Q3 2024 BILL Holdings Inc Earnings Call

May 2, 2024

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Operator: Good afternoon, and welcome to Bill's third quarter fiscal 2024 earnings conference call. Joining us for today's call are Bill's CEO, René Lacerte, President and CFO, John Rettig, and VP of Investor Relations, Karen Sansot. With that, I'd like to turn the call over to Karen Sansot for introductory remarks.

Good afternoon, and welcome to those that go into fiscal 'twenty 'twenty four earnings conference call joining.

Karen Sansot: Joining us for today's call are Bill Cei Rene Lisa.

Operator: And CFO, John Rettig, and VP of Investor Relations, Karen John thought.

Speaker Change: With that I'd like to turn Nikolaivich consult for introductory remarks erinn.

Operator: Alright.

Karen Sansot: Thank you, Operator. Welcome to Bill's Fiscal 3rd Quarter 2024 Earnings Conference Call. We issued our earnings press release a short time ago and have furnished the related Form 8K to the SEC. The press release can be found on the Investor Relations section of our website at investor.bill.com.

Karen Sansot: Thank you operator, welcome to bills fiscal third quarter 2024 earnings conference call.

Karen Sansot: Issued our earnings press release, a short time ago and furnished the related form 8-K to the FCC.

Karen Sansot: The press release can be found on the Investor Relations section of our website at Investor <unk> Bill Dot Com with me on the call today are enabling <unk>, chairman and CEO and founder Bill and John Rettig, President and CFO.

Karen Sansot: With me on the call today are Rene Lacerte, Chairman, CEO, and founder of Bill, and John Rettig, President and CFO. Before we begin, please remember that during the course of this call, we may make forward-looking statements about the future operations and results of Bill that involve many assumptions, risks, and uncertainties. If any of these risks or uncertainties develop, or if any of the assumptions prove incorrect, actual results could differ materially from those expressed or implied by our forward-looking statements.

Karen Sansot: Before we begin please remember that during the course of this call. We may make forward looking statements about the future operations and results are bill that involve many assumptions risks and uncertainties.

Karen Sansot: Any of these risks or uncertainties develop or any of the assumptions prove incorrect actual results could differ materially from those expressed or implied by our forward looking statements.

Karen Sansot: For additional discussion, please refer to the text in the company's press release issued today and to our periodic reports filed with the SEC, including our most recent annual report on Form 10-K and quarterly reports on Form 10-Q. We disclaim any obligation to update any forward-looking statements.

Karen Sansot: For additional discussion please refer to the text in the Companys press release issued today and to our periodic reports filed with the SEC, including our most recent annual report on Form 10-K, and quarterly reports on Form 10-Q.

Karen Sansot: We disclaim any obligation to update any forward looking statements on today's call. We will refer to both GAAP and non-GAAP financial measures. Please refer to today's press release for the reconciliation of GAAP to non-GAAP financial performance and additional disclosures regarding these measures.

Karen Sansot: On today's call, we will refer to both GAAP and non-GAAP financial measures. Please refer to today's press release for the reconciliation of GAAP to non-GAAP financial performance and additional disclosures regarding these measures. Note that, at times during this call, we will discuss bill stand-alone results, which exclude our bill's spend and expense management, which was formerly called DIVI, invoice-to-go accounts receivable, and FINMARC financial planning solutions. Now, I'll turn the call over to Rene. Rene?

Rene: Note that at times during this call we will discuss still stand alone results, which exclude our bill spend and expense management, which was formerly called Debbie invoice to go accounts receivable and Finmark financial planning solutions.

Karen Sansot: Now I'll turn the call over to Rene Rene Thank you Karen and good afternoon, everyone. Thanks for joining us today.

Ren A. Lacerte: Thank you, Karen. Good afternoon, everyone. Thanks for joining us today. In Q3, we delivered very strong financial results, continued our rapid pace of innovation, and executed with persistent rigor and effectiveness. Across the company, we delivered on key initiatives to strengthen our core. We enhanced our platform, enriched our payment experiences, and expanded our ecosystem. Both the market opportunity and our ability to shape that opportunity are growing each and every day. There is a significant growth runway ahead for Bill, and we continue to position ourselves to be the essential financial operations platform for S&Bs. In Q3, we delivered strong revenue growth and exceptional non-GAAP profit growth that were ahead of our expectations. Total revenue grew 19% year-over-year, and non-GAAP operating income increased 68% year-over-year.

Ren A. Lacerte: In Q3, we delivered very strong financial results continued our rapid pace of innovation and executed with persistent rigor and effectiveness.

Ren A. Lacerte: Across the company, we delivered on the key initiatives to strengthen our core.

Ren A. Lacerte: We enhanced our platform enriched our payment experiences and expanded our ecosystem.

Ren A. Lacerte: Both the market opportunity and our ability to shape that opportunity grows each and every day.

Ren A. Lacerte: There is a significant growth runway ahead for bill and we continue to position ourselves to be the essential financial operations platform for Smbs.

Ren A. Lacerte: In Q3, we delivered strong revenue growth and exceptional non-GAAP profit growth that were ahead of our expectations.

Ren A. Lacerte: Total revenue grew 19% year over year, and non-GAAP operating income increased 68% year over year.

Ren A. Lacerte: At Bill, we are energized by the fact that during the quarter, we helped more than 450,000 small businesses automate their financial operations so they could spend more time focused on their mission. Using our platform and broad set of solutions, these businesses made more than 25 million transactions during the quarter, totaling more than $70 billion in payment volume. Our performance and scale demonstrate the mission-critical nature of our platform, the strength of our ecosystem, and outstanding execution.

Speaker Change: Bill we are energized by the fact that during the quarter, we held more than 450000 small businesses automate their financial operations. So they could spend more time focused on their mission.

Ren A. Lacerte: With our platform and broad set of solutions. These businesses made more than 25 million transactions during the quarter totaling more than $70 billion in payment volume.

Ren A. Lacerte: Our performance at scale demonstrated the mission critical nature of our platform the strength of our ecosystem and outstanding execution.

Ren A. Lacerte: This is the foundation for growth and penetration of the large market opportunity. Bill is a leader in innovative financial solutions for S&Bs. We created a category and continue to define it as we serve a vast greenfield opportunity to automate and transform financial operations for millions of small and mid-sized businesses. There are more than 6 million SMBs in the U.S. who have employees and more than 33 million small businesses in total, including sole proprietors. These businesses make trillions of dollars in B2B payments each year, yet the vast majority of these businesses are still burdened by paper checks and manual processes.

Ren A. Lacerte: This is the foundation for our growth and penetration of the large market opportunity.

Ren A. Lacerte: Bill is a leader in innovative financial solutions for Smbs, we created category and continued to define it as we serve a vast greenfield opportunity to automate and transform financial operations for millions of small and midsize businesses.

Ren A. Lacerte: There are more than 6 million smbs in the U S, who have employees and more than 33 million small businesses in total including sole proprietors.

Ren A. Lacerte: These businesses make trillions of dollars of BTB payments each year.

Ren A. Lacerte: The vast majority of these businesses are still burdened by paper checks and manual processes Archrock.

Ren A. Lacerte: Our track record of innovating and delivering value puts us at the forefront of helping millions of small businesses digitize their operations for the first time and drive adoption of e-payments. At Bill, we have a passion for serving SMBs and are dedicated to helping them thrive. S&Bs create jobs, drive innovation, and are at the heart of their local communities. They deserve dedicated attention, care, and technology designed specifically for their needs.

Ren A. Lacerte: Our track record of innovating and delivering value puts us at the forefront to help millions of small businesses digitize their operations for the first time and drive adoption of E payments.

Ren A. Lacerte: At Bill we have a passion for serving Smbs and are dedicated to helping them thrive.

Ren A. Lacerte: F N B's create jobs drive innovation and are at the heart of their local communities there.

Ren A. Lacerte: They deserve dedicated attention care and technology designed specifically for their needs.

Ren A. Lacerte: Bill paved the way for S&Bs to move their financial operations from the analog to the digital world. Our platform offers an integrated suite of solutions that automates and digitizes the Financial Back Office, including accounts payable, accounts receivable, spend and expense management, and a variety of payment offerings. Our robust workflows take care of mundane, error-prone tasks and are built to handle exceptions. Our suite of payment solutions gives businesses choice based on both their needs and their supplier needs while accelerating payments and simplifying data reconciliation.

Ren A. Lacerte: Bill paved the way for Smbs to move their financial operations from the analog to the digital world.

Ren A. Lacerte: Our platform offers an integrated suite of solutions that automate and digitize the financial back office, including accounts payable accounts receivable spend and expense management and a variety of payment offerings.

Ren A. Lacerte: Our robust workflows take care of Monday, and error prone tasks and are built to handle exceptions.

Ren A. Lacerte: Our suite of payment solutions give businesses choice based on both their needs and their supplier needs, while accelerating payments and simplifying data reconciliation.

Ren A. Lacerte: We've removed the friction in doing business by weaving together a proprietary two-sided network that enables buyers and suppliers to share bank information securely, with the ability to collaborate across invoices. The reach and value of our network have attracted more than 5.8 million members and drives more than one-third of our bill's stand-alone core revenue. Our artificial intelligence engine and large scale help us deliver significant value to our customers. AI is deeply embedded across our platform to connect businesses, automate their operations, and accelerate their ability to make payments.

Ren A. Lacerte: We removed the friction in doing business by weaving together, our proprietary two sided network that enables buyers and suppliers to share bank information securely with the ability to collaborate across invoices.

Ren A. Lacerte: The reach and value of our network has attracted more than $5 8 million members and drives more than one third of our bill Standalone core revenue.

Ren A. Lacerte: Our artificial intelligence engine and large scale helped us deliver significant value to our customers.

Ren A. Lacerte: AI is deeply embedded across our platform to connect businesses automate their operations and accelerate their ability to make payments.

Ren A. Lacerte: Our AI engine has been uniquely trained on our proprietary data assets, including more than 300 million transactions across an array of payment modalities and over half a billion documents. Our large and increasing scale naturally drives faster product development and ecosystem expansion, as scale begets scale. The virtuous cycle enables us to learn quickly, move fast, and accelerate speed to value for our SMBs.

Ren A. Lacerte: Our large and increasing scale naturally drives faster product development and ecosystem expansion as scale begets scale.

Ren A. Lacerte: The virtuous cycle enables us to learn quickly new fast and accelerate speed to value our smbs.

Ren A. Lacerte: With our platform, businesses can save more than 50% of their time on financial processes and gain better insight, visibility, and control for running their business. This is why our platform serves as the central nervous system of their daily financial operations. And this is what positions Bill as the category leader with a wide moat and an engaged, sticky customer base. A great example of how our platform empowers SMBs is Joe, a marketing automation solution for boutique coffee shops.

Ren A. Lacerte: With our platform businesses can save more than 50% of their time on financial processes and gain better insight visibility and control for running their business.

