Matt Coad

Matt Coad of Truist Securities asked about the long-term potential penetration rate for merchants funding 0% APR offers and inquired about Affirm's role in the future of 'Agentic Commerce'.

Answer

Founder & CEO Max Levchin stated his conviction that merchant-funded 0% APR penetration should approach 100% as retailers recognize it as a more efficient marketing tool. Regarding Agentic Commerce, he sees it as a remix of e-commerce where Affirm is well-positioned to be a core financing component, similar to its existing integrations in various digital environments.

Matt Coad from Truist Securities requested more detail on the net take rate's moving parts, specifically the one-time vs. ongoing nature of the Argentina FX impact and the processing cost recovery. He also asked for a breakdown of growth from top merchants between adding new countries and increasing wallet share.

Answer

CEO Pedro Arnt explained that while the overall take rate trend is slightly down, quarterly results are subject to significant mix shifts, making precise short-term predictions difficult. He noted the guidance implies a slight continued reduction. For top merchants, Arnt confirmed that growth is driven by both gaining wallet share in existing markets and, more significantly, expanding into new countries, a trend that is particularly pronounced among the top 10 clients.

Matt Coad asked about the strategy for driving SaaS ARPU growth through new AI and hardware products. He also sought to understand the reason for the sequential decline in non-payment gross profit, primarily from Toast Capital.

Answer

CFO Elena Gomez stated that SaaS ARPU growth is driven by multiple levers, including increased product attachment and honing the upsell motion, not just pricing new products. Regarding Toast Capital, she attributed the sequential decline to Q2 seasonality and slightly softer demand early in the quarter, while affirming the program remains healthy.

Matt Coad of Truist Securities requested a reminder of the revenue drivers for the Capital Markets lending business, asking if it was primarily SaaS or activity-based.

Answer

CEO Stephanie Ferris clarified that growth is driven by net new SaaS sales and pricing, not AUM. She noted a small transactional component was negatively impacted by a market-wide freeze in loan syndication. CFO James Kehoe quantified this impact as a $6 million headwind in the quarter but stated activity has since rebounded strongly.