Q2 2026 Marqeta Inc Earnings Call

August 4, 2026

Operator: Ladies and gentlemen, welcome to the Marqeta, Inc. Q2 2026 earnings call. At this time, all participants are in a listen-only mode. A brief question and answer session will follow the formal presentation. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Sarah Barkema, Chief Accounting Officer and Head of Investor Relations. Please go ahead.

Operator: Ladies and gentlemen, welcome to the Marqeta, Inc. Q2 2026 Earnings Call. At this time, all participants are in a listen-only mode. A brief question-and-answer session will follow the formal presentation. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Sarah Barkema, Chief Accounting Officer and Head of Investor Relations. Please go ahead.

Speaker #1: Ladies and gentlemen, welcome to the Marqueta, Inc. second quarter 2026 earnings call. At this time, all participants are in a listen-only mode. A brief question-and-answer session will follow the formal presentation.

Speaker #1: As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Sarah Barkama, Chief Accounting Officer and Head of Investor Relations.

Speaker #1: Please go ahead.

Speaker #2: Thanks, operator. Good afternoon, everyone, and welcome to Marqueta's second quarter 2026 earnings call. Hosting today's call are Mike Milotich, Marqueta's CEO, and Patty Kong Wong Keej, Marqueta's CFO.

Sarah Barkema: Thanks, operator. Good afternoon, everyone, and welcome to Marqeta's Q2 2026 earnings call. Hosting today's call are Mike Milotich, Marqeta's CEO, and Patti Kangwankij, Marqeta's CFO. Before we begin, I would like to remind everyone that today's call may contain forward-looking statements. These forward-looking statements are subject to numerous risks and uncertainties, including those set forth in our filings with the SEC, which are available on our investor relations website, including our annual report on Form 10-K and our subsequent periodic filings with the SEC. Actual results may differ materially from any forward-looking statements we make today. These forward-looking statements speak only as of the time of this call, and the company does not assume any obligation or intent to update them except as required by law. In addition, today's call includes non-GAAP financial measures.

Sarah Barkema: Thanks, operator. Good afternoon, everyone, and welcome to Marqeta's Q2 2026 Earnings Call. Hosting today's call are Mike Milotich, Marqeta's CEO, and Patti Kangwankij, Marqeta's CFO. Before we begin, I would like to remind everyone that today's call may contain Forward-Looking statements. These Forward-Looking statements are subject to numerous risks and uncertainties, including those set forth in our filings with the SEC, which are available on our investor relations website, including our annual report on Form 10-K and our subsequent periodic filings with the SEC.

Speaker #2: Before we begin, I would like to remind everyone that today's call may contain forward-looking statements. These forward-looking statements are subject to numerous risks and uncertainties, including those set forth in our filings with the SEC, which are available on our investor relations website, including our annual report on Form 10-K and our subsequent periodic filings with the SEC.

Speaker #2: Actual results may differ materially from any forward-looking statements we make today. These forward-looking statements speak only as of the time of this call, and the company does not assume any obligation or intent to update them, except as required by law.

Sarah Barkema: Actual results may differ materially from any Forward-Looking statements we make today. These Forward-Looking statements speak only as of the time of this call, and the company does not assume any obligation or intent to update them except as required by law. In addition, today's call includes non-GAAP financial measures.

Speaker #2: In addition, today's call includes non-GAAP financial measures. These measures should be considered as a supplement to and not a substitute for GAAP financial measures.

Sarah Barkema: These measures should be considered as a supplement to and not a substitute for GAAP financial measures. Reconciliations to the most directly comparable GAAP measures can be found in today's earnings press release or earnings release supplemental materials, which are available on our investor relations website. With that, I'd like to turn the call over to Mike.

Speaker #2: Reconciliations to the most directly comparable GAAP measures can be found in today's earnings press release or earnings release supplemental materials which are available on our investor relations website.

Speaker #2: With that, I'd like to turn the call over to Mike.

Speaker #3: Thank you, Sarah. And thank you for joining us for Marqeta's second quarter 2026 earnings call. I'll begin with a brief summary of our Q2 results, then provide an update on how our customers are leveraging the increasing breadth of our platform capabilities across multiple geographies and a diverse set of use cases.

Mike Milotich: Thank you, Sarah, and thank you for joining us for Marqeta's Q2 2026 earnings call. I'll begin with a brief summary of our Q2 results, then provide an update on how our customers are leveraging the increasing breadth of our platform capabilities across multiple geographies and a diverse set of use cases, which we believe continues to differentiate us from other issuer processors. I will then turn the call over to Patti, who will cover the details of our Q2 financial results and our expectations for the remainder of 2026. The Q2 results reflect our strong underlying business performance. TPV was $120 billion and grew 32%, which was the fourth consecutive quarter above 30% growth. This fueled gross profit growth of 17%.

Speaker #3: Which we believe continues to differentiate us from other issuer processors. I will then turn the call over to Patty, who will cover the details of our Q2 financial results and our expectations for the remainder of 2026.

Speaker #3: The second quarter results reflect our strong underlying business performance. TPV was $120 billion and grew 32%, which was the fourth consecutive quarter above 30% growth.

Speaker #3: This fueled gross profit growth of 17%. The increasing scale of our business drove 31% adjusted EBITDA growth, achieving a 21% EBITDA margin, and delivered 8 million of GAAP net income, our second consecutive quarter of GAAP profitability.

Mike Milotich: The increasing scale of our business drove 31% adjusted EBITDA growth, achieving a 21% EBITDA margin, and delivered $8 million of GAAP net income, our second consecutive quarter of GAAP profitability. These results are a testament to our durable growth, operating leverage, and execution. Marqeta has been at the forefront of modern issuer processing for over a decade, enabling growth and innovation for customers looking for the flexibility and control to deliver unique offerings to their end users. What we believe makes us unique is the breadth and configurability of our platform, spanning debit and credit, consumer and commercial, certified in over 40 countries, combined with the expertise and experience to execute innovative solutions. Our momentum this quarter highlights three ways this differentiation is translating into growth. First, the demand for multinational card issuing continues to increase as our customers extend their programs across borders on our single stack platform.

Speaker #3: These results are a testament to our durable growth, operating leverage, and execution. Marqeta has been at the forefront of modern issuer processing for over a decade.

Speaker #3: Enabling growth and innovation for customers looking for the flexibility and control to deliver unique offerings to their end users. What we believe makes us unique is the breadth and configurability of our platform.

Mike Milotich: What we believe makes us unique is the breadth and configurability of our platform, spanning debit and credit, consumer and commercial, certified in over 40 countries, combined with the expertise and experience to execute innovative solutions. Our momentum this quarter highlights three ways this differentiation is translating into growth. First, the demand for multinational card issuing continues to increase as our customers extend their programs across borders on our single stack platform.

Speaker #3: Spanning debit and credit, consumer and commercial, certified in over 40 countries, combined with the expertise and experience to execute innovative solutions. Our momentum this quarter highlights three ways this differentiation is translating into growth.

Speaker #3: First, the demand for multinational card issuing continues to increase, as our customers extend their programs across borders on our single-stack platform. Second, we are broadening and enhancing our product suite to support the breadth of our customers' needs.

Mike Milotich: Second, we are broadening and enhancing our product suite to support the breadth of our customers' needs. This includes offering end-to-end stablecoin-backed card solutions to meet the accelerating demand for digital asset-backed payments, several money movement options beyond card to minimize the need for our customers to have multiple partners, and strengthening our fraud solution with third-party data sources to deliver increased program profitability and customer satisfaction. Third, the continued expansion of our customer base to include more business with large enterprises, in addition to the fintechs we have served all along. Our traction with large enterprises has real momentum, with the latest evidence being the size of the average deal signed in Q2 was up over 90% year-over-year. These signings continue to increase the number of embedded finance programs launching in the market with Marqeta. Let me start with the growing demand for multinational card issuing.

Speaker #3: This includes offering end-to-end, stablecoin-backed card solutions to meet the accelerating demand for digital asset-backed payments; providing several money movement options beyond card to minimize the need for our customers to have multiple partners; and strengthening our fraud solution with third-party data sources to deliver increased program profitability and customer satisfaction.

Speaker #3: Third, the continued expansion of our customer base to include more businesses—with more enterprises—in addition to the fintechs we have served all along.

Mike Milotich: Third, the continued expansion of our customer base to include more business with large enterprises, in addition to the fintechs we have served all along. Our traction with large enterprises has real momentum, with the latest evidence being the size of the average deal signed in Q2 was up over 90% year-over-year. These signings continue to increase the number of embedded finance programs launching in the market with Marqeta. Let me start with the growing demand for multinational card issuing.

Speaker #3: Our traction with large enterprises has real momentum. With the latest evidence being the size of the average deal signed in Q2 was up over 90% year over year.

Speaker #3: number of embedded finance programs launching in the market with Marqueta. Let me start with the growing demand for multinational card issuing. Our customers continue to expand their businesses across borders without the friction of multiple platform integrations.

Mike Milotich: Our customers continue to expand their businesses across borders without the friction of multiple platform integrations. In this quarter, we added new capabilities and partners to enhance how we support them. Where this is particularly evident is in Europe, which builds upon our expanding offering in the region following our acquisition of TransactPay last year. Earlier in Q2, we announced our partnership with Banking Circle, which expands our bank partnership, account, and money movement offering into 30 additional European countries to enable businesses to enrich their card programs with embedded banking services and multi-rail payment capabilities. This new bank partnership, in combination with our TransactPay EMI license, allows our customers to gain access to a single foundation for integrating card issuing, multi-currency account functionality, and European payment rails for domestic and cross-border money movement.

Speaker #3: And this quarter These signings continue to increase the we added new capabilities and partners to enhance how we support them. Where this is particularly evident is in Europe.

Speaker #3: Which builds upon our expanding offering in the region following our acquisition of TransactPay last year. Earlier in Q2 we announced our partnership with Banking Circle, which expands our bank partnership, account, and money movement offering into 30 additional European countries, to enable businesses to enrich their card programs with embedded banking services and multi-rail payment capabilities.

