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spk09: My name is James and I will be your conference operator today. At this time, I'd like to welcome everyone to the Q2 Holdings first quarter 2021 financial results conference call. All lines have been placed on mute to prevent any background noise. And after the speaker's remarks, there will be a question and answer session. Thank you. I'd now like to begin the call and turn it over to Josh Yankovic, investor relations. Sir, please go ahead.
spk07: Thank you, operator. Good morning, everyone, and thank you for joining us for our first quarter 2021 conference call. With me on the call today is Matt Flake, our CEO, and David Mihot, our CFO. This call contains forward-looking statements that are subject to significant risks and uncertainties, including the future operating and financial performance of Q2 holdings. Actual results may differ materially from those contemplated by these forward-looking statements, and we can give no assurance that such expectations or any of our forward-looking statements prove to be correct. Important factors that could cause actual results to differ materially from those reflected in the forward-looking statements are included in our periodic reports filed with the SEC, including our most recent annual report on Form 10-K and subsequent filings, and the press release distributed yesterday afternoon regarding the financial results we will discuss today. Forward-looking statements that we make on the call are based on assumptions only as of the date discussed. remain operative at a later time, and we undertake no obligation to update any such forward-looking statements discussed in this call. Also, unless otherwise stated, all financial measures discussed on this call will be on a non-GAAP basis. A discussion of why we use non-GAAP financial measures and a reconciliation of the non-GAAP measures to the most comparable GAAP measures is included in our press release, which may be found on the investor relations section of our website and in our Form 8-K filed with the SEC yesterday afternoon. Let me now turn the call over to Matt.
spk05: Thanks, Josh. Today, I'll share some highlights from the first quarter of 2021. I'll then turn the call over to David Mihawk, our Chief Financial Officer, for a more detailed look at our first quarter financial results, as well as guidance for the second quarter and updated full year 2021. In the first quarter, we generated non-GAAP revenue of $117 million, up 25% year-over-year and 7% sequentially. We added approximately 600,000 users in the first quarter, a year-over-year increase of 19% that brings us to more than 18.3 million total registered users on our digital banking platform. The first quarter was an encouraging start to the year with key success stories across the business. On the sales side, we saw an improvement in net new decision-making activity during the quarter, along with continued expansion success with existing clients. I'll discuss a number of key wins later in the call. We also had a major banking as a service client launch, which I'll expand on in a moment. And we saw yet another wave of record digital engagement enhanced by the latest round of stimulus payments in January. Our technology combined with the preparation and execution of our teams puts us in a great position to handle the increased volume as well as the continued growth in digital engagement we expect to see moving forward. I'll turn to sales highlights. In the first quarter, we had broad-based sales success, generating more net new bookings than any single quarter in 2020, which I believe indicates an improving buying environment. We had a number of noteworthy net new and expansion wins in the quarter, including several enterprise and tier one wins across the portfolio. I was particularly impressed with the breadth of deals we signed, which I believe demonstrates that the market is responding favorably to our digital transformation story. I'll start with the enterprise customer segment, where we continue to see traction with our loan pricing, data, and sales coaching solutions. We had two such wins in the quarter with the top 25 and top 50 bank in the United States. The top 25 bank worked with us to develop a new loan pricing module and cited the depth and flexibility of our loan pricing solutions as key drivers of their decision to partner with us. The Top 50 Bank provides a great example of our land and expand strategy coming to bear. This bank first became a customer in 2019 when they purchased our corporate banking suite. In 2020, they added our treasury onboarding solution. And in the first quarter of 2021, they purchased our loan pricing, data, and sales coaching solutions. This bank aims to grow their commercial portfolio aggressively. They initially selected Q2 because they sought a partner that could help digitally transform their entire commercial customer lifecycle. The purchase of our loan pricing data and sales coaching solutions is the next step in that vision, and it will help enable their commercial lenders to leverage data to design better loans, become more efficient in how they operate, and I believe ultimately improve the profitability of their commercial relationships. While this is a clear example of a customer partnering with us for a broad set of digital transformation initiatives, stories like this are becoming increasingly common, and they demonstrate that our strategy and product portfolio are resonating in the market with even some of the largest, most sophisticated financial institutions. In addition to our success with loan pricing solutions, we saw good activity on the loan and lease origination side. One of our existing enterprise customers, a top 20 financial services provider in the world, extended their PPP agreement with us in the quarter. While on the leasing front, we signed a new agreement with the financing arm of a major automaker. I'm encouraged by our lending success in the quarter. And with government lending beginning to slow down and businesses beginning to reopen more broadly, I believe the improving economic environment will begin to serve as a tailwind for our digital lending business. We had several noteworthy wins in the Tier 1 space as well. On the digital banking front, we signed a comprehensive agreement with an $8 billion bank. The bank selected Q2's digital banking platform for retail, small business, and corporate banking, while also adding digital account opening and a robust set of fraud and risk management solutions. This win was another great example of a competitive process where the bank cited the breadth of our portfolio and the ability to deliver an end-to-end experience as key drivers of their decision to partner with Q2. And we are in active discussions to develop a joint roadmap with this customer that will expand our relationship to other aspects of the portfolio over time. Additionally, we had two Tier 1 banks select our digital acquisition and onboarding solutions, one for digital account opening and one for treasury onboarding. This end-to-end digital acquisition and onboarding