Q2 2025 Paysafe Ltd Earnings Call

Speaker #3: Ladies and gentlemen, greetings, and welcome to the Paysafe second quarter 2025 earnings conference call. At this time, all participants are in the listen-only mode.

John Crawford: Ladies and gentlemen, greetings and welcome to the Paysafe second quarter 2025 earnings conference call. At this time, all participants are in the listen-only mode. A brief question and answer session will follow the formal presentation. If anyone requires operator assistance during the conference, please signal the operator by pressing star and zero on your telephone keypad. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host for today, Kirsten Nielsen, Head of Investor Relations. Please go ahead.

Speaker #3: A brief question-and-answer session will follow the formal presentation. If anyone requires operator assistance during the conference, please signal the operator by pressing star and zero on your telephone keypad.

Speaker #3: As a reminder, this conference is being recorded. It is now my pleasure to introduce your host for today, Kirsten Nielsen, Head of Investor Relations.

Speaker #3: Please go ahead.

Speaker #4: Thank you, and welcome to Paysafe's earnings conference call for the second quarter of 2025. Joining me today are Bruce Lowthers, Chief Executive Officer, and John Crawford, Chief Financial Officer.

Kirsten Nielsen: Thank you and welcome to Paysafe's earnings conference call for the second quarter of 2025. Joining me today are Bruce Lowthers, Chief Executive Officer, and John Crawford, Chief Financial Officer. Before we begin, a reminder that this call will contain forward-looking statements and should be considered in conjunction with cautionary statements contained in our earnings release and the company's most recent SEC report. These statements reflect management's current assumptions and expectations and are subject to factors that could cause actual results to differ materially from those forward-looking statements. You should not place undue reliance on these statements. Forward-looking statements speak only as of the date of this call, and we undertake no obligation to update them. Today's presentation also contains non-GAAP financial measures.

Speaker #4: Before we begin, a reminder that this call will contain forward-looking statements and should be considered in conjunction with cautionary statements contained in our earnings release and the company's most recent SEC reports.

Speaker #4: These statements reflect management's current assumptions and expectations and are subject to factors that could cause actual results to differ materially from those forward-looking statements.

Speaker #4: You should not place undue reliance on these statements. Forward-looking statements speak only as of the date of this call, and we undertake no obligation to update them.

Speaker #4: Today's presentation also contains non-GAAP financial measures. You can find additional information about non-GAAP measures and, where relevant, reconciliations to the most directly comparable GAAP measures in today's press release and in the appendix of this presentation, which are available in the Investor Relations section of our website.

Kirsten Nielsen: You can find additional information about non-GAAP measures and, where relevant, reconciliations to the most directly comparable GAAP measures in today's press release and in the appendix of this presentation, which are available in the Investor Relations section of our website. Now, I will turn the call over to Bruce.

Speaker #4: Now, I'll turn the call over to Bruce.

Speaker #5: Good Good morning and thank you for joining us today. We have continued to build operational momentum this quarter, so let's turn to our financial results.

Bruce Lowthers: Good morning and thank you for joining us today. We have continued to build operational momentum this quarter, so let's turn to our financial results. Another good quarter with revenue, adjusted EBITDA, adjusted EPS, all in line with our expectations. We delivered 5% organic revenue growth and strong adjusted EBITDA growth of 12% when excluding the divested direct marketing business. The results reflect continued execution on our strategic priorities and growth across all major product lines. Additionally, we saw continued strong performance from existing customers and an increase in growth contribution from new customer wins, along with the launch of innovative new products. We returned $20 million to shareholders in the quarter by repurchasing nearly 1.5 million shares, up from $613,000 in Q1.

Speaker #5: Another good quarter with revenue adjusted EBITDA adjusted EPS, all in line with our expectations. We delivered 5% organic revenue growth and strong adjusted EBITDA growth of 12% when excluding the divested direct marketing business.

Speaker #5: The results reflect continued execution on our strategic priorities and growth across all major product lines. Additionally, we saw continued strong performance from existing customers and an increase in growth contribution from new customer wins, along with the launch of innovative new products.

Speaker #5: We returned $20 million to shareholders in the quarter, by repurchasing nearly $1.5 million shares up from $633,000 in Q1. And we continued to repurchase shares here in the third quarter, as our shares in our opinion remain significantly undervalued and provide a unique opportunity for us that we cannot ignore.

Bruce Lowthers: We continue to repurchase shares here in the third quarter, as our shares, in our opinion, remain significantly undervalued and provide a unique opportunity for us that we cannot ignore. With the second half underway, we continue to expect an acceleration of top-line growth, especially in the fourth quarter as we deliver on our existing contracts, execute on our sales pipeline, and drive revenue from product initiatives that are already in market. Collectively, this remains on track to drive stronger growth and margin improvement in the second half. Compared to this time last year, our enterprise-level deals and the annual contract value of those bookings are up more than 20% year to date, with a healthy backlog of signed business across the gaming and fintech sectors, including digital asset and paycheck merchants scheduled to go live in the near term, which further supports our confidence in the full-year outlook.

Speaker #5: With the second half underway, we continue to expect an acceleration of top-line growth, especially in the fourth quarter as we deliver on our existing contracts, execute on our sales pipeline, and drive revenue from product initiatives that are already in market.

Speaker #5: Collectively, this remains on track to drive stronger growth and margin improvement in the second half. Compared to this time last year, our enterprise-level deals and the annual contract value of those bookings are up more than 20% year to date.

Speaker #5: With a healthy backlog of signed business, across the gaming and fintech sectors, including digital asset and PayFac merchants, scheduled to go live in the near term which further supports our confidence in the full-year outlook.

Speaker #5: Turning the slide for, I'll share an update on our product priorities, starting with the recent launch of our Pargo Effectivo wallet in Peru. While it's early days, we're pleased with the initial reception of nearly $40,000 in sign-ups and a strong volume of repeat users. We also see sustained high volumes of website and app store visits and believe we have a strong foundation to build future engagement and growth.

Bruce Lowthers: Turning to slide four, I'll share an update on our product priorities, starting with the recent launch of our PagoEfectivo wallet in Peru. While in its early days, we're pleased with the initial reception of nearly 40,000 signups and a strong volume of repeat users. We also see sustained high volumes of website and app store visits and believe we have a strong foundation to build future engagement and growth. More importantly, this demonstrates our ability to leverage Paysafe's Wallet Platform to deliver tailored solutions that meet consumers' local payment needs. This is something we plan to replicate in other markets globally, as Paysafe identifies opportunities to bring value to consumers and differentiate ourselves in the market. Next, our Skrill digital wallet continues to evolve towards being an entertainment destination with products that enhance engagement and loyalty.

Speaker #5: But more importantly, this demonstrates our ability to leverage Paysafe's wallet platform to deliver tailored solutions that meet consumers' local payment needs. This is something we plan to replicate in other markets globally, as Paysafe identifies opportunities to bring value to consumers and differentiate ourselves in the market.

Speaker #5: Next, our Skrill digital wallet continues to evolve towards being an entertainment destination with products that enhance engagement and loyalty. Our new free-to-play feature allows users to predict the outcomes of live football matches creating a fun and engaging experience.

Bruce Lowthers: Our new free-to-play feature allows users to predict the outcomes of live football matches, creating a fun and engaging experience. We also recently launched our new sports corner, which highlights the latest match statistics and live odds from real betting operators. By embedding this key step of the sports betting flow, we allow users to complete many of their main actions within the wallet, increasing the probability of completing a transaction. We are seeing strong active user engagement with these new features, placing consumers at the heart of the action. With respect to our eCash solutions, we continue to demonstrate the success of our online channel with continued product enhancements and regional expansion. This shift towards online account-based distribution has seen revenue growth of 37% year to date, supporting engagement and recurring activity by users with a digital footprint.

