Toast, Inc. — Call Transcript 2025

Good afternoon, my name is Kate and I will be your conference operator today. At this time I would like to welcome everyone to Toast's second quarter 2025 earnings conference call. Today's call will be 45 minutes. I'll now turn the call over to Michael Senno, Senior Vice President of Finance. You may begin your conference. Thank you. Welcome to Toast's earnings conference call for the second quarter and the June 30th, 2025. On today's call, our CEO Aman Narang and CFO Elena Gomez will open with prepared remarks, which will be followed by our Q and A session. Before we start, I'd like to draw your attention to the Safe Harbor statement included in today's press release. During this call, we'll make statements related to our business that may be considered forward-looking within the meaning of the Securities Act and the Exchange Act. All statements other than statements of historical facts are forward-looking statements, including those regarding management's expectations of future financial and operational performance, operational expenditures, location growth, future profitability and margin outlook, business and investment strategy, expected growth and business outlook, including our financial guidance for the third quarter 2025. Forward-looking statements reflect our views only as of today, and except as required by law, we undertake no obligation to update or revise these forward-looking statements. Please refer to the cautionary language in today's press release and our SEC filings for a discussion of the risks and uncertainty that could cause actual results to differ materially from our expectations. During this call, we will discuss certain non-GAAP financial measures, including but not limited to non-GAAP Subscription Services Gross Profit and non-GAAP Financial Technology Solutions Gross Profit, which we refer to collectively as our recurring gross profit streams. These are the basis for our top line guidance. These non-GAAP measures are not intended to be a substitute for our GAAP results. Please refer to our earnings release and SEC filings for detailed reconciliations of these non-GAAP measures to the most comparable GAAP measures. Unless otherwise stated, all references on this call to cost of revenue, gross profit and gross margin, sales and marketing expense, research and development expense, and general and administrative expense are on a non-GAAP basis. Finally, the press release can be found on the investor relations website at investors.toasttab.com. After the call, a replay will be available on our website, and with that, let me turn the call over to Aman. Thanks Michael and thank you to everyone for joining us today. We've had a great first half of the year. Q2 results came in ahead of expectations. We've added a record 8,500 net new locations. We grew recurring gross profits 35% and we've delivered $161 million of adjusted EBITDA. GAAP operating income reached $80 million. At Toast, our mission is to help restaurants delight their guests, do what they love and thrive. Our strong results reflect our consistent execution across the company, and more importantly, they reinforce our belief in the significant long term opportunity ahead of us. We're seeing that opportunity play out as we grow market share in our core and accelerate our momentum across our new customer segments. In Q2, we crossed 10,000 live locations across enterprise, international and food and beverage retail and now serve approximately 148,000 locations across our customer segments. We're excited to welcome Firehouse Subs, a 1,300 QSR enterprise brand, as well as Zabar’s, the iconic New York grocer. The Toast Platform further signaling our progress in enterprise and retail internationally, we launched in Australia. This is our fourth international market, extending our reach beyond the U.K., Ireland and Canada, and another step towards building the leading global platform for restaurants. We're also thrilled to announce an exciting partnership with American Express. This collaboration will bring together reservation listings from Resy, Tock and Toast Tables into Toast Local, our mobile app, to make it easier to find and book tables. We also plan to use the reservation data and the power of our platform to enable personalized experiences for diners at the point of sale, including American Express Card members. We're excited about the value our two companies can deliver together for both restaurants and diners through this exciting partnership. At the start of the year, we laid out four key priorities. Number one, scale locations and market share in our core U.S. restaurant business. Number two, demonstrate that these new market segments can be material drivers of growth. Third, increase customer adoption of our broad platform and drive differentiation through data and AI. Lastly, continue to hold ourselves to a high bar and invest against our most important priorities while gradually expanding margins. All right, let's jump into number one. Starting with our core restaurant business. We have strong momentum driven by our purpose-built restaurant platform and our local go-to-market teams. As a result of positive customer feedback and the brand investments we've made, we've seen the largest year-over-year increase in brand consideration in our peer set. We grew share in nearly every SMB market we operate in. In our top 10 markets, we continue to see higher rep productivity and higher market share gains relative to our averages. The fact that we're still seeing strong gains in these markets where we have over 30% penetration across large and small metro areas is a clear sign. Our flywheel strategy is working. We're also expanding the breadth of our platform with new products and features like Toast Go 3 and our new AI-powered intelligence engine ToastIQ, which reflect the steady drumbeat of innovation that's core to our strategy. Behind every update is our focus on the thousand little things that make the Toast platform such a great tool for restaurants. An example of this is Supper Club, a neighborhood restaurant and market in Richmond, Virginia. A deciding factor in their switch to Toast was our catering and events product, which replaced a third-party app that was cumbersome for them and their customers. Since switching to Toast, Supper Club has seen a nearly 40% jump in catering sales. Toast Catering is both easy to use and seamlessly integrates into the Toast platform, including our point-of-sale devices and handhelds, which has allowed them to take on significantly more business and even open a second location in March this year. It's a great example of how when our customers grow, we grow right alongside them. Now, moving gears, our second priority is demonstrating that these new market segments can be material drivers of growth. We crossed 10,000 live locations across enterprise, food and beverage, retail, and international, and these new customer segments are on track to surpass $100 million in ARR collectively by the end of the year, a milestone that took six years in our core business. In enterprise, their vision is to have the most iconic restaurant brands in Toast and drive innovation for the entire industry. Our investments are paying off and we'll keep enhancing the platform to meet the needs of large-scale operators. We're also seeing strong interest from customers to use more of our platform, which will contribute to scaling enterprise ARPUs over time. In food and beverage retail, we're off to a strong start and the early signals are really promising. We're building deeper inventory management tools, expanding integrations, and scaling our dedicated sales team. Total ARPU for retail customers is already above $10,000, a clear indication our value proposition is resonating. Food retailers like Zabar’s New York City are using Toast Retail to handle their large, fast-paced operation, manage over 