Mike Milotich: Earlier in Q2, we announced our partnership with Banking Circle, which expands our bank partnership, account, and money movement offering into 30 additional European countries to enable businesses to enrich their card programs with embedded banking services and multi-rail payment capabilities. This new bank partnership, in combination with our TransactPay EMI license, allows our customers to gain access to a single foundation for integrating card issuing, multi-currency account functionality, and European payment rails for domestic and cross-border money movement.

Speaker #3: This new bank partnership, in combination with our TransactPay EMI license, allows our customers to gain access to a single foundation for integrating card issuing, multi-currency account functionality, and European payment rails for domestic and cross-border money movement.

Speaker #3: In Q2, we also had another existing customer expand from the US into Europe by leveraging TransactPay. Building on our longstanding relationship, expensify is utilizing our expanded capabilities to bring its expense management, card offering, to the UK and EU.

Mike Milotich: In Q2, we also had another existing customer expand from the US into Europe by leveraging TransactPay. Building on our long-standing relationship, Expensify is utilizing our expanded capabilities to bring its expense management card offering to the UK and EU. Expensify's European customers can now access the same spend management capabilities that have driven the rapid growth of its card offering in the US. Once again, our platform enabled a customer to scale into new markets through a single integration. Now let me shift to the broadening and enhancing of our product suite in three distinct ways: new settlement models with stablecoins, money movement beyond the card, and enhanced fraud detection with additional data elements. I will start with stablecoin-backed cards. Our strategy here is straightforward, to make digital dollars spendable through the same trusted card rails our customers and users already utilize on a daily basis.

Speaker #3: Expensify's European customers can now access the same spend management capabilities that have driven the rapid growth of its card offering in the US. Once again, our platform enabled the customer to scale into new markets through a single integration.

Mike Milotich: Once again, our platform enabled a customer to scale into new markets through a single integration. Now let me shift to the broadening and enhancing of our product suite in three distinct ways: new settlement models with stablecoins, money movement beyond the card, and enhanced fraud detection with additional data elements. I will start with stablecoin-backed cards. Our strategy here is straightforward, to make digital dollars spendable through the same trusted card rails our customers and users already utilize on a daily basis.

Speaker #3: Now let me shift to the broadening and enhancing of our product suite in three distinct ways. New settlement models with stablecoins, money movement beyond the card, and enhanced fraud detection with additional data elements.

Speaker #3: I will start with stablecoin-backed cards. Our strategy here is straightforward. To make digital dollars spendable through the same trusted card rails, our customers and users already utilize on a daily basis.

Speaker #3: We are introducing our stablecoin offering across a couple of fronts. The first is new strategic partnerships with both zero hash and BVNK. Leading infrastructure platforms for crypto, stablecoins, and tokenized assets.

Mike Milotich: We are introducing our stablecoin offering across a couple of fronts. The first is new strategic partnerships with both Zero Hash and BVNK, leading infrastructure platforms for crypto, stablecoins, and tokenized assets. Zero Hash and BVNK will provide the regulated global infrastructure, including custody, compliance, liquidity, and on-chain money movement. Marqeta will provide the card issuance while also managing the bank and network relationships. Together, we will enable stablecoin-backed card solutions that link directly to existing card rails, making it possible to use stablecoins for purchases anywhere a card is accepted without additional integrations or regulatory burdens. These partnerships further support Marqeta's leadership at the intersection of crypto and fiat payments, strengthening our ability to deliver flexible solutions to both crypto-native and non-crypto companies. In addition, we are also a participant in Open USD, the new open stablecoin standard designed as shared infrastructure for businesses moving money over the internet.

Speaker #3: Zero hash and BVNK will provide the regulated, global infrastructure including custody, compliance, liquidity, and on-chain money movement. Marqueta will provide the card issuance while also managing the bank and network relationships.

Speaker #3: Together, we will enable stablecoin-backed card solutions that link directly to existing card rails, making it possible to use stablecoins for purchases anywhere a card is accepted without additional integrations or regulatory burdens.

Mike Milotich: Together, we will enable stablecoin-backed card solutions that link directly to existing card rails, making it possible to use stablecoins for purchases anywhere a card is accepted without additional integrations or regulatory burdens. These partnerships further support Marqeta's leadership at the intersection of crypto and fiat payments, strengthening our ability to deliver flexible solutions to both crypto-native and non-crypto companies. In addition, we are also a participant in Open USD, the new open stablecoin standard designed as shared infrastructure for businesses moving money over the internet.

Speaker #3: These partnerships further support Marqeta's leadership at the intersection of crypto and fiat payments, strengthening our ability to serve both crypto-native and non-crypto companies. In addition, we are also a participant in OpenUSD, the new open stablecoin standard designed as shared infrastructure for businesses moving money over the internet.

Speaker #3: Participating alongside others across the payments, banking, and technology ecosystem, positions us to give our customers access to additional flexible solutions to both stablecoin options as this market scales.

Mike Milotich: Participating alongside others across the payments, banking, and technology ecosystem positions us to give our customers access to additional stablecoin options as this market scales. In addition to stablecoins, we are further extending the payment rails you can access through the Marqeta platform with multiple well-established money movement options in the US, UK, and EU. Our commercial customers in particular, increasingly want to utilize multiple payment rails through one platform. Today, most B2B payments happen without a card, and businesses have to stitch together multiple providers and banks for capabilities like ACH, real-time payments, push-to-card, and wires. This is a natural extension of our platform strategy, providing a unified offering that brings card and non-card money movement together through a single Marqeta integration so our commercial customers can execute more of their payments with us.

Speaker #3: In addition to stablecoins, we are further extending the payment rails you can access through the Marqueta platform with multiple well-established money movement options in the US, UK, and EU.

Speaker #3: Our commercial customers, in particular, increasingly want to utilize multiple payment rails through one platform. Today, most B2B payments happen without a card, and businesses have to stitch together multiple providers and banks for capabilities like ACH, real-time payments, push-to-card, and wires.

Mike Milotich: Today, most B2B payments happen without a card, and businesses have to stitch together multiple providers and banks for capabilities like ACH, real-time payments, push-to-card, and wires. This is a natural extension of our platform strategy, providing a unified offering that brings card and non-card money movement together through a single Marqeta integration so our commercial customers can execute more of their payments with us.

Speaker #3: This is a natural extension of our platform strategy, providing a unified offering that brings card and non-card money movement together through a single Marqeta integration, so our commercial customers can execute more of their payments with us.

Speaker #3: Beyond new rails, we are also enhancing our fraud offering we call real-time decisioning. Which delivered over 80% gross profit growth in the first half of this year.

Mike Milotich: Beyond new rails, we are also enhancing our fraud offering we call Real-Time Decisioning, which delivered over 80% gross profit growth in H1 of this year. By partnering with leading acquirers and fraud prevention providers, including Adyen, Riskified, and Signifyd, we are incorporating rich merchant transaction data into our proprietary risk score and fraud detection capabilities. This additional data, including device, location, order, and account information, helps customers reduce fraudulent transactions and increase authorization rates. This ultimately enhances the profitability of the customer's card program through better fraud detection and a reduction of false positives. Finally, a strong proof point of our differentiation momentum is the caliber of embedded finance businesses we're winning, both expanding inside our marquee relationships and winning sophisticated new customers. One recent example of our land and expand success is with a Fortune 500 customer that we signed initially in Q3 last year.

Speaker #3: By partnering with leading acquirers and fraud prevention providers, including Adyen, Riskified, and Signified, we are incorporating rich merchant transaction data into our proprietary risk score and fraud detection capabilities.

Speaker #3: This additional data including device, location, order, and account information helps customers reduce fraudulent transactions and increase authorization rates. This ultimately enhances the profitability of the customers' card program through better fraud detection, and the reduction of false positives.

Mike Milotich: This additional data, including device, location, order, and account information, helps customers reduce fraudulent transactions and increase authorization rates. This ultimately enhances the profitability of the customer's card program through better fraud detection and a reduction of false positives. Finally, a strong proof point of our differentiation momentum is the caliber of embedded finance businesses we're winning, both expanding inside our marquee relationships and winning sophisticated new customers. One recent example of our land and expand success is with a Fortune 500 customer that we signed initially in Q3 last year.

Speaker #3: Finally, a strong proof point of our differentiation momentum is the caliber of embedded finance businesses we're winning. Both expanding inside our marquee relationships and winning sophisticated new customers.

Speaker #3: One recent example of our Landon Expand success is with a Fortune 500 customer that we signed initially in Q3 last year. This customer serves millions of users by enabling electronic supplier payments for small and medium-sized businesses.

Mike Milotich: This customer serves millions of users by enabling electronic supplier payments for small and medium-sized businesses. In Q2, we signed a second program with them to power a stored value account with a linked debit card for individuals in payroll programs with SMBs. What is unique about this program is that the account is owned by the individual, not tied to a specific employer, so it stays with them across jobs and can be funded via ACH, real-time payments, and mobile check deposit. We're also winning sophisticated new customers. This quarter, we signed a deal to flip an existing program for a leading payments and expense management platform serving film and television production companies. This customer will be migrating their current volume to Marqeta for the increased flexibility to run a tailored program, as well as our track record for delivering innovative solutions.

Speaker #3: In Q2, we signed a second program with them to power a stored value account with a linked debit card for individuals in payroll programs with SMBs.

Speaker #3: What is unique about this program is that the account is owned by the individual, not tied to a specific employer, so it stays with them across jobs and can be funded via ACH, real-time payments, and mobile check deposit.

Speaker #3: We're also winning sophisticated new customers. This quarter we signed a deal to flip an existing program for a leading payments and expense management platform serving film and television production companies.