Speaker #5: We also recently launched our new sports corner, which highlights the latest match statistics and live odds from real betting operators. By embedding this key step of the sports betting flow, we allow users to complete many of their main actions within the wallet, increasing the probability of completing a transaction.

Speaker #5: We are seeing strong active user engagement with these new features placing consumers at the heart of the action. With respect to our e-cash solutions, we continue to demonstrate the success of our online channel with continued product enhancements and regional expansion.

Speaker #5: This shift towards online account-based distribution has seen revenue growth of 37% year to date, supporting engagement and recurring activity by users with a digital footprint.

Speaker #5: While revenue contribution is relatively small at $22 million, in the first half, our own online store is now our largest distributor. Lastly, in Q2, we signed BBVA a major Spanish bank that is expanding operations into Germany.

Bruce Lowthers: While revenue contribution is relatively small at $22 million in the first half, our own online store is now our largest distributor. Lastly, in Q2, we signed BBVA, a major Spanish bank that is expanding operations into Germany. Through this partnership, we are enabling BBVA's consumers to seamlessly deposit and withdraw cash to and from their bank accounts at any of our point-of-sale partner locations in the region. This further expands our reach through partnerships with leading mobile and retail banks, similar to our recent collaborations to provide digital cash solutions to Revolut and Deutsche Bank, among others. While there is a lot more happening across both merchant and consumer portfolio, this gives you some of the highlights of our current product initiatives that are already in market.

Speaker #5: Through this partnership, we are enabling BBVA's consumers to seamlessly deposit and withdraw cash to and from their bank accounts at any of our point-of-sale partner locations in the region.

Speaker #5: This further expands our reach through partnerships with leading mobile and retail banks similar to our recent collaborations to provide digital cash solutions to revenue and Deutsche Bank, among others.

Speaker #5: While there is a lot more happening across both merchant and consumer portfolio, this gives you some of the highlights of our current product initiatives that are already in market.

Speaker #5: This represents a cultural shift in the organization bringing us closer to our mid-term goal to drive 10 to 12% annual revenue contribution from products released in the last three years.

Bruce Lowthers: This represents a cultural shift in the organization, bringing us closer to our midterm goal to drive 10% to 12% annual revenue contribution from products released in the last three years. Turning to slide five, we continue to be very pleased with the progress on our enterprise side of the sales organization and pipeline. Our growth in e-commerce continues to be very strong, exceeding 30% in the second quarter and broad-based across iGaming and other verticals. The quality of our e-commerce and enterprise bookings continues to improve and is driving higher quality revenue growth overall, including high single-digit growth from our top 20 countries, with positive momentum across Europe, which saw double-digit regional growth for the first time in years. On the SMB side, we discussed on prior calls that we have some more work to do as we rebalance and optimize the SMB team and go-to-market channels.

Speaker #5: Turning to slide five, we continue to be very pleased with the progress on our enterprise side of the sales organization and pipeline. Our growth in e-commerce continues to be very strong exceeding 30% in the second quarter and broad-based across iGaming and other verticals.

Speaker #5: The quality of our e-comm and enterprise bookings continues to improve and has driven higher quality revenue growth overall, including high single-digit growth from our top 20 countries with positive momentum across Europe, which saw a double-digit regional growth for the first time in years.

Speaker #5: On the SMB side, we discussed on prior calls that we have some more work to do as we rebalance and optimize the SMB team and go-to-market channels.

Speaker #5: While attrition is slightly elevated from where we want it to be, we're encouraged by our new mid-growth this quarter which was up 6% across the SMB portfolio including growth from the direct channel.

Bruce Lowthers: While attrition is slightly elevated from where we want it to be, we are encouraged by our new mid-growth this quarter, which was up 6% across the SMB portfolio, including growth from the direct channel. We continue to implement more efficient marketing programs to drive sales-qualified leads with better close rates, while at the same time focusing on the retention of high-value accounts. Lastly, we remain very excited about our expanded partnership with Fiserv, where we have already seen a promising response to our Clover initiatives. To wrap up, we are seeing solid progress towards our priorities to drive new product growth, ramp up the sales organization, leverage key partnerships, and drive greater scale and efficiency across the Paysafe network. With that, I will ask John to review the financial results and outlook.

Speaker #5: We continue to implement more efficient marketing programs to drive sales-qualified leads with better close rates while, at the same time, focusing on the retention of high-value accounts.

Speaker #5: Lastly, we remain very excited about our expanded partnership with Pfizer, where we've already seen a promising response to our clover initiatives. To wrap up, we're seeing solid progress towards our priorities to drive new product growth, ramp up the sales organization, leverage key partnerships, and drive greater scale and efficiency across the Paysafe network.

Speaker #5: With that, I'll ask John to review the financial results and outlook.

Speaker #6: Thank you, Bruce. Let's move to slide seven for a summary of our second quarter results. On a reported basis, revenue declined by 3% to $48.2 million.

John Crawford: Thank you, Bruce. Let's move to slide 7 for a summary of our second quarter results. On a reported basis, revenue declined by 3% to $428.2 million. Organic revenue growth was 5% for the quarter, in line with our expectations. Organic growth reflects continued double-digit growth from e-commerce, 1% growth from SMB, and 3% organic growth from digital wallets. It excludes the impacts from the divestiture, foreign exchange, and interest. Adjusted EBITDA was $105 million, and adjusted EBITDA margin was 24.8%, up 80 basis points compared to the first quarter. When we exclude the impact of the divestiture, our gross margin declined 160 basis points, driven by two ongoing factors: lower interest revenue, which accounts for 40 basis points of the decline, and the remainder reflecting business mix.

Speaker #6: Organic revenue growth was 5% for the quarter in line with our expectations. Organic growth reflects continued double-digit growth from e-commerce 1% growth from SMB and 3% organic growth from digital wallets.

Speaker #6: And it excludes the impacts from the divestiture, foreign exchange, and interest. Adjusted EBITDA was $105 million, and adjusted EBITDA margin was 24.8%, up 80 basis points compared to the first quarter.

Speaker #6: When we exclude the impact of the divestiture, our gross margin declined 160 basis points, driven by two ongoing factors: lower interest revenue, which accounts for 40 basis points of the decline, and the remainder reflecting business mix.

Speaker #6: As we've discussed on prior calls, the shift in mix is mainly driven by higher ISO channel growth within our merchant solution segment. This was partially offset by a decline in SG&A reflecting our continued cost discipline and the non-recurring pieces of last year's investments.

John Crawford: As we've discussed on prior calls, the shift in mix is mainly driven by higher ISO channel growth within our merchant solutions segment. This was partially offset by a decline in SG&A, reflecting our continued cost discipline and the non-recurring pieces of last year's investments. Excluding the contribution of the divestiture and prior year EBITDA, adjusted EBITDA growth would be 12%, with margin expansion of 130 basis points. Turning to cash flow, we generated $54 million in unleveraged free cash flow in the quarter, with a 51% conversion of adjusted EBITDA compared to 59% in the second quarter of last year, reflecting unfavorable FX movement on cash held in foreign accounts. Without this FX intact, our conversion would have been 60% for the quarter.