30,000 SKUs across a 20,000 square foot store, and process more than 2,500 transactions daily. Zabar’s shows how Toast supports complex, high-volume retail environments across the U.K., Ireland, and Canada. Rolling out more of our products is driving a steady increase in booked ARPU. We're also seeing greater traction among full service restaurants, which now make up the majority of our new wins in these regions, showing that product improvement investments in our go-to-market teams are paying off. We're launching Australia with the same products we have in our other international markets today. Our fast, comprehensive launch down under is thanks to the learnings and infrastructure from our first three markets and the localization investments we've made over the past few years. We took our first customer, Graze Craze, live in Australia this summer. Graze Craze is an existing Toast customer in the U.S. and we were top of mind when they decided to expand to Australia. They initially opted for a local provider at launch but couldn't find another POS provider that matched Toast's capabilities, so they were excited to transition to Toast when we could support their Australian operations. They're now using our guest-facing displays, kitchen display screens, and online ordering products to solve for the operational friction and reporting gaps they experienced with the local system at launch. They plan to add more products like email marketing and loyalty to help drive demand and above store tools including multi-location management and reporting to power their continued expansion across Australia. Shifting gears, our third priority is increasing customer adoption of our platform and driving differentiation through data and AI. We were a pioneer in bringing purpose-built handhelds to market seven years ago, redefining in-store operations and service restaurants, and since then billions of orders have run through Toast Go handheld, giving us a deep understanding of what works on the restaurant floor. Our new Toast Go 3 handheld builds on that foundation and continues to push the industry forward. It's the only device that combines ToastIQ, Toast intelligence engine, with built-in cellular connectivity so staff can take orders, process payments, and print receipts seamlessly across Wi-Fi and cellular networks. It does all this while being lighter, faster, and more durable than before with a 24-hour battery life. With ToastIQ, staff now get real-time context about their guests to help increase check sizes. Personalized notes and guest details from Toast tables show up directly into our Toast Go 3 handhelds and terminals, and our Amex partnership aims to build on this technology to deliver these personalized experiences for American Express Card members as well. Haywire Restaurant in Texas calls the Toast Go 3 a game changer. They used to lose Wi-Fi in certain areas of their three-story concrete building, but now with Toast Go 3 cellular functionality they can seamlessly transition between cellular and Wi-Fi to stay connected and take payments without getting interrupted. The new handhelds meet the demands of the restaurants, including drops on their concrete floors or servers working double shifts who can now carry a handheld all day long without needing to charge it. Haywire also sees the Toast Go 3 as a tool for growth, giving them a reliable way to generate sales at community events and festivals, and opening the door to sales it wouldn't access otherwise. Lastly, our fourth priority is to continue to invest with discipline while expanding our margins. Our updated full-year outlook reflects the strength of our execution and the scalability of our business. We've reached the medium-term margin guidance we laid out at our investor day ahead of plan, and we're confident in our ability to continue investing behind what's most important to fuel long-term growth while balancing margins over time. As I close out, I want to thank every Toaster, our customers, and our investors. The progress we're making is a direct result of the team's incredible execution and the confidence our customers and investors have in what we're building. Our platform helps local businesses thrive, and I've never been more excited about the opportunity that's in front of us. Thank you, and with that I'll turn the call over to Elena. Thank you Aman and to everyone for joining. To start, I would also like to thank our incredible team for another strong quarter which came in above our expectations. In the second quarter, ARR grew 31% and total FinTech and subscription gross profit. Our recurring gross profit streams increased 35% year-over-year. Total take rate across SaaS and FinTech gross profit was 93 basis points in the quarter, an increase of eight basis points from a year ago, reflecting our growing share of wallet and the increasing value we are providing our customers. Adjusted EBITDA was $161 million for the quarter with margins expanding eight percentage points year-over-year to 35%, and GAAP operating income was $80 million. We also increased our full year guidance to reflect our strong quarter and the operating momentum we have heading into the second half of the year. We posted a record quarter with approximately 8,500 net location additions and we ended Q2 with 148,000 locations, up 24% from a year ago. Our results reflect deeper penetration in our core customer segment, complemented by growing momentum across our new customer segments. As Aman mentioned, across international enterprise and food and beverage retail, we crossed 10,000 locations in Q2. We're excited about the new bellwether brands like Firehouse Subs and Zabar’s, showing the versatility of our platform to serve a wide range of customers across all segments. The traction we're seeing is a testament to our investments to serve these new customer segments across both product and go to market, and our confidence in the trajectory of these new customer segments continues to grow. We expect these new TAMS to become increasingly meaningful parts of our business over time and contribute to sustained long term growth. As a result, we are investing behind our success. We're building out the product to serve deeper parts of these new TAMS and scaling go to market to accelerate our progress. That includes expanding into new geographies over time, and we're excited to have our first customer live in Australia. Looking out to the remainder of the year, we remain on track for more location net adds in 2025 versus 2024, driven by our consistent go to market execution and comprehensive product offering in our core, complemented by the growing scale from new customer segments. SaaS ARR grew 30% year-over-year driven by location growth and a 5% increase in SaaS ARPU on an ARR basis, subscription revenue increased 37% and gross profit grew 43%, benefiting from the improved ARR to revenue conversion we discussed last year. As a reminder, beginning next quarter we will lap the step up and the associated one-time benefits we saw in Q3 and Q4 of last year and therefore expect subscription revenue to more closely mirror SaaS ARR growth. Beginning in Q3, payments ARR increased 32% and FinTech gross profit grew 30% in the second quarter. GPV was $50 billion, growing 23% year-over-year with GPV per location down 1% versus last year. FinTech net take rate was 57 basis points and payments net take rate was 49 basis points. Both increased 3 basis points from a year ago from a combination of ongoing optimization efforts, small targeted pricing moves, and new products including surcharging non-payments. FinTech Solutions led by Toast Capital contributed $40 million in gross profit and 8 basis points in take rate. Capital's take rate contribution was in line with Q2 last year and as a reminder is seasonally lower in Q2 due to higher GPV. Toast Capital remains healthy with solid demand from customers and defaults remain in line