Welcome to the Q2 2024 Expensify Earnings. I'm Expensify CFO, Ryan Schaffer, and with me I have our, Co-Founder and CEO -- I'm sorry, I have our Founder and CEO, not Co-Founder, David Barrett. But before we begin, please note that all the information presented on today's call is unaudited, and during the course of this call, management may make forward-looking statements within the meaning of the federal securities laws. These statements are based on management's current expectations and beliefs and involve risks and uncertainties that could cause actual results to differ materially from these described in these forward-looking statements. Forward-looking statements in the earnings release that we issued today, along with the comments on this call, are made only as of today and will not be updated as actual events unfold. Please refer to today's press release and our filings with the SEC for a detailed discussion of the risks that could cause actual results to differ materially from those expressed or implied in any forward-looking statements made today. Please also note that on today's call, management will refer to certain non-GAAP financial measures. While we believe these non-GAAP financial measures provide useful information for investors, the presentation of this information is not intended to be considered in isolation or as a substitute for the financial information presented in accordance with GAAP. Please refer to today's press release or the investor presentation for a reconciliation of these non-GAAP financial measures to the most comparable GAAP measures. With that out of the way, let's talk about the financials. In Q2, our revenue was $33.3 million. Our average paid members were 684,000. So, these numbers have basically leveled off. They're effectively flat quarter-over-quarter. They're both within 1% of Q1, and also our interchange was $4 million, which is a 14% quarter-over-quarter…

All right. Yes. Very excited about the F1 movie. I think that we've been talking about trying to create a roadmap that builds a sort of mixed consumer business application, and I think the timing is really working out perfect for us. That's good. All right. So last quarter, we talked about just a bunch of functionality that we're going to build. And so, pretty much, I don't have lots to talk about other than to say, like, we've done pretty much what we set out to do and we kind of walk through some highlights there. So to start first, however, is this kind of a reminder of the overall strategy. Now, many of you have already seen it before but there's always new viewers. So let's just start with kind of -- I think there's three secrets to Expensify success. First, we're trying to capture the 99% of the untapped market. Of the 300 million businesses in the world, less than a million actually use anything today. And so, we're trying to go after a huge, huge global opportunity as Ryan mentioned earlier. The only way to do that is through a viral, bottom-up, word-of-mouth, lead-gen strategy. You can't just top down sail your way into 300 million businesses. There's just not enough sales people in the world to do that. And so there are lots of companies that have gotten to 1 billion users. And the way they do that is with a viral strategy. And that's why we're all in on sort of the viral dynamics that are built in inherently to expense management. And of course, we monetize that with high-margin monthly subscriptions. It's been our strategy all along, and it's worked really well for us. It's kind of like break into that market, that…

Perfect. Okay. Let's start with JPMorgan.

Hi, Dave. Hi, Ryan, I was wondering if you could comment a bit more on the dynamics that you've seen in July related to the slight uptick in the customer numbers. As you mentioned in the past, it would typically be a slow month. What drove the improvement?

Yes. It's a great question. Also good to see you again. In terms of what drove it, I don't think it's any one thing. We've been talking for a lot of quarters about how we're making a lot of small changes. And I think it's not one specific thing, it's not just travel or anything like that. It's that we -- it's the sum of thousand steps basically. And we think that I'm not going to say that we won't see decreasing users going forward, but I think we're pretty encouraged on kind of leveling off and what we're seeing in July. So...

Yes. I mean we did go to new conferences as well. And so we've been constantly messaging users and just giving pan service to the people who use us. So, I think that all adds up.

Yes. We've been -- we got a lot of buzz from the Apple movie as well. A lot of stuff going on in Expensify land.

Would you mind providing a bit more detail on this initiative? So, when do you think we will see the expense related to the sponsorship hit the P&L?

So, it's recognized when the movie comes out. So the...

So 2Q of next year?

Yes. That's when they come out in June of next year. Yes.

Okay. Perfect. And would you be able to quantify it, at least ballpark?

I'm unable to do that, unfortunately.

Okay. And it sounds like there has been quite a lot of investment done to ensure that, as David said, the two apps are working together, the release of new travel product and you talked about moving out of the R&D mode. When do you think we'll see more pronounced optimization of the R&D expense?

Interesting. Are you talking about how are we optimizing the R&D expense itself?

Well, your comment, David, about the fact that you're coming out of the R&D mode, does that imply that R&D may...

Well, great question. I didn't mean to suggest anything specific about R&D expenses. I just mean that -- because I think -- maybe not, you're referring to an accounting term. I just mean in terms of, like, we're optimizing the sales process, which involves a different kind of R&D. It's basically R&D for streamlining the ability for people to onboard as opposed to R&D to enable people to make payments. Just kind of different in that way. I don't know if that's...

Yes. Most people probably understand this, but for people that don't, when you launch a product and you keep working on it, that's no longer considered R&D, it's considered a cost of revenue. So, the same people who are fixing things or building things on the day before, and then they have to fix on the day after that. It's no longer an R&D expense, but internally, we still would consider that person building a new product.