Ren A. Lacerte: This is why our platform serves as a central nervous system other daily financial operations and this is what positions bill as the category leader with a wide moat and an engaged sticky customer base.

Ren A. Lacerte: Joe uses our platform and payment offerings to digitize their manual payables grind and pay suppliers overseas. Brendan Martin, co-CEO and co founder, said, and I quote, we chose Bill because of their best in industry solutions and our shared commitments to level the playing field for small businesses. Joe has a team of 15 employees supporting a customer base of 1,500 small coffee shops.

Ren A. Lacerte: A great example of how our platform empowers Smbs is Joe a marketing automation solution for <unk> tea coffee shops.

Ren A. Lacerte: Joe uses our platform and payment offerings to digitize their manual payables grind and pay suppliers overseas.

Speaker Change: Brendan Martin co CEO and co founder said and I quote.

Ren A. Lacerte: We chose bill because of their best in industry solutions, and our shares amendments to level, the playing field for small businesses.

Ren A. Lacerte: Joe has a team of 15 employees supporting our customer base of 1500 small coffee shops, it would not be possible to have this scale without bill modernizing our Finnish operations more importantly, we can concentrate more time in mind share on brewing strategies and products to empower more of the tea coffee shops and quote.

Ren A. Lacerte: It would not be possible to have this scale without Bill modernizing our financial operations. More importantly, we can concentrate more time and mind share on brewing strategies and products to empower more boutique coffee shops. End quote Enabling Joe and all SMBs to achieve their goals is what makes our journey especially rewarding. We bring together and serve hundreds of thousands of customers and millions of network members and simplify their lives. With our platform and ecosystem, we consistently drive strong customer adoption and deeper penetration of the market. Each month, we acquire thousands of customers and tens of thousands of new network members. We simplify and centralize money movement for S&Bs to a tremendous extent.

Ren A. Lacerte: Enabling Joe and all Smbs to achieve their goals is what makes our journey, especially rewarding.

Ren A. Lacerte: We bring together and serve hundreds of thousands of customers and millions of network members and simplify their lives.

Ren A. Lacerte: With our platform and ecosystem, we consistently drive strong customer adoption and deeper penetration of the market. Each month, we acquire thousands of customers and tens of thousands of new network members.

Ren A. Lacerte: We sympathize centralized money movement for Smbs at a tremendous magnitude since fiscal 2018, our platform has enabled more than one trillion dollars of SMB payments.

Ren A. Lacerte: Since fiscal 2018, our platform has enabled more than $1 trillion in S&B payments. This is only possible because of the combination of our payment engine, money transmitter capabilities, and strong risk management expertise. And our scale is increasing.

Ren A. Lacerte: This was only possible because of the combination of our payment engine money transmitter capabilities and strong risk management expertise.

Ren A. Lacerte: And our scale is increasing over the past 12 months, we processed nearly 100 million transactions that represented approximately 1% of U S. GDP.

Ren A. Lacerte: Over the past 12 months, we processed nearly 100 million transactions that represented approximately 1% of U.S. GDP. Underpinning this accomplishment is our demonstrated track record of creating value for S&Bs. A great example of how our platform empowers businesses to scale is Tower28, a fast-growing company that creates beauty and skin care products using clean ingredients to support sensitive skin. Tower28 uses our accounts payable, accounts receivable, and spending expense solutions, utilizing the power of our integrated platform. Victor Liu, CFO of Tower 28, said, and I quote, a fresh approach to beauty deserves a fresh approach to business financial operations.

Ren A. Lacerte: Underpinning this accomplishment is our demonstrated track record in creating value for smbs.

Ren A. Lacerte: A great example of how our platform empowers businesses to scale as tower 28, a fast growing company that creates beauty and skincare products utilizing clean ingredients support sensitive skin.

Ren A. Lacerte: Tower 28 uses our accounts payable accounts receivable and spend and expense solutions utilizing the power of our integrated platform.

Ren A. Lacerte: Victor Lu CFO of Tower, 28 said and I quote.

Ren A. Lacerte: A fresh approach to beauty deserves a fresh approach to the business financial operations.

Ren A. Lacerte: Our company has been growing fast. In less than two years, our business basically tripled. Being able to scale with all the tools, solutions, and services that Bill provides has been phenomenal. Bill saves us 40 hours a week and an entire full-time employee by automating our financial back office. It provides us with real-time updates and strong control on card spend. It also enables us to work on the go. We've approved payments from everywhere.

Ren A. Lacerte: Our company has been scaling fast and less than two years, our business basically tripled being.

Ren A. Lacerte: Being able to scale with all the tools solutions and services that Bill provides has been phenomenal.

Ren A. Lacerte: Bill saves US 40 hours, a week and entire fulltime employee by automating our financial back office.

Ren A. Lacerte: It provides us real time updates and strong control on card spend.

Ren A. Lacerte: It also enables us to work on the go we've accrued payments from everywhere with Bill taken care of our financial operations. Our team can focus more time and resources on company growth and skincare product development and growth.

Ren A. Lacerte: With Bill taking care of our financial operations, our team can focus more time and resources on company growth and skin care product development." Every day, we are dedicated to creating more value for our customers, partners, and network members. Being a category leader requires an exceptionally strong innovation road map that constantly extends our value to S&Bs and their accountant partners. Innovation is in our DNA, and it's foundational to our platform, payments, and ecosystem.

Ren A. Lacerte: Every day, we are dedicated to creating more value for our customers partners and network members being a category leader requires an exceptionally strong innovation roadmap that costs only extends our value to smbs and their accounting partners.

Ren A. Lacerte: Innovation is in our DNA and is foundational to our platform payments and ecosystem.

Ren A. Lacerte: We've shared with you our key investment areas for growth, and these include driving adoption of our integrated financial operations platform, expanding our ecosystem by bringing more innovation to our partners and attracting new partners, enriching our payment experiences, and driving penetration of our ad valorem solution. Our team continues to make very strong progress on these initiatives, which lay the foundation for our next phase of growth. This past quarter, we significantly enhanced our integrated platform capabilities.

Ren A. Lacerte: We've shared with you our key investment areas for growth and these include driving adoption of our integrated financial operations platform.

Ren A. Lacerte: Expanding our ecosystem by bringing more innovation to our partners and attracting new partners and enriching our payment experiences and driving penetration of our AD valorem solutions.

Ren A. Lacerte: Our team continues to make very strong progress against these initiatives, which lay the foundation for our next phase of growth.

Ren A. Lacerte: This past quarter, we significantly enriched our integrated platform and capabilities.

Ren A. Lacerte: Our platform now includes cash flow insight and forecasting, leveraging the best of read FP&A capability from our acquisition of Finmar. This powerful tool empowers SMBs to predict future cash flow, easily visualize trends and opportunities, and make better data-driven decisions faster. They can now optimize, manage, and forecast cash flow with a single platform.

Ren A. Lacerte: <unk> platform now includes cash flow insight and forecasting leveraging the best of breed at P&A capability from our acquisition of Denmark.

Ren A. Lacerte: This powerful tool empowers smbs to predict future cash flow easily visualized trends and opportunities and make better data driven decisions faster.

Ren A. Lacerte: They can now optimize manage and forecast cash flow with a single platform Bill.

Ren A. Lacerte: Bill is uniquely positioned to provide this rich insight as our comprehensive platform can serve all B2B spend and integrates with the county system. Given our entrenched role in their day-to-day routine, the analytics and forecasting layer unlocks outsized and unique value for SMBs and accountants. We recently extended our platform's capabilities to a brand new mobile app for Bill AP and AR that further empowers businesses to manage their operations from anywhere.

Ren A. Lacerte: <unk> is uniquely positioned to provide this rich insight as our comprehensive platform can serve all <unk> spend and integrates with the county systems.

Ren A. Lacerte: Given our entrenched role in their day to day routine the analytics and forecasting their unlocks outsized and unique value for Smbs and accounts.

Ren A. Lacerte: We recently extended our platform's capabilities into a brand new mobile App for Bill a PMA or that further empowers businesses to manage their operations from anywhere.

Ren A. Lacerte: This new app provides enhanced automation workflows, payment solutions, and leverages our mobile-first approach to provide a fresh look and easy navigation. This experience meets customers where they are and is another extension of driving speed and simplicity in financial operations. The new experience is already driving growth and mobile engagement from both our customers and network members, including more bills created and approved and more demand from our network members for instant transfer and invoice financing.

Ren A. Lacerte: This new App provides enhanced automation workflows payment solutions and Leverages, our mobile first approach to provide a fresh look and easy navigation.

Ren A. Lacerte: This experienced meet customers, where they are and is another extension of driving speed and simplicity and financial operations.

Ren A. Lacerte: The new experience is already driving growth and mobile engagement from both our customers and network members, including more bills created an improved and more demand from our network members for instant transfer and invoice financing.

Ren A. Lacerte: We are continuing to enhance our payment experiences to drive more convenience for SMBs. We have a sophisticated payment infrastructure fueled by continuous enhancement. Our platform has connectivity to 12 payment rails, offers 8 payment modalities, and reaches over 130 countries. This level of payment flexibility is extremely complex because the compliance, regulatory, and risk management needs differ by payment type and source of the customer. We hide all these complexities to deliver SMBs a simple and fast payment experience.

Ren A. Lacerte: We are continuing to enhance our payment experiences to drive more convenience for Smbs, we have a sophisticated payment infrastructure fueled by continuous enhancements. Our platform is connectivity to 12 payment rails offers eight payment modalities and reaches over 130 countries.

Ren A. Lacerte: This level of payment flexibility is extremely complex, because the compliance regulatory and risk management needs differ by payment type and source of the customer.

Ren A. Lacerte: We hired all these complexities to deliver Smbs is simple and fast payment experience.

Ren A. Lacerte: By making the complex look simple, our customers accelerate their transition to digital payments. Speed and choice of payments are critical to SMBs, and this is particularly true when it comes to commerce with international suppliers. Over the years, we have grown the scale and the sophistication of our international payment offering, and now we are unlocking greater value by leveraging local clearing capabilities to provide faster payment speed, an enhanced offering, and will reduce delivery times from days to near real time. We introduced this experience in our first country last month, and we will roll out these capabilities more broadly throughout 2024.

Ren A. Lacerte: By making the complex simple our customers accelerate their transition to digital payments.

Ren A. Lacerte: Speed and choice of payments, but critical to Smbs and this is particularly true when it comes to commerce with international suppliers.

Ren A. Lacerte: Over the years, we have grown the scale and the sophistication of our international payment offering and now we are unlocking greater value by leveraging local clearing capabilities to provide faster payment speed.

Ren A. Lacerte: Our enhanced operating and will reduce delivery times from days to near real time.

Ren A. Lacerte: We introduced this experience in our first country last month, and we will roll out these capabilities more broadly throughout 2024.