with our expectations. Looking ahead, we continue to expect Toast Capital's contribution and net take rate to remain in the 10 basis point range. Excluding $19 million of bad debt and credit related expenses, operating expenses increased 18% in Q2. That's primarily from a 28% increase in sales and marketing expenses as we grow our go-to-market footprint across international and retail. In the core, we're making targeted rep additions and supporting our brand campaign to deliver ongoing share gain. R&D grew 9%, reflecting investments in our highest priority areas in the core. Toast Go 3 and newly launched ToastIQ features highlight continued focus on extending our product differentiation and driving tangible customer outcomes across our new customer segments. We are taking the same vertical approach that has driven our success in the core. We're serving the needs of our customers more deeply in each segment, such as enhancing our inventory management tools for retail, bringing Toast Go 3 internationally, and expanding our functionality and integrations in enterprise. Adjusted EBITDA was $161 million with a margin of 35%. Our strong Q2 results reflect healthy top line growth, including better than expected GPV, as well as our focused execution and disciplined capital allocation. In addition, the seasonality of GPV contributed to the seasonally high margin in the quarter. Free cash flow was $208 million, driven by strong adjusted EBITDA and a benefit from working capital due to the seasonality of our payments business. GAAP operating income was $80 million, up from $14 million a year ago. That's both the strength in adjusted EBITDA and our prudent approach to managing stock-based compensation. Stock-based comp as a percentage of recurring gross profit was 14% in Q2, down 6 percentage points versus a year ago. We continue to be on a path for stock-based comp to be in low double digits as a percentage of recurring gross profit. Turning to guidance for the third quarter, we expect total subscription and FinTech gross profit to grow in the range of 23%-26% year-over-year and adjusted EBITDA to be $140 million-$150 million. We raised our full year outlook due to our strong results and continued momentum across the business. At the midpoints, we now expect 29% growth in FinTech and subscription gross profit and $575 million in adjusted EBITDA, a margin of 32%, up 5 percentage points versus 2024. Let me provide some context on our margin profile in the second half of the year. As a reminder, Q4 margin is typically lower relative to the rest of the year due to the seasonality of payments. In addition, we will have higher tariff expenses in the second half of the year. Take a disciplined approach to scaling the business, and based on positive signals in our growth initiatives, we are unlocking incremental investment across both core and our new customer segments to move faster in these areas and position ourselves for sustained long-term growth. Overall, we are on track for another year of both strong top line growth and expanding profitability and are confident we can continue to deliver durable growth while driving towards our long-term margin target. To wrap up, we had a great first half reflecting our consistent execution. Our momentum in the core is strong, and we are really excited by our progress in new customer segments. Looking ahead, we're excited and confident about the opportunity in front of us and believe we are just getting started. Now, I'll turn the call back over to the operator to begin Q&A. At this time, I would like to remind everyone in order to ask a question, press star, then the number one on your telephone keypad. Your first question comes from the line of Will Nance at Goldman Sachs. Your line is open. Hey guys, great results today. I wanted to ask a question on the new disclosure on retail ARPUs being, I think, north of $10,000, obviously. Great to see. You talked about this being a very large average merchant size. I was wondering if you could talk through that number and, you know, maybe give some context on the breakdown between payments and software. You mentioned further enhancements to the product. Where are you in kind of now versus where you want to be on the software suite for that vertical, and what types of things do you think could be on the roadmap? Appreciate it. Thanks for the question. You know, if you go back and look at our core business and you look at how we've been able to expand both SaaS ARPU and FinTech ARPU over time, it's taken a while to get us to where we are today, where our core ARPU is. If you look at how quickly we've been able to get retail ARPU up over $10,000, I think it just really shows that it's a really good opportunity for us. That's why we're investing in sales capacity. We're going to continue to invest in the balance of the year. I think the data we're seeing from some of the early reps that we've scaled up, this dedicated team for retail, is really, really positive. I think a lot of the products that we have, you think about payments, capital, payroll, scheduling, a lot of that applies. There are also some very specific products around inventory that are very specific to retail that we continue to build out. By the way, they're specific to subcategories within retail. What's needed in grocery versus liquor stores versus convenience stores and such, there's some differences as well, but net net, I think if you look at where we are, I think we're ahead of expectations and the potential for my confidence in the potential of the business is the highest it's ever been. That's great. I used the loyalty module at the grocery store in my neighborhood this weekend. Saved me $1. Just on some of the macro dynamics in GMV, I was wondering if you could maybe provide latest and greatest breakdown of some of the GPV per location trends across the base. Obviously, as you just talked about, you've got maybe an up bias coming from retail, maybe a downward bias from some of the location adds internationally. We've been seeing negative same store sales for a while now in restaurants. Just kind of wondering if you could stack rank some of those drivers and talk about any notable changes there. Thanks. Since we asked about retail right now, Will, even though at the analyst day we talked about how retail GPVs are higher than restaurants because we're newer, we're still growing into that and just want to clarify that. Overall, if you look at GPV trends, it's been largely flat for us and GPV per location was down 1%. It's been on this narrow band and mixed with a very small component of it. If you look at our customer base, overall, GPV has been largely about flat. I think it's up a very small amount. If you look at the rest of these segments, retail's a little bit higher, international is a little bit lower. Over time in each of these businesses, what Elena and team are doing a great job of is really looking at unit economics. They're looking at payback periods and margin. We have confidence that all these businesses are great opportunities over time. Awesome. Thanks for taking the question. Thank you. Your next question comes from the line of Tien-Tsin Huang J.P. Morgan. Your line is open. Hey, thanks. Lots of fun momentum here. Just wanted to clarify on the third quarter, adjusted EBITDA expects to be sequentially down, it looks like. Is that the unlocking of certain investments that you called out there, Elena? Can you just elaborate on that maybe, and how discretionary that is? I also heard tariff expenses. I just want to get all that straight. Thanks. Yeah, thanks. That's a great question. Look, we've got a lot of momentum in our customer segments. What you're seeing in the second half in terms of our margin is that we're increasing our investment in these areas to accelerate our progress. You heard Aman talk about 10,000 live locations pacing to $100 million in ARR. We want to continue to