Speaker #6: Excluding the contribution of the divestiture in prior year EBITDA, adjusted EBITDA growth would be 12%, with margin expansion of 130 basis points. Turning to cash flow, we generated $54 million in unlevered free cash flow in the quarter with a 51% conversion of adjusted EBITDA, compared to 59% in the second quarter of last year, reflecting unfavorable FX movement on cash held in foreign accounts.

Speaker #6: Without this FX impact, our conversion would have been 60% for the quarter. On an LTM basis, unlevered free cash flow was $272 million reflecting 64% conversion, and we expect the full year to be in line with our target range of 65 to 70%.

John Crawford: On an LTM basis, unleveraged free cash flow was $272 million, reflecting 64% conversion, and we expect the full year to be in line with our target range of 65% to 70%. Adjusted net income was $27.6 million or $0.46 per share, compared to $0.59 in the second quarter of last year, as the prior year period included $25 million of EBITDA from the divested business, as noted in our press release. The GAAP net loss of $50 million for the quarter included a $31 million valuation allowance on our U.K. deferred tax assets, as we no longer meet the accounting recognition threshold. Additionally, we are evaluating the U.S. tax implications of the One Big Beautiful Bill Act and expect it will result in a full valuation allowance against our U.S. deferred tax assets in the third quarter of this year.

Speaker #6: Adjusted net income was $27.6 million or $0.46 per share, compared to $0.59 in the second quarter of last year, as the prior year period included $25 million of EBITDA from the divested business as noted in our press release.

Speaker #6: The GAAP net loss of $50 million for the quarter included a $31 million valuation allowance on our UK deferred tax assets as we no longer meet the accounting recognition threshold.

Speaker #6: Additionally, we are evaluating the US tax implications of the one big beautiful bill act and expect it will result in a full valuation allowance against our US deferred tax assets in the third quarter of this year.

Speaker #6: I'll point out that these are non-cash expenses driven by accounting recognition requirements that have no impact on our cash taxes. Turning to slide eight for a breakdown of our revenue growth drivers year to date.

John Crawford: I'll point out that these are non-cash expenses driven by accounting recognition requirements that have no impact on our cash taxes. Turning to slide eight for a breakdown of our revenue growth drivers year to date. Revenue attrition was 12% for the first half, which reflects modest improvement from Q1 to Q2, but remains slightly above our expectations. Existing customer growth was strong at 13%, which includes clients onboarded in 2024 and will naturally moderate as the year progresses and we annualize the start dates of client onboards. The growth contribution from new customers and new product initiatives improved to 6% in Q2, resulting in a 4% contribution to growth for the first half of the year. Turning to slide nine to discuss the merchant segment results. Merchant solutions volume increased by 9% to $35.7 billion, reflecting strong growth in e-commerce and resulting in organic revenue growth of 6%.

Speaker #6: Revenue attrition was 12% for the first half, reflecting modest improvement from Q1 to Q2, but remaining slightly above our expectations. Existing customer growth was strong at 13%, which includes clients onboarded in 2024 and will naturally moderate as the year progresses and we annualize the start dates of client onboards.

Speaker #6: The growth contribution from new customers and new product initiatives improved to 6% in Q2, resulting in a 4% contribution to growth for the first half of the year.

Speaker #6: Turning to slide nine to discuss the merchant segment results. Merchant solutions volume increased by 9% to $35.7 billion, reflecting strong growth in e-commerce and resulting in organic revenue growth of 6%.

Speaker #6: As a reminder, e-commerce verticals such as iGaming reflect a higher gross margin profile compared to SMB, but a lower take rate, which is predominantly why volume growth outpaced revenue growth for the segment.

John Crawford: As a reminder, e-commerce verticals such as iGaming reflect a higher gross margin profile compared to SMB, but a lower take rate, which is predominantly why volume growth outpaced revenue growth for the segment. Adjusted EBITDA for the segment was $39.7 million, with an adjusted EBITDA margin of 17.1%. There's a lot of noise here, but looking past the impact of the divestiture, the main driver is the mixed headwind due to stronger performance in our ISO channel relative to SMB direct. SG&A for the segment declined sequentially from the elevated level in Q1 and compared to the prior year, reflecting a lower level of investments and improved productivity. Excluding the divested business, adjusted EBITDA margin for merchant solutions would have improved 280 basis points year over year.

Speaker #6: Adjusted EBITDA for the segment was $39.7 million, with an adjusted EBITDA margin of 17.1%. There's a lot of noise here, but looking past the impact of the divestiture, the main driver is the mix headwind due to stronger performance in our ISO channel relative to SMB direct.

Speaker #6: SG&A for the segment declined sequentially from the elevated level in Q1 and compared to the prior year reflecting a lower level of investments and improved productivity.

Speaker #6: Excluding divested businesses, adjusted EBITDA margin for Merchant Solutions would have improved 280 basis points year over year. Turning to the digital wallet segment on slide ten, revenue from digital wallets was $201.2 million, an increase of 3% on an organic basis, despite a lower level of sports betting events compared to the second quarter season last year.

John Crawford: Turning to the digital wallet segment on slide ten, revenue from digital wallets was $201.2 million, an increase of 3% on an organic basis, despite a lower level of sports betting events compared to the second quarter season last year. Our three-month actives were $7.2 million, up 3% compared to last year, reflecting growth from LATAM actives, our new collaborations with retail banking merchants, and growth in our classic digital wallets, supported by strong consumer acquisition activity and marketing campaigns to re-engage users. Adjusted EBITDA for the digital wallet segment was $82.7 million, which was flat compared to last year, including a $4 million headwind from lower interest revenue and also reflecting business mix due to high growth in our eCash products. Segment SG&A was higher in the quarter as well, due largely to increased marketing to support our launch of the PagoEfectivo wallet and foreign exchange impacts.

Speaker #6: Our three-month actives were $7.2 million, up 3% compared to last year, reflecting growth from LATAM actives, our new collaborations with retail banking merchants, and growth in our classic digital wallets supported by strong consumer acquisition activity and marketing campaigns to re-engage users.

Speaker #6: Adjusted EBITDA for the digital wallet segment was $82.7 million, which was flat compared to last year, including a $4 million headwind from lower interest revenue and also reflecting business mix due to high growth in the NRE cash products.

Speaker #6: Segment SG&A was higher in the quarter, due largely to increased marketing to support our launch of the Pago Effectivo wallet and foreign exchange impacts.

Speaker #6: Turning to slide 11 for an update on leveraging capital allocation. At the end of the quarter, total debt was $2.6 billion, and net leverage increased to 5.4 times.

John Crawford: Turning to slide 11 for an update on leveraging capital allocation. At the end of the quarter, total debt was $2.6 billion and net leverage increased to 5.4 times, as the stronger euro at the end of June increased our euro debt balances by more than $100 million when translated back to U.S. dollars. The divestiture is the biggest driver of this temporary increase in our net leverage, and we expect to start growing over that impact to our LTM EBITDA metric in the back half. I will point out that this impact on the debt balance due to FX does not impact our interest expense, which was $34.5 million in Q2, down 7% compared to the second quarter of last year. Our current interest rate is 5% and down 80 basis points year over year.

Speaker #6: As the stronger euro at the end of June increased our euro debt balances by more than $100 million when translated back to US dollars.

Speaker #6: The divestiture is the biggest driver of this temporary increase in our net leverage, and we expect to start growing over that impact to our LTM EBITDA metric in the back half.

Speaker #6: I'll point out that this impact on the debt balance due to FX does not impact our interest expense, which was $34.5 million in Q2, down 7% compared to the second quarter of last year.