Ren A. Lacerte: We knew from day one that an ecosystem was required to make financial operations for SMBs mainstream. We built our platform with that sensibility in mind, allowing multiple models to integrate and embed with our partners. We partner with nearly 8,000 accounting firms and some of the largest banks in the country.

Ren A. Lacerte: We knew from day, one that an ecosystem was required to make financial operations for Smbs mainstream.

Ren A. Lacerte: We build our platform with a sensibility in mind, allowing multiple models to integrate and embed with our partners with.

Ren A. Lacerte: We partner with nearly 8000 accounting firms and some of the largest banks in the country, who trust us to manage their clients' operations and payments.

Ren A. Lacerte: You trust us to manage their clients' operations and payments. We have nearly two decades of experience in integrating and embedding our functionalities into our partner services. We understand the profound intricacies of creating a cohesive product and go-to-market experience that works for our partners. Our differentiated set of expertise and competencies is enabling our platform to ripple across our ecosystem. Software and payments are converging, and we are leading the charge. A decade ago, the financial operations automation journey for an SMB would start almost exclusively with consumer-based online banking.

Ren A. Lacerte: We have nearly two decades of experience in integrating and embedding our functionality into our partner services.

Ren A. Lacerte: We understand the profound intricacies in creating a cohesive product and go to market experience that works for our partners.

Ren A. Lacerte: Our differentiated set of expertise and competencies is enabling our platform to ripple across our ecosystem software and payments are converging and we are leading the charge a decade ago. The financial operations automation journey for an SMB would start almost exclusively with consumer based online banking.

Ren A. Lacerte: That's why we were pioneers and partnered with banks to enable them to do more beyond payments. Fast forward to today, and the front door to an S&B financial journey can start in many different places. It can and does start with all sorts of different software providers.

Ren A. Lacerte: That's why we were pioneers in partner with banks to enable them to do more beyond payments.

Ren A. Lacerte: Fast forward to today and the front door to an Smb's financial journey can start in many different places.

Ren A. Lacerte: Canon does start with all sorts of different software providers.

Ren A. Lacerte: Our focused dedication to SMBs means that we meet customers where they are, regardless of the entry point. The industry recognizes our leadership, and inbound interest from software companies is strong. Many software companies are looking to us to help address their customers' payment needs. Consistent themes we hear from partners are that they value Bill for its workflows, payment expertise, risk and regulatory practices, broad network, vast data set, and dedication to S&B. We are moving fast to capitalize on this emerging trend.

Ren A. Lacerte: Our focus dedication to smbs means that we meet customers, where they are regardless of the entry point.

Ren A. Lacerte: The industry recognizes our leadership and inbound interest from software companies is strong.

Ren A. Lacerte: Many software companies are looking to us to help address their customers' payment needs.

Ren A. Lacerte: Assistant D. As we hear from partners that they value bill for our workflows payment expertise risk and regulatory practices broad network vast dataset and dedication to smbs.

Ren A. Lacerte: We are moving fast to capitalize on this emerging trend we are rapidly evolving our embed technology and making it easy for software companies to plug and play.

Ren A. Lacerte: We are rapidly evolving our embed technology and making it easy for software companies to plug and play. Our embed strategy is paying off. Most recently, Xero, a leading global small business platform, announced they will embed our onboarding workflows and a suite of AdWords offerings into their platform. Once available, Xero's U.S.-based customers can pay bills efficiently and connect with our large member network.

Ren A. Lacerte: Our embed strategy has resonated most recently zero, a leading global small business platform announced they will embed our onboarding workflows and a suite of AD valorem offerings into their platform.

Ren A. Lacerte: Once available zero is U S based customers can pay bills efficiently and connect with our large member network.

Ren A. Lacerte: We are excited about this partnership and are working closely with Xero to bring this offering to market. In closing, we drove great financial results while executing against our innovation roadmap to provide businesses with more automation, control, and insight. Achieving our leadership and scale did not happen overnight. We will continue to extend our leadership position with careful strategic planning, sustained investments in building capabilities, and consistent execution. We are building an enduring company, and we aspire to help millions of SMBs automate their operations and more easily make trillions of dollars in e-payments.

Ren A. Lacerte: We are excited about this partnership and are working closely with zero to bring this offering to market.

Ren A. Lacerte: In closing, we drove great financial results, while executing against our innovation roadmap to provide businesses more automation control and insights.

Ren A. Lacerte: Achieving our leadership and scale did not happen overnight.

Ren A. Lacerte: We will continue to extend our leadership position with careful strategic planning sustained investments in building capabilities and consistent execution.

Ren A. Lacerte: We are building an enduring company and we aspire to help millions of Smbs automate their operations and more easily make trillions of dollars of E payments.

Ren A. Lacerte: At Bill, we have an inspired team that is dedicated to serving S&Bs and each other. And this, together with our values and mission, will continue to strengthen our unique competitive advantage that positions us well to serve the large market opportunity we are pursuing. I'll now turn the call over to John.

Ren A. Lacerte: Bill we have an inspire team that is dedicated to serving smbs and each other and this together with our values and mission will continue to strengthen our unique competitive advantage that positions us well to serve the large market opportunity we are pursuing.

Ren A. Lacerte: I'll now turn the call over to John.

John R. Rettig: Thanks, Sinead. Today, I'll provide an overview of our fiscal third quarter financial and operating results and discuss our outlook for the fiscal fourth quarter and full year 2024. We delivered strong results for the quarter that reinforce our conviction and the strength of our business, our execution capabilities, and the market opportunity we are pursuing. We are building to strengthen our core while investing with discipline to pave the way for the next phase of accelerated growth. Rigorous execution against our top priorities showed early positive signals in Q3.

John: Thanks, Renee today I'll provide an overview of our fiscal third quarter financial and operating results and discuss our outlook for the fiscal fourth quarter and full year 2024.

John R. Rettig: We delivered strong results for the quarter that reinforce our conviction in the strength of our business our execution capabilities and the market opportunity we are pursuing.

John R. Rettig: We are building to strengthen our core while investing with discipline to pave the way for the next phase of accelerated growth.

John R. Rettig: Rigorous execution against our top priorities showed early positive signals in Q3.

John R. Rettig: Net new customer ads for both our spend and expense and Bill's stand-alone XFI solutions returned to historical levels. The B2B spend environment showed signs of stabilization. And our focus on businesses with a higher propensity to spend drove upside in our spend and expense business. Bill's standalone payment monetization expanded sequentially. All these factors translated into profitable growth in Q3. Total revenue for Q3 was $323 million, an increase of 19% year over year.

John R. Rettig: Net new customer adds for both our spend and expense and Bill Standalone, except five solutions returned to historical levels.

John R. Rettig: The BW spend environment showed signs of stabilization.

John R. Rettig: And our focus on businesses with a higher propensity to spend drove upside in our spend and expense business.

John R. Rettig: Bill Standalone payment monetization expanded sequentially.

John R. Rettig: All of these factors translated into profitable growth in Q3.

John R. Rettig: Total revenue for Q3 was $323 million, an increase of 19% year over year.

John R. Rettig: Core revenue, which includes subscription and transaction revenue, was $281 million, up 17% from a year ago. Non-Gap Pro's profit in Q3 was $281 million, up 19% year-over-year, and Non-Gap Pro's margin was 87%. Our gross profit results in the quarter included approximately $6 million in one-time benefits.

John R. Rettig: Core revenue, which includes subscription and transaction revenue was $281 million up 17% from a year ago.

John R. Rettig: non-GAAP gross profit in Q3 was $281 million up 19% year over year and non-GAAP gross margin was 87%.

John R. Rettig: Our gross profit results in the quarter included approximately $6 million in one time benefits.

John R. Rettig: Our strong business model enables us to consistently deliver a gross margin that is among the best in class for software and fintech companies. We also significantly expanded profitability in Q3, reflecting our ongoing commitment to investing with discipline. Non-Gap Operating Income for Q3 was $59 million, up 68% year-over-year.

John R. Rettig: Our strong business model enables us to consistently deliver a gross margin that is among the best in class for software and Fintech companies.

John R. Rettig: We also significantly expanded profitability in Q3, reflecting our ongoing commitment to investing with discipline.

John R. Rettig: non-GAAP operating income for Q3 was $59 million up 68% year over year non.

John R. Rettig: Non-GAAP Operating Margin was 18% and expanded more than 5 percentage points from Q3 last year. Once again, we were non-GAAP operating income profitable, excluding the benefit of float revenue. In Q3, we expanded exploit profitability by $10 million sequentially, excluding the one-time benefits mentioned earlier, and demonstrating our ability to drive operating leverage as we scale. Moving on to key business highlights, I'll touch on our spend and expense solution and Bill's standalone solution.

John R. Rettig: non-GAAP operating margin was 18% and expanded more than five percentage points from Q3 last year.

John R. Rettig: Once again, we were non-GAAP operating income profitable, excluding the benefit of float revenue.

John R. Rettig: In Q3, we expanded export profitability by $10 million sequentially, excluding the one time benefits mentioned earlier.

John R. Rettig: And demonstrating our ability to drive operating leverage as we scale.

John R. Rettig: Moving on to key business highlights I will touch on our spend and expense solution and Bill Standalone solutions.

John R. Rettig: The strong growth trends we delivered throughout this fiscal year with our spend and expense solution continued in Q3, and our results in the quarter exceeded our expectations. Spend and expense revenue grew 29% year-over-year, and we added 1,800 net new spending businesses. We are prioritizing our sales and marketing resources towards spending businesses with greater financial strength and the opportunity to capture a larger wallet share. Spending expense card payment volume was $4.4 billion for the quarter, an increase of 29% year-over-year.

John R. Rettig: The strong growth trends, we delivered throughout this fiscal year with our spend and expense solution continued in Q3 and our results in the quarter exceeded our expectations.

John R. Rettig: Spend on expense revenue grew 29% year over year, and we added 1800 net new spending businesses.

John R. Rettig: We are prioritizing our sales and marketing resources towards spending businesses with greater financial strength and the opportunity to capture larger wallet share.

John R. Rettig: Spanning expense card payment volume was $4 4 billion for the quarter, an increase of 29% year over year <unk>.

John R. Rettig: Interchange fees were 261 basis points, and rewards expense was 47% of spending expense revenue. As expected in the choppy macro environment, we have seen an increase in credit and fraud loss rates, particularly among our smaller customer cohorts.

John R. Rettig: Interchange fees were 261 basis points and rewards expense was 47% of spend and expense revenue.

John R. Rettig: As expected with the choppy macro environment, we have seen an increase in credit and fraud loss rates, particularly among our smaller customer cohorts.