invest behind that, and that's really what you're seeing. Tariff is also playing a role, for sure. It's a fluid environment. Definitely, tariffs have a bigger impact in the second half of the year than the first half of the year. We've got a lot of conviction to invest, to grow, to drive sustained growth over the long term, which is what you're seeing us invest behind in the second half. Okay, great. My quick follow up just on Toast Go 3. Heard a lot of good things about this. Do you expect an upgrade cycle from existing customers using prior versions of Toast or is this more about attaching to new sales? Just trying to understand how that layers in. Yeah, I think it's both intentions. If you look at certainly new customers, they will likely start with Toast Go 3 device, but for a lot of existing customers, as their hardware refresh cycles come up, I think a lot of them are really excited about being able to use this device because it's got the cellular backup, especially if you've got big spaces. They like the ability to be able to use both Wi-Fi and cellular at the same time. Perfect. Thank you guys. Your next question comes from the line of DJ Hynes with Canaccord. Your line is open. Thank you, guys. Congrats on the next quarter. Aman, we've had several quarters now with really nice enterprise momentum. I'm curious what you're seeing incumbent vendors at that end of the market doing to thwart the threat that Toast creates. Right. Are they trying to innovate? Are they getting more aggressive on price? How price sensitive are the enterprise buyers? Any color on kind of competitive dynamics in the enterprise segment would be helpful. Sure, DJ, if you zoom out and look at what's happened in the core independent restaurant business, the adoption of cloud was actually faster upmarket in enterprise. A lot of what we continue to see is a lot of legacy on-premise solutions that Toast is slicing. I don't think it's really about price, I think it's about leveraging modern tech where you can use the cloud, and that's really what's driving some of our growth. We're investing in a big way now with Firehouse Subs, not just in the non-drive-thru segment but also starting to invest now in the drive-thru segment. Certainly, if you look at the competitive environment, we've said this before, it's always been a very competitive environment in the space, and I think our focus is just on customers. The more customer-obsessed we can be about solving the problems these enterprise brands have, I think that's what's really driving our growth and our success. Yeah, I would just build on DJ. We began investing in enterprise really a few years ago, and that's what you're starting to see show up as our capabilities have matured in a way where you're starting to see the likes of Applebee's, and we closed Marriott a couple years ago. If you take Firehouse as an example, one of the reasons they chose Toast was really about the capabilities in store. They really wanted to focus on performance in store. They wanted to increase staff efficiency, they wanted to improve guest experience reliability. To me, that's very much a capability. We were able to meet that demand, and that's why you're seeing our, that's just one example, but you're seeing our pipeline really improve as a result of this investment, which has taken a couple years to mature. Yeah, yeah. Elena, can you just remind me, like a 1,500 location win, a 1,300 location win, how long does it take to stand those up? When do they start hitting into net ads? Yeah, it depends. We would collaborate with the new customer and decide what their pipeline is or when they're ready for implementation. It could be like Firehouse. We already have some locations live, so it just depends on the velocity at which they want to go. Generally speaking, it's not that far after we book, and then it can take the course of one to two years, depending on how fast they want to go. Some customers want to go faster. Generally, a land like that could take four to six quarters on the outside, maybe two years. Yep, perfect. Okay, thanks guys. Congrats. Thanks. DJ. Your next question. Your next question comes from the line of Timothy Arcuri with UBS. Your line is open. Great, thank you. I want to talk a little bit about what you mentioned in terms of the investment behind Go to Market. I want to keep it specific to core U.S. restaurants and not looking really at the growth market sales teams. I was hoping you could comment a little bit around your coverage in the major, major cities. I'm assuming you have salespeople in most of those, but is there more room to add in the major cities, or is that you've kind of got the coverage? Then, as you move into beyond those major markets, 50 mi outside of ABC major city, is there any kind of a plan to add coverage there, or would you consider more going with third party distribution partners, ISOs, banks, etc.? To the extent you could comment on the effectiveness of those channels in selling such a vertical specific product. Thanks a lot. Thanks, Tim. It's a great question. It's actually one we debate internally all the time. If you look at the past five years we've spent, we've invested a lot to significantly increase our sales capacity. That's really what's driving the core of our growth. The great thing is you look at the supply effect we've talked about that continues. In these markets where we've got SMB coverage, you actually see productivity up year-over-year, this year as an example. It just shows that that strategy continues to work. In terms of what we're doing on coverage, I'd say in most markets, to your point, we've got coverage. That being said, there are some markets where we feel like we're underpenetrated. We're being surgical about saying in certain markets we want to add coverage. That's true whether they're metro areas or there are suburbs. I think it just really depends on what our penetration is, what our productivity is. We use that to refine it, say on the edges. There's not a material step function change in terms of how much rep capacity we're adding. In terms of other channels, we've always had a really robust partner ecosystem. You know, 20% of our new customers come from referrals, that's food distribution partners, tech providers. That's certainly a key part of our funnel. We do think that it's important for us, to your point about this vertical product, that's restaurant specific, that we own the end to end experience. Whether it's the go to market, the onboarding, the support, we all own it all in house and we think that's a differentiator in addition to our platform. There aren't any plans right now to open that up beyond our core direct strategy. We're certainly always exploring. It's a topic actually we talk about sometimes, all the time. Thank you, Aman. Yeah, thanks Tim. Your next question comes from the line of Matt Coad with Truist. Your line is open. Hey guys, thanks for taking the question here. Wanted to touch on ARPU again. You guys are rolling out a lot of different products that you talked about, whether it be on the AI front or some of the new hardware. Just curious if you could provide an update on kind of your strategy to price for value here. Yeah, sure. A couple things. One is, you know, our SaaS ARPU in Q2 was around 5%, and really how we think about our growth levers is really focusing on ARR and locations, and ARPU are both the vectors we think about. In terms of pricing, that's really just one small part of our ARPU growth. Absolutely we're focused on making sure we're driving value for our customers so that pricing is not an objection, if you will. If you zoom out and think about how can we drive ARPU growth over time, we have a lot of levers available to us. We know a lot of our products are not a terminal attached. We're going to continue to innovate. Data and AI will certainly play a role in that over time. We're still continuing to hone