Mike Milotich: We're also winning sophisticated new customers. This quarter, we signed a deal to flip an existing program for a leading payments and expense management platform serving film and television production companies. This customer will be migrating their current volume to Marqeta for the increased flexibility to run a tailored program, as well as our track record for delivering innovative solutions.

Speaker #3: This customer will be migrating their current volume to Marqueta, for the increased flexibility to run a tailored program as well as our track record for delivering innovative solutions.

Speaker #3: For our wrap-up, let me say a few things about our business with Blocks, where our relationship remains strong and continues to grow. Late in the quarter, we began to see a modest decline in cash app new issuance, which was in line with our expectations and therefore factored into our guidance.

Mike Milotich: Before I wrap up, let me say a few things about our business with Block, where our relationship remains strong and continues to grow. Late in the quarter, we began to see a modest decline in Cash App new issuance, which was in line with our expectations and therefore factored into our guidance. I want to reiterate that diversification of providers is a standard risk management practice in the industry and understandable for Block, given we help power Cash App, Square, and Afterpay. The majority of our largest customers have diversified in recent years, yet our growth has remained strong and steady. We continue to onboard new Cash App users, both to the longstanding program as well as the newer flexible credential offering. We are no longer receiving 100% of the new issuance.

Speaker #3: I want to reiterate that diversification of providers is a standard risk management practice in the industry, and understandable for Blocks given we help power cash app, Square, and Afterpay.

Mike Milotich: I want to reiterate that diversification of providers is a standard risk management practice in the industry and understandable for Block, given we help power Cash App, Square, and Afterpay. The majority of our largest customers have diversified in recent years, yet our growth has remained strong and steady. We continue to onboard new Cash App users, both to the longstanding program as well as the newer flexible credential offering. We are no longer receiving 100% of the new issuance.

Speaker #3: The majority of our largest customers have diversified in recent years, yet our growth has remained strong and steady. We continue to onboard new cash app users, both to the long-standing program as well as the newer flexible credential offering.

Speaker #3: But we are no longer receiving 100% of the new issuance. It is important to understand that we continue to expand the Blocks relationship with new programs and services, and Blocks remains a valued, growing partner, in addition to our non-Blocks business expanding at a significantly faster rate.

Mike Milotich: It is important to understand that we continue to expand the Block relationship with new programs and services. Block remains a valued growing partner in addition to our non-Block business expanding at a significantly faster rate. To wrap up, our business continues to have strong momentum across three dimensions: the customers we serve, the geographies where we serve them, and the platform capabilities they can utilize. Our support of multinational card issuing on a single platform with a broader product suite that includes stablecoin-backed card solutions, several money movement options beyond card, and strengthening our fraud solution with third-party data sources only enhances our position to meet the growing demand for modern card issuance.

Speaker #3: To wrap up, our business continues to have strong momentum across three dimensions: the customers we serve, the geographies where we serve them, and the platform capabilities they can utilize.

Speaker #3: Our support of multinational card issuing on a single platform with a broader product suite that includes stablecoin-backed card solutions, several money movement options beyond card, and strengthening our fraud solution with third-party data sources only enhances our position to meet the growing demand for modern card issuing.

Speaker #3: Strong gross profit growth, our second consecutive quarter of gap profitability, growing deal sizes across fintech and embedded finance enterprises, and the quality programs we're onboarding all point to the same thing.

Mike Milotich: Strong gross profit growth, our second consecutive quarter of GAAP profitability, growing deal sizes across fintech and embedded finance enterprises, and the quality programs we're onboarding all point to the same thing, that the breadth, flexibility, and scale of our platform is enabling customers to expand and thrive. I will now turn the call over to Patti to discuss our Q2 financial results and expectations for 2026.

Speaker #3: The breadth, flexibility, and scale of our platform are enabling customers to expand and thrive. I will now turn the call over to Patty to discuss our Q2 financial results and expectations for 2026.

Speaker #1: Thank you, Mike. And good afternoon, everyone. Our second quarter results reflect the continued momentum of our business, consistent execution, and the benefits of the scale of our platform.

Patti Kangwankij: Thank you, Mike. Good afternoon, everyone. Our Q2 results reflect the continued momentum of our business, consistent execution, and the benefits of the scale of our platform. Net revenue and gross profit grew 17% on a year-over-year basis, primarily driven by TPV growth of 32%. Our operating investments remain targeted and combined with disciplined execution, our cost base continued to become more productive. Fueled by gross profit over performance, adjusted EBITDA grew 31% year over year, which was well above our guide. The adjusted EBITDA outperformance in Q2 led to GAAP net income of approximately $8 million, which exceeded our expectations. Q2 net TPV was $120 billion, growing 32% year over year on a continuously expanding base as non-Block TPV continued growing more than two times faster than Block TPV.

Speaker #1: Net revenue and gross profit grew 17% on a year-over-year basis, primarily driven by TPV growth of 32%. Our operating investments remain targeted and combined with disciplined execution are cost-based continue to become more productive.

Speaker #1: Fueled by gross profit overperformance adjusted EBITDA grew 31% year-over-year, which was well above our guide. The adjusted EBITDA outperformance in Q2 led to gap net income of approximately $8 million.

Patti Kangwankij: Fueled by gross profit over performance, adjusted EBITDA grew 31% year over year, which was well above our guide. The adjusted EBITDA outperformance in Q2 led to GAAP net income of approximately $8 million, which exceeded our expectations. Q2 net TPV was $120 billion, growing 32% year over year on a continuously expanding base as non-Block TPV continued growing more than two times faster than Block TPV.

Speaker #1: Which exceeded our expectations. Q2 net TPV was $120 billion, growing 32% year-over-year on a continuously expanding base, as non-Block TPV continued growing more than two times faster than Block TPV.

Speaker #1: This marks our third consecutive quarter with TPV above $100 billion, and the fourth consecutive quarter with growth over 30%. Growth within our financial services use case continues to run a little—excluding Block's, financial services growth is meaningfully faster than the overall company.

Patti Kangwankij: This marks our third consecutive quarter with TPV above $100 billion and the fourth consecutive quarter with growth over 30%. Growth within our financial services use case continues to run a little slower than the overall company, but excluding Block, financial services growth is meaningfully faster than the overall company. Late in the quarter, we began to see slight moderation in Cash App new issuance, which was contemplated in the guidance we gave last quarter. Lending, including buy now, pay later, grew over 40% year over year. Still very strong against a tougher comparison than the nearly 60% pace in Q1. This was expected given last year's remarkable BNPL growth ramp that began in Q2. Growth in this use case continues to be driven by expanding flexible network credential usage and our customers' ongoing geographic expansion on our platform.

Speaker #1: Late in the quarter, we began to see slight moderation in Cash App new issuance, which was contemplated in the guidance we gave last quarter.

Speaker #1: Lending including Buy Now Pay Later grew over 40% year-over-year, still very strong against a tougher comparison than the nearly 60% pace in Q1. This was expected given last year's remarkable BNPL growth ramp that began in the second quarter.

Speaker #1: Growth in this use case continues to be driven by expanding flexible network credential usage and our customers' ongoing geographic expansion on our platform. Expense management growth continued accelerating with volume up over 50% year-over-year.

Patti Kangwankij: Expense management growth continued accelerating with volume up over 50% year over year. This robust growth reflects our fast-growing customers continuing to take share by acquiring new end users, made possible by their utilization of our uniquely configurable capabilities. On-demand delivery growth remained in the double-digit year over year, but below the company's overall growth rate, as this is our most mature use case. Turning to the P&L, Q2 net revenue was $176 million, growing 17% year over year. Block net revenue concentration was 41% in Q2, which was one point lower than last quarter and marks a five-point decline year over year, despite Block programs growing well on our platform. Q2 gross profit was $122 million, growing 17% year over year and was above the high end of our expectations.

Speaker #1: This robust growth reflects our fast-growing customers continuing to take share by acquiring new end users, made possible by their utilization of our uniquely configurable capabilities.

Speaker #1: On-demand delivery growth remained in the double-digit year-over-year. But below the company's overall growth rate, as this is our most mature use case. Turning to the P&L, Q2 net revenue was $176 million, growing 17% year-over-year.

Speaker #1: Blocks net revenue concentration was 41% in Q2, which was $1 point lower than last quarter, and marks a 5 point decline year-over-year, despite Blocks programs growing well on our platform.

Speaker #1: Q2 gross profit was $122 million, growing 17% year-over-year, and was above the high end of our expectations. The guidance we gave last quarter included a two-point drag from renewals in Q2 that we now expect to be signed in Q3.

Patti Kangwankij: The guidance we gave last quarter included a two-point drag from renewals in Q2 that we now expect to be signed in Q3. Excluding the timing shift of renewals, our gross profit landed in the middle of our guidance range. Our gross profit take rate was approximately 10 basis points, down one basis point year over year. The change in take rate was driven by rapid growth among some of our largest customers, a deliberate move upmarket into larger deal sizes, and faster international growth. More than half of the top 10 non-Block customers by gross profit grew their TPV more than 50% year over year. Internationally, volume outside the US grew over 40% year over year and hit a milestone this quarter, now representing 20% of total TPV.

Speaker #1: Excluding the timing shift of renewals, our gross profit landed in the middle of our guidance range. Our gross profit take rate was approximately 10 basis points, down 1 basis point year-over-year.

Speaker #1: The change in take rate was driven by rapid growth among some of our largest customers, a deliberate move up market into larger deal sizes, and faster international growth.

Speaker #1: More than half of the top 10 non-Blocks customers by gross profit grew their TPV by more than 50% year-over-year. Internationally, volume outside the U.S. grew over 40% year-over-year and hit a milestone this quarter, now representing 20% of total TPV.

Speaker #1: This mixed dynamic—larger customers, new and existing, growing strongly with us, alongside bigger deals and international expansion—lowers our blended take rate, but it's the same dynamic driving the scale and profitability we're seeing in the business.

