Financial Data and Key Metrics Changes - Revenue for Q3 2025 reached $269 million, reflecting a 12% year-over-year growth, with an adjusted EBITDA margin of 42% [7][20][22] - Adjusted EBITDA increased by 17% year-over-year to $113 million, with the adjusted EBITDA margin exceeding the long-term target of approximately 40% [22][23] - Net revenue retention rate (NRR) was 113%, indicating strong client retention and expansion [21][17] Business Line Data and Key Metrics Changes - Subscription revenue grew to $134 million, a 14% increase year-over-year, while volume-based revenue was $132 million, up 10% year-over-year [22] - The client base generating over $100,000 in trailing 12-month revenue increased by 11% year-over-year to 1,306 clients [17][21] Market Data and Key Metrics Changes - The acquisition of Iodine Software is expected to expand the total addressable market by over 15% and enhance innovation capabilities [9][10] - The healthcare financial system is described as complex and fragmented, with a significant opportunity for modernization through Waystar's platform [8][15] Company Strategy and Development Direction - Waystar aims to simplify healthcare payments through a cloud-based platform that integrates clinical, administrative, and financial data [8][10] - The company is focused on leveraging AI to enhance operational efficiencies and client satisfaction, positioning itself as a leader in the healthcare revenue cycle management space [9][15][68] Management's Comments on Operating Environment and Future Outlook - Management highlighted the importance of addressing rising denial rates and workforce shortages in the healthcare sector, which are pressuring margins [12][60] - The company is optimistic about capturing growth opportunities through the integration of Iodine's capabilities and the ongoing demand for AI-driven solutions [9][10][68] Other Important Information - Waystar received recognition as one of the best workplaces for innovators and was named Healthcare Company of the Year by the Stevie Awards [18] - The company is committed to maintaining high cash flow conversion rates, with unleveraged free cash flow of $96 million in Q3 2025 [24][25] Q&A Session Summary Question: Feedback from Iodine clients during the True North conference - Management reported 100% positive feedback from clients regarding the Iodine acquisition, highlighting the strategic fit and potential benefits for healthcare [31][32] Question: Cadence of replacing legacy processes in RCM - Management noted that Iodine's capabilities will facilitate faster transitions from legacy systems, enhancing the overall efficiency of revenue cycle management [35][36] Question: Patient utilization trends and seasonality - Management indicated that patient utilization is returning to historical levels, with expectations for continued growth in the volume-based revenue segment [41][42] Question: Transition from mail payments to mobile - Management discussed the ongoing shift towards digital payment solutions, emphasizing the long-term transformation in patient financial engagement [46][49] Question: Acceleration of product roadmap due to Iodine acquisition - Management provided examples of how Iodine's clinical data will enhance existing products, potentially accelerating the product development timeline by nearly two years [52][56] Question: Competitive landscape and go-to-market strategy - Management acknowledged increased competition but emphasized Waystar's comprehensive platform approach and strong client relationships as key differentiators [66][68] Question: Sustainability of EBITDA margin efficiencies - Management expressed confidence in maintaining margin efficiencies through ongoing operational improvements and AI-driven solutions [82]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 reached $269 million, reflecting a 12% year-over-year growth, with an adjusted EBITDA margin of 42% [7][20][22] - Adjusted EBITDA for the quarter was $113 million, representing a 17% increase year-over-year [22] - Net Revenue Retention Rate (NRR) was 113%, indicating strong client retention and expansion [21][17] Business Line Data and Key Metrics Changes - Subscription revenue increased by 14% year-over-year to $134 million, while volume-based revenue grew by 10% year-over-year to $132 million [22] - The number of clients generating over $100,000 in trailing 12-month revenue grew to 1,306, an 11% increase year-over-year [17][21] Market Data and Key Metrics Changes - The acquisition of Iodine Software is expected to expand the total addressable market by over 15% and enhance innovation capabilities [9][10] - The healthcare financial system is described as complex and fragmented, with a significant opportunity for modernization through Waystar's platform [8][15] Company Strategy and Development Direction - Waystar aims to simplify healthcare payments through a cloud-based platform that integrates clinical, financial, and administrative data [8][10] - The company is focused on leveraging AI to enhance operational efficiencies and client outcomes, with a strong emphasis on automation and data integration [11][16][75] - Waystar's strategy includes continuous innovation, with hundreds of new capabilities launched each quarter to improve automation and accuracy [15][17] Management's Comments on Operating Environment and Future Outlook - Management highlighted the importance of addressing rising utilization, denial rates, and workforce shortages as key challenges in the healthcare sector [12][13] - The company remains optimistic about capturing growth opportunities, driven by its AI-powered solutions and strong client relationships [9][18] Other Important Information - Waystar received recognition as one of the best workplaces for innovators and was named Healthcare Company of the Year by the Stevie Awards [18] - The company ended the quarter with $421 million in cash and equivalents and a leverage ratio of 1.9 times, down from earlier in the year [24][25] Q&A Session Summary Question: Feedback on Iodine Software and client introduction - Management reported overwhelmingly positive feedback from clients regarding the Iodine acquisition, highlighting its strategic fit and potential benefits [30][31] Question: Cadence of replacing legacy processes in RCM - Management discussed the integration of Iodine's capabilities into Waystar's platform, which is expected to accelerate the transition from legacy systems [34][36] Question: Patient utilization trends and seasonality - Management noted that patient utilization is returning to historical levels, with expectations for continued growth in the volume-based revenue segment [40][42] Question: Transition from mail payments to mobile - Management emphasized the ongoing shift towards digital payment solutions, which are expected to enhance efficiency and client satisfaction [46][49] Question: Acceleration of product roadmap with Iodine - Management provided examples of how Iodine's capabilities will enhance Waystar's offerings, particularly in prior authorizations and claims management [52][56] Question: Competitive landscape and go-to-market strategy - Management acknowledged increased competition but emphasized Waystar's unique platform approach and strong client relationships as key differentiators [66][68] Question: Monetization strategy for AI capabilities - Management outlined multiple monetization strategies, including pricing to value and introducing new software modules [71][75] Question: Sustainability of EBITDA margin trends - Management expressed confidence in maintaining margin efficiencies through ongoing operational improvements and AI integration [83]

Waystar Holding (NasdaqGS:WAY) Q3 2025 Earnings Call October 29, 2025 04:30 PM ET Speaker5Good day, and thank you for standing by. Welcome to the Waystar Third Quarter 2025 Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question-and-answer session. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your first speaker today, Sue Dooley, Vice President of Investor Re ...