Speaker #6: Our current interest rate is 5%, and down 80 basis points year over year. Lastly, we purchased $1.5 million shares during the second quarter at an average price of $13.41 per share, and an additional $1.5 million shares to date during the third quarter, bringing our year-to-date total to $3.6 million shares.

John Crawford: Lastly, we purchased 1.5 million shares during the second quarter at an average price of $13.41 per share and an additional 1.5 million shares to date during the third quarter, bringing our year-to-date total to 3.6 million shares. While we are keen to de-lever, the low prices in our stock have been too attractive to ignore. Finally, turning to slide 12, we are reaffirming our 2025 outlook based on our year-to-date results and what we expect for the remainder of the year. We continue to expect organic growth in the second half to accelerate to the range of 8% to 10%, with the fourth quarter expected to be our strongest quarter for reported growth, organic growth, and margin performance. The drivers are consistent with what we shared on our last call.

Speaker #6: While we are keen to de-lever, the low prices in our stock have been too attractive to ignore. Finally, turning to slide 12, we're reaffirming our 2025 outlook based on our year-to-date results and what we expect for the remainder of the year.

Speaker #6: We continue to expect organic growth in the second half to accelerate to the range of 8 to 10%, with the fourth quarter expected to be our strongest quarter for reported growth, organic growth, and margin performance.

Speaker #6: The drivers are consistent with what we shared on our last call, we expect to do roughly 1 percentage point better on existing customer growth, bringing that to approximately 9%, and while attrition is tracking less favorable at 12%.

John Crawford: We expect to do roughly one percentage point better on existing customer growth, bringing that to approximately 9%, and while attrition is tracking less favorable at 12%. We continue to expect our new customer and NPI growth to contribute roughly 10%. As Bruce Lowthers discussed earlier, our product initiatives remain on track and our anticipated new customer growth is supported by strong growth across our enterprise deals and ACV. We also have a healthy book of business currently in client delivery that is scheduled to go live here in the second half. As such, we remain confident in our full-year guidance, which you will see reiterated on slide 13, reflecting 7% organic growth at the midpoint of the range and adjusted EBITDA growth in the low to mid-teens when normalizing for the impact of the business disposal.

Speaker #6: We continue to expect our new customer and NPI growth to contribute roughly 10%. As Bruce discussed earlier, our product initiatives remain on track and are anticipated new customer growth is supported by strong growth across our enterprise deals and ACV.

Speaker #6: We also have a healthy book of business currently in client delivery that is scheduled to go live here in the second half. As such, we remain confident in our full-year guidance, which you'll see reiterated on slide 13.

Speaker #6: Reflecting 7% organic growth at the midpoint of the range, and adjusted EBITDA growth in the low to mid-teens when normalizing for the impact of the business disposal.

Speaker #6: Lastly, our margin profile expected to improve in the second half supported by overall growth and operating leverage, along with a slight mix improvement at the segment level, where we expect a stronger contribution from digital wallets in the second half, as well as margin improvement in the merchant solution segment, with an expectation that our initiatives to improve growth and channel mix will lead to an increase in gross margins in the second half.

John Crawford: Lastly, our margin profile is expected to improve in the second half, supported by overall growth and operating leverage, along with a slight mix improvement at the segment level, where we expect a stronger contribution from digital wallets in the second half, as well as margin improvement in the merchant solutions segment, with an expectation that our initiatives to improve growth and channel mix will lead to an increase in gross margins in the second half. With that, I will turn it over to Bruce Lowthers for final remarks.

Speaker #6: With that, I will turn it over to Bruce for final remarks.

Speaker #5: Thank you, John. I'd like to close by thanking our teammates for their continued commitment to our customers, which led to Paysafe being recognized as one of the world's top fintech companies for 2025 by CNBC and Statista for the third year in a row.

Bruce Lowthers: Thank you, John. I would like to close by thanking our teammates for their continued commitment to our customers, which led to Paysafe being recognized as one of the world's top fintech companies for 2025 by CNBC and Statista for the third year in a row. Their hard work and focus have resulted in our improved execution across the company, setting us up to deliver our third consecutive year of organic revenue growth while helping to shape the future of payments for the experienced economy. Now, let us begin the Q&A session.

Speaker #5: Their hard work and focus have resulted in our improved execution across the company, setting us up to deliver our third consecutive year of organic revenue growth while helping to shape the future of payments for the experienced economy.

Speaker #5: Now, let's begin the Q&A session.

Speaker #3: Thank you, ladies and gentlemen. We will now begin the question and answer session. If you would like to ask a question, please press star and one on your telephone keypad.

Speaker 7: Thank you. Ladies and gentlemen, we will now begin the question and answer session. If you would like to ask a question, please press star and one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star and two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Ladies and gentlemen, we will wait for a moment while we poll for questions. Our first question comes from Timothy Caiuto with UBS. Please go ahead.

Speaker #3: A confirmation tone will indicate your line is in the question queue. You may press star and two if you would like to remove your question from the queue.

Speaker #3: For participants, using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Ladies and gentlemen, we will wait for a moment while we poll for questions.

Speaker #3: Our first question comes from Timothy Cayodo, with UBS. Please go ahead.

Speaker #7: Hi, good morning. This is Jing Zhang for Tim. I wanted to touch on your partnership expansion with Pfizer, so last quarter, you highlighted clover capital, so two areas of questions.

Jing Zhang: Hi, good morning. This is Jing Zhang for Tim. I wanted to touch on your partnership expansion with Fiserv. Last quarter, you highlighted Clover Capital, so two areas of questions. Number one is, does Clover reach directly to your end merchants for their new capital extensions? If so, how has adoption been trending with your customer base?

Speaker #7: Number one is does clover reach directly to your end merchants for their new capital extensions? And if so, how has adoption been trending with your customer base?

Speaker #5: Yeah, thank you and good morning. Appreciate the question. So yes, in regard to clover and our partnership there, the clover capital will be available through the business wallet and so it reaches directly out to the consumer.

Bruce Lowthers: Yeah, thank you and good morning. I appreciate the question. Yes, in regard to Clover and our partnership there, the Clover Capital will be available through the business wallet, and so it reaches directly out to the consumer. Just for clarity, it will be a Clover wallet. It will be, in essence, a white-label wallet for Clover that goes to their customer base. We will have a version that goes to our customer base as well. All the ancillary services will be available to merchants via the wallet.

Speaker #5: So just for clarity, it'll be a clover wallet and so it'll be in essence a white-label wallet for clover that goes to their customer base.

Speaker #5: We will have a version that goes to our customer base as well. But yes, all the ancillary services will be available to merchants via the wallet.

Speaker #7: Got it.

Speaker #5: I think the

Jing Zhang: Got it.

Speaker #5: Yeah, in regard to the initial adoption, it's very early days and so we're pleased with the initial uptake on the product. You know, capital has been working well, and I think, but it's very early.

Bruce Lowthers: I think the initial.

Jing Zhang: That's really helpful.

Bruce Lowthers: Yeah, in regard to the initial adoption, it's very early days. We are pleased with the initial uptake on the product. Capital has been working well, but it's very early. We are very pleased with the response from our merchants at this point.

Speaker #5: But we're very pleased with the response from our merchants at this point.

Speaker #7: Got it. Thank you, Bruce. I believe that your offering of capital, you mentioned it's through a partnership with Jaris, so also curious about the trend on that front and also unit economics compared to other vast offerings that you have and also maybe compared to the clover capital offering.