Patti Kangwankij: This mixed dynamic, larger customers, new and existing, growing strongly with us alongside bigger deals and international expansion, lowers our blended take rate. It's the same dynamic driving the scale and profitability we're seeing in the business. Q2 adjusted operating expenses were $84 million, growing roughly 12% year over year. This was lower than we thought, largely reflecting our active negotiation of third-party vendor contracts, securing the same level of service at a better price, along with continued cost discipline more broadly. We remain focused on efficient execution and continue to realize the benefits of operating leverage on our platform. Q2 adjusted EBITDA was $37 million, growing 31% year over year, and well ahead of our guidance. This represented a margin of 21% based on net revenue and 31% based on gross profit. Our Q2 GAAP net income was approximately $8 million.

Speaker #1: Q2 adjusted operating expenses were $84 million, growing roughly 12% year-over-year. This was lower than we thought, largely reflecting our active negotiation of third-party vendor contracts, securing the same level of service at a better price.

Speaker #1: Along with continued cost discipline more broadly, we remain focused on efficient execution and continue to realize the benefits of operating leverage on our platform.

Speaker #1: Q2 adjusted EBITDA was $37 million, growing 31% year-over-year, and well ahead of our guidance. This represented a margin of 21% based on net revenue and 31% based on gross profit.

Speaker #1: Our Q2 GAAP net income was approximately $8 million. This profit growth was driven by both operating expenses and stock-based compensation coming in below our expectations. GAAP EPS was $0.07 in Q2, reflecting the reduced share count from the one-for-four reverse stock split that became effective on June 30th.

Patti Kangwankij: This outperformance was the result of gross profit growth in both operating expenses and stock-based compensation coming in below our expectations. GAAP EPS was $0.07 in Q2, reflecting the reduced share count from the one-for-four reverse stock split that became effective on 30 June. Our share repurchase activity remains ongoing. In Q2, we repurchased 3.2 million shares at an average post-split adjusted price of $15.90, which was considerably more than we purchased last quarter, as we continue to believe the current valuation does not fairly represent the company's value or the market opportunity ahead of us. On 3 August, the board approved another $150 million share repurchase authorization, as we largely exhausted the previous $100 million authorization. We ended the quarter with $700 million in cash and short-term investments as operating cash flow offset our share repurchases. Now let me turn to our outlook.

Speaker #1: Our share repurchase activity remains ongoing. In Q2, we repurchased 3.2 million shares at an average post-split adjusted price of $15.90, which was considerably more than we purchased last quarter, as we continue to believe the current valuation does not fairly represent the company's value or the market opportunity ahead of us.

Speaker #1: On August 3rd, the board approved another $150 million share repurchase authorization, as we largely exhausted the previous $100 million authorization. We ended the quarter with $700 million in cash and short-term investments, as operating cash flow offset our share repurchases.

Speaker #1: Now, let me turn to our outlook. Consistent with what we shared at the start of the year, our top-line growth steps down in the second half against significantly tougher year-over-year comparisons.

Patti Kangwankij: Consistent with what we shared at the start of the year, our top-line growth steps down in H2 against significantly tougher year-over-year comparisons. For Q3 2026, we expect Q3 net revenue to grow between 6% and 8% and gross profit to grow between 5% and 7%. We expect a substantial step down from Q2 to Q3, a deceleration of about 10 points of gross profit growth from Q2, driven by 2 to 3 points related to the last large renewal that we expect to sign in Q3. 4 points from lapping the TransactPay acquisition that closed in July 2025. 1 to 2 points related to the lending, including buy now, pay later use case, lapping spectacular growth in 2025. Approximately 2 points from the expected diversification of Cash App new issuance.

Speaker #1: For the third quarter of 2026, we expect Q3 net revenue to grow between 6% and 8%, and gross profit to grow between 5% and 7%.

Speaker #1: We expect a substantial step-down from Q2 to Q3, a deceleration of about 10 points of gross profit growth from Q2, driven by 2% to 3 points related to the last large renewal that we expect to sign in Q3.

Speaker #1: Four points from lapping the Transact Pay acquisition that closed in July of 2025. One to two points related to the lending, including the Buy Now Pay Later use case, lapping spectacular growth in 2025.

Speaker #1: Approximately 2 points from the expected diversification of Cash App new issuance. This outlook is about 2 points lower than what we originally assumed for the second half when we issued guidance in February.

Patti Kangwankij: This outlook is about 2 points lower than what we originally assumed for H2 when we issued guidance in February. There are 2 factors I would highlight. The first relates to a customer-specific dynamic within our lending, including buy now, pay later use case. As a BNPL consumer pay-anywhere card proposition with flexible credentials continues to gain adoption, our single-use virtual card volume with one of our BNPL customers is being impacted in a way we didn't expect. This customer uses multiple providers for the single-use virtual card, but only Marqeta for the flexible credential, and the success of the flexible credential is leading them to do some load balancing of single-use virtual card TPV. We still expect our lending, including BNPL TPV growth, to be over 30% in H2, despite very tough year-over-year comparisons.

Speaker #1: There are two factors I would highlight. The first relates to a customer-specific dynamic within our lending, including the Buy Now Pay Later (BNPL) use case. As a BNPL consumer pay-anywhere card proposition with flexible credentials continues to gain adoption, our single-use virtual card volume with one of our BNPL customers is being impacted in a way we didn't expect.

Speaker #1: This customer uses multiple providers for the single-use virtual card, but only Marqueta for the flexible credential. And the success of the flexible credential is leading them to do some load balancing of single-use virtual card TPV.

Speaker #1: We still expect our lending including BNPL TPV growth to be over 30% in the second half despite very tough year-over-year comparisons. The second is a shift in our on-demand delivery customer mix, which is driving lower gross profit take rate within that use case.

Patti Kangwankij: The second is a shift in our on-demand delivery customer mix, which is driving lower gross profit take rate within that use case. As our on-demand delivery customers continue to expand their business, the business mix underneath our customer is shifting towards segments with less favorable economics, which is weighing on the take rate. We expect Q3 adjusted OpEx to be nearly flat year-over-year as we continue to efficiently manage our investment initiatives against a Q3 2025 base that stepped up meaningfully last year. Adjusted EBITDA growth is expected to be between 20% and 25%, and we expect low to mid-single-digit millions of GAAP net income in Q3 as we anticipate the run rate of our stock-based compensation to be largely in line with the amount in Q2. In Q4, we expect similar trends across revenue, gross profit, and adjusted OpEx.

Speaker #1: As our on-demand delivery customers continue to expand their business, the business makes underneath our customer is shifting towards segments with less favorable economics, which is weighing on the take rate.

Speaker #1: We expect Q3 adjusted operating expenses to be nearly flat year-over-year, as we continue to efficiently manage our investment initiatives against a Q3 25 base that stepped up meaningfully last year.

Speaker #1: Adjusted EBITDA growth is expected to be between 20% and 25%, and we expect low- to mid-single-digit millions of GAAP net income in the third quarter, as we anticipate the run rate of our stock-based compensation to be largely in line with the amount in Q2.

Speaker #1: In Q4, we expect similar trends across revenue, gross profit, and adjusted operating expenses. For the full year, we are narrowing our revenue and gross profit guidance.

Patti Kangwankij: For the full year, we are narrowing our revenue and gross profit guidance. We now expect full-year net revenue growth in the range of 12% to 13%. Full-year gross profit growth towards the higher end of our prior range at 11% to 12%. We are not currently seeing a notable shift in spend or consumer behavior and are assuming consistent spending patterns for the remainder of the year. Given the Q2 outperformance on the bottom line and lower than anticipated expenses, we are raising our full-year adjusted EBITDA and net income expectations again and now expect adjusted EBITDA to grow in the low 30s and expect GAAP net income in the high $20 millions. The breadth and flexibility of our platform continues to translate directly into customer growth and expansion.

Speaker #1: We now expect full-year net revenue growth in the range of 12% to 13%, and full-year gross profit growth towards the higher end of our prior range, at 11% to 12%.

Speaker #1: We are not currently seeing a notable shift in spend or consumer behavior, and are assuming consistent spending patterns for the remainder of the year.

Speaker #1: Given the Q2 outperformance on the bottom line and lower-than-anticipated expenses, we are raising our full-year adjusted EBITDA and net income expectations again. We now expect adjusted EBITDA to grow in the low 30s, and expect GAAP net income in the high $20 millions.

Speaker #1: The breadth and flexibility of our platform continues to translate directly into customer growth and expansion. The programs we are onboarding and the capabilities being deployed reflect demand across both new and existing customers, and demonstrate how the continuum of products we offer across geographies enable customers to build and grow on a single, modern platform.

Patti Kangwankij: The programs we are onboarding and the capabilities being deployed reflect demand across both new and existing customers and demonstrate how the continuum of products we offer across geographies enable customers to build and grow on a single modern platform. Our expertise and scale position us to capture an evolving set of opportunities that we believe will continue to drive long-term value for customers and shareholders. In conclusion, we are building on a solid start to 2026, combining strong gross profit growth with efficient investments, which led to our second consecutive quarter of GAAP profitability. We don't believe the lower growth rate in the H2 is representative of our growth trajectory going forward. It reflects several unique items weighing on our H2 growth and the ongoing benefits of our operating leverage give us confidence that we can sustain profitable growth.

Speaker #1: Our expertise and skills position us to capture an evolving set of opportunities that we believe will continue to drive long-term value for customers and shareholders.

Speaker #1: In conclusion, we are building on a solid start to 2026, combining strong gross profit growth with efficient investments, which led to our second consecutive quarter of GAAP profitability.

Speaker #1: We don't believe the lower growth rate in the second half is representative of our gross trajectory going forward. It reflects several unique items weighing on our second half growth and the ongoing benefits of our operating leverage give us confidence that we can sustain profitable growth.

Speaker #1: I will now turn it back over to the operator for questions.

Patti Kangwankij: I will now turn it back over to the operator for questions.

Speaker #2: Thank you. We will now be conducting a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad.