John R. Rettig: Our proactive efforts over the last year to diligently manage credit exposure have enabled us to maintain strong margins. For Abil Standalone Solutions, we delivered solid performance in the quarter. Bill's stand-alone transaction revenue increased 20% year-over-year, driven by our diverse suite of payment solutions and continued enhancements to our payment products and supplier initiatives. Bill's stand-alone payment volume was $67 billion, an increase of 9% year-over-year. Bill's standalone payment monetization in the quarter expanded from Q2, driven mainly by increased adoption of our newer ad valorem products, as well as a non-recurring increase in transaction fees from migrating TPV between processing providers during the quarter.

John R. Rettig: Our proactive efforts over the last year to diligently manage credit exposure have enabled us to maintain strong margins.

John R. Rettig: For a bill Standalone solutions, we delivered solid performance in the quarter.

John R. Rettig: Bill Standalone transaction revenue increased 20% year over year, driven by our diverse suite of payment solutions and continued enhancements to our payment products and supplier initiatives.

John R. Rettig: Bill Standalone payment volume was 67 billion, an increase of 9% year over year.

John R. Rettig: Bill Standalone payment monetization in the quarter expanded from Q2, driven mainly by increased adoption of our newer AD valorem products as well as a nonrecurring increase in transaction fees from migrating TPB between processing providers in the quarter.

John R. Rettig: Bill's standalone subscription revenue, excluding financial institution partners, increased 9% year-over-year. However, overall, Bill's standalone subscription revenue declined 2% from last year, which reflects changes in our FI channel as previously discussed. Our solutions continue to drive value for small businesses and accounting firms, and our customer acquisition and retention results are strong. Bill's standalone net new customer ads in the direct and accountant channel were 4,100 in Q3, excluding attrition related to the sunset of Intuit's Simple Bill Pay solution.

John R. Rettig: Bill Standalone subscription revenue, excluding financial institution partners increased 9% year over year.

John R. Rettig: Overall, Bill Standalone subscription revenue declined 2% from last year.

John R. Rettig: Which reflects changes in our <unk> channel as previously discussed.

John R. Rettig: Our solutions continue to drive value for small businesses and accounting firms and our customer acquisition and retention results are strong.

John R. Rettig: <unk> Standalone net new customer adds in the direct and accounting channel, where 4100 in Q3 <unk>.

John R. Rettig: Excluding attrition related to the sunset of Intuit's simple bill pay solution.

John R. Rettig: Bill's stand-alone customer count in the Financial Institution, or FI Channel, declined quarter over quarter. However, across our partner portfolio, new enrollments continued at a consistent pace, but were upset by the removal of inactive customers, which occurs periodically.

John R. Rettig: Bill Standalone customer count and the financial institution or Fi channel declined quarter over quarter across our partner portfolio, New enrollments continued at a consistent pace, but were offset by the removal of inactive customers which occurs periodically.

John R. Rettig: Award on float revenue, which increased 26% year-over-year to $42 million in Q3. Float is enabled by our proprietary payment infrastructure and regulatory licenses and serves as a counterbalance to economic trends. Turning to capital allocation, we generate significant free cash flow and have a strong balance sheet. This enables us to fund long-term opportunities while delivering profitable growth. We invest with purpose and discipline and are proactive in optimizing our capital structure. In Q3, we repurchased $748 million in aggregate principal amount of our 2025 convertible notes, resulting in cash usage of $711 million and a reduction in the non-gap diluted share count of 0.9 million weighted shares. In addition, we unwound a portion of the cap call instrument due to the repurchase.

John R. Rettig: A word on float revenue, which increased 26% year over year to $42 million in Q3.

John R. Rettig: Hello, It is enabled by our proprietary payment infrastructure and regulatory licenses and serves as a counterbalance to economic trends.

John R. Rettig: Turning to capital allocation, we generate significant free cash flow and have a strong balance sheet. This enables us to fund long term opportunities, while delivering profitable growth, we invest with purpose and discipline and our proactive in optimizing our capital structure in Q3, we repurchased $748 million in aggregate principal amount of our 2002.

John R. Rettig: 25 convertible notes, resulting in cash usage of $711 million and a reduction in non-GAAP diluted share count of <unk> 9 million weighted shares.

John R. Rettig: In addition, we unwound a portion of the capped call instrument due to the repurchase.

John R. Rettig: We repurchased these notes to minimize potential future delusion associated with a conversion event and made the purchases at Attractive Economics. The repurchase of these notes and the unwind of the cap calls resulted in a $34 million net benefit to other income and expense, which is reflected in our GAAP results and excluded from our non-GAAP results. Now turning to a quick update on our non-GAAP net income presentation. Given the significant non-GAAP net income we generated in the past several quarters, we transitioned to include a new non-GAAP income tax adjustment beginning in Q3.

John R. Rettig: We repurchased these notes to minimize potential future dilution associated with the conversion event and made the purchases at attractive economics.

John R. Rettig: The repurchase of these notes and the unwind of the capped calls resulted in a $34 million net benefit to other income and expense, which is reflected in our GAAP results and excluded from our non-GAAP results.

John R. Rettig: Previously, non-GAAP net income included GAAP taxes, which were minimal. In Q3, our non-GAAP provision for income taxes was calculated using a blended tax rate of 20 percent. Note that this change has no impact on actual cash tax payments.

John R. Rettig: Now turning to a quick update on our non-GAAP net income presentation.

John R. Rettig: Given the significant non-GAAP net income we generated in the past several quarters. We transitioned to include a new non-GAAP income tax adjustment beginning in Q3 <unk>.

John R. Rettig: Previously non-GAAP net income included GAAP taxes, which were minimal in Q3, our non-GAAP provision for income taxes was calculated using a blended tax rate of 20% note that this change has no impact on actual cash tax payments.

John R. Rettig: You can refer to our press release and quarterly investor presentation for additional information, including a look back at our prior periods to reflect the adoption of the 20% blended tax rate. Comparing our results on an apples-to-apples basis by incorporating the non-GAAP provision for income tax, non-GAAP net income in Q3 was $68.6 million. It increased 42% year-over-year. The Non-GAAP Net Income Margin was 21%, an expansion of 4 percentage points year-over-year. Please note that our previously provided guidance did not include the non-GAAP tax presentation.

John R. Rettig: You can refer to our press release and quarterly Investor presentation for additional information, including a look back of our prior periods to reflect the adoption of the 20% blended tax rate.

John R. Rettig: Comparing our results on an apples to apples basis by incorporating the non-GAAP provision for income tax non-GAAP net income in Q3 was $68 6 million and increased 42% year over year.

John R. Rettig: non-GAAP net income margin was 21% an expansion of four percentage points year over year.

John R. Rettig: Please note that our previously provided guidance did not include the non-GAAP tax presentation.

John R. Rettig: Shifting to our outlook, we are raising our fiscal 2024 outlook to reflect our progress in strengthening our core while continuing to be prudent regarding ongoing macro crosswinds that could negatively impact SMB spending. While there have been signs of the B2B spend environment stabilizing, SMBs continue to be pressured by high inflation and interest rates.

John R. Rettig: While there have been signs of the <unk> spend environment stabilizing SMB has continued to be pressured by high inflation and interest rates.

John R. Rettig: For fiscal Q4, we expect total revenue to be in the range of $320 to $330 million, which reflects 8 to 11 percent year-over-year growth. We expect float revenue to be $40 million in Q4, which assumes a yield on FBO funds to be approximately 480 basis points. We expect non-GAAP gross margin to be approximately 84% in Q4, which reflects a slight shift in payment volume mix and the one-time gross margin benefits we recognized in Q3. As previously discussed, we expect our non-GAAP gross margin to moderate in the low to mid-80s as our payment mix evolves and our float revenue declines with lower interest rates later in this economic cycle.

John R. Rettig: For fiscal Q4, we expect total revenue to be in the range of $320 million to $330 million, which reflects 8% to 11% year over year growth.

John R. Rettig: We expect float revenue to be $40 million in Q4, which assumes a yield on FPL funds to be approximately 480 basis points.

John R. Rettig: We expect non-GAAP gross margin to be approximately 84% in Q4, which reflects a slight shift in payment volume mix and the onetime gross margin benefits we recognized in Q3.

John R. Rettig: As previously discussed we expect our non-GAAP gross margin to moderate in the low to mid eighties, as our payment mix evolves and our float revenue declines with lower interest rates later in this economic cycle.

John R. Rettig: Given our change to apply a non-GAAP tax rate to non-GAAP net income, we are providing guidance for non-GAAP operating income, which we expect to be $40 to $50 million in Q4. We expect non-GAAP net income for Q4 in the range of $46.4 to $54.4 million, which includes an assumed 20% tax rate for non-GAAP purposes. We expect our actual cash tax payments to continue to be fairly minimal in the near term.

John R. Rettig: Given our change to apply a non-GAAP tax rate to non-GAAP net income we are providing guidance for non-GAAP operating income, which we expect to be $40 million to $50 million in Q4.

John R. Rettig: We expect non-GAAP net income for Q4 in the range of 46, 4% to $54 4 million, which includes an assumed 20% tax rate for non-GAAP purposes.

John R. Rettig: We expect our actual cash tax payments to continue to be fairly minimal in the near term.

John R. Rettig: Non-GAAP NIT income per diluted share is expected to be in the range of $0.41 to $0.49 based on a share count of 112 million diluted weighted average shares outstanding. Moving on to full year guidance, For fiscal 2024, we expect total revenue to be in the range of $1,267,000,000 to $1,277,000,000, which represents 20 to 21% year over year growth. We expect float revenue to be $165 million in fiscal 2024, assuming a yield on FBO funds of 490 basis points.

John R. Rettig: non-GAAP net income per diluted share is expected to be in the range of 41 to 49.

John R. Rettig: Based on a share count of 112 million diluted weighted average shares outstanding.

John R. Rettig: Moving on to full year guidance for fiscal 'twenty 'twenty four we expect total revenue to be in the range of $1.267 billion to $1 $277 million, which represents 20% to 21% year over year growth.

John R. Rettig: We expect float revenue to be $165 million in fiscal 2024, assuming a yield on FPL funds of 490 basis points.

John R. Rettig: We expect non-GAAP operating income for fiscal 2024 to be $176 to $186 million, which reflects 51 to 59% year-over-year growth. We expect non-GAAP net income for fiscal 2024 in the range of $227 to $235 million, which includes an assumed 20% tax rate, and non-GAAP net income per diluted share to be $1.96 to $2.03 based on a share count of 115.5 million diluted weight We expect stock-based compensation expenses of approximately $255 million for Fiscal 2024, which is approximately $45 million lower than the guidance we provided at the start of the fiscal year. In addition, we expect capital expenditures to be approximately $23 million for Fiscal 2024.

John R. Rettig: We expect non-GAAP operating income for fiscal 2024 to be 176 to 186 million, which reflects 51% to 59% year over year growth.

John R. Rettig: We expect non-GAAP net income for fiscal 2024 in the range of $227 million to $235 million, which includes an assumed 20% tax rate and non-GAAP net income per diluted share to be $1 96 to.

