Canadian Regulatory Impact
Q: How will Canadian regulations affect revenue and guidance?
A: Canadian regulatory changes will impact revenue by low-teens millions for the full year, affecting 14% of our business in Canadian higher education. " Q1 will see a mid-single-digit million impact, and we expect Q1 to be our slowest growth quarter. " " Despite this, we are confident in our 30% growth forecast. " "

2024 Guidance and Margin Outlook
Q: Explain the 2024 revenue and margin guidance.
A: We guided revenue between $483 million and $509 million, anticipating 30% growth. " " Adjusted gross margins may decline by 100 to 200 basis points due to revenue mix shifts, but we expect continued strong adjusted EBITDA throughput. " "

Net Revenue Retention Drivers
Q: What's driving the 125% net revenue retention rate?
A: Our NRR of 125% is driven by expanding our footprint inside clients and supplying more products. " We're increasing student penetration, payment volumes, and adding new services like domestic capabilities. " " Land-and-expand strategies with existing clients contribute to strong NRR growth. " "

Client Growth and Sales Efficiency
Q: What's behind the strong client additions?
A: We added over 170 clients this quarter, with education leading in client wins. " Our investments in go-to-market are yielding high efficiency, with sales becoming productive faster and win rates increasing. " Average deal size is slightly lower but within a strong range. "

Healthcare Vertical Outlook
Q: How will you accelerate growth in healthcare?
A: We're focusing on offering a range of solutions tailored to hospital needs, expanding into subsegments like orthopedic clinics, and growing with existing clients. " We aim to see a return to better growth in 2024 for our healthcare business. "

India Market Performance
Q: How did India perform, especially FX volumes?
A: India showed strong growth in line with our corporate average. " " The FX percentage was up slightly in Q4 versus Q3, indicating a healthy result. " Partnerships with top Indian banks enhance our user experience and volume capture. "

Payer Services Expansion
Q: What's the progress in payer services initiatives?
A: Our payer services, including bundling insurance at checkout, have generated over $10 million from the Australian insurance opportunity. " We're leveraging our position to offer additional services without significant marketing spend, addressing more needs of payers. "

CFO Transition
Q: How will the CFO transition affect operations?
A: Mike Ellis expressed confidence in Flywire's position and smooth transition to Cosmin. " The company remains focused on execution, with no expected changes in how we manage our finances or growth investments. " "

Seasonality and Q1 Expectations
Q: How will seasonality affect upcoming quarters?
A: Due to Canadian regulatory changes, Q1 will be our slowest growth quarter. " " We expect Q2 to be higher than average, with the second half around the annual growth rate. " This shift in seasonality is incorporated into our 30% growth guidance. " "

Client Implementation Delays
Q: Have client implementation delays been resolved?
A: The vast majority of previously delayed implementations have gone live. " We had a great quarter in deployments across all verticals and feel good about projects going live on time. "