a higher rate.

Middle East and then the other we're not experiencing much pricing pressure, we see a good stability in our take rates across the board both in the ICU and in.

Our direct book I.

I would say there is a little bit up.

Difference between the two in the direct book, because we're selling it to a smaller merchant in the direct book, they're not looking for necessarily the same things that.

Bruce F. Lowthers: Because we're selling it to a smaller merchant in the direct book, they're not necessarily looking for the same things that the larger S&B client is that we're servicing through our ISO channel. So there's a little bit of each of those things kind of going on within the profile. We feel good about our ability to correct the direct channel. Certainly, as we expand into new markets, each state gives us a great opportunity to adjust who we're going after, where we're going off, going after the type of merchants that we want, and to help mitigate that attrition, in turn, on the direct side. Excellent, thank you. As a related follow-up on the ISO side, you mentioned that revenue take rates are stable across both the direct and the ISO channel.

That the the the larger SMB client is that we're servicing through our ISO channel. So there's a little bit of each of those things kind of going on within the profile.

We feel good about our ability to correct the direct channel a.

Certainly as we expand into new markets.

Each state is gives us great opportunity to to adjust who we're going after where we're going off going after.

The type of merchants that we want in and to help our <unk>.

Mitigate that.

Attrition and churn in the direct side.

Excellent. Thank you.

A related follow up on the ISO side. So you mentioned that the revenue take rates are stable across both the direct and the ISO channel could you talk a little bit about the trends and the commissions being paid out the isos are over maybe over the last five to 10 year period, how much that might have changed and if theres been any change at all in the last.

Bruce F. Lowthers: Could you talk a little bit about the trends in the commissions being paid out to ISOs, or maybe over the last five to ten-year period, how much that might have changed, and if there's been any change at all in the last, call it, year, two or three years? Yeah, Tim, I would say there's been little to no change in the last two years that I've seen on the rates that we're paying out on the ISO channel. Certainly, as you know, in this industry as well as I, the ISO channel has changed quite dramatically over the last 10 years as far as what the percentage payouts residuals are. Our book is not really any different than anybody else's. They escalated over time, you know, going back five, seven years ago, and have been relatively stable in the last couple of years here. You know, it's a higher percentage.

Call it year or two or three years.

Yeah Tim.

There's been little to no change in the last two years that ive seen on.

The rates that we're paying out on the ISO channel.

Certainly as you know and you know this industry as well as IV that Oh, Idaho General has changed quite dramatically over the last 10 years as far as what the percentage payouts.

Residuals are our book is not really any different than anybody else's.

Escalated over time.

You know going back five seven years ago, and <unk> been relatively stable.

The last couple of years here.

No.

It's a it's a higher percentage.

Timothy Edward Chiodo: So it really impacts the margin of that book. Yeah, exactly. Completely checks out. Thank you so much for your time. Thank you, Tim. Thank you. As a reminder, if you would like to ask a question, please press star one on your telephone keypad. Our next question has come from the line of Jamie Friedman with FIG.

So it really impacts the margin of that book.

Thanks, Hubertus, yet exactly would've would've thought more stable more recently, but over the longer term it might have stepped up.

Completely checks out thank you so much for the time.

Thank you Tim.

Thank you as a reminder, if you would like to ask a question. Please press star one on your telephone keypad.

Our next questions come from the line of Jamie Friedman with <unk>. Please proceed with your questions.

James Eric Friedman: Please proceed with your question. Hey, good morning and congratulations on 2023. It's obviously a lot of hard work.

Hey, good morning, and congratulations on 2023, and it's obviously a lot of hard work here.

Bruce F. Lowthers: I want to ask Bruce about, yeah, first about the digital wallet. So I'm looking at slide 8. And I was wondering if you could help us think through how you think through the inputs to the revenue flywheel. Is it, you know, the average transaction per user? Is it the growth in users? Or is it the ARPU?

They want to ask about yeah. The about first about the digital wallet.

So I'm looking at slide eight.

And I was wondering if you could help us think through how you think through the inputs to the revenue flywheel is it you know.

The average transaction per user is it the growth in users, whereas at the ARP, who what what would you advise if we're trying to think through those inputs.

James Eric Friedman: What would you advise if we're trying to think through those inputs? Yeah, Jamie. So, personally, I focus on the ARPU number. It's kind of where I gravitate toward; I try to look at it as my litmus test of whether things are going well or not going well. I really kind of dial in on that. Then I really click into our three-month active, and consumer acquisition is really where I've been focused as I look at the business and how we continue to turn this business around. So, those are really the metrics that I follow.