John R. Rettig: To $2 and <unk> <unk>.

John R. Rettig: Share count of $115 5 million diluted weighted average shares outstanding.

John R. Rettig: We expect stock based compensation expenses of approximately $255 million for fiscal 2024, which was approximately $45 million lower than the guidance. We provided at the start of the fiscal year.

John R. Rettig: In addition, we expect capital expenditures to be approximately $23 million for fiscal 2024.

John R. Rettig: In closing, we delivered a strong quarter with balanced growth and profitability, and we executed vigilantly against our key business initiatives to build a foundation for sustained long-term growth. At Bill, we are all in to help SMBs succeed and thrive. We lead the financial operations category. With our distinct moat, rigorous execution, and innovation momentum, we stand poised to expand this category and be the de facto financial operations platform for millions of SMBs. Operator, we're now ready to take questions.

Speaker Change: In closing.

John R. Rettig: We delivered a strong quarter with balanced growth and profitability and we executed vigilantly against their key business initiatives to build the foundation for sustained long term growth that bill we are all in to help smbs succeed and thrive we lead the financial operations category with our distinct moat rigorous execution and innovation.

John R. Rettig: Momentum, we stand poised to expand this category and be the facto financial operations platform for millions of Smbs.

Speaker Change: Operator, we're now ready to take questions.

Operator: Thank you. Please press star followed by the number one if you'd like to ask a question and ensure your device is unmuted locally when it's your turn to speak. We kindly ask that you ask one question and one follow-up only. Our first question comes from Kim Jin Hwang of J.P. Morgan. Please go ahead, your line is open.

Speaker Change: Thank you.

Speaker Change: Please press star followed by the number one if you'd like to ask a question and then showing the devices now need to likely that you would anticipate.

Operator: We kindly ask that you ask one question and one follow up only.

Speaker Change: Our first question comes from Tien Tsin Huang of Jpmorgan. Please go ahead. Your line is open.

Kim Jin Hwang: Thanks for the update and good results here. May I start with just a macro question? I know last quarter you said you're looking for more consistent signals, around TPV. It sounds like you're seeing more stability. Is that the ongoing assumption from here? Thinking about the fourth quarter and as we extend into fiscal 25, any other call?

Speaker Change: Hi, Thanks for the update and the good results here, maybe I'll start with just a macro question I know last quarter, you said, you're looking for more consistent signals around.

Kim Jin Hwang: Around CPB it sounds like Youre seeing more stability is that the the ongoing assumption from here.

Kim Jin Hwang: Thinking about the fourth quarter and as we extended into fiscal 'twenty five any other callouts.

Ren A. Lacerte: Thank you for the question. I would say you've got a good summary of it. We see, in general, spend neutrality, that the stabilization of spend is consistent across the portfolio of customers that we have. We have not yet seen spend expansion, and so that is how we are building our business models.

Speaker Change: Thank you for the question.

Ren A. Lacerte: I would say you've got a good summary of it.

Ren A. Lacerte: C.

Ren A. Lacerte: In general spend neutrality that the stabilization of spend is consistent across their portfolio of customers that we have we have not yet seen spend expansion.

Ren A. Lacerte: So that is how we are building our business models.

Speaker Change: Okay. So will similarly assumes stability then have to ask as my follow up here and there.

Transcription Outsourcing, LLC: Transcripts provided by Transcription Outsourcing, LLC.

Transcription Outsourcing, LLC: On the update on with Bank of America, I know, obviously that drove a lot of attention and focus on the last call where are we now with those negotiations with bank of America.

Ren A. Lacerte: Thank you. Yeah, we are working very closely with the bank, and when we have specifics to share, we will definitely get back to all of you. You know, I think it is worth kind of maybe just sharing the broader context of how the bank fits into the overall go-to-market strategy that we have. We have a three-pronged approach where we focus on both near-term and medium and long-term initiatives, and in the near-term, that's the opportunity for us to influence our direct and accountant.

Speaker Change: Thank you, yes, we are working very closely with the bank.

Ren A. Lacerte: And when we have specifics to share we will definitely get back to all of you.

Ren A. Lacerte: I think it is worth kind of maybe just sharing the broader context of how the bank fits into the overall go to market strategy that we add we have a three pronged approach, where we focus on both near term and medium and long term initiatives and on the near term that's the opportunity for us to influence our direct an accountant.

Ren A. Lacerte: Mid-term is also an accountant because they bring customers to the accountants. But the longer-term really has been our FI and partner strategy. And when we think about the long-term, just as context, right, the long-term today is around 2% of the overall revenue of the business, which is what you would expect because this is how we're focusing on building the businesses to be where customers are, to meet them where they are, and to actually drive customer acquisition wherever we can.

Ren A. Lacerte: Mid term is also account because they bring customers of the <unk>.

Ren A. Lacerte: <unk>.

Ren A. Lacerte: There is a longer term really has been our.

Ren A. Lacerte: Partner strategy and when we think about the long term just as context right. The long term today is around 2% of the overall revenue of the business, which is what you would expect because this is how we're focusing on building the business has to be to be where customers are to meet them, where they are and to actually drive.

Ren A. Lacerte: Customer acquisition wherever we can and you saw good expansion in the ecosystem. This quarter with the addition of zero and the overall.

Ren A. Lacerte: And you saw good expansion in the ecosystem this quarter with the addition of Xero and the overall software platform that they deliver to businesses all over the world, but in particular to businesses in the U.S. And so we see the long-term opportunity just continuing to grow, and we're excited about what we see happening in the market.

Ren A. Lacerte: Software platform the data delivered businesses all over the world, but in particular to businesses in the U S and so we see the long term opportunity just continuing to increase.

Ren A. Lacerte: And we're excited about what we see happening on the in the market.

Ren A. Lacerte: Yeah, no, it's nice to hear the zero. Thank you for the update, Rene. Good to hear from you.

Speaker Change: Yes, it's nice to hear that thank you for the update Rene because here for me.

Speaker Change: Yes. Thank you.

Operator: Our next question comes from Kenneth Suchoski of Autonomous. Your line is open.

Speaker Change: Our next.

Ren A. Lacerte: Comes from Kenneth <unk> of Autonomous your line is open.

Kenneth Christopher Suchoski: Hey, good afternoon. Thanks for taking the questions. Nice job on the take rate. Maybe I'll start there.

Kenneth Christopher Suchoski: Hey, good afternoon, thanks for taking the questions.

Kenneth Christopher Suchoski: Nice job on the take rate maybe I'll start there I think you said there were some nonrecurring.

Kenneth Christopher Suchoski: There was a nonrecurring benefit from migrating some of the volumes from across your backend providers. So can you just quantify the revenue benefit from that in the quarter and then separately can you just give us an update on the progress youre, making on some of the initiatives to drive more virtual card adoption.

John R. Rettig: I think you said there was some non-recurring; there's a non-recurring benefit from migrating some of the volumes from across your back-end providers. So, can you just quantify the revenue benefit from that in the quarter? And then separately, can you just give us an update on the progress you're making on some of the initiatives to drive more virtual card adoption? And maybe just remind us of the timing of when we could see that, because it sounded like the progress on take rate, maybe there was some non-recurring revenue in that, but it sounded like it was more driven by some of the new ad valorem payments and not much of a benefit from the actions you're taking on the virtual card side.

John R. Rettig: And maybe just remind us of the timing of when we could see that because it sounded like the progress on take rate.

John R. Rettig: Maybe there were some non recurring revenue in that but it was more it sounded like it was more driven by some of the new add on payments.

John R. Rettig: And not much of a benefit from the actions you are taking on the virtual card side.

John R. Rettig: Yeah, thanks, Ken. Let me unpack that a little bit for you. First, we feel like we made great progress in the third quarter, obviously a significant expansion in monetization, and that was driven both by increased volume on our ad valorem products as well as the one-time uptick that we mentioned earlier. And that was really the movement of volume between processing providers that resulted in just higher monetization on a small portion of our volume.

Speaker Change: Yes, Thanks, Ken let me unpack that a little bit for you first.

John R. Rettig: We feel like we made great progress in.

John R. Rettig: The third quarter, obviously, a significant expansion and monetization and that was driven both by increased volume on our AD valorem products as well as the one time.

John R. Rettig: Optic that we mentioned earlier and that was really the movement of volume between processing providers that resulted in just higher monetization on a small portion of our volume and the priorities that we talked about last quarter to improve the product experience for customers and suppliers is beginning to show good signals are positive signal.

John R. Rettig: And the priorities that we talked about last quarter to improve the product experience for customers and suppliers are beginning to show good signals or positive signals, which for us is a good indicator of the foundation we're building to expand monetization on a more consistent basis going forward. And I'd say in the quarter, in Q3, our virtual card program in particular underwent a number of improvements, and we saw stable volume there by itself. It didn't necessarily drive a significant portion of the expansion that we put up, but we feel like we're setting the table for that to be the case down the road.

John R. Rettig: <unk>.

John R. Rettig: Which for US is a good indicator of the foundation we're building to.

John R. Rettig: Expand monetization on a more consistent basis going forward, excluding the one time uptick in the quarter.

John R. Rettig: We also expanded monetization so that was consistent with our expectations. We felt like we had the programs in place.

John R. Rettig: To expand from from Q2, and we did that we expect our Q4 monetization to be at or above Q1, which is what we've said previously so thats consistent with our expectations.

John R. Rettig: And I'd say in the quarter in Q3, our virtual card program in particular underwriting a number of improvements and we saw stable volume there by itself that didn't necessarily drive.

John R. Rettig: Significant portion of the expansion that we put up but we feel like we're setting setting the table for that to be the case down the road.

Speaker Change: Yeah, Okay, great. Thanks, Thanks, John and then I wanted to ask you about the air Wallets partnership that came out recently congrats on that my sense is that this could open up maybe dozens of currency payout options in local currencies versus just the couple that you have today in terms of GBP and Canadian dollar.

Kenneth Christopher Suchoski: partnership that came out recently. You know, congrats on that.

Ren A. Lacerte: My sense is that this could open up maybe dozens of currency payout options in local currencies versus just the couple that you have today in terms of GBP and Canadian dollars. You know, that would obviously come in at lower price points and better speed. So how meaningful could this be to cross-border payment adoption in local currency over the next couple of years? And I think you guys are actually rolling that out across new markets like Australia, New Zealand, and Europe. So any update there would be really helpful. Yeah, thanks, Ken.

Ren A. Lacerte: That would obviously come in.

Ren A. Lacerte: At lower price points better speed, so how meaningful could this be to cross border payment adoption in local currency over the next couple of years.

Ren A. Lacerte: I think you guys are actually rolling that out across new markets like Australia, New Zealand and Europe. So any update there would be really helpful.