Jing Zhang: Got it. Thank you, Bruce. I believe that your offering of capital you mentioned is through a partnership with Jaris. I am also curious about the trend on that front and also unit economics compared to other vast offerings that you have and also maybe compared to the Clover Capital offering.

Speaker #5: Yeah, the economics are very similar. On both sides, the product offering, whether it's clover capital or our direct, capital line. So it really, there's no risk that we're assuming as part of the business.

Bruce Lowthers: The economics are very similar on both sides of the product offering, whether it is Clover Capital or our direct capital line. There is no risk that we are assuming as part of the business. It is in essence a referral fee on each of the capital deals, the lending deals that we do. So economics are very, very similar. Uptake is very, very similar on both sides of the portfolio, whether it is direct through us or on the Clover side.

Speaker #5: It's in essence a referral fee on each of the capital deals the lending deals that we do. So economics are very, very similar. Uptake is very, very similar on both sides of the portfolio, whether it's direct through us or on the clover side.

Speaker #7: Thank you so much for taking the question.

Jing Zhang: Understood. Thank you so much for taking the question.

Speaker #5: Thank you.

Bruce Lowthers: Thank you.

Speaker #3: Thank you. Our next question comes from Trevor Williams, with Jeffries. Please go ahead.

Speaker 7: Thank you. Our next question comes from Trevor Williams with Jefferies. Please go ahead.

Speaker #8: Great. Thanks very much. I just wanted to start with the bridge to the rest of the full year. I mean, the organic acceleration over the next two quarters and the step up in margin expansion.

Matthew Inglis: Great, thanks very much. I just wanted to start with the bridge to the rest of the full year. The organic acceleration over the next two quarters and the step-up in margin expansion, it sounds like it is mostly from the enterprise deals and the pipeline. If you could just expand on the main drivers there and just how you would frame the level of visibility overall. Thanks again.

Speaker #8: It sounds like it's mostly from the enterprise deals in the pipeline, but if you could just expand on the main drivers there and just how you would frame the level of visibility overall.

Speaker #8: Thanks again.

Speaker #6: John, you want to jump in on the walk or?

Bruce Lowthers: John, you want to jump in on a walk or I can give you some just anecdotal. Look, I think the vast majority of the back half of the year has already been sold and in various states of implementation or just ramping up. We believe we have very good visibility into the back half of the year. We see continued improvement in attrition. We see that working in our favor as we get into July. We expect that to continue in the back half of the year, so that is going to add a little bit to growth. John, you want to add anything?

Speaker #5: I I can give you some just anecdotal. So look, I think the vast majority of the back half of the year has already been sold and in various states of implementation or just ramping up.

Speaker #5: So we believe we have very good visibility into the back half of the year. We see continued improvement in attrition, we see that working in our favor as we get into July.

Speaker #5: We expect that to continue in the back half of the year, so that's going to add a little bit to growth. John, you want to add anything?

Speaker #6: As the only thing I would add, Dan, is that likewise, I think for the remarks we made earlier, that also drives the margin expansion in the back half of the year.

John Crawford: I think the only thing I would add is that likewise, per the remarks we made earlier, that also drives the margin expansion in the back half of the year. It is really both the contribution from the wallet side of the business as well as improvement in the merchant solutions segment where we see both the gross profit and EBITDA margins improving in Q3 and Q4 to drive the margin improvement.

Speaker #6: And it's really both the contribution from the wallet side of the business as well as improvement in the merchant segment where we see both the gross profit and EBITDA margins improving.

Speaker #6: In Q3 and Q4, to drive the margin improvement.

Speaker #5: So So again, I just recap, we've got improvement in attrition that we can see and is already visible. We have really strong pipeline and execution against the pipeline that we've sold in the first half of the year that will rotate into revenue in the back half of the year.

Bruce Lowthers: So again, I just recap, we've got improvement in attrition that we can see and is already visible. We have really strong pipeline and execution against the pipeline that we've sold in the first half of the year that will rotate into revenue in the back half of the year. We have continued improvement or expansion in our new products as those continue to roll out across the back half of the year as well. The vast majority of the back half of the year has been sold. It's now just a kind of implementation and ramping up is how I would classify it. We still have some work to do. There's not, you know, we're not sitting here saying, okay, we're done for the year.

Speaker #5: We have continued improvement or expansion in our new products as those continue to roll out across the back half of the year as well.

Speaker #5: So the vast majority of the back half of the year has been sold, it's now just a kind of implementation and ramping up is how I would classify it.

Speaker #5: We still have some work to do, there's not you know, we're not sitting here saying, "Okay, we're done for the year." We still have work to do.

Bruce Lowthers: We still have work to do, but we feel very confident about what we've sold and the momentum of what we have coming out of the first half of the year.

Speaker #5: But we feel very confident about what we've sold and the momentum of what we have coming out of the first half of the year.

Speaker #8: Okay. No, that's very clear. Thanks, guys. And then just for my follow-up, I wanted to ask on the e-commerce business. iGaming's been a consistent call out from you guys forever.

Matthew Inglis: Okay, no, that's very clear. Thanks, guys. For my follow-up, I wanted to ask on the e-commerce business. iGaming has been a consistent call-out from you guys forever, but it also sounded like you are seeing strength in some of the other verticals within the portfolio as well. If you could just expand on those, maybe where you are seeing accelerated bookings momentum, it would be helpful as well. Thanks.

Speaker #8: But it also sounded like you're seeing strength in some of the other verticals within the portfolio as well. If you could just expand on those, maybe where you're seeing kind of accelerated bookings momentum, that would be helpful as well.

Speaker #8: Thanks.

Speaker #5: Yeah, I think that's a fair call out. I think when we look at the overall portfolio as we said, we've got just north of 30% year-over-year growth.

Bruce Lowthers: Yeah, I think that's a fair call-out. I think when we look at the overall portfolio, as we said, we've got just north of 30% year-over-year growth. The gaming business, as you said, we've called out, has been pretty consistent over 50% growth, for the last couple of years, at least in the last two years. What has been nice starting in this year is you're really starting to see significant movement in the other verticals within e-commerce. Chris Peterson's team has done a great job kind of expanding that. We see now in Q2 we had double-digit mid-teen growth in that side of the house as well. So we're really ramping on that. We're pressing hard on that. We expect that to continue as we move forward into the back half of the year.

Speaker #5: The gaming business, as you said, has been pretty consistent with over 50% growth for the last couple of years at least. In the last two years, what has been nice is that starting this year, you're really starting to see significant movement in the other verticals within e-commerce.

Speaker #5: Chris Peterson's team has done a great job kind of expanding that. We see now in Q2, we had double-digit mid-teen growth in that side of the house as well.

Speaker #5: So we're really ramping on that. We're pressing hard on that. We expect that continued as we move forward into the back half of the year.

Speaker #8: Okay. Thanks very much. Appreciate it.

Matthew Inglis: Okay, thanks very much. Appreciate it.

Speaker #3: Thank you. Our next question comes from Darren Peller with Wolf Research. Please go ahead.

Speaker 7: Thank you. Our next question comes from Darren Peller with Wolf Research. Please go ahead.

Speaker #9: Guys, thanks. Good morning. I know you guys were, hey, how are you? You were talking about the growth of SMB MIDs. Obviously, looking good.

Darren Peller: Guys, thanks.

Bruce Lowthers: Good morning.