And then if I may squeeze one more question, please. The comment about revenue coming in 3Q for New Expensify, would you be able to quantify your estimate on that? And maybe a more broader question, what sort of metrics are you looking at to get you some comfort in order to provide the longer-term guidance, the revenue and EBITDA [indiscernible]?

So, I think it's too early to give a revenue number on New Expensify, less than $1 million. Like significantly -- all right. I'm not going to do it, but it's not a huge amount, right. But way more than zero anyways. So, what was the second part of the question?

The long-term guide that you stopped providing?

Yes. Okay. I think as the business becomes more predictable, we'll -- obviously, we've started giving some guidance on free cash flow. And I think our goal is to provide more guidance in general. I think we need to see a little bit more stabilization or a longer period of stabilization in the business before we feel comfortable doing that. But that's top of mind for us, for sure.

Any specific metric if any?

How do we measure the success of New Expensify? Yes. Okay. So, essentially, we are measuring -- there's kind of two flows for that we get business. There's bottom-up where the employee downloads it first, brings it in to the business and then they convert. And that generally doesn't involve any sales. The employee basically acts as the sales person there. And then a top-down, which is the more traditional SaaS process, where someone at the top talks to a sales person. So, we are tracking both conversion of both of those flows and then doing that for our two payment plans, which are Collect and Control. So there's basically two different segments, smaller businesses and larger businesses. So we are -- those are the -- do you agree, those are the four?

Yes. I mean, there's a lot of different ways. It all kind of adds together, like different creeks flowing to the same river. But maybe we can follow up more in different calls.

Of course. Sounds great. Thank you very much for all the answers. I'll jump back into the queue.

Perfect. Next up, we have Citi.

Hey, thanks. This is George on for Steve. Thanks for taking the questions, David and Nick. I wanted to ask about, Nick, your favorite topic, the New Expensify Card program. Really exciting that it's rolling out. I did want to get some clarity. The 34% of spend migrating, that's a really helpful disclosure. I did notice that you also disclosed kind of $0.5 million out of $4 million from the new program, which seems like less than a third. Maybe there's some complications with timing, but I guess I would have intuitively expected to be higher, giving your collecting more interchange. Can you help square the circle there?

Absolutely. And just for the transcripts and everything, this is Ryan. Nick's our Head of IR.

Sorry, Ryan and David.

Hey, I don't want the transcripts to get confused. So, great question. I thought we might actually get that question. So, the 34% is representative of what percentage of our spend have been transitioned over at the end of Q2, but in order for it to be exactly 30% total revenue, we would have had to start the quarter there. Because at the beginning of the quarter, it was like 10%. So, it's a transition over a three-month period. So, at the end of the quarter, we've transitioned 34% of spend, but a lot of it actually happened in the last, I think, like 25-days of the quarter. So it's kind of -- that's why it looks like it does, because we put out some banner notices and push notification stuff in the app, and that was super effective at pushing people over. So, does that make sense for you? It was just a timing...

Yes, that makes perfect sense. I figured it was just a timing thing. And then in terms of that spend that's migrated over, I know kind of baseline, we would expect a 20% uplift. But I'm wondering, part of the appeal here is that there's more features on the new card program. Do you notice any kind of change in terms of, like, transaction volumes from people who have migrated over?

Not sure. Maybe a bit early for that.

Most of the people have migrated over in the last like 60 days. So it's tough, I think, to draw some sort of trend there. But...

That's something to look at.

In general, I mean, I think when we get to a company spend, we get most of their spend.

Yes. It's pretty all or nothing.

Okay. That makes sense. And then just one last one for me on the decision to kind of come back into the conference circuit. Maybe you could talk about maybe the history of why you left that channel in the first place. Obviously you have a lot more products, New Expensify, a lot of exciting stuff to talk about. So just maybe the decision to come back there and any kind of implications from an OpEx standpoint?

So, we never stopped going to conferences. We did stop going to this once -- to go into corporate travel conferences. So, back in 2016-ish, maybe 2017, we were going to travel conferences because we had integrations with people like Egencia, which got bought by Amex. And we were trying to be the expense partner to a whole bunch of travel booking tools. And that was moderately successful, I'd say. I mean, it generated business, but didn't knock our socks off. So, we stopped going to those. And now we have our own booking tools. So, we're really kind of re-engaging on the travel side after taking a eight-year hiatus. And in terms of -- I don't see it dramatically changing anything. There's not a ton of travel conferences. There's a ton of accounting conferences, but not as many travel conferences. So, I don't think it's really shifting. I don't think you'll notice it really.

probably not.

Okay. Thanks for taking the question.

Thank you.

Perfect. We've got JMP up next.

Hey, thanks for the questions, guys. Few from me. So the first one, how much of the initial demand you're seeing for travel is greenfield versus replacing another vendor? And who are you bumping into there when it is competitive?