suite, which includes account opening, treasury onboarding, and now click switch, solves for a key aspect of the overall customer lifecycle and is becoming a more common requirement in digital banking deals. As these two deals demonstrate, our digital acquisition and onboarding solutions are positioning us well for standalone, net new wins, giving us yet another avenue for a land and expand strategy. We also had success in the Tier 2 and 3 space, highlighted by two significant credit union wins, one for retail and small business, and one for retail banking with a credit union that chose us for the strength of our end-user experience. Our digital banking success across customer segments supports my view that as we've expanded into new products and markets, we continue to compete favorably in the digital banking space. Our focus on user experience, our strong track record of innovation and product delivery, and the breadth of problems we can solve for our customers from retail to SMB to corporate and from deposits to lending are why we continue to win deals with institutions of all sizes in this market. In looking at our overall sales performance, I was pleased with the improvement in the deal activity we saw when compared to the fourth quarter of last year. The variety of the deals we signed in the quarter, combined with the robust state of our pipeline across the business, gives me confidence that we'll continue to see improvements in sales activities moving forward. I mentioned that we saw exciting momentum from our banking as a service group in the quarter, and I'd like to provide a few updates on the work that the team has been doing. During the first quarter, Q2 Bass achieved a major milestone by supporting the launch of Credit Karma's Money Spin program. Credit Karma successfully launched a savings product with Q2 a little over a year ago and expanded the partnership with the addition of this checking account and debit card program in Q1. As part of this launch, we also partnered with Credit Karma to validate and release a number of new features. These types of feature enhancements enable our clients to meaningfully differentiate themselves and unlock new use cases and verticals for our vast sales organization. We're grateful to the Credit Karma team for all the hard work leading up to this launch and are thrilled to play a role in supporting their program. We believe client launches like this will become increasingly significant over time as the revenue driven by transactional activity within our clients' programs represents meaningful potential upside relative to the size of the initial agreement. Going forward, we expect these client launches and ultimate end-user utilization to represent a growing portion of Banking as a Service's overall revenue contribution to the business. On the operations side of the business, we saw strong levels of usage and engagement yet again. Partially driven by the latest round of stimulus payments, we transacted more than $420 billion in the first quarter, representing 47% year-over-year growth, and about as much as we have transacted in all of 2016. Now that we're a quarter into the new year, we continue to see the acceleration of digital engagement brought on by the pandemic, which we believe will endure. I'm proud of the way our teams have responded and the critical role they've played in supporting our customers in their greatest time of need. This is a strong reminder of the talent process and technological maturity required to operate at scale in this industry. With the widespread technology refresh financial institutions are undergoing following the pandemic, we're in our strongest position yet to support our clients. Another theme we're hearing from customers coming out of 2020 is that they and their account holders want innovation rapidly. More than a year into working remotely, I'm incredibly proud of our performance in innovating and delivering for our customers. In the time we've been remote, we've released substantial new innovation to our customers. We continue to shorten the time it takes to deliver incremental products to our customers and are delivering a record number of those enhancements. As I've often said, digital transformation is no longer optional. It's critical. When you consider the increasing demand for stability, security, and innovation, I believe we're in a highly differentiated position that balances those needs for our customers. On the subject of new products, we completed our acquisition of ClickSwitch in early April, and I'm excited to share a bit about the rationale behind the transaction. With the increasing focus on digital account opening in the past 12 months, we've continued to hear a theme from our customers. One of the most critical steps in onboarding a new consumer is acquiring their direct deposit. This is essential for driving deeper engagement, revenue generating activity, and cross-sale opportunities. But the process remains manual and time consuming for account holders. As a result, less than half of all new checking accounts are fully activated within the first 90 days of opening the account. ClickSwitch automates direct deposit setup for account holders via direct integration with thousands of employers, easing the burden for account holders and helping financial services providers create more engaged and profitable consumer relationships. We believe ClickSwitch offers substantial value as a standalone solution, and that it will also further differentiate our digital banking and banking as a service offerings. Furthermore, ClickSwitch helps enhance our digital acquisition and onboarding solutions by helping clients not only digitally acquire new account holders, but drive deep, meaningful engagement through the process. We're excited to welcome the ClickSwitch team to the Q2 family, and we're already hard at work to bring the two companies together from selling to supporting to innovating. Before I hand the call over to David, we recently announced an addition to our board of directors, and I'd like to take this opportunity to welcome Lynn Tyson to the Q2 team. Lynn brings a wealth of experience in leading enterprise companies through major transformation. Having held senior roles at Ford, PepsiCo, and Dell, among others, we're excited to add her perspective to the B2 board. Lynn replaces Charles Doyle as he resigns after having served on our board of directors since 2011. I speak for all of Q2, and I thank Mr. Doyle for his substantial contributions. Our company would not have been able to accomplish what we've accomplished without his insights, and I appreciate his guidance over the past 10 years. So again, welcome to Lynn, and thank you, Mr. Doyle. With that, I'll hand the call over to David to walk through our financial performance. Thanks, Matt, and good morning, everyone. I'm pleased to report that we're off to a strong start to 2021. As Matt said, we're building on the business momentum we started to see in the fourth quarter, and we're excited to see increased customer new buying activity combined with strong execution, resulting in solid financial outcomes. I'll