Ren A. Lacerte: Yeah, thanks, Ken. One of the things that we predicated our entire platform on is payment choice matters, and choice has to be there for both the buyer and the supplier, and what we have heard from international suppliers is they sometimes want and need close-to-real-time payment clearing, and the only way you get that is with local clearing, and so the partnership with Airwallex is to give us the capabilities where we can roll that out across the globe, like we said, we've started doing that in, you know, one country just to test it out and make sure it's working as expected, but we do think it will drive adoption because, again, it's back to choice, it's why, you know, we have 12 payment rails and over eight different modalities of how we execute payments. We're unique in how we do that, and we think that choice is what's going to drive success for the platform, and not just for the effects, but also for the overall usage of our platform.

Speaker Change: Yes, Thanks, Ken.

Ren A. Lacerte: One of the things that we predicated our entire platform on his payment choice matters.

Ren A. Lacerte: It has to be there for.

Ren A. Lacerte: For both the buyer and the supplier and.

Ren A. Lacerte: What we heard from international buyers as they sometimes want and need.

Ren A. Lacerte: Close to real time payment clearing and the only way you get that is with local clearing and so the partnership with <unk> is to give us the capabilities.

Ren A. Lacerte: Where.

Ren A. Lacerte: Where we can roll that out across the globe like we said we've started doing that in one country just to test it out and make sure. It's working as expected, but we do think it will drive adoption because again, it's back to choice Thats why we have 12 payment rails.

Ren A. Lacerte: We're a different modalities of how we execute payments we're unique in how we do that and we think that choice is what's going to drive success for the platform.

Ren A. Lacerte: And not just for the FX, but also for the overall usage of our platform.

Ken: Thanks Shannon.

Speaker Change: Thank you.

Operator: Our next question comes from Andrew Schmidt of Citigroup.

Ren A. Lacerte: Our next question comes from Andrew Schmidt of Citigroup. Your line is open.

Andrew Garth Schmidt: Hey, Renee. Hey, John.

Andrew Garth Schmidt: Hey, Renee Hey, John Good results here, Thanks for taking my questions.

Ren A. Lacerte: Good results here. Thanks for taking my question. I want to dig into the net ads for Bill's standalone XFI. I'm wondering if there was any impact there from the residual impact in the small bill payroll off, and if there was what the organic ads look like. And then just at a higher level, obviously, some mixed signals in terms of software adoption out there. What you're seeing in terms of adoption trends and things like that in the market, and if there are any sort of distinctions or differences by channel. Thanks a lot, guys.

Andrew Garth Schmidt: I wanted to dig into the net adds for <unk> Standalone Ssi I'm wondering if there was any impact there from the residual impact from the <unk> will build payroll off and if there was what the organic adds look like and then just at a higher level. Obviously, some mixed signals in terms of software adoption out there what youre seeing in terms of.

Ren A. Lacerte: Adoption trends.

Ren A. Lacerte: Things like that in the market and if theres any sort of distinctions any differences by channel. Thanks, a lot guys.

Ren A. Lacerte: Well, thank you, Andrew. We had, you know, I think a very strong team that executed exceptionally well over the last, you know, I guess a little bit more than the last quarter; we have realigned teams to really focus on a couple of different priorities to drive the adoption that we're seeing. And, you know, one of the things that we did is we wanted to make sure that we met customers where they were and that they wanted to have a stand-alone spending expense. That would be great, and if they wanted to have the combined package, that would be great. And if they want a stand-alone AP, that would be great.

Speaker Change: Well, thank you Andrew we had.

Ren A. Lacerte: I think a very strong team that executes exceptionally well.

Ren A. Lacerte: Over the last I guess, a little bit more than the last quarter. We have realigned teams to really focus on a couple of different priorities to drive the adoption that we're seeing in and one of the things that we've done is we wanted to make sure that we met customers, where they were and that they wanted to have a standalone spend and expense that would be great. If they wanted to have that combine.

Ren A. Lacerte: Package that would be great. If they wanted to stand alone.

Ren A. Lacerte: That would be great and so the teams are aligned around that and I think that clarity of ownership inside the company and the clarity of messaging is making a difference and so we see that the market opportunity in front of US is massive we have hundreds of thousands of businesses, where there are millions of businesses that could use a product like ours that need a product like ours.

Ren A. Lacerte: And so the teams are aligned around that, and I think that clarity of ownership inside the company and the clarity of messaging is making a difference. And so, you know, we see that the market opportunity in front of us is massive. You know, we have hundreds of thousands of businesses where there are millions of businesses that could use a product like ours, that need a product like ours. I know that firsthand because I am a small business at heart, have always been, and always will be.

Ren A. Lacerte: That firsthand because I am a small business at heart had always been always will be and so that that ability to kind of meet them, where they are and to deliver.

Ren A. Lacerte: And so that ability to kind of meet them where they are and to deliver the functionality that we do is what drives the success that we have. So we feel very good about the capabilities that we've built into the platform and the go-to-market skills that we have. So it is nice to see that happen across the board.

Ren A. Lacerte: The functionality that we do is what drives the success that we had so we feel very good about the capabilities that we've built onto the platform and the go to market skills that we have so it is nice to see it happen across the board.

Ren A. Lacerte: Yeah.

Andrew Garth Schmidt: Got it. Thank you for that, Renee.

Speaker Change: Got it. Thank you for that Renee and then maybe I could dig into the embedded strategy a little bit. It was good to hear about the pipeline of software partners.

Speaker Change: What was the unlock for that was strategic was it technical was it.

Speaker Change: Some lanes between bill and Intuit, what what's sort of driving the sort of the uptick in terms of the embedded distribution. Thank you.

Andrew Garth Schmidt: And then maybe I could dig into the embedded strategy a little bit. It was good to hear about the pipeline of software partners. What was the key to that? Was it strategic? Was it technical? Was it sort of some lanes between Bill and Intuit? What's sort of driving the sort of uptick in terms of embedded distribution? Thank you.

Renee: Yes, I think some of this is just about being there like we've been building this platform over the last 18 years.

Andrew Garth Schmidt: We have a scale that is unique over a trillion dollars in money moved in the last five plus six plus years now.

Andrew Garth Schmidt: $1 billion.

Andrew Garth Schmidt: Opportunities I should say that there is the opportunity for us to kind of drive that type of scale for our partners matters a lot the regulatory compliance needs they differ depending on the customer and how you find them our ability to drive risk efficiency and effectiveness across our platform it's real.

Andrew Garth Schmidt: And so when we talk to partners, whether they're software partners.

Andrew Garth Schmidt: Across that do accounting or whether Theyre software partners that serve other parts of the stack for an SMB. What we consistently hear is that the complexity that is required of financial operations. When it comes to moving funds is something that is going to be hard for them to take on and they look to our scale to kind of drive that for their business. So I think.

Andrew Garth Schmidt: This is partly just the awareness that financial operations is a real opportunity that the success that we've had is driven awareness for.

Andrew Garth Schmidt: For people to see that there is a lot of time to be saved in a lot of opportunity to to help your SMB customers and I think people have the awareness on what scale means the type of scale that we have.

Ren A. Lacerte: Yeah, no. I think some of this is just about being there, like we've been building this platform over the last 18 years. We have a scale that is unique, you know, over a trillion dollars in money moved in the last, you know, five plus six plus years now, you know, a billion opportunities. One should say that there is, you know, the opportunity for us to kind of drive that type of scale for our partners matters a lot.

Ren A. Lacerte: I think 1% of GDP over a trillion dollars since 2018 all of this has an impact on building the systems that are required and we've demonstrated that we can do that and do it well.

Speaker Change: Got it. Thank you alright, I appreciate the comments.

Speaker Change: Thank you.

Ren A. Lacerte: Next we have Darrin Peller of Wolfe Research. Please go ahead your line is open.

Speaker Change: Hey, guys. Thanks, maybe we could just touch a little further on the.

Ren A. Lacerte: The go to market approach you have now going forward and maybe just more color on the customer add numbers I know somebody touched on it a second ago, but more detail on I mean, you had acceleration in your customer adds in Davey with good volume with it too and so obviously it seems like the strategy. There is kicking in in a bigger and bigger way and then on the direct side also a 3500.

Ren A. Lacerte: There was a bit of EFI churn it look like on the Fi channel, maybe you could just explain that to in the go forward expectations for customer adds more broadly guys. Thanks.

Ren A. Lacerte: Thanks.

Ren A. Lacerte: The regulatory compliance needs, they differ depending on the customer and how you find them. Our ability to drive risk efficiency and effectiveness across our platform is real. And so when we talk to partners, whether they're software partners, you know, across that do accounting, or whether they're software partners that serve other parts of the stack for an SMB, what we consistently hear is that the complexity that is required of financial operations when it comes to moving funds is something that is going to be hard for them to take on, and they look to our scale to kind of drive that for their business.

Speaker Change: Yes, Thanks, Darrin I'll start and Renee can add color here. If you recall in February we discussed a number of priorities to adapt our go to market efforts in light of just changing conditions, both externally and and with Smbs and so as Renee said one of the big areas of focus was.

Ren A. Lacerte: So I think this is partly just the awareness that financial operations is a real opportunity. The success that we've had has driven awareness for people to see that there's a lot of time to be saved and a lot of opportunity to help their SMB customers. And I think people have an awareness of what scale means, the type of scale that we have, you know, moving one percent of GDP over a trillion dollars since 2018. All of this has an impact on building the systems that are required, and we've demonstrated that we can do that and do it well. Got it. Thank you, Renee. I appreciate the comments and suggestions.

Speaker Change: Being where smbs are delivering them the solutions that they want whether it's individual solutions, our unified narrowing our focus to be more targeted on prospects that are ready to adopt versus are still thinking about the journey along with a bias towards slightly larger businesses and we saw good progress in the quarter.

Operator: Next in queue is Darrin Peller of Wolf Research. Please go ahead; your line is open.

Darrin David Peller: And that was definitely driven by an incredibly talented leadership and teams across our sales and marketing entire.

Darrin David Peller: Go to market organization for.

Darrin David Peller: Hey guys, thanks. Maybe we could just touch a little further on the go-to-market approach you have now going forward, and maybe just give more color on the customer ad numbers. I know somebody touched on it a second ago, but more detail on – I mean, you had acceleration in your customer ads in Divi with good volume with it, too. And so obviously, it seems like the strategy there is kicking it in a bigger way.

Darrin David Peller: Bill specifically 4100 adds in the quarter was an uptick from.

Darrin David Peller: From from last quarter, and I think it was a good start to some of our areas of focus that I've just mentioned that number excludes the.

Darrin David Peller: Attrition associated with Intuit simple bill pay which was quite small in the quarter 600.

Darrin David Peller: Customers. So we have retained the vast majority of that initial 12000 into a simple copay customers and then probably the biggest point of acceleration around the customer adds was with our spending and expense solution, which increased to 800.

Darrin David Peller: And then on the direct side also, $3,500, there was a bit of FI churn, it looked like, on the FI channel. Maybe you could just explain that, too, and the go-forward expectations for customer ads more broadly, guys. Thanks.