the upsell motion and really balance our land and expand motion. Feeling really confident that the combination of our breadth of our platform will drive ARPU over time. Thanks, Elena. Just for my quick follow up, the non-payment portion of gross profit, mainly Toast Capital, it was down, I think you said, to $40 million this quarter compared to $47 million last quarter. Could you unpack that a little bit for us? Is that kind of just timing related, that decline, or are you guys pulling back on certain loan growth right now? Yeah, overall I would say the program is really healthy. There's seasonally some dynamic there in Q2, and there was a little softer demand at the start of the quarter. Overall, we feel really good about where Toast Capital's growth is. The defaults are in line with expectations. I feel really it's a good, healthy program for us and continues to be. Your next question comes from the line of Josh Baer with Morgan Stanley. Your line is open. Thanks for the question. Quick. One on Enterprise and one on International. Just wondering with regard to Firehouse Subs, talked about some of the reasons that they adopted Toast. Just wondering like how that translates into actual products are they using, if you can identify any of the suites that they're going to adopt and if payments is in there too. With regard to international and Australia, just wondering how we should think about it. Is it part of a broader wave two of international expansion and we're going to hear about other countries and GEOs, or is this kind of wave two and that's it for now? Yeah, on Firehouse Subs they're definitely taking payments, and in terms of the suite of products, obviously they're using our handhelds, are using our KDS and restaurant management suite. It's the breadth of our platform that they're using. I'll let Aman talk about international. Yeah, Josh, on Australia, I think your question was about is Australia, you know, part of a broader strategy on Wave two? Right. I think one of the things that's been great about this Australia launch is that we've been able to launch with the same products in Australia that we have actually in our H1 market. This is U.K. and Canada. It's the work, it's great work the R&D team has done to localize our platform where we can actually do that. As you know, it took us a long time in U.K. and Canada to get all these products out and the ARPU up. The fact that we can now launch into new countries with the full platform I think is a huge advantage for us. In terms of this, in terms of whether or not we're going to add more countries, we're not ready to announce anything at this time. Certainly, I think, you know, it's a balance. On the one hand, we've got to make sure that in the countries we're in, we're not shortchanging ourselves, that we're set up to be successful. On the other hand, I think if you look long term, like to be aspired to do more internationally and more globally. Absolutely. The answer is yes. Okay, thank you. Appreciate it. Thanks Josh. Your next question comes from the line of Darrin Peller with Wolfe Research. Your line is open, guys. Thanks. For the record net adds of 8,500, just how much of that was driven by the core business versus the TAM expansion and then just kind of doubling down on that. When you look at the 10,000 location goal, it's great to see you pass that for Enterprise, International, and FNB Retail. Is there any way to give us a bit more granularity around the composition of these 10,000 and just where they fit within those three buckets? Thanks guys. Hey Darrin. If you look at our core business that's still driving, the core, the bulk of our growth, we've been at this obviously as we've said before, for more than a decade. If you look at the number of go lives, for example, in our core business that's never been higher, the rep productivity is at a really healthy level. The most penetrated markets are seeing healthy gains, like higher than the average markets where we have the most penetration. The core business is incredibly healthy. Now, are these new businesses contributing more as they're scaling? Yes. If you look at retail and national enterprise in terms of the percentage of net percentage of Go Live, certainly that number is bigger than it's ever been just because we're now scaling in those markets as well. That's really what's driving the record net adds in the business. We're on track not only for this quarter but for the year, as we said last quarter, to have record net adds for the year as well. In terms of the exact composition and breakdown across the three, only thing I'll say is across all of them we're seeing good momentum. If you look at retail, we're adding more sales capacity because the margin, the ARPUs are over $10,000, the rep productivity is healthy and that gives us signal that we should lean in and invest in international. We've increased ARPU and we're seeing rep productivity be comparable to what we've seen in our U.S. SMB business. Even though we don't have the level of, we don't have the brand or the penetration that we have in the U.S. and that's a good signal. Enterprise, I think enterprise is going to be gradual, right? If you look at these wins, while they're awesome, enterprise wins the longer sales cycles and we expect them to be a gradual drip over time. All three of them are contributing in all three areas. We're investing to continue to open up the longer, longer term opportunity in front of us. That's great to hear, thanks. Just a quick follow-up would be on SaaS ARPU. It's still growing very well, and when we think about how much is driven by customers coming on with higher SaaS ARPU versus just the upsell team continuing to do well, how do we distinguish that? If you can help us out. Thanks guys. Yeah, so it's both, right? We're seeing ARPU both from customers and existing customers, and one thing we're talking about is floating our land and expand motion. The Upsell team is absolutely contributing to that in terms, and their execution is solid. I think over time obviously we want to continue to optimize our product market fit across our whole set of products and continue to drive that. Overall, seeing really good progress across both new and existing customers. That's great. Thanks. Thanks guys. Your next question comes from the line of David Koning with Baird. Your line is open. Yeah. Hey guys, great job. I guess first of all, you know, between Q3 guidance and full year guidance, we have a little insight into Q4. It looks like 21%, 22% at the midpoint in terms of recurring GP growth in IS. Is that a good, if that's the exit point, is that a good insight into kind of how next year starts and maybe what might be the moving parts that could kind of move it either way over time. Yeah, thanks for the question. A couple of things. One is, as you know, we always aim to do better, and that's really important in how we balance our guidance. Just keep in mind the first half of the year benefited from that ARR conversion. That's a dynamic at play in the second half of the year. GPV was better than our expectations in Q2. In terms of how we guide, we really focus on being prudent and balanced as we enter into any guidance cycle. The other thing I'll tell you is our investment that we have, you know, we've talked about on this call, is really in service of sustaining our growth over the long term. We're always going to aim to do better, and these investments really will position us for growth not only in 2026, but beyond. Great, thanks. Just quick follow up. July trends, you know, obviously Q2 got better with volume, which is great. July trends, like per location, did that start out pretty well? Yeah, it's in line with expectations. Yeah. Great. I think we're in good shape in July. Yep. Yeah. Your next question comes from the line of Dan Dolev with Mizuho Securities. Your line is open. Hey guys, great results here as always. Can you