Darren Peller: Bruce, I know you guys were talking about the growth of SMB MIDs, obviously looking good, but I know you also called that attrition being a little bit higher. Maybe just give us a sense of the puts and takes on what is going well there versus what you can do to really what you are doing to improve the attrition that I think you already alluded to. Then maybe a little bit more color on the split between direct and ISO growth within SMB and any efforts you are going through to improve the direct side.

Speaker #9: But I know you also called out attrition being a little bit higher. So maybe just give us a sense of the puts and takes on what's going well there versus what you can do to really what you're doing to improve the attrition that I think you already alluded to.

Speaker #9: And then maybe a little bit more color on the split between direct and ISO growth within SMB. And any efforts you're going through to improve the direct side.

Speaker #5: Yeah, happy to do that. So let me I'll tackle the the attrition first. And so the attrition has been something we've really focused on.

Bruce Lowthers: Yeah, happy to do that. Let me tackle the attrition first. The attrition has been something we have really focused on. I think when we set out the guide for the year, we were really hoping to be down around 11% for the year on attrition. We started out the year on a company-wide basis around 12%. We moved up to 11% in Q3, and we feel pretty good about where we are sitting. We have implemented a series of new technologies in the way we look at attrition, and we have a data team that now has the ability to predict key indicators on attrition. That is allowing us to move through that.

Speaker #5: I think when we set out the guide for the year, we were really hoping to be down around 11% for the year on attrition.

Speaker #5: We started out the year, as a company-wide basis, around 12%. We moved to 11% in Q3, and we feel pretty good about where we're sitting.

Speaker #5: We've implemented a series of new technologies and the way we look at attrition and we have a data team that now has the ability to kind of predict key indicators on attrition.

Speaker #5: And so that's allowing us to move through that. I would also point out on our attrition has been a natural something that we've seen because we've been driving some of our merchants and business off over the last couple of years as we've pruned our portfolio.

Bruce Lowthers: I would also point out our attrition has been a natural, something that we have seen because we have been driving some of our merchants and business off over the last couple of years as we have pruned our portfolio. We are coming to the end of that. You are seeing a natural decline in attrition, and it is really evident in our digital wallet segment. You have seen a couple of points of improvement on that side. This is moving just as we thought it would, and we feel very good and confident about the attrition continuing to mitigate as we move down through the rest of the year. On the SMB and enterprise, enterprise, as I have covered, really strong growth in the enterprise side, both on the gaming side and our other channels on e-commerce. We feel very good about that side of the business.

Speaker #5: We're kind of coming to the end of that. So you're seeing a natural decline in attrition and it's really evident in our digital wallet segment.

Speaker #5: You've seen a couple of points of improvement on that side. So this is moving just as we thought it would and we feel very good and confident about the attrition continuing to mitigate as we move down.

Speaker #5: Through the rest of the year. On the SMB and enterprise, enterprise is a covered really strong growth in the enterprise side, both on the gaming side and our other channels on e-commerce.

Speaker #5: So feel very good about that side of the business. I think the big turnaround on SMB this quarter has been really fantastic. I think Rob Gadot and his team have done a nice job of getting us back on track.

Bruce Lowthers: I think the big turnaround on SMB this quarter has been really fantastic. I think Rob Gaddo and his team have done a nice job of getting us back on track. As we came into the back half of last year, we had some SMB mid-production challenges, and we have turned that corner. We had really nice growth, probably the best quarter we have had in probably a year and a half from a mid-production. We returned back to a positive mid-production and feel very good about going into the back half of the year. We do have a little bit of an easy grow over on the back half of the year from a mid-production standpoint. I would anticipate seeing a double-digit mid-production growth profile as we go through the back half of the year, just based on the steady state of what we did in July.

Speaker #5: I think as we came into the back half of last year, we had some SMB mid-production challenges, and we've kind of turned that corner.

Speaker #5: So we had really nice growth, probably the best quarter we've had in probably a year and a half. From a mid-production, we returned back to a positive mid-production.

Speaker #5: And I feel very good about going into the back half of the year. We do have a little bit of an easy groove on the back half of the year.

Speaker #5: From a mid-production standpoint, so you know I would anticipate seeing a double-digit mid-production growth profile as we go through the back half of the year, just based on the steady state of what we did in July.

Speaker #5: We had a very strong July mid-production and will continue to see that as we go through the back half of the year. Again, we have a great product with Clover that is really helping us in that market.

Bruce Lowthers: We had a very strong July mid-production, and we will continue to see that as we go through the back half of the year. Again, we have a great product with Clover that is really helping us in that market. We feel very good about our partnership with Fiserv, and I think overall we have got a lot of those issues resolved, and we are moving in a very positive direction.

Speaker #5: We feel very good about our partnership with Pfizer. I think overall, we've got a lot of those issues resolved, and we're moving in a very positive direction.

Speaker #9: And And that's Bruce, that's direct also. I know the ISO stuff you called out being strong.

Darren Peller: That is, Bruce, that is direct also. I know the ISOs that you called out being strong.

Speaker #5: Yeah, that's good to hear. On a direct basis, we had 7% growth on a direct basis in Q2. On our mid-production.

Bruce Lowthers: Yeah.

Darren Peller: That's good to hear.

Bruce Lowthers: On a direct basis, we had 7% growth on a direct basis in Q2 on our mid-production.

Speaker #9: Okay, great. Great. And then just quickly on July and August, any sense you can give us for a minute on what you're seeing right now in the market?

Darren Peller: Okay, great. Great. Then just quickly on July and August, any sense you can give us for a minute on what you are seeing right now in the market?

Speaker #5: In July and August, that's probably getting a little out in front, but I've already, I guess, commented a little bit that July looked pretty solid for us.

Bruce Lowthers: In July and August, that's probably getting a little out in front, but I have already, I guess, commented a little bit that July looked pretty solid for us. I feel very good about July. Really strong mid-production. Nothing unusual in July. It was just a solid month in July. So I feel very good about where we are moving.

Speaker #5: Feel very good about July. Really strong mid-production. Nothing unusual in July. It was just a solid month in July, so feel very good about where we're at.

Speaker #5: Yeah, good volumes, good yeah, just a solid month in July.

Darren Peller: Yeah.

Bruce Lowthers: Yeah, good volumes. Good. Yeah, just a solid month in July.

Speaker #9: Okay, very good. Thanks, guys.

Darren Peller: Okay, very good. Thanks, guys.

Speaker #3: Thank you. Our next question comes from Andrew Hart, with BTIG. Please go ahead.

Speaker 7: Thank you. Our next question comes from Andrew Hart with BTIG. Please go ahead.

Speaker #10: Hey, thanks for the question. Good morning. Thanks for the question. Just one for me. Can you talk a bit about the ramp in the direct sales team that we've been talking about the last couple of quarters?

Andrew Hart: Hey, thanks for the question. Good morning. Thanks for the question. Just one from me. Can you talk a bit about the ramp in the direct sales team that we've been talking about the last couple of quarters? Are they all on board now? If they are, how close do you feel they are to becoming fully productive to the level you'd like to see?

Speaker #10: Are they all on board now? And then if they are, how close do you feel they are to becoming fully productive to the level you'd like to see?

Speaker #5: Yeah, Andrew, great question. So when I look at our sales team, we're up about 56% from where we were in Q2 2023. So the team has definitely grown quite a bit.

Bruce Lowthers: Yeah, Andrew, great question. When I look at our sales team, we are up about 56% from where we were in Q2 2023. The team has definitely grown quite a bit. Productivity is very good. When we look at the productivity per rep, enterprise has remained constant. Even though we have added a bunch of people there, there is very steady production across that group. When you look at our SMB group, it is kind of a story of two different. We had an in-market group and our normal telesales group. The telesales group has performed very well. Actually, their production per rep has increased. The in-market has been weaker as we try to work through that. So we have made some adjustments. Rob is doing a great job kind of adjusting the group there on the in-market piece. But overall, enterprise is executing at a high level.