begin by reviewing our results for the first quarter of 2021 and conclude with updated guidance for the second quarter and full year. Total non-GAAP revenue for the first quarter was $117 million, an increase of 25% year-over-year and up 7% sequentially. Both the year-over-year and sequential increase in revenue was largely a result of growth in subscription revenue, driven by new customer go-lives and organic user growth. In addition, the year-over-year increase was due in part to go-lives associated with cross-sold products. Transactional revenue represented 14% of total revenue for the quarter, consistent with the prior year period and up from 13% of total revenue the previous quarter. The sequential increase in the mix of transactional revenue from the prior quarter was driven by pay revenue resulting from new customer go-lives and a moderately increasing contribution of interchange revenue associated with the BAS business. In terms of backlog, we ended the quarter with approximately $1.3 billion in total backlog, a 10% increase year-over-year, and a sequential increase of $2 million. The year-over-year increase in backlog, which is largely a result of bookings added through renewal and expansion opportunities with our existing customers over the past 12 months. As Matt mentioned, in the first quarter, we saw an improvement in the net new buying environment as the total dollars added from new customer bookings was higher than in any quarter of 2020. We also continued to see strong retention across all of our lines of business and continued success in cross-sell opportunities. As the buying environment continues to improve, we expect that the contribution mix of net new bookings as a percentage of total bookings will be higher than what we observed last year. 2020 was an unusually strong year in terms of renewals. While the macro backdrop driven by the pandemic caused a slowdown of net new opportunities, it also allowed us to drive a record number of customer renewals, as we believe existing customers clearly recognize the importance of their digital capabilities driven by our solutions and wanted to solidify the partnership with an extended contract duration. gross margin for the first quarter was 52.6 percent down from 53.1 percent in the first quarter of 2020 and up from 48.3 percent in q4 of 2020. as a reminder in the fourth quarter of 2020 we had a combined impact of approximately 370 basis points to our stated gross margin resulting from an accounting adjustment and contract asset impairment, which negatively impacted the prior quarter's gross margin results. The yearly decline in gross margin was primarily attributable to expenses associated with incremental implementation resources delivering customer go-lives. Absent the negative impacts in the prior quarter, the sequential improvement in gross margin was primarily a result of the continued growth in higher margin subscription revenue generated from new customers' lives. Total operating expenses in the first quarter were $54.9 million. or 46.9% of revenue compared to $52.8 million, or 56.3% of revenue in the first quarter of 2020, and $50.1 million, or 45.7% of revenue in Q4 of 2020. The year-over-year reduction in OPEX as a percent of revenue is an example of our ability to increase efficiencies across the organization and scale our operating expenses below the rate of revenue growth. The category of OpEx that exhibited the most pronounced growth year over year was R&D, as we continued to focus on investing in our products and capabilities to deliver these solutions to our customers in an accelerated manner. The sequential increase in OpEx was driven by incremental headcount onboarded during the quarter. associated with the timing of annual bonus commission payments and restricted stock unit and market stock unit vestings. Adjusted EBITDA was $9.9 million, up from a loss of $100,000 in the first quarter of 2020, and a positive $6.1 million in the previous quarter. The year-over-year increase was largely attributable to an increased mix of higher margin subscription revenue and effective scaling of operating expenses. The sequential increase was attributable to the negative impact from the accounting adjustment and contract asset impairment realized in the fourth quarter of 2020. We ended the quarter with cash, cash equivalents and investments of $528.6 million, down from $539.1 million at the end of the fourth quarter 2020. Cash flow used in operations for the first quarter was $5.5 million, driven largely by the timing of our annual bonus payout, restricted stock unit and market stock unit vestings, and the related payroll taxes. We incurred net capital expenditures of $6.1 million and generated negative free cash flow in the quarter of $12.4 million. Now let me wrap up by sharing our second quarter and updated four-year guidance. We forecast second quarter non-GAAP revenue in the range of $122 million to $123.5 million. representing year-over-year growth of 23% to 25% and four-year revenue in the range of $495 million to $498 million, representing year-over-year growth of 22%. We forecast second quarter adjusted EBITDA of $8.5 million to $9.1 million, and full year 2021 adjusted EBITDA of $32 million to $34 million. This guidance includes the expected contribution of click switch, which is required on April 1st. In fiscal 2021, we anticipate click switch revenue contribution to be low to mid single digit millions of dollars. and an adjusted EBITDA loss of low to mid-single-digit millions of dollars, recognized relatively roundly over the next three quarters. In closing, we continue to be encouraged by the market activity, customer receptivity of our solutions, and the associated financial benefits. We feel we're continuing to build a broad and diverse base of revenue with meaningful operating leverage that supports continued accretive growth going forward. And with that, I'll turn the call back over to Matt for his closing remarks. Thanks, David. In closing, we had a great start to the year in the first quarter. From a sales perspective, we saw steady sequential improvement in the deal activity, which I take as an indication of an improving buying environment. When you look at the breadth of wins we had across our teams, I believe it's clear that we're well positioned to enable broad-based digital transformation for banks, credit unions, and fintechs. We continue to innovate and deepen our solution set. We released key enhancements to our banking as a service offering supported by the launch of a major client program, and we couldn't be happier to add the ClickSwitch product and team to Q2. and we continue to operate the business at a high level in a remote environment, whether supporting record digital usage or continuing to deliver new products to our customers rapidly. I'm encouraged by the momentum we're seeing across our business. Our growing pipeline, improvements in the macroeconomic environment, and our pace of innovation put us in a great position to continue executing our strategy through 21 and beyond. Thanks, and with that, I'll turn it over to the operator for questions.