please help us understand how the American Express partnership enhances the flywheel here? Because it seems very cool, you know, that deal that you're doing. Appreciate that. Thank you. Sure, Dan. What we're doing in this MX partnership is, one, we're combining inventory from Resy, Tock, and Toast Tables into our app. This is Toast Local, and the idea is you've got one place now where you can go find a place to book restaurants. It's a broad set of restaurants that are available now when you book on any of these platforms. When you check in at the restaurant, what the Toast platform can do is create a personalized experience for you. It's everything from, you think about allergies, notes, birthdays, but also being able to recommend menu items, whether it's your favorite drink or it is items that you love. If you think about most people, they've got these preferences in their taste profile. The ability to empower the staff, the host, and the server in the kitchen with that data is really valuable in creating personalized experiences. I think those are two areas of focus: one, broaden the inventory within local, and two, provide a great experience for the guests, including for American Express card members. Thank you so much. Great stuff again. Appreciate it. We will now take our last question from the line of Harshita Rawat with Bernstein. Your line is open. Good afternoon. I want to ask about Sous Chef, which you announced last year. I know you're currently doing pilot. What are you hearing from your customers in terms of the problem they're solving with this AI-powered assistant and the. Value you're driving and how differentiated is that product in the market? Thank you. Yeah, thanks for the question, Harshita. We are making really good progress with Sous Chef. The customer feedback has been really positive. I think what people like about the product in beta is if you think about most restauranteurs, you know, they're not CTOs, they're not CIOs. The ability to have a human interface to be able to get insights, to get recommendations, to be able to actually make changes, this is the ability to take action within the capability, is something that we're getting really good feedback and input on. I think ultimately our goal here is to build the world's best GPT-like interface for restaurants because we've got all this great data and we're taking feedback from customers. We plan to GA the platform at some point later this year. Thank you. This concludes today's conference call. Thank you for joining.

Speaker 11: Good afternoon, my name is Kate and I will be your conference operator today. At this time I would like to welcome everyone to Toast's second quarter 2025 earnings conference call. Today's call will be 45 minutes. I'll now turn the call over to Michael Senno, Senior Vice President of Finance. You may begin your conference. Good afternoon, my name is Kate and I will be your conference operator today. good afternoon my name is kate and i will be your conference operator today At this time I would like to welcome everyone to Toast's second quarter 2025 earnings conference call. at this time i would like to welcome everyone to toast's second quarter 2025 earnings conference call Today's call will be 45 minutes. today's call will be 45 minutes I'll now turn the call over to Michael Senno, Senior Vice President of Finance. i'll now turn the call over to michael senno senior vice president of finance You may begin your conference. you may begin your conference

Speaker 13: Thank you. Welcome to Toast's earnings conference call for the second quarter and the June 30th, 2025. On today's call, our CEO Aman Narang and CFO Elena Gomez will open with prepared remarks, which will be followed by our Q and A session. Before we start, I'd like to draw your attention to the Safe Harbor statement included in today's press release. During this call, we'll make statements related to our business that may be considered forward-looking within the meaning of the Securities Act and the Exchange Act. All statements other than statements of historical facts are forward-looking statements, including those regarding management's expectations of future financial and operational performance, operational expenditures, location growth, future profitability and margin outlook, business and investment strategy, expected growth and business outlook, including our financial guidance for the third quarter 2025. Thank you. thank you Welcome to Toast's earnings conference call for the second quarter and the June 30th, 2025. welcome to toast's earnings conference call for the second quarter and the june 30th 2025 On today's call, our CEO Aman Narang and CFO Elena Gomez will open with prepared remarks, which will be followed by our Q and A session. on today's call our ceo aman narang and cfo elena gomez will open with prepared remarks which will be followed by our q and a session Before we start, I'd like to draw your attention to the Safe Harbor statement included in today's press release. before we start i'd like to draw your attention to the safe harbor statement included in today's press release During this call, we'll make statements related to our business that may be considered forward-looking within the meaning of the Securities Act and the Exchange Act. during this call we'll make statements related to our business that may be considered forward-looking within the meaning of the securities act and the exchange act All statements other than statements of historical facts are forward-looking statements, including those regarding management's expectations of future financial and operational performance, operational expenditures, location growth, future profitability and margin outlook, business and investment strategy, expected growth and business outlook, including our financial guidance for the third quarter 2025. all statements other than statements of historical facts are forward-looking statements including those regarding management's expectations of future financial and operational performance operational expenditures location growth future profitability and margin outlook business and investment strategy expected growth and business outlook including our financial guidance for the third quarter 2025 Forward-looking statements reflect our views only as of today, and except as required by law, we undertake no obligation to update or revise these forward-looking statements. Please refer to the cautionary language in today's press release and our SEC filings for a discussion of the risks and uncertainty that could cause actual results to differ materially from our expectations. During this call, we will discuss certain non-GAAP financial measures, including but not limited to non-GAAP Subscription Services Gross Profit and non-GAAP Financial Technology Solutions Gross Profit, which we refer to collectively as our recurring gross profit streams. These are the basis for our top line guidance. These non-GAAP measures are not intended to be a substitute for our GAAP results. Please refer to our earnings release and SEC filings for detailed reconciliations of these non-GAAP measures to the most comparable GAAP measures. Forward-looking statements reflect our views only as of today, and except as required by law, we undertake no obligation to update or revise these forward-looking statements. forward-looking statements reflect our views only as of today and except as required by law we undertake no obligation to update or revise these forward-looking statements Please refer to the cautionary language in today's press release and our SEC filings for a discussion of the risks and uncertainty that could cause actual results to differ materially from our expectations. please refer to the cautionary language in today's press release and our sec filings for a discussion of the risks and uncertainty that could cause actual results to differ materially from our expectations