BILL

“And I would always start with the payment is the last thing that a customer does, right? It's everything before that matters. Like you're not going to just sign a check or use bill.com to essentially sign a check or actually not trying to pay unless you know w…”

“When we went public, one of the reasons was to have a currency to be able to add onto the platform to serve more customers with better products.”

“And since all the money goes through us on a run rate basis, a hundred and seventy billion dollars now, since all that money goes through us, we're able to do other things that other players can't.”

“We worked hard and probably within five years, we had gross margins that were probably north of 50%, right? And so now our gross margins are close to 75 to 80, somewhere in that range.”

“It does start at the top. Like I will go into any roadmap discussion and I will be talking about the product. I'm in the UX Slack channel. I'm reporting bugs. And that helps people know that, Hey, this is valued in the culture that we all need to use the appli…”

“And by the way, Amex and JP Morgan and Capital One, they are going to spend time on this, and we believe that our embedded partnership strategy will help.”

“Fast forward to 20 17 when, okay, the business is starting to scale. Probably 2017 was fifty million in revenue or something like that. And we had a network that was a million or more.”

“And our goal was to get people in on subscription. We'll talk more about that later. And then earn the right to do these transactions, which then allow us to make more money. So we make more money on all the spend that you have, not just on the subscription fe…”

“We've grown customers, right? And so that sense, we are immune. Like we keep adding customers roughly 45,000 a quarter. We've been doing that for a while. That's very consistent growth for us.”

“Creating these different touchpoints, we have over 12 different payment revenue streams, and that's just a lot.”

“We're Six people pushing twenty two million a year through bill.”

“So what that tells consumers and all of us is that there's too much choice. Which is why consumers, small businesses, I think of as consumers are asking for consolidation, which is why we've acquired companies is why we built our platform to continue to be ext…”

“We don't get to do your payments unless you love the software that you just talked about. Like we are a software government. We have to make a great experience. We have to make it so that when you're going between buildings, you can actually pay a bill if you …”

“Getting all the licenses, the MTLs, money transfer licenses across all 50 states... It was Probably a five year effort, at least.”

“So what we've shared is that we're at 86% logo retention.”

“And the spend and expense platform that used to be Divi now built, it's growing exceptionally well. So, roughly, 30% year over year.”

“So what we do now is we run We have support hours where anybody can join and watch support get done.”

“There's an engineering team and a product team that just works on the payment engine. All they do all day long... That team probably is around a hundred or so.”

“It took forever, but as a result, you've got, you have, like, 80% gross margins. Shopify is like 50, toast is 30.”

“On the core bill platform out of employers, it's three percent of, so three percent of six million use the core bill”

“We're 2200 now.”

“The network is a part of that because 7.1 million means that when you sign up today, there's a chance that your vendor is going to be there and that you don't have to worry about figuring out how to pay them.”

“There's five million predictions a day using AI today on the, all the documents that are coming through Bill.”

“What we've seen this year is more stabilization in the last maybe three quarters. And so I call this the wait and see economy. This is, nobody's investing for growth the way they were three years ago, which is crazy. People were just investing, investing. Obvi…”

“I think the mobile phone users, they have the highest MPS, right? That's just super simple and super easy.”

“And that's on the, on all three kind of original platforms, if you will, that's Bill, that's Divi, that's Invoice To Go. On the core builds probably around 250,000.”

“We have a new product called invoice financing. That's in alpha beta that lets the supplier say, you know what? I don't want to wait for Jason to pay me in 45 days. He always pays in 45 days, but I don't want to wait for that. I'm going to actually get paid no…”

“30% of our core bill revenue comes from suppliers that are making a choice about a payment.”

“The part that I think becomes a moat competitively is we move money and it's regulated and we do it well. I don't know any of our competitors that are actually regulated that know how to, we have regulators in our shop all the time.”

“One percent of GDP goes through bill. One percent every year. A trillion dollars has been moved on the platform in the last five years.”

“To be on a public earnings call and to be public and to say, we grew 300% year over year. That was a fun day. And I knew I'd pay the price later because you can't grow that fast forever.”

“Sweet spot is always seven reps to one manager based on where I'd work. I found, by the way, that's expensive. That's an expensive model.”