First of all, great to hear from you, Aaron. Hope you're enjoying New York. That is a great question. So, we're actually seeing both. So obviously, greenfield is an easier sale. They see it. Wow, this is incredible. How do we start? The sales a little slower when you're doing a rip and replace, but we're getting a lot of enthusiasm from even people who currently have a current travel tool. So it's -- also we're seeing a lot of companies, new leads come to us because we saw a travel announcement and I think it's -- in the 2010s, think it was very popular or in vogue to have a whole bunch of different point solutions. I think the best in breed of this and this and this and this. And fast forward 10 years, 12 years and technology has gotten easier, and having a platform doesn't necessarily mean your product sucks. In 2010, if you had multiple products, your products were pretty terrible. But that's not really the case anymore. And I think platform plays are becoming more popular. And since we've announced T&E, travel and expense, we're seeing a lot of customers kind of -- or a lot of leads come out of woodwork being we want both. So, I think it's not just about cross selling. It's also just been great from bringing new eyes onto Expensify. So, we have a lot of brand strength and recognition, but we didn't do travel. And for a lot of companies, that's kind of a deal breaker. And now we do travel. So they're engaging.

Awesome. That's really helpful. And New York is wonderful, but like, Ryan, there's no place like Ohio. Second question. Can you clarify for us on the public call, you have a stock repurchase plan authorized. You're generating cash. Have over $30 million in net cash on the balance sheet. Valuation still near an all-time low. How does the covenant with your lender that restricts share repurchases work? What's the waiver you've received from the lender? And is buying back shares right now something that you can do with that covenant and something that you're considering, if so?

Okay. Great question. So, for the people that don't dig into our -- deep into our disclosures, we have a covenant with our lender that limits how much we can -- how many shares we can buy back. Now we've -- currently, it's quite low because it's based on a 12-month lookback on free cash flow. And last Q3, we spent a lot of money. So that's kind of pulling that down. So, we expect after this next Q3, we'll -- that covenant will be loosened up and we'll have the ability to buy back more.

Got it. Thank you so much.

[indiscernible], but it's...

Capability.

Yes.

Great. Next up, we have BMO. Do we have Daniel or Kyle on the line? All right. Let's hop over to FT Partners.

Hey, there, guys. Thanks for taking the question here. I just want to ask on the cards. I think in the press release, it was said that you're planning on getting 100% by the end of the year. So, is the plan then to whatever cards haven't been converted to basically forcefully shut them off and ship out new cards? And kind of what's the strategy to get to that 100% conversion rate?

Great question. So, we're seeing -- so the number we said was at the end of Q2, right? So that's like a 45-day-old number. So, we're seeing great progress even since then. We do think we're probably going -- I think what you're basically angling at is, we'll probably get to a very high percentage and then some percentage will not do anything, right? So, we haven't decided if we're going to shut off the cards or not. We don't want to, but I think we're going to try to get there just through some aggressive -- hopefully, they're not listening, but we're probably going to shut the cards off.

Don't tell anybody.

Yes, don't tell them. But we're going to just try to through account managers and kind of aggressively be like, all right, we got to reship them over because -- last thing we want to do is disrupt some business operations, get them all angry, and then they decide to leave us or something like that, right? So, we're going to trying to move everyone with smiles and carrots and spare the stick.

Yes. I mean, ultimately, these cards do eventually expire and so they'll be forced to migrate over one way or another. We're just trying to accelerate sort of the inevitable timeframe.

Got it. That makes sense. And then, I was just wondering if there's any update on payroll. I think that was a discussion a few quarters ago, looking at specific licenses. And so, I just wanted to see if there's any updates there.

Sure. I mean, payroll, we still use it internally. We've got most of the money transition licensing in place. I think right now we're just primarily focused on the core business. We have the -- basically, the technology and the accounting basically in place, but there's a lot of front-end work that needs to happen to make it truly competitive in this market. And there's no interest in, like, launching an uncompetitive product. As Ryan mentioned earlier, it's one thing to be able to, like, check the boxes that technically you've got a product, and then that's the first 90% of the work, if you will. But then like the second 90% of the work is actually making it really good and market competitive. And so I think we're in that second 90% right now, and I don't think we have an exact estimate of when we'll be launching a truly competitive product. But when we do launch it, it's going to be good.

And we're also waiting two MTLs.

Yes, there are a couple of [indiscernible], and they're big ones.

Right. So, I think last we talked it was New York and maybe one other still outstanding. So that makes sense. Okay. That's all from me. Thanks, guys.

Thank you.

Great. That wraps the Q&A section.

All right. Thank you all very much. As David mentioned, we are actually in the Expensify chatroom. If you want to discuss with us further -- I know in the past we've had a lot of retail traders come in and talk to us, but you don't have to be a retailer to come and talk to us. Anyone can. So, we welcome our institutional friends as well. But we're actually in there. So, if you want to talk to the CEO, go to this link. And we're there to engage with all of our customers or shareholders. So, thanks a lot. We'll see you next quarter.

Thanks, everyone.