spk09: At this time, if you'd like to ask a question, we ask that you press star one on your telephone keypad. And we do ask that you limit yourself to one question only. Our first question comes from the line of Tom Roderick with Stiefel. Go ahead, please. Your line is open.
spk05: Hi, Matt. Hi, David. Hi, everybody. Good morning. Thanks for taking my questions. Great job on the quarter and really nice to hear about particularly the net new booking side. coming back. And I think Matt will start with that side of the equation in my question. You know, I would love to hear a little bit more as it seems like the world is reopening and banks are engaging a little bit more. What is the tip of the spear now? There's so much to choose from relative to a much broader portfolio when we think about onboarding and banking as a service and lending and lending analytics. Is this no longer a case where the core sales team is you know, tries to leave with digital banking when you're going after sort of a net new logo. And, you know, understanding that new logo has often come with displacing something. Talk a little bit more about that process of what you're seeing with the net new logo push, whether it's new products, whether it's not as much competition, or is it still, you know, largely coming to the spirit of digital banking and then adding on from there? Tom, thanks for the question. For the most part, what we're trying to do, and this is a little bit correlated to size as well, but we start talking to, you know, we have relationships and a lot of account intelligence on these accounts that we work with. We start talking with them about their digital strategy. What are they looking at? We've got to move to different sides of the house, whether it's commercial or retail. And then we start to show our products to them. And it typically leads to they're interested in one of the solutions, at least, that we have. It could be digital banking. It could be lending. It could be the sales and pricing and coaching tools. And so, when we start there, what we've found is it evolves into more and more conversation. So, if you think about the example of the $50 billion bank, they bought our corporate in 19, they went live in 20. During the process, we built the Treasury onboarding tool with them. They also wanted to add precision lenders. So, we were all at the – we were – precision lender and then the corporate banking were at the table with them. in the very beginning, but they worked through the process. So the tip of the spear was corporate there. So it's nice to have so many different solutions that solve so many problems for these customers. And if you look at the quarter that we had, it highlights Just the breadth of the products that we have. We talked about credit unions that went with us for a retail product, for a retail digital banking solution. Winning, that's a best-of-breed win right there. Then you also have these broad-based wins like the $8 billion bank that bought the entire suite and the lending solution. It's nice to have so many options right now to be able to share with the customer, but where we're starting with is a strategic conversation with the executives at the bank or the credit union or the fintech to talk about where they want to go, and then we can kind of fill in all the blanks for them. So we're not leading with anyone in particular. We're kind of listening to the prospect and find out what problems they're trying to solve, and the beauty is we have a solution for what the majority of them are concerned about right now. Yeah. And I think, Matt, maybe the follow-on part of that question would simply be, you know, sort of the bottleneck of implementation. It's hard to implement to a certain degree when bodies can't get on site. I know you've done a great job from remote implementation, but as new logos come online, I would gather those tend to be slightly longer implementations, making the time for revenue a little longer. Tell us a little bit more about how you're handling staffing up, bracing for that, and and preparing on the implementation side such that we could see a little bit faster time to revenue where 2020 understandably had some headwinds. Yeah, Tom, you've been on the story a long time. I think that that indigestion that occurs when you're a smaller company and trying to build scale and you don't really have demand and capacity planning impacts you differently. And we see that a lot from the competition. For us, though, the demand capacity planning between our delivery organization, our sales organization, our finance organization, Our HR organization is locked in now, so we look at the pipeline, look at the certainty of the deal that's going to close, make sure we have staffing to carry that, those opportunities. Now, also remember, Precision Lender, we get that thing up and running in 90 days. It's an amazing experience. You're not really replacing any legacy tech. It's clean, it gets up and running quickly. On a digital banking, as you know, if you're doing small business and corporate and consumer, that's a 12-month process for one of these tier one deals. And we were able to deliver that remotely last year. I think I highlighted in the fourth quarter that we delivered two of the largest banks in the history of the company in a two-week period. And we're very successful. We did most of it remotely. So We'll share with you as the pipeline picks up what expenses are going to come along if we start to out-kick the coverage a little bit. We'll just add the resources to deliver it because it's the long-term value of these customers that we have. I don't really have an excuse that we're having trouble delivering the software or that we're going to have to add a bunch of people. We'll be very transparent with the investors and share what's happening. As this pipeline picks up, I think you're going to see back after this year a lot of volume coming through the pipe, and we're excited about it, but we'll be prepared for it as well. That's great. Great call. I'll jump back in queue. Thanks, Matt.
spk09: Our next question comes from the line of Sterling Audie with J.P. Morgan. Go ahead, please. Your line is open.
