Toast (NYSE:TOST) Q3 2025 Earnings Call November 04, 2025 05:00 PM ET Company ParticipantsElena Gomez - CFOTimothy Chiodo - Managing DirectorAman Narang - CEODominic Ball - Equity Research VPRyana Kumar - Managing Director in Fintech Equity ResearchSamad Samana - Managing DirectorMichael Senno - Senior VP of FinanceConference Call ParticipantsDarrin Peller - Managing Director and Senior Equity AnalystDavid Hynes - Managing Director and Software Lead AnalystDan Dolev - Senior Analyst in Fintech Equity Resear ...

Toast (NYSE:TOST) Q3 2025 Earnings Call November 04, 2025 05:00 PM ET Company ParticipantsElena Gomez - CFOTimothy Chiodo - Managing DirectorAman Narang - CEODominic Ball - Equity Research VPRyana Kumar - Managing Director in Fintech Equity ResearchSamad Samana - Managing DirectorMichael Senno - Senior VP of FinanceConference Call ParticipantsDarrin Peller - Managing Director and Senior Equity AnalystDavid Hynes - Managing Director and Software Lead AnalystDan Dolev - Senior Analyst in Fintech Equity Resear ...

Financial Data and Key Metrics Changes - The company achieved a 34% year-over-year growth in top-line revenue, with adjusted EBITDA margins expanding to 35% [5][20][25] - Annual Recurring Revenue (ARR) surpassed $2 billion for the first time, doubling from $1 billion in just two years [18][20] - Total fintech and subscription gross profit increased by 34% year-over-year, with a total take rate of 98 basis points, up 7 basis points from the previous year [20][22] Business Line Data and Key Metrics Changes - SaaS ARR grew 28% year-over-year, driven by location growth and a mid-single-digit increase in SaaS ARPU [21][22] - Payments ARR increased by 31%, with fintech gross profit growing 35% year-over-year [22][23] - The company added approximately 7,500 net locations in Q3, bringing the total to 156,000, a 23% increase from the previous year [21][22] Market Data and Key Metrics Changes - International SaaS ARPU rose by 20% year-over-year, indicating strong traction in international markets [11] - The company is expanding its presence in food and beverage retail, with new customer acquisitions contributing to growth [12] Company Strategy and Development Direction - The company aims to double its market share in the core U.S. SMB business while expanding into new verticals and geographies [5][6][16] - Key priorities include scaling locations, demonstrating growth in new markets, increasing platform adoption, and investing in high-priority areas [7][16] - The company is focused on leveraging AI and data to enhance its platform, with products like Toast IQ driving customer engagement and operational efficiency [14][15][48] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in sustaining strong growth and expanding margins, with a target of reaching $10 billion in ARR over the next decade [18][19][26] - The company remains optimistic about its ability to navigate macroeconomic challenges, citing resilience in the restaurant sector [38] Other Important Information - Free cash flow grew to $153 million in Q3, with nearly 100% conversion from adjusted EBITDA [25] - The company repurchased 1.5 million shares, totaling $54 million, as part of its capital allocation strategy [25] Q&A Session Summary Question: How much of the GPV per location increase was driven by customer mix versus Toast's technology? - Management noted that GPV per location exceeded expectations, attributing part of the success to the platform's ability to help restaurants operate more profitably [30] Question: What are the competitive concerns regarding market share? - Management highlighted improved win rates against competitors and emphasized the strength of their core platform as a differentiator [31][33] Question: What opportunities does the dense restaurant network provide? - Management discussed the potential for enhanced consumer experiences and new product offerings due to the growing network of restaurants [36][37] Question: How did the business perform during the AWS outage? - Management confirmed that the platform's design allowed restaurants to operate effectively during the outage, minimizing impact on operations [42][43] Question: What is the outlook for net adds in 2026? - Management expects continued strong performance in net adds, driven by both core business growth and contributions from new TAMs [52]

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