Darrin David Peller: In the quarter and that's a function of focusing on both larger businesses, along with lower attrition from our smaller business.

Darrin David Peller: The smaller business segment, and and just making progress with enhancing the value proposition and the teams are focused on scaling we indicated before we felt like there were a number of levers within our control.

Darrin David Peller: To regain momentum in penetrating the market and you saw that play out in both of those are.

Darrin David Peller: Areas, Bill and spend and expense this quarter as it relates to the.

Darrin David Peller: Two the financial institution channel, we saw a decline in the quarter in the customer adds it was mainly due to.

Darrin David Peller: The removal of some inactive customers. So we experienced in the quarter, an increase in enrollments and our highest ever rate of act.

Darrin David Peller: Active customers within the <unk> channel, but at the same time this happens periodically typically seasonally some partners.

Darrin David Peller: We will remove inactive customers and so that impacted the overall optics of the numbers, but we feel good about the level of engagement and activity within our FA customer partners.

John R. Rettig: Yeah, thanks, Darren. I'll start, and Renee can add color here.

Speaker Change: That's great to hear guys. Thank you very much thanks John.

Renee: Thank you.

John R. Rettig: If you recall, in February, we discussed a number of priorities to adapt our go-to-market efforts in light of just changing conditions both externally and with SMBs. And so, as Renee said, one of the big areas of focus was being where SMBs are, you know, delivering them the solutions that they want, whether it's individual solutions or unified, narrowing our focus to be more targeted on prospects that are ready to adopt versus those that are still thinking about the journey, along with a bias towards slightly larger businesses.

Speaker Change: Our next question comes from Bryan Keane of Deutsche Bank. Please go ahead.

John R. Rettig: And we saw good progress in the quarter, and that was definitely driven by incredibly talented leadership and teams across our sales and marketing, and entire go-to-market organization. For Bill specifically, 4,100 ads in the quarter was an uptick from last quarter, and I think it was a good start to some of our areas of focus that I just mentioned. That number excludes the attrition associated with Into a Simple Bill Pay, which was quite small in the quarter, 600 customers.

Speaker Change: Hi, guys. Congrats on these results.

John R. Rettig: So, we have retained the vast majority of that initial 12,000 Into a Simple Bill Pay customers. And then probably the biggest point of acceleration around the customer ads was with our spend and expense solution, which increased to 1,800 in the quarter. And that's a function of focusing on both larger businesses, along with lower attrition from our smaller business, the smaller business segment, and just making progress with enhancing the value proposition and the teams focused on scaling.

Speaker Change: Hey, just following up on Bofa is at Bofa relationship likely to continue in some form or is it still possible. They bring everything in house I am just trying to get a sense of what are what are the range of outcomes still out there because I know there is.

John R. Rettig: They are or at least there was some kind of at.

John R. Rettig: At minimum commitment from Bofa, so does that still exist as well.

John R. Rettig: We indicated before that there were a number of levers within our control to regain momentum in penetrating the market, and you saw that play out in both of those areas, Bill, and spend and expense this quarter. As it relates to the financial institution channel, we saw a decline in the quarter in customer ads. That was mainly due to the removal of some inactive customers. Hence, we experienced an increase in enrollments and our highest ever rate of active customers within the FI channel during the quarter.

John R. Rettig: Thanks for the question, Brian. So we are actively working with our partners at the bank and and like we said when we have more to share we will have the opportunity to extend the ecosystem to serve smbs wherever they are exists across our platform and we think theres an opportunity.

John R. Rettig: To do that with the bank.

John R. Rettig: But at the same time, as happens periodically, typically seasonally, some partners will remove inactive customers, and so that impacts the overall optics of the numbers, but we feel good about the level of engagement and activity within our FI customer partners.

Bill: Got it got it and then John just thinking about organic take rate. It sounds like all all still holds about getting back to first quarter levels. Just some of the drivers in particular that gets you back to the first quarter leverage on organic take rate maybe some of those <unk>.

Darrin David Peller: That's great to hear, guys. Thank you very much. Nice job.

Darrin David Peller: <unk> they are starting to take hold but it sounds like it's all gone to plan. So far and then how do we think about as we cross over to next fiscal year do we expect a gradual pick up in the take rate organic take rate as we get into fiscal year 'twenty five as well.

Operator: Our next question comes from Bryan Keane of Deutsche Bank. Please go ahead.

Speaker Change: Yeah. Thanks, Brian So I think youre exactly right on on Q4, I mean, we are making progress with the product improvements that we've talked about that.

Bryan Connell Keane: We'll certainly have a positive impact on the value proposition and these are things around.

Bryan Connell Keane: Hi guys, congrats on these results. Rene, just following up on B of A. Is the B of A relationship likely to continue in some form, or is it still possible they will bring everything in house? I'm just trying to get a sense of, you know, what the range of outcomes still out there because I know there is. Or at least there was some kind of minimum commitment from B of A, so does that still exist as well?

Bryan Connell Keane: Got it, got it. And then John, just thinking about organic take rate, it sounds like everything still holds about, you know, getting back to first quarter levels. Just some of the drivers in particular that get you back to first quarter levers on organic take rate. Maybe some of those initiatives are starting to take hold, but it sounds like it's all gone to plan so far. And then how do we think about as we cross over to the next fiscal year? Do we expect a gradual pickup in the take rate, the organic take rate, as we get into fiscal year 25 as well?

Ren A. Lacerte: Thanks for the question, Bryan. So we are actively working with our partners at the bank, and like we said, when we have more to share, we will. The opportunity to extend the ecosystem to serve SMBs wherever they are exists across our platform, and we think there's an opportunity to do that with the bank.

John R. Rettig: Yeah, thanks, Bryan. So I think you're exactly right about Q4. I mean, we are making progress with the product improvements that we've talked about that will certainly have a positive impact on the value proposition. And these are things around enhanced data, payment speed, reconciliation, and things like that, as well as local clearing on the international payment front that Renee mentioned. So we saw an increase in adoption. We also saw growth in some of our newer ad valorem products, which are smaller in size than, say, our virtual card or international payment products but are starting to influence the numbers.

John R. Rettig: And I think we're on track for what we said previously in terms of Q4. I'd say we feel really good about the foundation that we're laying to return to sort of consistent expansion. It always varies quarter to quarter, but nevertheless, driving adoption and payment volume adoption across all of our ad valorem products. How that plays out exactly into fiscal 25, I think it's early for us to comment on that. We'll certainly lay out our assumptions for you come August.

Bryan Connell Keane: Great. Thanks so much for taking the questions. Thank you. The next question comes from Keith Weiss of Morgan Stanley. Please go ahead. I just want to thank you guys for taking the time.

Operator: The next question comes from Keith Weiss of Morgan Stanley. Please go ahead.

Keith Weiss: Okay. Thanks, Keith.

Ren A. Lacerte: One of the reasons and the primary reason that we integrated the two platforms together was to drive simplicity for our S&B customers. It's what we think about every day: how do we simplify their lives? And what we have seen so far in, I would still say, the early days of an integrated platform is that we've seen great progress in activations and engagement and just driving more cross-sale opportunities. And so what we're seeing to date is what we would have expected and what we are building the platform around is simplifying their lives.

Ren A. Lacerte: And we're seeing that across the data that we have of customer usage. In addition to just thinking about what we've already done with the integrated platform, we did announce that we are rolling in cashflow insights and forecasting capabilities into the platform. And so the vision that we have for the S&B is that they only have one place they have to turn to kind of manage their financial operations. This is the pain that every S&B has.

Ren A. Lacerte: There were not any tools out there until Bill started building them, and the opportunity to serve a customer with this broad set of capabilities is unique, we think. And it's one of the things that we see when we have the integration between the two platforms, when we see the opportunity that customers are engaging at different levels than they were before.

Operator: Our next question comes from William Nance of Goldman Sachs. Your line is open.

William Alfred Nance: Hey guys, I appreciate you taking the time to answer the question. Nice to see some of the acceleration on the spending expense platform today. But, at the risk of going into debt, I just wanted to come back to the take rate dynamics in the quarter. John, I thought you said in the script that there was a $6 million benefit to gross profit. And if I kind of pull that out of the transaction revenues, it looks like the take rate was a little bit more stable sequentially.

William Alfred Nance: And so, you know, I feel like I'm missing something in the commentary around take rate expansion. I was wondering if you could help me with that. And then, just kind of more broadly, when you talk about getting take rates back to first quarter levels next quarter, I guess, is this a one-time step up or a one-time benefit to the take rate?

John R. Rettig: Yeah, thanks for the question, Will. Just to clarify on the $6 million benefit that we referenced earlier, that's really a positive impact on cost of revenues, cost of sales that improves gross margin. It's not a revenue and monetization impact. So that has no real bearing on our take rate, which is a function of transaction revenues and the appropriate segment of TDB, in this case, bill. So we did make progress; we grew

John R. Rettig: We were at 14.2, I think, last quarter and expanded without including a separate one-time step up, which was around some AR volume that transitioned between providers. That volume will continue at a higher rate. But as we look at seasonality in Q4 and how payment volume falls, we're expecting some of the near-term headwinds on some of the higher monetizing products to continue, and that serves to kind of mute volume expansion across those products.

William Alfred Nance: And we know that we'll have expansion seasonally in the quarter associated with check and ACH payments. So those are some of the dynamics that are all at play in our expectations for Q4 monetization. So it will be, as we said previously, an improvement by Q4 versus Q1, or at least at the Q1 level with limited opportunity for volume growth in the very short term. And that's how we get to those assumptions.

William Alfred Nance: Okay, that's super helpful. So the $6 million is not in revenue, it's in COGS, and there's a separate one, but that one is going to be an enduring uplift in the take rate. That's correct. Awesome. Appreciate it. All right.

William Alfred Nance: And then just, I guess, a separate topic on just going to market. I'm just wondering if you could talk about the net ads that we're seeing across, I guess, really more the core bill platform. What is the mix of sort of channel versus direct these days? I guess more accounting versus not talking about the FI channel. And specifically, how do you kind of envision that changing over time? And is there anything you're doing to kind of shift the mix more towards the direct channel in the near term?

John R. Rettig: Oh, got it. Yeah, we, as you know, historically, if you look at our XFI Go to market, the majority of our new customers come from our relationships with the accounting firms. So the account and channel, that continues to be the case. I don't think we've broken out previously specific numbers between the channels, so I won't get to that level of detail.

John R. Rettig: But, and we are continuing to invest in and enhance our presence and build relationships in the accounting channel that we think will provide a long-term growth trajectory for continuing to acquire customers. At the same time, we recently put a little bit more focus internally on slightly larger businesses. And we've also said those with a higher propensity to spend, meaning get on the platform, get up and running now. We have the most control over that in our direct channel.