During this call, we will discuss certain non-GAAP financial measures, including but not limited to non-GAAP Subscription Services Gross Profit and non-GAAP Financial Technology Solutions Gross Profit, which we refer to collectively as our recurring gross profit streams. during this call we will discuss certain non-gaap financial measures including but not limited to non-gaap subscription services gross profit and non-gaap financial technology solutions gross profit which we refer to collectively as our recurring gross profit streams These are the basis for our top line guidance. these are the basis for our top line guidance These non-GAAP measures are not intended to be a substitute for our GAAP results. these non-gaap measures are not intended to be a substitute for our gaap results Please refer to our earnings release and SEC filings for detailed reconciliations of these non-GAAP measures to the most comparable GAAP measures. please refer to our earnings release and sec filings for detailed reconciliations of these non-gaap measures to the most comparable gaap measures Unless otherwise stated, all references on this call to cost of revenue, gross profit and gross margin, sales and marketing expense, research and development expense, and general and administrative expense are on a non-GAAP basis. Finally, the press release can be found on the investor relations website at investors.toasttab.com. After the call, a replay will be available on our website, and with that, let me turn the call over to Aman. Unless otherwise stated, all references on this call to cost of revenue, gross profit and gross margin, sales and marketing expense, research and development expense, and general and administrative expense are on a non-GAAP basis. unless otherwise stated all references on this call to cost of revenue gross profit and gross margin sales and marketing expense research and development expense and general and administrative expense are on a non-gaap basis Finally, the press release can be found on the investor relations website at investors.toasttab.com. finally the press release can be found on the investor relations website at investors.toasttab.com After the call, a replay will be available on our website, and with that, let me turn the call over to Aman. after the call a replay will be available on our website and with that let me turn the call over to aman

Speaker 3: Thanks Michael and thank you to everyone for joining us today. We've had a great first half of the year. Q2 results came in ahead of expectations. We've added a record 8,500 net new locations. We grew recurring gross profits 35% and we've delivered $161 million of adjusted EBITDA. GAAP operating income reached $80 million. At Toast, our mission is to help restaurants delight their guests, do what they love and thrive. Our strong results reflect our consistent execution across the company, and more importantly, they reinforce our belief in the significant long term opportunity ahead of us. We're seeing that opportunity play out as we grow market share in our core and accelerate our momentum across our new customer segments. In Q2, we crossed 10,000 live locations across enterprise, international and food and beverage retail and now serve approximately 148,000 locations across our customer segments. Thanks Michael and thank you to everyone for joining us today. thanks michael and thank you to everyone for joining us today We've had a great first half of the year. we've had a great first half of the year Q2 results came in ahead of expectations. q2 results came in ahead of expectations We've added a record 8,500 net new locations. we've added a record 8,500 net new locations We grew recurring gross profits 35% and we've delivered $161 million of adjusted EBITDA. we grew recurring gross profits 35% and we've delivered $161 million of adjusted ebitda GAAP operating income reached $80 million. gaap operating income reached $80 million At Toast, our mission is to help restaurants delight their guests, do what they love and thrive. at toast our mission is to help restaurants delight their guests do what they love and thrive Our strong results reflect our consistent execution across the company, and more importantly, they reinforce our belief in the significant long term opportunity ahead of us. our strong results reflect our consistent execution across the company and more importantly they reinforce our belief in the significant long term opportunity ahead of us We're seeing that opportunity play out as we grow market share in our core and accelerate our momentum across our new customer segments. we're seeing that opportunity play out as we grow market share in our core and accelerate our momentum across our new customer segments In Q2, we crossed 10,000 live locations across enterprise, international and food and beverage retail and now serve approximately 148,000 locations across our customer segments. in q2 we crossed 10,000 live locations across enterprise international and food and beverage retail and now serve approximately 148,000 locations across our customer segments We're excited to welcome Firehouse Subs, a 1,300 QSR enterprise brand, as well as Zabar’s, the iconic New York grocer. The Toast Platform further signaling our progress in enterprise and retail internationally, we launched in Australia. This is our fourth international market, extending our reach beyond the U.K., Ireland and Canada, and another step towards building the leading global platform for restaurants. We're also thrilled to announce an exciting partnership with American Express. This collaboration will bring together reservation listings from Resy, Tock and Toast Tables into Toast Local, our mobile app, to make it easier to find and book tables. We also plan to use the reservation data and the power of our platform to enable personalized experiences for diners at the point of sale, including American Express Card members. We're excited to welcome Firehouse Subs, a 1,300 QSR enterprise brand, as well as Zabar’s, the iconic New York grocer. we're excited to welcome firehouse subs a 1,300 qsr enterprise brand as well as zabar’s the iconic new york grocer The Toast Platform further signaling our progress in enterprise and retail internationally, we launched in Australia. the toast platform further signaling our progress in enterprise and retail internationally we launched in australia This is our fourth international market, extending our reach beyond the U.K., Ireland and Canada, and another step towards building the leading global platform for restaurants. this is our fourth international market extending our reach beyond the u.k ireland and canada and another step towards building the leading global platform for restaurants We're also thrilled to announce an exciting partnership with American Express. we're also thrilled to announce an exciting partnership with american express This collaboration will bring together reservation listings from Resy, Tock and Toast Tables into Toast Local, our mobile app, to make it easier to find and book tables. this collaboration will bring together reservation listings from resy tock and toast tables into toast local our mobile app to make it easier to find and book tables We also plan to use the reservation data and the power of our platform to enable personalized experiences for diners at the point of sale, including American Express Card members. we also plan to use the reservation data and the power of our platform to enable personalized experiences for diners at the point of sale including american express card members We're excited about the value our two companies can deliver together for both restaurants and diners through this exciting partnership. At the start of the year, we laid out four key priorities. Number one, scale locations and market share in our core U.S. restaurant business. Number two, demonstrate that these new market segments can