Summary of BILL Holdings (BILL) Conference Call - May 28, 2025 Company Overview - **Company**: BILL Holdings (BILL) - **Industry**: Financial Technology, focusing on accounts payable (AP) and accounts receivable (AR) solutions for small and medium-sized businesses (SMBs) Key Points Industry Trends and SMB Behavior - **Current Environment**: Small businesses are exhibiting a "wait and see" approach due to economic uncertainties, leading to a pause in spending [2][3] - **Discretionary Spending**: There has been a slight reduction in discretionary spending among SMBs, particularly in sectors like nonprofits, wholesale trade, and real estate [3][4] - **Transaction Volume**: The number of transactions per customer decreased from 76 to 70 year-over-year, indicating a cautious spending environment [4] Financial Performance and Expectations - **Total Payment Volume (TPV)**: Expectations for Q4 indicate low single-digit declines year-over-year in TPV per customer, with a slight quarter-to-quarter increase due to seasonal effects [4] - **Take Rate Trends**: The take rate, which combines ad valorem and fixed fee products, showed a recent increase to 16.2 basis points, driven by strong performance in ad valorem products [9][12] - **International Payments**: Uncertainty in international payments is expected to impact monetization and volume negatively in Q4 [13] Product and Service Developments - **Ad Valorem Products**: The company is focusing on enhancing ad valorem offerings, including pay by card and instant transfer solutions, to drive adoption and create value for both buyers and suppliers [20][21] - **Customer Segmentation**: The customer base is stratified, with smaller businesses operating at lower volumes and larger businesses showing more significant pullbacks in discretionary spending [6][7] Growth Strategies - **Customer Acquisition**: The company has been adding approximately 9,000 net new customers recently, with a focus on the accountant channel, which saw a 60% increase in ads year-over-year [27][28] - **Multi-Product Adoption**: There is a significant opportunity for multi-product adoption, particularly with the Divvy charge card, which has seen an increase in joint customers [30][31] Financial Health and Future Outlook - **Margin Expansion**: The company has achieved a non-GAAP operating margin of 15%, up from a loss of 3% in Q3 of 2022, indicating strong operating leverage [39][40] - **Investment in Technology**: Investments in AI and technology are aimed at improving internal efficiencies and enhancing customer experiences [41][43] - **Long-Term Vision**: Over the next three to five years, the company aims to broaden its capabilities beyond transaction processing to include more comprehensive financial management solutions for SMBs [44][46] Additional Insights - **FX Volatility**: The strength or weakness of the US dollar impacts demand for foreign exchange (FX) payments, with proactive measures taken to mitigate FX exposure [18][19] - **Pricing Strategy**: A recent price adjustment for ACH and check services, after two years without changes, is expected to yield a small positive benefit in FY '26 [24][26] This summary encapsulates the key insights and developments discussed during the conference call, highlighting the current state of the industry, company performance, and strategic initiatives moving forward.