Speaker #5: Productivity is very good. When we look at the productivity per rep, enterprise is remained constant. So even though we've added a bunch of people there, there's very steady production across that group.

Speaker #5: When you look at our SMB group, it's kind of a story of two different. We had an in-market group and our normal telesales group.

Speaker #5: The telesales group has performed very well. Actually, their production per rep is increased. The in-market has been weaker. As we try to work through that.

Speaker #5: So we've made some adjustments, Rob's doing a great job kind of adjusting the group there on the in-market piece. But overall, enterprise is executing at a high level.

Speaker #5: The direct telesales organization is doing exceptionally well. And we had a little bit of work still to clean up on the in-market piece.

Bruce Lowthers: The direct telesales organization is doing exceptionally well. We have got a little bit of work still to clean up on the in-market piece.

Speaker #9: Thanks, Bruce.

Darren Peller: Thanks, Bruce.

Speaker #3: Thank you. Our next question comes from Matthew Inglis, with RBC Capital Markets. Please go ahead.

Speaker 7: Thank you. Our next question comes from Matthew Inglis with RBC Capital Markets. Please go ahead.

Speaker #11: Hey, good morning. This is Matthew Inglis. Good morning. And at RBC, hey, good morning. So on the SMB sales side, in the past, we've talked about expanding into additional states and verticals.

Matthew Inglis: Hey, good morning. This is Matthew Inglis.

Bruce Lowthers: Good morning.

Matthew Inglis: At RBC, hey, good morning. On the SMB sales side, in the past, you have talked about expanding into additional states and verticals. Can you give us a sense for the progression there? Is this something that could be meaningful to growth in 2026?

Speaker #11: Can you give us a sense for the progression there? And is this something that could be maybe meaningful to growth in 2026?

Speaker #5: And And I'm apologize that the question was SMB verticals? Mistakes. Oh, states, sorry. Yeah.

Bruce Lowthers: I apologize, the question was SMB verticals?

Matthew Inglis: States.

Bruce Lowthers: Oh, states. Sorry. Yeah.

Speaker #11: Yeah, the expansion into additional states and verticals, yep.

Matthew Inglis: Yeah, the expansion into additional states and verticals.

Speaker #5: Yes, yep. So good progress there. I think as we expand into sales team, we targeted different states I don't have the stats in front of me on state productivity.

Bruce Lowthers: Yes, yep. So good progress there. I think as we expanded the sales team, we targeted different states. I do not have the stats in front of me on state productivity, but overall, we are seeing good production across the board on the SMB side. As I just alluded to, our direct telesales team is actually positive productivity per rep year over year. So really seeing nice activity there. I would call out as well that our marketing team is really doing a great job. We have brought a lot of science to what we are doing about the lead generation. They have done a very nice job really improving the efficiency of the sales cycle. Overall, I feel like we are trending in a very positive direction on the SMB side.

Speaker #5: But overall, we're seeing good production across the board on the SMB side. As I just alluded to, our direct telesales team is actually positive productivity per rep. You know, year over year.

Speaker #5: So really seeing nice activity there. I would call out as well that our marketing team is really doing a great job. We've brought a lot of science to what we're doing about the lead generation.

Speaker #5: They've done a very nice job really improving the efficiency of the sales cycle. So overall, I feel like we're trending in a very positive direction on the SMB side.

Speaker #11: Got Got it. Thanks. And then on the Pago Effectivo wallet, can you maybe give us a deeper sense for where you're seeing traction? I remember there was kind of the gaming angle and then the more general use case for it.

Matthew Inglis: Got it. Thanks. On the PagoEfectivo wallet, can you maybe give us a deeper sense for where you are seeing traction? I remember there was kind of the gaming angle and then the more general use case for it. What is kind of driving success at the moment and what is your strategy and maybe the cadence from this point to ramping it?

Speaker #11: What's kind of driving success at the moment and what's your strategy? And maybe the cadence from this point to ramping it.

Speaker #5: Yeah, you know, boy, the Pago Effectivo wallet was really an exceptional launch process. It's again, our team down in Latin America just Peru, just did a great, great job with it.

Bruce Lowthers: Yeah, you know, the PagoEfectivo wallet was really an exceptional launch process. It's, again, our team down in LATAM, just Peru, just did a great, great job with it. Our marketing team, exceptional job with the launch. It's really something that we're building off of an existing portfolio of customers. 81% of the customers we surveyed said they would use our wallet. We're seeing really nice adoption here in the first 40, 50 days, which we put in the prepared remarks. We feel very good about kind of the progress there. There's still a long way to go. We're still rolling it out, increasing acceptance. But overall, we see some really nice things that are emerging. We see an increase in the number of transactions from our existing PagoEfectivo customers as they move into the wallet. Their number of transactions per month has more than doubled.

Speaker #5: Our marketing team exceptional job with the launch. It's really something that we're building off of an existing portfolio of customers. 81% of the customers we surveyed said they would use our wallet.

Speaker #5: We're seeing really nice adoption here in the first 40, 50 days. Which we put in the prepared remarks. So we feel very good about kind of the progress there.

Speaker #5: There's still a long way to go. We're still rolling it out increasing acceptance. But overall, we see some really nice things that are emerging.

Speaker #5: We see an increase in the number of transactions from our existing Pago customers as they move into the wallet. Their number of transactions per month has more than doubled.

Speaker #5: So we feel very good about the potential there as that continues to roll out. But overall, I think the launch has been exceeded our expectations and the teams have really done an outstanding job getting that product launched.

Bruce Lowthers: We feel very good about the potential there as that continues to roll out. But overall, I think the launch has exceeded our expectations, and the teams have really done an outstanding job getting that product launched. Now it's just going to be making sure that we drive acceptance across the market. Both the gaming piece is an obvious piece, but broadening that out across the Peru market is really going to be important, and we feel like we're in a good position to do that. Really solid effort by the team there.

Speaker #5: Now it's just going to be making sure that we drive acceptance across the market, both the gaming piece is an obvious piece, but broadening that out across the Peru market is really going to be important and we feel like we're in a good position to do that.

Speaker #5: Really solid effort by the team there.

Speaker #11: Great. Thanks so much, guys.

Matthew Inglis: Great. Thanks so much, guys.

Speaker #3: Thank you. Ladies and gentlemen, if you would like to ask a question, please press * and 1 on your telephone keypad. Our next question comes from Aditya Buddhawarapu with Bank of America.

Speaker 7: Thank you. Ladies and gentlemen, if you would like to ask a question, please press star and one on your telephone keypad. Our next question comes from Aditya Budhavarpu with Bank of America. Please go ahead.

Speaker #3: Please go ahead.

Speaker #10: Hi, Bruce Lowthers. This is Aditya from Bank of America. Thanks for taking my question. Just a follow-up on e-commerce. So, I think you pointed out the strong traction you're seeing across verticals.

Aditya Budhavarpu: Hey, Bruce, John, this is Aditya from Bank of America. Thanks for taking my question. Just to follow up on e-commerce, I think you pointed out the strong traction you are seeing across verticals. I just came to understand how that e-commerce growth has led across maybe different geographies as well, but also different regions, but also just trying to see how much that is coming from the market versus maybe some share gains that you are seeing in your verticals.