Operator: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star 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. One moment please while we poll for questions. The first question is from Timothy Chiodo from UBS. Please go ahead.

Operator: Thank you. We will now be conducting a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star 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. One moment please while we poll for questions. The first question is from Timothy Chiodo from UBS. Please go ahead.

Speaker #2: A confirmation tone will indicate your line is in the question queue. You may press star 2 if you would like to remove your question from the queue.

Speaker #2: For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we pull for questions.

Speaker #2: The first question is from Timothy Chiodo from UBS. Please go ahead.

Speaker #3: Great. Thank you for taking the question. I really appreciate all the upfront context that you gave around Cash App new issuance. So, one clarification on the mechanics.

Timothy Chiodo: Great. Thank you for taking the question. Really appreciate all the upfront context that you gave around Cash App new issuance. One clarification on the mechanics, I think we have this down, and then another on 2027. Mike, if you don't mind, on the mechanics, it sounds like you're saying you're still getting some new issuance to date, including on the Flexible Credential card, meaning for pre-purchased BNPL. The second question is around, that's more of just a clarifier. The question is more around how should we think about the potential early estimate of an impact in 2027? I know around this time last year, you mentioned that there would be about a 200 basis point impact initial expectation for 2026. How should we be using kind of a similar construct to think about 2027 impact? Thank you.

Speaker #3: I think we have this down, and then another in 2027. So Mike, if you don't mind, on the mechanics, it sounds like you're saying you're still getting some new issuance to date, including on the Flex Credential card, meaning for pre-purchased BNPL.

Speaker #3: And then the second question is around that's more of just a clarifier. And the question is more around how should we think about the potential early estimate of an impact in 2027.

Speaker #3: I know around this time last year, you mentioned that there would be about a 200 basis point impact initial expectation for 2026. How should we be using kind of a similar construct to think about 2027 impact?

Speaker #3: Thank you.

Speaker #4: Yeah. Thanks, Tim. So yes, your understanding is correct that we started to see a decline in new issuance in about the middle of June.

Mike Milotich: Yeah. Thanks, Tim. Yes, your understanding is correct that we started to see a decline in the new issuance in about the middle of June. We estimate that to be roughly about 10% decline of what we would've gotten otherwise. That decline sort of stepped up in July as they sort of slowly shift the new issuance. We expect that to happen throughout the next couple of months and by the end of the year, us receiving sort of little to no new issuance at that point. That's how we expect it. The new issuance we are getting is both the long-time card value proposition that they've had, as well as the embedded Afterpay offering that comes on the Flexible Credential. Yes, we are seeing both sets of volume.

Speaker #4: So we estimate that to be roughly about 10% decline of what we would have gone otherwise. And then that decline sort of stepped up in July.

Speaker #4: As they sort of slowly shift to the new issuance, so we expect that to happen throughout the next couple of months and by the end of the year, us receiving sort of little to no new issuance at that point.

Speaker #4: So that's how we expect it. The new issuance we are getting is both the longtime card value proposition that they've had, as well as the embedded Afterpay offering that comes on the flexible credential.

Speaker #4: So yes, we are seeing both sets of volume. In terms of how to think about it, what we had originally said, Tim, was that it was about two points of growth impact, and that was with it kind of phasing in over the year.

Mike Milotich: In terms of how to think about it, what we had originally said, Tim, was that it was about two points of growth impact, and that was with it kind of phasing in over the year. On a true run rate basis, if we were to continue to not receive new issuance, it would be a little bit more than that in 2027. Exactly how this is going to play out is still TBD. We don't know what's going to happen. I guess I would just make a few points. One, as I said in my comments, the relationship remains very strong, and we continue to be working on new programs and adding new services with them. We continue to do new things together. As I also mentioned, it's very normal for our customers to seek some diversification. That has not bothered us.

Speaker #4: So, on a true run-rate basis, if we were to continue to not receive new issuance, it would be a little bit more than that in 2027.

Speaker #4: And but exactly how this is going to play out is still TBD. So we don't know what's going to happen, but I guess I would just make a few points.

Speaker #4: One, as I said in my comments, the relationship remains very strong, and we continue to work on new programs and add new services with them.

Speaker #4: So we continue to do new things together. As I also mentioned, it's very normal for our customers to seek some diversification, so that has not bothered us.

Speaker #4: But right now, this is specifically about new issuance. We have an extensive existing cash app card user base that's on our platform, including some of the very high, highly engaged users, using direct deposit.

Mike Milotich: Right now, this is specifically about new issuance. We have an extensive existing Cash App card user base that's on our platform, including some of the very highly engaged users using direct deposit. We continue to see that as is. As the new issuance shifts, also just keep in mind that it takes a little time for that to show up in volume. The cards need to go out, people need to activate them, the spend needs to ramp up. There is a little bit of a lag in the impact. That's just another thing to mention. The third thing that I'd also mention is that we structure our pricing with pricing tiers, right? To protect us if volume changes.

Speaker #4: So we continue to see that as is. And as the new issuance shifts, also just keep in mind that it takes a little time for that to show up in volume.

Speaker #4: So the cards need to go out. People need to activate them. The spend needs to ramp up. So there is a little bit of a lag in the impact.

Speaker #4: So that's just another thing to mention. The third thing that I'd also mention is that we structure our pricing with pricing tiers, right? To protect us if volume changes.

Speaker #4: So what you might see going forward in 2027, for example, the impact of new issuance on volume may not be sort of a one-to-one basis with gross profit.

Mike Milotich: What we might see going forward in 2027, for example, the impact of new issuance on volume may not be sort of a one-to-one basis with gross profit. Again, we'll have to see how things go. We continue to work with them on Square and Afterpay and other new things. We'll tell you more when we get to the early part of next year and we talk about 2027. Right now we feel very good about the state of the relationship.

Speaker #4: So again, we'll have to see how things go. But and we continue to work with them on square and afterpay and other new things.

Speaker #4: So, we'll tell you more when we get to the early part of next year and we talk about 2027. But right now, we feel very good about the state of the relationship.

Speaker #2: Thank you, Mike. And I should clarify—I think you have been clear that we shouldn't necessarily think that it's a 'no new issuance' forever.

Timothy Chiodo: Thank you, Mike. I should clarify, I think you have been clear that we shouldn't necessarily think that it's a no new issuance forever. It could be for some period of time until a level of diversification sets in. I just wanted to be clear that I appreciate you've made those comments before. If you don't mind-

Speaker #2: It could be for some period of time until a level of diversification sets in. So I just wanted to be clear that I appreciate you've made those comments before.

Speaker #2: If you don't mind. Oh, sorry. Go ahead.

Mike Milotich: Yeah.

Timothy Chiodo: Oh, sorry. Go ahead

Speaker #4: That's what we've seen other customers do. With almost all of them, I can't really think of an instance where we didn't remain their primary partner as they diversified.

Mike Milotich: That's what we've seen other customers do. With almost all of them, I can't really think of an instance where we didn't remain their primary partner as they diversified. They get to a certain level and then it stabilizes. Again, we're not sure what will happen in this case, but that's what we've seen with many of our other large customers.

Speaker #4: So, they get to a certain level and then it stabilizes. Again, we’re not sure what will happen in this case, but that’s what we’ve seen with many of our other large customers.

Speaker #2: Okay. Thanks. We can leave it there. Thank you so much.

Timothy Chiodo: Okay, thanks. We can leave it there. Thank you so much.

Speaker #1: The next question is from Connor Allen from J.P. Morgan. Please go ahead.

Operator: The next question is from Connor Allen from JPMorgan. Please go ahead.

Speaker #3: Hi, thanks for taking my question. Mike, I wanted to ask about—I think you said average deal size was up over 90% in the quarter.

Connor Allen: Hi. Thanks for taking my question. Mike, I wanted to ask about, I think you said average deal size was up over 90% in the quarter. Did I hear that right? Could you maybe talk a little bit about the composition of that, how broad-based it is? Then I assume this would maybe take a little bit longer to flow through the P&L. Just maybe a little bit deeper on that comment would be great.

Speaker #3: Did I hear that right? And could you maybe talk a little bit about the composition, about how broad-based it is? And then I assume it could maybe take a little bit longer to flow through the P&L—just maybe a little bit deeper on that comment would be great.

Speaker #4: Sure. So yes, you did hear correctly. The average deal size in Q2 was up 90% year over year. And a lot of this we've been talking to you now for, I don't know, probably one to two years about our shift up market, right?

Mike Milotich: Sure. Yes, you did hear correctly. The average deal size in Q2 was up 90% year over year. A lot of this, we've been talking to you now for, I don't know, probably one to two years about our shift upmarket. As the fintech winners have been crowned, they're becoming big businesses. Embedded finance players, established enterprises, are looking at what fintechs did in terms of financial services as non-banks. They are starting to look at similar services and injecting them into their existing businesses and their established user bases. What's happening is we are starting to talk to many more Fortune 500 companies, bigger companies who are more established. Inherently, the opportunities are more significant. That's the dynamic that we're seeing.

Speaker #4: As the fintech winners have been crowned, they're becoming big businesses. And then embedded finance players, established enterprises, are looking at what fintechs did in terms of financial services as non-banks.

Speaker #4: And they are starting to look at similar services and injecting them into their existing businesses and their established user bases. And so what's happening is we are starting to talk to many more Fortune 500 companies, bigger companies who are more established.

Speaker #4: And so inherently, the opportunities are more significant. So that's the dynamic that we're seeing. I think in terms of P&L, the way we look at it internally is we feel like the probability of success is higher.

Mike Milotich: I think in terms of P&L, the way we look at it internally is we feel like the probability of success is higher. In the fintech days, we were signing lots of deals with lots of companies and knowing that maybe one or two winners would emerge. It was a little bit of a percentages game. I would say now the business has shifted. Now we're talking to very established companies and who we feel a lot more comfortable in the likelihood that they will execute well. They already have a user base. They don't have to build the business from scratch. The way we feel about it is, it's more that our probability of success from new business is likely to be higher going forward.