Yeah, Jamie So me personally I I focus on the operating number that it's kind of where I gravitate in as I try to look at my a litmus test of whether things are going well or not doing well I really kind of dial in on that.

Dan I really quick into our three month active board and a consumer acquisition is really where I've been focused on as I look at the business and how we continue.

Continue to turn this business around so those are really the metrics that that I follow.

Bruce F. Lowthers: I think as we think about 24, we'll continue to evolve some of these slides so that you guys can track more easily our progress in this digital wallet side of the business, the consumer side of the business, especially as we get into eCash as well and the continued turnaround of that business as we move into 24. So, we'll probably be introducing some new slides to help you guys as we move forward. And then I did want to ask about the merchant take rate. So I'm just looking at the appendix, and it did increase to 80 basis points. Alex, I think you alluded to some of the inputs there, but what... should we be contemplating? As we model volume, with a take rate to get to revenue. So I should be thinking about merchant take rates in 24.

As we think about 'twenty four will we will continue to evolve some of these slides.

So that you guys can track more easily our progress.

In the in this.

Digital wallet side of the business to consumer side of the business, especially as we get into.

E cash as well and the continued turnaround of that.

That business is.

We move into 'twenty four so it will be probably introducing some new slides.

To help you guys just reading forward.

And then I did want to ask about the merchant take rate. So just looking at the appendix and it did increase.

To 80 basis points.

Alex I think you alluded to some of the inputs there, but what.

Should we be contemplating.

As we model because we might've volume.

With the take rate to get to revenue. So how should we be thinking about merchant take rates in 'twenty four.

Alexander Gersh: Yeah, I think you're going to see them be stable where we are. I think we're having the opportunity to introduce some new products into the merchant side. We feel good. We're not seeing a tremendous amount of pricing pressure in the S&B space.

Yeah, I think youre going to see them to be stable, where we are right now.

I think we're having the opportunity to introduce a new product into the merchant side, we feel good we're not seeing a tremendous amount of <unk>.

Pricing pressure in the SMB space and in the E Comm space, we're doing very well.

Bruce F. Lowthers: And in the e-com space, we're doing very well. You know, I think, as we mentioned previously, we've had really strong growth in our e-com book. We feel that that will continue, and I feel very solid about the merchant business. And the only thing that I would add is that portfolio optimization that we've talked about as part of our incremental $25 million investment, well, some of that will also go to support that take rate stability.

As we mentioned previously we've.

We've had really strong growth in our E Comm book.

We feel like that will continue and feel very solid about the merchant business and the only thing I would add is that portfolio optimization that we've talked about as part of our incremental 25 million of investments what are some of that will also go to support that.

Alexander Gersh: Got it. Thank you both. I'll drop back in the...

Take rate stability.

Got it. Thank you both have dropped back in the queue.

James Eric Friedman: Thank you, Jamie. Thank you. We have reached the end of our question and answer session. I would now like to turn the floor back over to Bruce Lowthers for closing remarks. Thank you. I just want to tell everyone I appreciate how much work goes into these quarterly calls. Thank you for joining us today. I want to thank Kirsten and her team, Matthew, who's here with us this morning, for helping us pull all this together. I really appreciate their hard work on each and every one of these quarterly calls that we have. I also want to just thank our team for a great year. We really appreciate all the work in this transformation year, and we're very excited about 2024. So we'll see you in a couple months.

Thank you Jamie.

Thank you we have reached the end of our question and answer session I would now like to turn the floor back over to Bruce Leathers for closing remarks.

Thank you I just want to TV and I appreciate how much work goes into these quarterly calls.

Thank you for joining us today I want to thank Kirsten and her team Matthews here with US this morning for helping us pull all this together really appreciate.

Their hard work.

Each and every one of these quarterly calls that we have I also wanted to just thank our team.

For a great year, we really appreciate all the work in this transformation year and we're very excited about 2024. So we will see in a couple of months. Thank you very much.

Bruce F. Lowthers: Thank you very much. Thank you. That concludes today's teleconference. We appreciate your participation. You may disconnect your lines at this time. Enjoy the rest of your day. Department of Transportation, in addition to like-minded folks, we're Clint 73R sending off. The Gateway Sun stars. Thodd-Ring, Adeeyior, Bing Tom, Bap Gaeth, Rooeyre. Have a safe trip home, folks. Th Happy to be here. Think of something to do if you get to know me. Glad to become a subscriber.

Thank you that does conclude today's teleconference. We appreciate your participation you may disconnect. Your lines at this time enjoy the rest of your day.

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Yes.

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