Speaker #10: Just came to understand how that e-commerce growth has led across many different geographies as well. But also different regions, and I'm just trying to see how much of that is coming from the market versus maybe some share gains that you're seeing in your verticals.

Speaker #5: Yeah, so thank you and good morning. It's a great question. What we are seeing out of that vertical is a little bit of geographic expansion.

Bruce Lowthers: Thank you, and good morning. It is a great question. What we are seeing out of that vertical is a little bit of geographic expansion. We talked a little bit about Europe and the growth of the European region. Part of that growth is really being fueled by cross-sell opportunities that we have had with e-commerce into our European customers. That is really helping fuel some of that e-com growth outside of the gaming vertical. We feel very good about the opportunities that we have had there in Europe. Obviously, that group operates on a global basis. I would not say there is one particular market that jumps out more than the other.

Speaker #5: We talked a little bit about Europe and the growth of the European region. Part of that growth is really being fueled by cross-sell opportunities that we've had with e-commerce into our European customers.

Speaker #5: And so that's really helping fuel some of that e-com growth outside of the gaming vertical. So we feel very good about the opportunities that we've had there in Europe.

Speaker #5: Obviously, that group operates on a global basis. I wouldn't say there's one particular market that jumps out more than the other. I think that that team is now has a product that they're have the ability to go sell on a broad scale basis.

Bruce Lowthers: I think that team now has a product that they have the ability to go sell on a broad scale basis. We are finding our footing on how to sell it, and I would expect to see continued growth in that side of the business as we move forward.

Speaker #5: We're finding our footing on how to sell it. And I would expect to see continued growth in that side of the business as we move forward.

Speaker #10: Got it. And if you could just also talk about the competitor dynamics you're seeing in that e-commerce space. In your key verticals, and maybe the region as well.

Aditya Budhavarpu: Got it. If you could also talk about the competitive dynamics you are seeing in the e-commerce space in your key verticals and maybe the region as well.

Speaker #5: I apologize, I missed the. Can you just repeat that? I apologize, I missed the beginning of the question.

Bruce Lowthers: I apologize, I missed the. Can you just repeat that? I apologize, I missed the beginning of the question.

Speaker #10: Apologies. If you could just expand on the competitor dynamics you're seeing in e-commerce as well, maybe in your key verticals and regions.

Aditya Budhavarpu: If you could just expand on the competitive dynamics you're seeing in e-commerce as well, maybe in your key verticals and regions.

Speaker #5: Okay. I think all of these markets in e-commerce are highly competitive. You know, I think that the for us, we have such a small market share, there's tremendous opportunity to continue to grow.

Bruce Lowthers: Sure. Okay, I think all of these markets in e-commerce are highly competitive. You know, I think that for Paysafe, we have such a small market share. There is tremendous opportunity to continue to grow. Even if we are coming in second or third in a particular e-com opportunity, we are getting volume that we did not have before because our product is getting better and our team is getting more adept at selling it. So there is tremendous growth opportunities for Paysafe for the foreseeable future in this. You know, we have won against anybody. There are lots of competition out there, but we feel pretty good, especially the closer you move towards video gaming and gambling. We do exceptionally well.

Speaker #5: Even if we're coming in second or third, in a particular e-com opportunity, we're getting volume that we didn't have before because our product is getting better and our team is getting more adapted.

Speaker #5: It's selling it. So there's tremendous growth opportunities for us for the foreseeable future in this. You know, we won against anybody. There's lots of competition out there, but we feel pretty good, especially the closer you move towards video gaming and gambling, we do exceptionally well.

Speaker #5: And now, as we broaden out our product set, we'll be moving into some of the other verticals where we feel we can compete, focusing on complex transactions, like the things that are complex.

Bruce Lowthers: Now, as we broaden out our product set, we will be moving into some of the other verticals where we feel we can compete, focusing on complex transactions, like the things that are complex, we do exceptionally well with because of the foundations that we have around risk management, regulatory environments. Those things are things that help us stand out and perform very well.

Speaker #5: We do exceptionally well with because of the foundations that we have around risk management, regulatory environments, those things are things that help us stand out and perform very well.

Speaker #10: Got Got it. And just maybe a question on the growth of BC currency or stablecoins. Given that it's been top of mind for a lot of people, how do you see that fitting into your digital wallet business in terms of maybe making a generational option for consumers to hold those wallets?

Aditya Budhavarpu: Got it. Just maybe a question on the growth of digital currency or stable coins, given that has been top of mind for a lot of people. How do you see that fitting into your digital wallet business, you know, in terms of maybe making a traditional option for consumers to hold those wallets? Do you think that is something which could be, you know, a traditional feature on your offering?

Speaker #10: Do you think that's something which could be an additional feature on your offering?

Speaker #5: Yeah, so the stablecoin question, I guess, is probably the one that everybody's been talking about. We've been using stablecoin for a number of years.

Bruce Lowthers: The stablecoin question, I guess, is probably the one that everybody has been talking about. We have been using stablecoin for a number of years, driving revenue from stablecoin for a number of years, predominantly as a mechanism moving from crypto to fiat, fiat to crypto. I think the use cases are really something that are just in the beginning stages of exploring. What we see is more use cases around treasury functions, but our business is not really cross-border into third-world markets. That is not really what we do. It is really about the expansion of other use cases for stablecoin. Like everybody else, we are looking at those. Right now, for the way we look at it, it is a decent tool, but you could liken it to prepaid without acceptance. We are trying to figure out how we leverage our distribution network to leverage that technology more.

Speaker #5: Drive revenue from stablecoin for a number of years, predominantly as a mechanism for moving from crypto to fiat and fiat to crypto. But I think the use cases are really something that are just in the beginning stages of exploring, right?

Speaker #5: So what we see is more use cases around treasury functions, but our business is not really cross-border into third world markets. That's not really what we do.

Speaker #5: So it's really about the expansion of other use cases for stablecoin and like everybody else, we're looking at those right now. It's, you know, for the way we look at it, it's a decent tool, but you could liken it to prepaid without acceptance.

Speaker #5: And we're trying to figure out how do we leverage our distribution network to leverage that technology more. But you know, I don't know that we're as caught up on the hype we've been using it for a number of years as I said.

Bruce Lowthers: I do not know that we are as caught up on the hype. We have been using it for a number of years, as I said. I do not see that as a dramatic change to where we are today.

Speaker #5: Don't see that as a dramatic change to where we are today.

Speaker #10: Understood. Thank you very much.

Aditya Budhavarpu: Understood. Thank you very much.

Speaker #3: Thank you. Ladies and gentlemen, as there are no further questions, I would now like to hand the conference over to Bruce Lothers, Chief Executive Officer for closing comments.

Speaker 7: Thank you. Ladies and gentlemen, as there are no further questions, I would now like to hand the conference over to Bruce Lowthers, Chief Executive Officer, for closing comments.

Speaker #5: Well, thank you very much. I really appreciate everybody joining us here today. Again, I want to thank our team here at Paysafe for all their continued hard work as we are driving forward through the year.

Bruce Lowthers: Thank you very much. I really appreciate everybody joining us here today. Again, I want to thank our team here at Paysafe for all their continued hard work, as we are driving forward through the year. So thank you all and look forward to speaking with everyone again next quarter. Have a great day.

Speaker #5: So thank you all and look forward to speaking with everyone again next quarter. Have a great day.

Speaker 7: Thank you. Ladies and gentlemen, the conference of Paysafe has now concluded. Thank you for your participation. You may now disconnect your lines.