Revenue Guidance and Organic Growth
Q: Is organic revenue growth over 25% in guidance?
A: Yes, we expect organic revenue growth to be well over 25% in 2024 " , alongside over 250 basis points of margin expansion. " Much of this growth comes from customers already booked with implementation schedules, giving us high confidence. "

International Expansion and M&A Pipeline
Q: What's the focus of M&A and international strategies?
A: We have a significant M&A pipeline across various deal sizes " , emphasizing international growth both organically and through acquisitions. " Our U.S. strategies will be applied internationally, particularly in Europe and Canada, where we see rich opportunities and are carefully choosing markets and payment methods. "

Gateway Conversion Progress and Churn
Q: Any changes in gateway conversion strategy and churn?
A: We've had success converting gateway customers without significant churn. " We're optimizing our approach using "carrots and sticks" and have $120 billion of low-spread volume left to convert. " We're satisfied whether customers become acquiring clients immediately or through raised pricing on gateways. "

Resource Allocation for Implementations
Q: How are you handling resource needs for large implementations?
A: We're reallocating existing resources to meet demand without significantly increasing headcount. " By repurposing teams from legacy software support to new installations like stadiums, we're maintaining efficiency. " We uphold a high bar for adding new headcount, focusing on internal reassignments. "

Impact of Customer Go-Live Delays
Q: Are delays in customer go-lives affecting revenue?
A: Some large customers have delayed their go-live dates, impacting revenue timing. " These are timing issues, not scope changes. " Big projects take time, but contracts remain unchanged. "

SkyTab Expansion Plans
Q: What are your goals for SkyTab installations in 2024?
A: We aim to install 30,000 SkyTab systems domestically in restaurants " and 10,000 systems internationally in restaurants and hotels, focusing on Canada and Europe. " These are net new targets; we haven't begun upgrading existing customers to SkyTab yet. "

Free Cash Flow and Margins
Q: What are free cash flow and margin expectations for 2024?
A: We anticipate ongoing improvements in free cash flow conversion, aiming for over 58% in 2024. " For margins, we expect over 250 basis points of organic margin expansion, aligning with our revenue growth. "

Pricing Opportunities for SkyTab
Q: Any plans to adjust SkyTab pricing?
A: We're aware that SkyTab has the lowest total cost of ownership. " While we benefited from competitors' pricing tactics last year, we see future opportunities to reprice. " However, we're cautious not to disrupt our advantageous position. "

Seasonality and Spreads
Q: How does seasonality affect volume and spreads?
A: We expect Q1 to be our lowest point for the year, with some sequential uptick from Q4. " Applying 2023 seasonality to 2024 aligns with our expectations. " We're approaching a floor in net spreads at 60 basis points for 2024, which should be used as a basis for modeling. "

SaaS Business Growth
Q: How will software revenue grow in 2024?
A: Subscription revenue is a growth area, with the SkyTab component growing almost 70% within SaaS. " Other SaaS components are also growing nicely, contributing to healthy revenue growth. "