spk05: Yeah, thanks. Hi, guys. So, Matt, a lot of good explanation there, but I guess I want to put a fine point with my one question to understand why not. Is it improving that interest margin at your customers or something else that's increasing the demand now? I think it's just a function of you're seeing after the pandemic, people coming out, stimulus programs, PPP are starting to fade a little bit, and businesses are needing to get back up and running. They need to get lines of credit. Consumers, I think we have $2 trillion in savings accounts right now. So there is – the activity the demand and then also coming off of a year where you realize it's a lot easier for your customers for their customer and for you for them to deposit a check with a mobile phone or for them to approve a wire where they're working at home from you know with our with our single platform so it's a matter of we we saw what happened last year we were able to work remotely they had to work remotely and they want to capitalize on it i will say um that the pipeline like pipeline activity and demos are up 30 but to temper that a little bit i have not seen an acceleration in decision making which is what i'm hoping for in the back half or as we move into 22 but all the conversations that are happening if you remember q1 i said that the tier one pipeline is back and now it's about closing it we got one closed in the first quarter um and we hope that momentum continues on throughout the year but the the The realization that this is here, I think in this technology refresh, there's going to be a lot of names that change hands over the next couple years, and we want to be, obviously, in the middle of as many of those deals as we can be. Thank you. Thanks, Terry.
spk09: Our next question comes from the line of Terry Tillman with Truist Securities. Go ahead, please. Your line is open.
spk05: Yeah, thanks for taking my questions. Hi, Matt and David. Thanks for all the color, and I'll echo the prior comments on the net new bookings picking up. I guess I had a two-part question on ClickSwitch. I don't know if we're going to see this. I assume it would be in the queue, but I guess that's in the second quarter. So maybe you can help us on what did you actually pay for ClickSwitch? And then the second part of this question is I'm assuming ClickSwitch does kind of fall in that treasury onboarding and digital account opening kind of segment. if there is a way to kind of look at it that way. And how do you see the growth prospects on the product like ClickSwitch or that product family versus, you know, your core, the banking products or the lending products? Just trying to gauge, you know, what's the excitement you see with this acquisition. Thank you. Hey, Terry. Good morning. I will give you some of the information that's going to be dropping with that filing over the next two days. The approximate price that we paid for QuickSwitch is $65 million, including fees. And what we're planning on right now is to see that business turn EBITDA positive by the end of the second year with Q2. We also see an accretive growth rate with that business, which we're really excited about, and an accretive gross margin rate with that business. On the product side, it enhances our digital acquisition product. So if you think about the real value of click switch is that people live out of the account where their direct deposit hits. And one of the biggest reservations about switching to a new financial institution, bank or credit union or fintech, is moving that direct deposit over. They make it so simple and easy that you actually land the account, the consumer opens their checking account, and they begin living out of that account, and that leads to a lot more opportunities. Plus, it makes it easier for the account holder to switch not only their direct deposit but other payments that they have. So we have a highly differentiated onboarding product with Grow and what we've done with that over the last two years. And then you add ClickSwitch to it, and it becomes highly differentiated. And during the pandemic and afterwards, it's one of the hottest products we have out there. I'm very happy with the first 30 days. since owning the business, both with the team, the culture, and the products. They've lived up to my expectations through April so far, and I know that the relationship management and net new sales team are very excited to have this product in their bag. Congrats on the deal. Thank you. Thanks, Terry.
spk09: Our next question comes from the line of Robert Napoli with William Blair. Go ahead, please. Your line is open.
spk03: Thank you. I appreciate the question. And good morning, Matt and David. I think congratulations on the quick switch deal as well. I've met with them. I think it's a really, really good fit and should be a great cross-sell product for you as well. My question on the, I mean, I guess the BAS and the marketplace businesses. I mean, BAS seems like, I mean, Credit Karma, obviously a great client. Is that the top 10 client that you didn't mention by name? in the press release, and just maybe if you can give us a little bit on the size or the opportunity for the Bass business, and then is that tied into the Marketplace business? How is Marketplace doing?
spk05: Yeah, Bob, so Credit Karma is the top ten client that we referenced. For us, launching a program like the debit card is in many ways just as meaningful as a net new win for us. They started with a savings account, and then they moved to this checking account with a debit card associated with it. It becomes extremely meaningful, and what we're trying to do is – provide color because it's a different type of business and things are going to become more transactional in that business because they're tied to the debit card and so when we have clients like this that go live it's important for us to articulate um the importance of this of they're different than a digital banking client where you have a minimum and then you begin to build on the minimum So the size of this client is more in line with what a tier one bank on the digital banking side would be, with a tremendous amount of upside on top of that. As far as the opportunity with banking as a service, I'll speak more globally around what's happening right now, embedded finance. becoming a bigger deal in multiple industries, not just in fintech, but you have insurance companies, you have healthcare places where you have people that want to begin to provide banking services to their customers. And there's a lot of activity that we're getting out of that group of people. So very bullish on it. The TAM, we have it between $1 and $2 billion. But I think That's pretty conservative, as we typically are with the TAMs, but very, very positive. Marketplace is an important differentiator for us in the business right now. It continues to gain momentum. There's not really anything meaningful on the revenue side, but it's a differentiated solution for us that allows our customers to go partner with other companies third-party providers in a rapid way where they can have a meaningful engagement. So very excited about Bass. Thanks for asking about Marketplace. It's early, but it's showing very good signs right now for us.
spk03: Thank you. Appreciate it.
spk05: Thanks, Bob.
spk09: Our next question comes from the line of Brian Peterson with Raymond James. Go ahead, please. Your line is open.