Speaker #4: So in the fintech days, we were signing lots of deals with lots of companies. And knowing that maybe one or two winners would emerge, right?

Speaker #4: So it's a little bit of a percentages game. I would say now the business has shifted, and now we're talking to various established companies who we feel a lot more comfortable in—probably, in their—the likelihood that they will execute well.

Speaker #4: And they already have a user base. They don't have to build the business from scratch. So the way we feel about it is it's more that our probability of success from new business is likely to be higher going forward.

Speaker #4: And the deal sizes just reflect that now we are working maybe fewer deals, but with sort of much bigger and better bets.

Mike Milotich: The deal sizes just reflect that now we are working maybe fewer deals, but with sort of much bigger and better bets.

Speaker #3: Great, thank you for that. Maybe one more, if you don't mind. It might be for Pat and you, Mike. I wanted to ask a little bit about the second-half dynamic.

Connor Allen: Great, thank you for that. Maybe one more, if you don't mind. It might be for Patti-

Mike Milotich: Sure

Connor Allen: or you too, Mike. I wanted to ask a little bit on the H2 dynamics. You talked about the change in view there, which was kind of the BNPL virtual card load balancing, then ODD. On the virtual card side, could you talk about how idiosyncratic that feels? I'm just wondering if it's possible that we might see more of that. Just a little bit more on that dynamic would be great. Thanks.

Connor Allen: Or you too, Mike. I wanted to ask a little bit on the H2 dynamics. You talked about the change in view there, which was kind of the BNPL virtual card load balancing, then ODD. On the virtual card side, could you talk about how idiosyncratic that feels? I'm just wondering if it's possible that we might see more of that. Just a little bit more on that dynamic would be great. Thanks.

Speaker #3: You talked about the change in view there, which was kind of the NPL virtual card load balancing and ODD. Maybe on the virtual card side, could you talk about how idiosyncratic that feels?

Speaker #3: I'm just wondering if it's possible that we might see more of that. Maybe just a little bit more on that dynamic would be great.

Speaker #3: Thanks.

Speaker #4: Yeah. Maybe, Connor, if you don't mind, I'll take that one, as I've been living this over the last couple of years—as we've talked about the virtual card dynamics in the past.

Mike Milotich: Yeah. Conor, if you don't mind, I'll take that one, as I've been living this over the last couple of years, as we've talked about the virtual card dynamics in the past. The way to think about this is, this is one particular customer. As Patty mentioned, what we see is that they have diversified their single-use virtual card business. As many of our partners have, and again, we talked about that, I think it was maybe two years ago or so that happened. Because of our sort of lead in innovation with the flexible credentials, we have all of that business. A lot of that is where the growth is. As they look at the impacts of how that business evolves, they are starting to load balance a little bit of the virtual card volume, which is just not something we anticipated.

Speaker #4: So the way to think about this is this is one particular customer and as Patti mentioned, what we see is that they have diversified their single-use virtual card business as many of our partners have.

Speaker #4: And again, we talked about that, I think it was maybe two years ago or so, that happened. But because of our sort of lead and innovation with the flexible credentials, we have all of that business.

Speaker #4: And a lot of that is a lot of that is where the growth is. And so as they look at the impacts of how that business evolves, they are starting to load balance a little bit of the virtual card volume, which is just not something we anticipated.

Speaker #4: So as in the end, we feel like we are getting the stickier, faster-growing part of the business. And so we, I guess, we of course would like all the business, but if there's a trade-off to be made, we feel like this is a good one.

Mike Milotich: In the end, we feel like we are getting the stickier, faster-growing part of the business. I guess we, of course, would like all the business, but if there's a trade-off to be made, we feel like this is a good one. This is going to slow our growth a little bit. I think what's important is also, though, what Patty said about the growth rate in buy now, pay later. If you were to go back to 2024 and Q1 of 2025, our lending and buy now, pay later use case growth was consistently in the 30s before Q2 of last year when the flexible credentials started taking off and our growth really accelerated. Even with this impact and the lapping that's occurring, we still expect our H2 lending and buy now, pay later use case to grow over 30%.

Speaker #4: But this is going to slow our growth a little bit. I think what's important is also what Patti said about the growth rate in buy now pay later.

Speaker #4: So if you were to go back to 2024 and Q1 of 2025, our lending and buy now pay later use case growth was consistently in the 30s.

Speaker #4: Before Q2 of last year, when the flexible credentials started taking off and our growth really accelerated—even with this impact and the lapping that's occurring—we still expect our second half lending and buy now, pay later use case to grow over 30%.

Speaker #4: So we're essentially getting back to the growth rate that we used to have before this sort of big boom in the business over the last year-plus.

Mike Milotich: We're essentially getting back to the growth rate that we used to have before this sort of big boom in the business over the last year plus. That growth rate is now going on a significantly larger base, almost twice the base. We still feel very good about our position in the market and the value we're adding. This is just something we didn't see at the beginning of the year. We didn't expect this kind of impact. In the end, it's relatively small, but it's just something that is going to impact us in the H2.

Speaker #4: But we're at that growth rate is now going on a significantly larger base, almost twice the base. So we still feel very good about our position in the market and the value we're adding.

Speaker #4: But this is just something we didn't see at the beginning of the year. We didn't expect this kind of impact, but in the end, it's relatively small, but it's just something that is going to impact us in the second half.

Speaker #3: Great. Thanks for all the details.

Connor Allen: Great. Thanks for all the details.

Speaker #4: Yeah.

Mike Milotich: Yep.

Speaker #1: The next question is from Craig Mauer from SG Partners. Please go ahead.

Operator: The next question is from Craig Maurer from FT Partners. Please go ahead.

Speaker #3: Yeah. Hi. Thanks for taking the question. I wanted to ask, the stablecoin capability that you're building out, is this in response to actual demand you're seeing or you being anticipatory of what could be coming?

Craig Maurer: Yeah. Hi. Thanks for taking the question. I wanted to ask, the stable coin capability that you're building out, is this in response to actual demand that you're seeing, or are you being anticipatory of what could be coming? Thanks.

Speaker #3: Thanks.

Speaker #4: Thanks, Craig, for your question. I would say it's a little of both. I would say there's a lot of exploratory discussions, particularly among customers who have maybe payouts for example, as part of their business or other money movement capabilities.

Mike Milotich: Thanks, Craig, for your question. I would say it's a little of both. I would say there's a lot of exploratory discussions, particularly among customers who have maybe payouts, for example, as part of their business or other money movement capabilities. There are a number of prospects that we talk to who are interested in this capability and rolling it out. We are doing it to address those customers, but we're also doing it because we do believe that there will be growing demand for this type of capability over time, and we want to continue to be a leader and an innovator in this space. We just think we're very well-positioned because of our proven scale and our geographic reach that we already have.

Speaker #4: There are a number of prospects that we talk to who are interested in this capability and rolling it out. So we are doing it to address those customers, but we're also doing it because we do believe that there will be growing demand for this type of capability over time.

Speaker #4: And we want to continue to be a leader and an innovator in this space, and we just think we're very well positioned because of our sort of proven scale and our geographic reach that we already have.

Speaker #4: You put those together with really the leaders in the space as partners, we feel like we're very well positioned to be someone that should show up at the top of any prospects list and in terms of a very capable package that we're putting together.

Mike Milotich: You put those together with really the leaders in the space as partners, we feel like we're very well-positioned to be someone that should show up at the top of any prospect's list in terms of a very capable package that we're putting together. We're going to do these partnerships in a way that makes it quite easy for our customers. It is a little of both, Craig, but again, we feel good that this positions us well to capture the growth as this use case emerges.

Speaker #4: And we're going to do these partnerships in a way that makes it quite easy for our customers. So it is a little of both, Craig, but again, we feel good that this positions us well to capture the growth as this use case emerges.

Speaker #3: Thank you.

Craig Maurer: Thank you.

Speaker #1: The next question is from Darren Peller from Wolf Research. Please go ahead.

Operator: The next question is from Darrin Peller from Wolfe Research. Please go ahead.

Speaker #3: All right. Hey, guys, thanks. I want to just shift gears a bit to profitability. You're obviously continuing to show some pretty nice speeds on both the EBITDA and income side.

Darrin Peller: All right. Hey, guys. Thanks. I want to just shift gears a bit to profitability. You're obviously continuing to show some pretty nice beats on both EBITDA and net income side. Maybe just help us understand your vision from a strategic standpoint, from a reinvestment versus letting pass through to the bottom line, given you're clearly outperforming in some of these great trends on some of the sub verticals. Going forward from here, I know you gave us, I think it was high $20s of GAAP net income for the year, but maybe just help us understand where you're thinking for this year, but more importantly, targets going forward. Thanks, guys.

Speaker #3: And so maybe just help us understand your vision from a strategic standpoint, from a reinvestment versus letting pass through to the bottom line at given you're clearly outperforming.

Speaker #3: And some of these great trends on some of the subverticals. Going forward from here, I know you gave us, I think it was high 20s million dollars of debt and income for the year, but maybe just help us understand where you're thinking for this year.

Speaker #3: But more importantly, targets going forward. Thanks, guys.

Speaker #2: Yeah. Well, probably not. Well, I'll start, but we're probably not going to share kind of 2027. But yes, we were pretty pleased with kind of the profitability and this is really kind of demonstrating kind of what we see with kind of the scale that we're getting in terms of volume right now.

Patti Kangwankij: Yeah. I'll start, but we're probably not going to share kind of 2027. Yes, we were pretty pleased with the profitability, and this is really demonstrating what we see with the scale that we're getting in terms of volume right now north of 450 billion of volume. A lot of the incremental business that we're getting is really dropping to the bottom line very nicely. From an OpEx standpoint, it did come in slightly lower than we expected. Our adjusted OpEx came in at 12% growth, which was below the high teens we had guided to. I'll highlight two reasons for that. One of the big drivers was our vendor management. We've been actively renegotiating our third-party contracts, and we were able to get the same level of service at a better price.