John R. Rettig: How we target sales and marketing resources and where we deploy some of the programs that we have. And we're starting to see the early signs of that playing out. And so, from maybe a revenue perspective, slightly larger businesses over time in that direct channel and from the accountant channel, all sizes businesses will continue to be the majority of our customer acquisition.

William Alfred Nance: Got it. That's super helpful. I appreciate you taking the questions, and I appreciate the clarification. Take care.

Operator: The next question comes from James Friedman of SIG. Please go ahead.

James Eric Friedman: Hi, thank you for taking the question. I wanted to ask about this Bill Standalone TPV XFI. First of all, do you think that that's to analyze the company and Rene in your earlier answer when you were using that language neutrality? Is that what you're referring to?

Ren A. Lacerte: The, thank you, James, the neutrality I was referring to was just respect to kind of same-store sales, right? Just the businesses are kind of managing their spend. They're not decreasing their spend. They're not increasing their spend. They're not expanding their spend. And so what that means is that across the platform, you know, we have seen, we do not see, you know, contraction, if you will, the way we saw in prior quarters.

Ren A. Lacerte: So we're, you know, we haven't seen expansion. We'd like to see expansion, but we haven't seen it yet. So just to clarify what I meant by spend neutrality versus spend expansion, that's where I was leaning there.

Ren A. Lacerte: Overall, on the bill TPV, we feel really good about what we're able to drive. We continue to add more and more capabilities around payments to actually drive more share of wallet. We continue to add more and more customers across the platform, which we think is, you know, super important. And a lot of this, I would just say, is just continued strong execution. It's super important for execution. And, you know, I've been fortunate enough. I've been building and creating online software solutions that automate financial operations since 1992.

Ren A. Lacerte: And over the years, I've learned that having a vision, while it's super important, it's not nearly as important as the will, the grit, the passion, and all of that to execute better and better each day. And that's what we do at Bill. It's what we're made of. It's our DNA. And that's what we've always done. And that's what we're always going to do. And when you combine that vision, you know, with that passion, that grit, that will, you have a combo that is unstoppable. And we feel really good about where we're at and the ability to drive the go-to-market results that we're achieving.

James Eric Friedman: Okay, thanks for that. And then, maybe for a warm line on the interchange change, is that something you're prepared to comment on yet? Or are you going to wait for fiscal 25?

John R. Rettig: Yeah, I think it's early for us to have any specific commentary on that from a timing perspective. It appears that it could first potentially come in during our fiscal Q4 2025. So it's a little ways out there yet. We're obviously aware and paying close attention to that. But there's a little bit more information needed for, I think, us to understand exactly what the impact is. Okay, thanks. I'll drop

James Eric Friedman: Okay, thanks. I'll drop back into the queue. Thank you.

Operator: The next question comes from Brad Sills of Bank of America. Please go ahead; your line is open.

Bradley Hartwell Sills: Oh, great. Thank you so much.

Bradley Hartwell Sills: I wanted to ask about the integration, the progress you've made on integrating receivables with payables and the mobile functionality. How significant is this? In other words, could we start to see this kind of add to the flywheel effect of customer acquisition in your business, and how might that play out?

Ren A. Lacerte: Thanks, Brad, for the question. We think simplicity is core to the value proposition that businesses need. And so having an integrated mobile app that has all of the AP, the AR, and the other capabilities, spend and expense, cash flow, and signed forecasting, having one platform that does all of that will be super important for adoption in the short-term, medium-term, and definitely in the long-term. And what we did share was that the mobile app also works, obviously, for suppliers, and we're seeing increased usage from suppliers using it for instant transfer and even creating invoices back to customers on the bill platform.

Ren A. Lacerte: So we think it's part of the overall strategy. I guess another thing, just to maybe step back, is that we talked about our scale. The reason we talk about scale, the amount of money we've moved, and the number of transactions is because we know that scale drives further scale. So in this case, the ability for us to really drive more simplicity for our customers comes from how we're seeing them using it across the entire network of hundreds of thousands of businesses and millions of network members.

Ren A. Lacerte: And I think when we look even wider at scale, how we're able to use that to actually understand the payment products they need, the AI capabilities that we bring into the platform, these are all things that we're fortunate enough to have the type of scale that we do, and that does lead to better product innovation, which is core to our work every day at Bill.

Bradley Hartwell Sills: Great. Thank you, Rene. One more, if I may, please, just on the macro. Maybe I'll just ask it a little differently to you, John.

Bradley Hartwell Sills: The TPV per customer metric is one we all kind of follow here as a gauge there. Are there any signs of improvement, whether it's in certain categories, for that metric to potentially accelerate? I think it grew 1 percent this quarter, which is kind of similar to last quarter in the core business.

John R. Rettig: Thank you. Yeah, thanks, Brad. Yeah, up.

John R. Rettig: Yeah, thanks, Brad. Yeah, it's up slightly this quarter. And if you look at historical, you know, sort of patterns with the core bill platform, there is a seasonal effect in the March quarter that typically holds. And so we saw that play out as well. But we haven't seen any large-scale signals across, say, multiple spend categories that would lead us to believe there's near-term expansion per customer. And I think that, you know, leads to Renee's earlier comments about it feeling like it's a somewhat neutral spend environment in the very short term.

John R. Rettig: Card volume there exceeded our expectations. It was it was stronger than we were thinking and theres definitely strength in the <unk> category that is that is visible there and thats not thats consistent with other companies and airlines and whatnot, who reporting similar stats.

John R. Rettig: Obviously, on the card side, with our spend and expense solution, card volume there exceeded our expectations; it was stronger than we were thinking. And so we're seeing that play out. And there's definitely strength in the T&E category that is visible there. And that's not something that's consistent with, you know, other companies and airlines and whatnot, who are reporting similar stats. That's not necessarily broad-based yet such that we believe there's significant near-term expansion. But I think we have a little bit of a ways to go with regard to inflation, interest rates, and other conditions that will give small businesses, you know, the confidence that now's the time to expand.

John R. Rettig: Not necessarily broad based yet such that we believe there is significant near term expansion, but.

John R. Rettig: I think we have a little bit of a ways to go with regards to inflation and interest rates and other conditions that will give small businesses. The confidence that now is the time to expand.

Speaker Change: Great. Thank you John.

Speaker Change: Thank you.

Operator: Thank you. We have time for one more question. Our last question is from Taylor McGinnis at UBS. Please go ahead.

John R. Rettig: Thank you we have time for one more question last question is from Taylor Mcginnis at UBS.

Taylor Anne McGinnis: Please go ahead.

Operator: Okay.

Taylor Anne McGinnis: Yeah, hi, thanks so much for taking my question. So it looks like the 4Q core REV growth guide assumes a bit of a deceleration compared to how you guided last quarter. So when we think about where slower growth might be occurring, anything you would flag as we think through our model? So, for instance, I don't believe you guided to TPV, but is it fair to assume the old guide of 7 to 8% TPV growth this year still holds? It sounds like earlier you were messaging maybe the potential for take rate to be down sequentially. So maybe that is the area, but does it have any additional color from a modeling perspective you could help us with?

Taylor Anne McGinnis: Yeah, hi, thanks, so much for taking my question.

Taylor Anne McGinnis: It looks like the <unk> core growth guide assumes a bit of a deceleration compared to how you guided last quarter. So when we think about where slower growth might be occurring anything you would flag as we think through our model. So for instance, I don't believe you've guided tab.

Taylor Anne McGinnis: PV, but is it fair to assume the old guidance, 7% to 8% TPB growth. This year. So hold it sounds like earlier you were messaging, maybe the potential for take rate to be down sequentially. So maybe that is the area, but just any additional color from a modeling perspective, you can help us with.

Taylor Anne McGinnis: Thanks. Yeah, thanks. Thanks, Taylor. We are

John R. Rettig: Yeah, thanks. Thanks, Taylor.

Speaker Change: Yes. Thanks, Thanks, Taylor, our core revenue guidance implies about 10% year over year growth at the midpoint.

John R. Rettig: I mean, our core revenue guidance implies about 10% year-over-year growth at the midpoint, which is ahead of what we implied last quarter. You know, there's a number of variables, customers and price plans, driving subscriptions and transactions. It's TPV and monetization rates. So it's a pretty simple model that we have.

John R. Rettig: Which is ahead of what we I guess implied last quarter, there's a number of variables customers and price plans drive subscriptions.

John R. Rettig: Transactions TPB and monetization rates. So it's a pretty simple model that we have in our main expectation is the.

John R. Rettig: And our main expectation is, you know, the big picture is that we're going to see muted growth across, especially the TPV and take rate variables, in the very short term. And that's certainly embedded in our assumptions for the fourth quarter. On spend and expense, we are expecting full-year revenue growth to be slightly higher than the high end of our previous expectations, which were 20 to 25%. So we are seeing a little bit more strength. And that's just a volume play there. Our exchange is relatively stable. So those are, you know, some of the moving parts.

John R. Rettig: The Big picture is that we're going to see muted.

John R. Rettig: Growth across especially the TPB and take rate variables in the very short term and that's certainly embedded in our assumptions for the fourth quarter on spend and expense.

John R. Rettig: We are expecting full year revenue growth to be slightly higher than the high end of our previous expectations, which was 20% to 25%. So we are seeing a little bit more strength and that's just a volume play there or interchange is relatively stable.

John R. Rettig: So those are some of the moving parts.

Speaker Change: Great. Thank you so much.

John R. Rettig: Yeah.

Speaker Change: Thank you.

John R. Rettig: Yeah.

Operator: Thank you. This concludes the Q&A session. So I'll turn the call back to Rene Lacerte for any closing comments. Thank you.

Speaker Change: Thank you. This concludes today's Q&A session I will turn the call back to <unk> for any closing comments.

Ren A. Lacerte: Thank you. Thank you, everyone, for joining us today. As we celebrate Bill's 18th anniversary, we're all proud of the incredible transformational value that our platform provides SMBs. I'd especially like to call out and thank all of our employees who stepped it up this quarter and continue to drive innovation that empowers our customers to thrive. Thank you. This concludes today's webinar.

Ren A. Lacerte: Thank you thanks, everyone for joining us today as we celebrate bills.

Ren A. Lacerte: <unk> anniversary, we're all proud of the incredible transformational value that our platform provides smbs.

Ren A. Lacerte: Specially like to call out and thank all of our employees stepped it up this quarter and continue to drive innovation that empowers our customers to thrive.

Ren A. Lacerte: Okay.

Speaker Change: This concludes today's call. Thank you for joining you may now disconnect your lines.

Ren A. Lacerte: Yeah.

Ren A. Lacerte: Sure.

Ren A. Lacerte: Yes.

Operator: This concludes today's call. Thank you for joining us. You may now disconnect your line. This concludes today's call. Thank you for joining us.

Ren A. Lacerte: This concludes today's call. Thank you for joining.

Q3 2024 BILL Holdings Inc Earnings Call

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