spk05: Hi, thanks, and congrats on the strong results. So just wanted to hit on the moving parts of the guidance a little bit. It looks like you took the 2021 guidance up about $7 million. I know there's some M&A incrementally in there, but I also wanted to understand, you know, with some of these fast deals, do we see that revenue ramp up more quickly so that that would impact your numbers? I'm just trying to get a better sense of what's driving the guidance change. Thank you. yeah you bet brian um so some of the guidance what we're incorporating in there is obviously the q1 results but also the impact of click switch the current business momentum and some of the opportunities that we have for continued investment that are going to drive long-term value creation on the bass question specifically that is a business that we see growing at an accretive rate to the overall business for sure and that that's part of our long-term planning framework um now it was really important that we called out in our prepared remarks there is a big difference between the initial booking in BAS and then the long-term stream of transactional revenue. That is going to ramp over time. We have that factored into our guidance currently, and we feel like this is going to be a much more material part of our business as you look ahead two to three years. Great. Thank you.
spk09: Thanks, Brian. Thanks, Brian. Our next question comes from the line of Andrew Schmidt with Citi. Go ahead, please. Your line is open.
spk02: Hey, Matt. Hey, David. Thanks for taking my question here. Good to see the pickup on the net new sales front, but it's also great to see the continued execution on the cross-sell side as well.
spk05: We're going to talk a little bit about the execution there. Part of it is obviously having more products to sell, but has anything changed with their go-to-market strategies as it relates to cross-selling? As I think about having more products to sell, it seems like So, you know, there could be some optimization in terms of cross-selling as the portfolio, the product portfolio gets a little bit broader. But anything on just, you know, what's driving the cross-selling execution, the go-to-market strategy there would be helpful. Yeah, thanks, Andrew. For us, it's really been a focus with our customers, our engagement levels. I'm engaging with more customers than I ever have. The rest of the leadership team is. We're really driving strategic conversations about digital transformation. And when we square off with our customers now... You know, you always say this, but there's a tremendous amount of attention goes to listening and what problems they're trying to solve, because if we're listening appropriately, we can drive many of these different products. And if you look at the quarter, I mean, you're talking a $10 billion bank took treasury onboarding, a $6 billion bank took digital account opening. You had a top 25, a top 50 on precision lender. And if I sit and think about what that translates to for us as a company is, you know we have a thousand cut more than a thousand customers live on our products we have more than 150 customers with more than five billion dollars in assets and we have more than 85 with more than 10 billion so our expansion opportunity with our product suite is tremendous and it represents a huge upside for us and the energy and effort that we're putting into understanding our clients with account intelligence who they are, what they want, when they need it by, what they want from a roadmap perspective, tying that back into product and how we develop it. It just sets up for a really nice place to be in rather than relying on a net new every single quarter to drive it. So it's a focus and alignment. I'm committed to trying to expand as far as we can to all of our customers, big or small. And I think The organization, as we continue to square off with our customers, is really going to listen in a strategic mode so we can be at the center of this refresh as it happens, because it's happening across the board. And we still have work to do. There are still customers that didn't realize that Precision Lender is a product we have, or lending customers that didn't realize we had digital banking solutions. And so click switch is one of the things that I'm expecting everybody to have it in their bag. I want it to be attached to all the deals that we're winning and a lot of costs to sell out of it. But throwing that into the funnel and that attention, it's really going to be a long-term tailwind for this business, and it gives me a lot of comfort into the future. That's great to hear. Very constructive. Thanks a lot, Matt. Appreciate it. Thank you.
spk09: Our next question comes from the line of Josh Beck with KBCM. Go ahead, please. Your line is open.
spk04: Thank you for taking the question, team. I wanted to ask about, Matt, some of your comments on the digital acceleration and engagement that you've seen in the last year. You made some commentary that you think this will endure as we look forward. So just curious maybe what you're seeing in terms of behavior and what's providing you with that confidence. And are you having the conversation with some of your banks that said, you know, we thought our ceiling was here in terms of how many of our digital users we could get engaged, and now it's actually much higher. Just curious your thoughts on that topic.
spk05: I think coming out of 2020, you had to go check your balance on your mobile phone, your tablet, or your desktop. You had to go send a wire out from your home office, which was on your tablet, and you weren't connected to your office network. So there's all those behaviors, deposit a check because you couldn't go to a branch, originate a loan because they couldn't meet with you in person, so you had to fill out your loan applications online. All of those things are what people have started to do. And I don't, I just don't, I mean, we're not going back to read movies from blockbusters. So I don't think we're going to go back to depositing checks at the bank once you've done it digitally. So those behaviors have become habits and how we want to do things. And those numbers are off the charts. I gave some numbers out. I think at the end of last year around remote deposit capture. But the numbers and the number of checks deposited and the amount deposited was off the charts in growth. And then you look at the the engagement around logins i think we're at more than 4 billion in 2020 and we'll see more than that in in 21 obviously so so these are habits that are now part of our life and they're not going to go back um against it so what we're trying to do now though is take that engagement what is the customer doing and give it back to the bank, the credit union, or the fintech so they can take this data and understand what is the next best product or what's a service that I can provide my account holder so that I can deepen my relationship and grow my business. And so I have a lot of confidence in that that's going to be a sustaining habit of people, and I think it's the tailwind of the business, and it's why we're so passionate about what's ahead of us, ahead for us.
spk04: Really interesting. Thanks for that.
spk05: Thanks, John.
spk09: Our next question comes from the line of John Rodriguez with D.A. Davidson & Company. Go ahead, please. Your line is open.