Speaker #2: And now north of kind of 450 billion of volume. And so a lot of kind of the incremental business that we're getting is really dropping to the bottom line very nicely.

Speaker #2: And from an OPEX standpoint, it did come in slightly lower than we expected. Our adjusted OPEX came in at 12% growth, which was below the high teens we had guide into.

Speaker #2: And one of the big I'll highlight two kind of reasons for that. One of the big drivers was kind of our vendor management. We've been actively kind of renegotiating our third-party contracts and we've been able and we were able to get kind of the same level of service at a better price.

Speaker #2: And then we're also continuing to find efficiency in how we manage headcount and being deliberate where and when we add roles. And so we've seen efficiency with AI and other things.

Patti Kangwankij: We're also continuing to find efficiency in how we manage headcount and being deliberate where and when we add roles. We've seen efficiency with AI and other things. Both of these dynamics didn't change the pace of our planned investments, and we're very much on target with our roadmap. A number of these things we do expect to persist. We're expecting flat-ish OpEx growth, which is coming further down in H2 because we did lap a big increase in spending last year when our investments were very back-loaded following the CEO transition in Q1. We've been also managing headcount and stock-based compensation. A lot of that has been flowing through the bottom line. We are continuing to invest heavily in the business, and we're evaluating M&A and always figuring out ways to reinvest in the business.

Speaker #2: And so both of these dynamics didn't change the pace of our planned investments and we're very much on target with our roadmap. But in a number of things, of these things we do expect to persist.

Speaker #2: We're expecting flat-ish OPEX growth, which is coming further down in the second half because we did lap a big increase in spending last year when our investments were very backloaded following the CEO transition in Q1.

Speaker #2: And we've been also kind of managing kind of headcount and stock-based compensation. So a lot of that has been flowing through the bottom line.

Speaker #2: But we are continuing to invest heavily in the business, and we're evaluating M&A, always figuring out ways to reinvest in the business.

Speaker #3: Okay.

Darrin Peller: Okay.

Speaker #4: And maybe, Darren, I would just add in terms of forward-looking, I mean, we're a true platform business. With very high fixed costs and low variable costs, as we shared even in our investor day a few years ago.

Mike Milotich: Maybe, Darren, I would just add, in terms of forward-looking, we're a true platform business with very high fixed costs and low variable costs, as we shared even at our investor day a few years ago. We want to continue to invest in the business, obviously, to sustain the growth and innovate. We do feel like we will continue to have a decent spread between our gross profit growth and our expense growth. Our earnings growth will continue to exceed the top-line growth for some time.

Mike Milotich: Maybe, Darren, I would just add, in terms of Forward-Looking, we're a true platform business with very high fixed costs and low variable costs, as we shared even at our investor day a few years ago. We want to continue to invest in the business, obviously, to sustain the growth and innovate. We do feel like we will continue to have a decent spread between our gross profit growth and our expense growth. Our earnings growth will continue to exceed the top-line growth for some time.

Speaker #4: So we're we will want to continue to invest in the business, obviously, to sustain the growth and innovate, but we do feel like we will continue to have a decent spread between our gross profit growth and our expense growth.

Speaker #4: And so our earnings growth will continue to exceed the top line growth for some time.

Speaker #3: Yeah. Yeah. Thanks, Mike. Guys, just quick follow-up. Mike, a little bit higher level. I mean, look, you're obviously still performing extremely well with flex credentials and the MPL and expense management, even off the higher base you referenced.

Darrin Peller: Yeah. Thanks, Mike. Guys, just quick follow-up. Mike, a little bit higher level. Look, you're obviously still performing extremely well with Flex Credentials and BNPL and expense management, even off the higher base you referenced. If I asked you, what would be the next one of those opportunities that you're most excited about? Is it stablecoin cards? What is the next new thing that you could see turning into the big Flex Credentials-type product and really drive the next few years the way you've been seeing some of those products drive in the past couple?

Speaker #3: But if I asked you what would be the next one of those opportunities, that you're most excited about, I mean, is it stablecoin cards?

Speaker #3: What is the next new thing that you could see turning into the big flex credentials type product and really drive the next few years the way you've been seeing some of those products drive in the past couple?

Speaker #4: Yeah. I would new growth vectors that I'm particularly excited about. So there's three. I would say, first is credit. So we've been making sort of slow and steady progress on our credit offering.

Mike Milotich: Yeah, I would say there's a few different new growth vectors that I'm particularly excited about. There's three. I would say first is credit. We've been making slow and steady progress on our credit offering. In the next 2 or 3 quarters, we're going to hit a little bit of a turning point for us. We have 3 credit programs launching in the next couple of quarters that are all a little different. We have a consumer co-brand that's a revolving credit product. We have a consumer secured credit product, essentially a credit building product that is launching together with buy now, pay later on the Mastercard One Credential. We have a commercial charge card program, all launching in the next couple of quarters. We're starting to get some traction.

Speaker #4: In the next two or three quarters, we're sort of going to hit a little bit of a turning point for us. We have three credit programs launching in the next couple of quarters that are all a little different.

Speaker #4: We have a consumer co-brand that's a revolving credit product. We have a consumer secured credit product essentially a credit building product that is launching together with Buy Now Pay Later on the MasterCard One credential.

Speaker #4: And we have a commercial charge card program. All launching in the next couple of quarters. And so we're starting to get some traction. Again, it's still early days, but that's a part of the market we haven't served before.

Mike Milotich: Again, it's still early days, but that's a part of the market we haven't served before traditionally, and we think there's a lot of opportunity. The second area, I would say, even though we've gotten a lot of growth from Europe, we're still very excited about Europe. We only did processing before, and you're already starting to see, I highlighted in my comments about our ability to serve multinationals, but also to add program management in Europe, which should improve our take rate there. We think there's still a lot of opportunity left in the Europe business. The final area is value-added services. We've been really focused on trying to scale the business over the last few years, we hadn't put as much emphasis on that a couple of years ago.

Speaker #4: Traditionally, and we think there's a lot of opportunity. The second area I would say, even though we've gotten a lot of growth from Europe, we're still very excited about Europe.

Speaker #4: Because we only did processing before, and you're already starting to see I highlighted in my comments about our ability to serve multinationals, but also to add program management in Europe, which should improve our take rate there.

Speaker #4: So we think there's still a lot of opportunity left in the Europe business. And then the final area is value-added services. Because we've been really focused on trying to scale the business over the last few years, we hadn't put as much emphasis in that a couple of years ago.

Speaker #4: But in the last year or two, we've really started to raise our game and I highlighted some of the increased capabilities this quarter that we're doing in our fraud solution.

Mike Milotich: In the last year or 2, we've really started to raise our game, and I highlighted some of the increased capabilities this quarter that we're doing in our fraud solution. Value-added services remains only about 7% of our gross profit today. It's growing, but it's still relatively small.

Speaker #4: Value-added services remain only about 7% of our gross profit today. It's growing, but it's still relatively small. And we just think, not only as we continue to increase our capabilities, but also as we're moving to serve these enterprise customers, they don't want to piece together multiple partners.

Darrin Peller: Right

Mike Milotich: We think not only as we continue to increase our capabilities, but also as we're moving to serve these enterprise customers, they don't want to piece together multiple partners. They're looking for one platform that can really bring a holistic solution. We feel like our attach rate can be better than fintechs who wanted to piece together something unique. Those are the 3 areas I would say, Darren, that we're probably most bullish on being major contributors a couple of years from now.

Speaker #4: They're looking for one platform that can really bring a holistic solution, so we feel like our attach rate can be better than fintechs who wanted to sort of piece together something unique.

Speaker #4: And so those are the three areas I would say, Darren, that we're probably most bullish on being major contributors a couple of years from now.

Speaker #3: That's really helpful, Mike. Great. Thanks, guys.

Darrin Peller: That's really helpful, Mike. Great. Thanks, guys.

Speaker #1: The next question is from Jamie Friedman from Susquehanna International Group. Please go ahead.

Operator: The next question is from James Friedman from Susquehanna International Group. Please go ahead.

Speaker #5: Hi. Thank you. For taking the question. So Mike, in terms of the stablecoin-backed cards, can you just walk us through the business process for those?

James Friedman: Hi. Thank you for taking the question. Mike, in terms of the stablecoin-backed cards, can you just walk us through the business process for those? How complicated are they? What do you see as the use case? More importantly, who is it that's asking for those between the issuer and the merchant?

Speaker #5: How complicated are they? What do you see as the use case? And more importantly, who is it that's asking for those—between the issuer and the merchant?

Speaker #4: Sure. So first, I would say we have already a good amount of experience in this. We do crypto-backed cards for both Coinbase in the US and Bitpanda in Europe.

Mike Milotich: Sure. First I would say, we have already a good amount of experience in this. We do crypto-backed cards for both Coinbase in the US and Bitpanda in Europe. We have some experience in this space. I would say that's the first thing that's important. The second thing in terms of how does it work, we really try to simplify it for our customers. In this case, with the partnerships we've set up with both Zero Hash and BVNK, we'd be embedding their APIs into our platform. Our customers should be able to just through the connection to our platform, sort of pull through those capabilities. We make it pretty seamless for them to take advantage of having a stablecoin-backed product, but making it much more useful for spending and to get access to the money.

Speaker #4: So we have some experience in this space, so I would say that's the first thing that's important. The second thing, in terms of how does it work, we really try to simplify it for our customers.

Speaker #4: So in this case, what the partnerships we've set up with both Zero Hash and BVNK, we'd be embedding their APIs into our platform. So our customers should be able to just through the connection to our platform, sort of pull through those capabilities.

Speaker #4: So we make it pretty seamless for them to take advantage of having a stablecoin-backed product. But making it much more useful for spending and to get access to the money.

Speaker #4: And so that's the way we're pursuing the solution. In terms of who's asking, it's a combination of a few different types. As I mentioned before, anyone who has payouts as part of their business, so they're moving money to many geographies, stablecoin has a lot of value.

Mike Milotich: That's the way we're pursuing the solution. In terms of who's asking, it's a combination of a few different types. As I mentioned before, anyone who has payouts as part of their business, they're moving money to many geographies, stablecoin has a lot of value. The recipient of that stablecoin, it might be hard to utilize and get off the chain, which is what makes having that attached to a card a very attractive value proposition. I would say anybody who's thinking about a multinational neobank offering. When I say that, I mean not just like a neobank, but a lot of platform businesses are starting to embed banking-like services into their software. Anyone who is on a multinational basis and doing that has some interest.

Speaker #4: But then the recipient of that stablecoin, it might be hard to utilize and get off the chain, which is what makes having that attached to a card a very attractive value proposition.

Speaker #4: Also, I would say anybody who's thinking about a multinational neobank offering—and when I say that, I mean not just a neobank, but a lot of platform businesses are starting to embed banking-like services into their software.

Speaker #4: So anyone who is on a multinational basis and doing that has some interest. So I would say there's there are a number of people who again, are inquiring about this.

Mike Milotich: I would say there are a number of people who, again, are inquiring about this, but it is still early. There are only a handful of programs live today, we do feel like there will be growing demand for this as time goes on.

Speaker #4: But it is still early, right? There are only a handful of programs live today, but we do feel like there will be growing demand for this as time goes on.

Speaker #5: Great. All right. Thank you for the detail. I'll jump back in the queue.

James Friedman: Great. All right. Thank you for the detail. I'll drop back in the queue.

Speaker #1: The next question is from Andrew Schmitz from KeyBank Capital Markets. Please go ahead.

Operator: The next question is from Andrew Bauch from KeyBanc Capital Markets. Please go ahead.

Speaker #5: Hi, Mike. Hi, Patty. Thank you so much for taking the questions this evening. I wanted to just dig into the sort of the competitive environment and maybe more directly on credit.

Andrew Bauch: Hi, Mike. Hi, Patti. Thank you so much for taking the questions this evening. I wanted to just dig into the competitive environment, and maybe more directly on credit. Mike, you made some really good comments about the credit opportunity, but we get a lot of questions on Visa's push via Visa DPS full service credit. I'm just curious, and obviously, look, there's a lot of opportunity here for multiple players to go after, but I'm curious where the overlap is, if there is any. I know you're familiar with that business, how that stacks up versus where you're going after. Thanks so much.

Andrew Schmidt: Hi, Mike. Hi, Patti. Thank you so much for taking the questions this evening. I wanted to just dig into the competitive environment, and maybe more directly on credit. Mike, you made some really good comments about the credit opportunity, but we get a lot of questions on Visa's push via Visa DPS full service credit. I'm just curious, and obviously, look, there's a lot of opportunity here for multiple players to go after, but I'm curious where the overlap is, if there is any. I know you're familiar with that business, how that stacks up versus where you're going after. Thanks so much.

Speaker #5: Mike, you made some really good comments about the credit opportunity, but we get a lot of questions on Visa's push via DPS full-service credit.

Speaker #5: I'm just curious, and obviously, look, there's a lot of opportunity here, from multiplayers go after it, but I'm curious, where have the overlap is?

Speaker #5: If there is any, and I know you're familiar with that business, kind of how that stacks up versus where you're going after. Thanks so much.

Speaker #4: Sure. I think the there's a few things that I would say. I think first, the advantages that we think we have in this space is one that we're a proven innovator who can support programs at scale.

Mike Milotich: Sure. I think There's a few things that I would say. I think first, the advantages that we think we have in this space is, one, that we're a proven innovator who can support programs at scale. We have the credibility, even though we're relatively new in credit compared to debit. The second thing is that we'll let people truly embed that offering into their user experience and app. That's something that can be more difficult to do on certain other platforms. The other area that we also have been emphasizing and spending some time is we do believe that cards will become more personalized over time. What we often call dynamic rewards, we think that is something that is going to be coming in credit over time.

Speaker #4: So we have the credibility, even though we're relatively new in credit compared to debit. The second thing is that we'll let people truly embed that offering into their user experience and app.

Speaker #4: And that's something that can be more difficult to do on certain other platforms. And then the other area that we also have been emphasizing and spending some time is we do believe that cards will become more personalized over time.

Speaker #4: So what we often call dynamic rewards, we think that that is something that is going to be coming in credit over time. The last thing that I would say, Andrew, that we think, again, makes us uniquely competitive is that what we're finding is the traditional credit market, and particularly the co-brand space, you often hear from people that they have to decline two-thirds, three-quarters of the applicants because the proposition has gotten very premium.

Mike Milotich: The last thing that I would say, Anju, that we think, again, makes us uniquely competitive is that what we're finding is the traditional credit market, and particularly the co-brand space, you often hear from people that they have to decline two-thirds, three-quarters of the applicants because the proposition has gotten very premium. You have to be a high spender because of the competition and rewards. If you're trying to drive engagement with your user base, declining two-thirds or three-quarters of the people who apply is not obviously a good engagement strategy. A lot of people are talking to us about more of a holistic offering that matches the right customer to the right product.

Speaker #4: Right? You have to be a high spender because of the competition in rewards. And so if you're trying to drive engagement with your user base, declining two-thirds or three-quarters of the people who apply is not obviously a good engagement strategy.

Speaker #4: And so a lot of people are talking to us about more of a holistic offering that matches the right customer to the right product.

Speaker #4: So, someone who might come in looking for a value proposition, you could say, well, I have a credit builder product that also has some buy-now-pay-later functionality built in, while we work you towards the revolving credit product that you may want.

Mike Milotich: Someone who might come in looking for a value proposition, you could say, Well, I have a credit builder product that also has some buy now, pay later functionality built in while we work you towards the revolving credit product that you may want. The fact that we have all these products on a single stack. It's all together, whether it's consumer, commercial, debit, or credit. We can do that on a multinational basis is relatively unique in the marketplace. Almost everyone else is going to have multiple platforms, and that's going to be a little more complicated. I think one of our credit strategies is also to not just be out there selling to prospects who purely want credit, but talking to them about a much more holistic offering that says, Don't decline anybody and don't have a turndown product.

Speaker #4: And the fact that we have all these products on a single stack, right? So it's all together, whether it's consumer, commercial, debit or credit, and we can do that on a multinational basis.

Speaker #4: That makes us relatively unique in the marketplace. Almost everyone else is going to have multiple platforms, and that's going to be a little more complicated.

Speaker #4: So I think what one of our credit strategies is also to not just be out there selling to prospects who purely want credit, but talking to them about a much more holistic offering that says, don't decline anybody, and don't have a turn-down product really have a suite of products that meets each customer where they are.

Mike Milotich: Really have a suite of products that meets each customer where they are." That's just something because of our background and expertise just makes us uniquely able to deliver that value proposition.

Speaker #4: And that's just something because of our background and expertise just makes us uniquely ability uniquely able to deliver that value proposition.

Speaker #5: That's helpful. Thank you, Mike. Always appreciate your perspective there. And maybe just ask about just renewals. Obviously, we're rolling over a couple of renewals this year, but as we look over the next 12 to 18 months, what does that pipeline look like?

Andrew Bauch: That's helpful. Thank you, Mike. Always appreciate your perspective there. Maybe just ask about just renewals. Obviously, we're rolling over a couple of renewals this year, but as we look over the next 12 to 18 months, what does that pipeline look like? I'm just curious if, is it steps up, steps down when we think about just the renewal pipeline over the next 12 to 18. Thanks so much.

Andrew Schmidt: That's helpful. Thank you, Mike. Always appreciate your perspective there. Maybe just ask about just renewals. Obviously, we're rolling over a couple of renewals this year, but as we look over the next 12 to 18 months, what does that pipeline look like? I'm just curious if, is it steps up, steps down when we think about just the renewal pipeline over the next 12 to 18. Thanks so much.

Speaker #5: I'm just curious if the keen sort of is it steps up or steps down when we think about just the renewal pipeline over the next 12 to 18.

Speaker #5: Thanks so much.

Speaker #3: Yeah. So we've talked about the two renewals—post deals that we had signed during the fintech boom. And those are the two that we think are the last two, maybe outside of Block, that are going to come up over the next couple of years.

Patti Kangwankij: Yeah. We've talked about the two renewals of deals that we had signed during the fintech boom. Those are the two that we think the last two, maybe outside of Block that were going to come up over the next couple of years because we're renewing contracts actually all the time, regular way. In there, we have been very disciplined in our pricing and the way it's stepping down. That's going to be part of, again, business as usual. You shouldn't expect to hear very much about any renewals, maybe outside of Block, which comes up in 2028. Really the last two that we were mentioning only because of the material step down because these were deals negotiated during the fintech boom.

Speaker #3: Because we're renewing contracts actually all the time, right? In a regular way. And in there, we have been very disciplined in our pricing and the way it's stepping down.

Speaker #3: But that's going to be part of, again, business as usual. So you shouldn't expect to hear very much about any renewals—maybe outside of Block, which comes up in 2028.

Speaker #3: But really, the last two that we were mentioning were only because of the material step-down, because these were deals negotiated during the fintech boom.

Speaker #5: Got it. Thank you, Patty. Appreciate the comments.

Andrew Bauch: Got it. Thank you, Patti. Appreciate the comments.

Andrew Schmidt: Got it. Thank you, Patti. Appreciate the comments.

Patti Kangwankij: Yeah.

Speaker #1: Yeah. This concludes the question and answer session, as well as today's teleconference. You may disconnect your lines at this time. Thank you for your participation.

Operator: This concludes the question and answer session as well as today's teleconference. You may disconnect your lines at this time. Thank you for your participation.

Operator: This concludes the question-and-answer session as well as today's teleconference. You may disconnect your lines at this time. Thank you for your participation.

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