spk02: Hi, John. This is John coming up for Pete Heckman. I just wanted to ask, do you guys expect Precision Lenders to get back on track with the growth perspective in 2021? And what are you thinking for the total revenue from that operation? Thank you.
spk05: Yeah, I mean, Precision Lender has got a lot of momentum. I want to give that team a lot of credit. They got acquired at the end of 19. Usually, you know, we spend a lot of time with people integrating cultures, and they had to go remote. And then you also had, as we talked about, just a shutdown in buying on those products. And that team, you know, perseverance and passion is what I think of in that group, whether it's the leadership. The founders, they really committed to it, and they buckled down, and it's paying off. If you think about the end of the year plus the first quarter, what I see is a lot of momentum in that business, even starting to see a little bit of life in Europe, which may turn out in the second half of 2020. of 21 and i just really excited about where they are so yes i do think you're going to see them return to the growth numbers we were expecting i don't i don't think we break out the numbers david we don't break out the numbers on pl thank you thanks john our next question comes from the line of matt van vliet with btig go ahead please your line is open
spk06: Thanks for taking the question, guys, and that's on the quarter. I guess somewhat on the last question and some of the others earlier, but on the sales team organizational structure overall, do you feel like you need to start having some more specialization across the different product lines, a lot of success on the cross-selling, but Are you running into a big enough opportunity anywhere where you need to maybe structure out the sales teams a little bit? And then secondarily on the lending business as a whole, it seems like traction is coming back, Matt, to your comments. But what are your projections for sort of total loan volumes as you look ahead and how much that will drive demand versus just wanting to move things more digitally? Okay.
spk05: Yes, sir. Matt, good to talk to you. It's been a while. I'm glad you're on the call. Sales structure, for us, if you think about the products as we put them together and we go square up with our customers, it depends on the tier where you're going to start the tier ones. We're beginning to color us around a broader account team that goes after those customers, tier two, tier three. It's a little more geographic and product centric. But one of the things that we did is we put our solutions consulting organization within our office of the strategy office of strategy. And so now they are very close to the product, the strategy, how we go to market. And so we, we are, specializing, but we're also making sure that we are educating the people on how these products come together and what they mean to the potential prospect or customer that we're talking with. So there's obviously an evolution that's going to occur with the sales organization and the relationship management organization, but that's going to be on a tier-by-tier basis, and we'll continue to update you on those. I don't have any big structural changes. Obviously, we had a really good first quarter, and I like the momentum coming into the second and in the back half of the year. So I don't want to, if it's not broke, I don't want to fix it necessarily. But there are some slight modifications we'll make throughout the year and then just continue to invest in that group. On the lending side, I don't have, like, lending volumes on my end. I will just tell you that the activity that we're seeing, the discussions around with our customers are that they're getting back to lending out money and not government money, but for small business loans and lines of credit for folks. So There's just a lot of energy around that business right now, and our ability to automate it within the digital banking experience where you take data from a customer, use that to pre-populate applications and information so that you can make it easier for a customer to open a loan, plus with the pricing tools and the data we can use from the more than $3 trillion of loans we priced last year is incredible. is very informative, and that's why I think you're seeing precision lender grow. You're seeing the activity on cloud lending out there. We had a very large auto manufacturer that jumped in to use our application to help with the leasing autos. So there's a lot of activity in the economy that's revolving around lending, and we're just in a really good spot, whether it's on the banking, finance, or the credit union side of the business. All right, wonderful. Thank you. Thanks, Matt. Appreciate it.
spk09: Our next question comes from the line of Michael Del Grosso with Compass Point. Go ahead, please. Your line is open.
spk05: Morning. Thanks for taking my question. It's somewhat of a multi-part question, actually. But the first is, and I apologize if I missed this earlier, but overall commentary as well on what you're seeing as far as international demand, whether it's Precision Lender in Europe or VATS, in Australia and APAC, you know, and then the follow-up is on ClickSwitch specifically, you know, super interesting product, particularly given a, you know, very large opportunity as it relates to bank account portability, and I would think specifically in Europe as well. You know, how do you see the opportunity longer term, you know, by geography between, you know, I guess U.S. and Europe longer term? So on the international side, Europe seems to be picking up. Keep in mind, internationally, the only products we roll out are cloud lending and precision lender. I think precision lender on the banking side is picking up some activity in Europe. As I said earlier, I expect to have I hope to have some wins in the back half of this year in Europe. Asia is kind of steady Eddie on the all finance side with cloud lending. I think we could potentially have a precision lender deal in the back half of 21 with precision lender, but I wouldn't necessarily commit to that yet, but we are getting some good traction with some bigger players out there. A click switch as far as right now, it's a, it's a North American product and we have more than we can say grace over. Remember it was a, it was a, um, a less than 50-person shop that was trying to build their business. So what we're doing is dropping them into our business with hundreds of salespeople that are going to be telling their story, and we want to make sure we get the delivery right. We have raving fans of the product. It's integrated into our digital acquisition product as well as our digital banking product. So before we take it international, I think we need to – make sure we can scale it here in North America. And I think that's a two- to three-year window. We may look at doing something and talking with our clients overseas, but it's a little tough right now to do that with travel restrictions and everything else. But that's something I'd probably report back on later. But we're excited about the click switch technology. As I said, our customers, prospects, and sales and relationship management teams are as well. Okay, understood. So just to kind of recap on that, so click switch, the change to guide is, you know, all award or their anticipated impact on guide is all, you know, North America, U.S., no international contribution yet.
spk02: That's right, Michael. Great. Thanks, guys.
spk05: Hey, thanks. Have a great day.
spk09: And again, as a reminder, to ask a question, please press star 1 on your telephone keypad. Our next question comes from the line of Arvind Ramnani with Piper Sandler. Go ahead, please. Your line is open.
spk00: Thanks for taking my question. I just really wanted to ask about the competitive environment. Certainly with FIS and FIServe, they haven't been as competitive on the digital front, and then you've had some newer players also scale up. Can you just comment on the overall competitive environment and your win rates? that you're seeing now relative to 12 to 18 months ago.
spk05: Yeah, Arvin, the competitive market is the same for us. It's the same group depending on whether it's lending or digital acquisition or retail internet banking or business banking. So Fiserv and FIS, as far as I know, still compete like hell to win every deal they can, and so does Jack Henry and the rest of them. So our win rates are holding steady. The tiers matter a little bit, but in the Tier 1 space, we're still at 50%. uh and then in the tier two tier three depending on the size of those around that number so uh you know we're still very competitive with the folks that are out there but you know it's it's you sometimes feel like you got a target on your back but i feel good about where we are and i feel good about the pipeline and our ability to execute against it over the next um over the foreseeable future perfect thank you thanks all of them
spk09: Our next question comes from the line of Joseph Fafi with Canaccord. Go ahead, please. Your line is open.
spk01: Hey, guys. Good morning. Just quickly back on BAS. Good morning, Matt. Yeah. Just quickly back on BAS. If you could talk a little bit more about what the credit card amount win means for your competitive profile there. I think you mentioned you added some new product functionality. It might have been debits. If you could just go into a little more detail on what that extra capability added was for Credit Karma and what that impact may mean relative to your move forward strategy with an expanded function. Thanks.
spk05: yeah thanks joseph so credit karma was gracious enough to allow us to use their name there's some sensitivity from both of us on in this very competitive environment around what the features and functions are i think what's important about it is is that large customers like credit karma and other tier one bass customers give us tremendous insight into innovation and where we need to go and they're really helping us build out this highly differentiated roadmap so very happy with um that That go live, that rollout, you get a ton of credibility. It's no different than on the banking side. When you roll out a big customer and they're up and running, other prospects look at that and say, okay, these guys can scale and handle that. Credit Karma has been a great partner. We're very happy with... with the relationship we're going to continue to invest in. I did want to clarify that Debit is not new for us. There was other features. Debit was a new product that they rolled out on top of their savings account. But the volumes that we're seeing are tremendous. They're a success. They are masters at marketing, and we've just been really happy with the rollout. I think we're beginning to see other people that are taking notice and reaching out to us to engage in what our solutions are and what the opportunities to work with us are like. Very positive, very hard to do. Feel like we're in a really good spot on the bass side of the business. It's just about execution and making sure that we're getting in front of everybody that's looking at doing these deals. Great. Much appreciated. Thanks, Matt. Thanks, Joe. Have a good day.
spk09: Our next question comes from the line of Steve Comrie with G Research. Go ahead, please. Your line is open.
spk08: Hey, good morning. Maybe I just wanted to ask about essentially the click switch deal within the context of Q2's future acquisition strategy. So maybe just a little commentary on what made click switch an attractive deal for Q2 and sort of how those characteristics play out in future deals. Thanks.
spk05: Yeah, I do want to make sure that, like, one of the things that's unique about ClickSwitch for us is it's really the first acquisition we've done or product that we've built that crosses both fintech banking and credit union. So this product can be sold by all of our sales force to all of our customers. That was one of the things that was unique about it. For me, it was the founder, Cale. We've known each other for a long time. When he started the business, he was passionate and trying to figure it all out. We had talked at one point, but it was too early. What he has done is he built a great culture, he built a great product, and he built a great client list. And so we've seen them execute. We like the team. We like the products. And I think that they obviously had plenty of options as far as to go to different places. But culturally, we aligned. And then where we are from a product perspective, I think it allowed him to fulfill, helps him fulfill what his mission was, which is to become the premier switching product and to help consumers move to different relationships and be portable. For us, it's really about helping our customers engage and be more profitable with their clients and to drive more adoption and that people move off their legacy bank to the new next-generation banks that we're working with. So it's a great fit for us. I'm excited about it. The team's excited about it. And I think we've gotten pretty good at these acquisitions, and I think it's going to be probably one of the quickest to jump in the pipeline and start to have an impact for us. Thank you very much.
spk09: There are no further questions at this time. I'd like to turn the call back over to Matt Flake.
spk05: Yeah, thanks, everybody. I also wanted to point out that we released our first ESG report this morning. It highlights the company, how our company is addressing ESG priorities for employees, customers, and partners. It's a very meaningful document to this company, and I think it's a roadmap for how we're viewing the future and where we're going. So I'd encourage you to go read the ESG document that we report that we put out. I'm very proud of the work that the team did to put that together, and I'm proud of the company. that we've become and what we will be as well. So thanks everybody for your time and I hope you have a great week.
spk09: This concludes today's conference call. You may now disconnect.
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