be material drivers of growth. Third, increase customer adoption of our broad platform and drive differentiation through data and AI. Lastly, continue to hold ourselves to a high bar and invest against our most important priorities while gradually expanding margins. All right, let's jump into number one. Starting with our core restaurant business. We have strong momentum driven by our purpose-built restaurant platform and our local go-to-market teams. As a result of positive customer feedback and the brand investments we've made, we've seen the largest year-over-year increase in brand consideration in our peer set. We're excited about the value our two companies can deliver together for both restaurants and diners through this exciting partnership. we're excited about the value our two companies can deliver together for both restaurants and diners through this exciting partnership At the start of the year, we laid out four key priorities. at the start of the year we laid out four key priorities Number one, scale locations and market share in our core U.S. restaurant business. number one scale locations and market share in our core u.s restaurant business Number two, demonstrate that these new market segments can be material drivers of growth. number two demonstrate that these new market segments can be material drivers of growth Third, increase customer adoption of our broad platform and drive differentiation through data and AI. third increase customer adoption of our broad platform and drive differentiation through data and ai Lastly, continue to hold ourselves to a high bar and invest against our most important priorities while gradually expanding margins. lastly continue to hold ourselves to a high bar and invest against our most important priorities while gradually expanding margins All right, let's jump into number one. all right let's jump into number one Starting with our core restaurant business. starting with our core restaurant business We have strong momentum driven by our purpose-built restaurant platform and our local go-to-market teams. we have strong momentum driven by our purpose-built restaurant platform and our local go-to-market teams As a result of positive customer feedback and the brand investments we've made, we've seen the largest year-over-year increase in brand consideration in our peer set. as a result of positive customer feedback and the brand investments we've made we've seen the largest year-over-year increase in brand consideration in our peer set We grew share in nearly every SMB market we operate in. In our top 10 markets, we continue to see higher rep productivity and higher market share gains relative to our averages. The fact that we're still seeing strong gains in these markets where we have over 30% penetration across large and small metro areas is a clear sign. Our flywheel strategy is working. We're also expanding the breadth of our platform with new products and features like Toast Go 3 and our new AI-powered intelligence engine ToastIQ, which reflect the steady drumbeat of innovation that's core to our strategy. Behind every update is our focus on the thousand little things that make the Toast platform such a great tool for restaurants. An example of this is Supper Club, a neighborhood restaurant and market in Richmond, Virginia. We grew share in nearly every SMB market we operate in. we grew share in nearly every smb market we operate in In our top 10 markets, we continue to see higher rep productivity and higher market share gains relative to our averages. in our top 10 markets we continue to see higher rep productivity and higher market share gains relative to our averages The fact that we're still seeing strong gains in these markets where we have over 30% penetration across large and small metro areas is a clear sign. the fact that we're still seeing strong gains in these markets where we have over 30% penetration across large and small metro areas is a clear sign Our flywheel strategy is working. our flywheel strategy is working We're also expanding the breadth of our platform with new products and features like Toast Go 3 and our new AI-powered intelligence engine ToastIQ, which reflect the steady drumbeat of innovation that's core to our strategy. we're also expanding the breadth of our platform with new products and features like toast go 3 and our new ai-powered intelligence engine toastiq which reflect the steady drumbeat of innovation that's core to our strategy Behind every update is our focus on the thousand little things that make the Toast platform such a great tool for restaurants. behind every update is our focus on the thousand little things that make the toast platform such a great tool for restaurants An example of this is Supper Club, a neighborhood restaurant and market in Richmond, Virginia. an example of this is supper club a neighborhood restaurant and market in richmond virginia A deciding factor in their switch to Toast was our catering and events product, which replaced a third-party app that was cumbersome for them and their customers. Since switching to Toast, Supper Club has seen a nearly 40% jump in catering sales. Toast Catering is both easy to use and seamlessly integrates into the Toast platform, including our point-of-sale devices and handhelds, which has allowed them to take on significantly more business and even open a second location in March this year. It's a great example of how when our customers grow, we grow right alongside them. Now, moving gears, our second priority is demonstrating that these new market segments can be material drivers of growth. A deciding factor in their switch to Toast was our catering and events product, which replaced a third-party app that was cumbersome for them and their customers. a deciding factor in their switch to toast was our catering and events product which replaced a third-party app that was cumbersome for them and their customers Since switching to Toast, Supper Club has seen a nearly 40% jump in catering sales. since switching to toast supper club has seen a nearly 40% jump in catering sales Toast Catering is both easy to use and seamlessly integrates into the Toast platform, including our point-of-sale devices and handhelds, which has allowed them to take on significantly more business and even open a second location in March this year. toast catering is both easy to use and seamlessly integrates into the toast platform including our point-of-sale devices and handhelds which has allowed them to take on significantly more business and even open a second location in march this year It's a great example of how when our customers grow, we grow right alongside them. it's a great example of how when our customers grow we grow right alongside them Now, moving gears, our second priority is demonstrating that these new market segments can be material drivers of growth. now moving gears our second priority is demonstrating that these new market segments can be material drivers of growth We crossed 10,000 live locations across enterprise, food and beverage, retail, and international, and these new customer segments are on track to surpass $100 million in ARR collectively by the end of the year, a milestone that took six years in our core business. In enterprise, their vision is to have the most iconic restaurant brands in Toast and drive innovation for the entire industry. Our investments are paying off and we'll keep enhancing the platform to meet the needs of large-scale operators. We're also seeing strong interest from customers to use more of our platform, which will contribute to scaling enterprise ARPUs over time. We crossed 10,000 live locations across enterprise, food and beverage, retail, and international, and these new customer segments are on track to surpass $100 million in ARR collectively by the end of the year, a milestone that took six years in our core business. we crossed 10,000 live locations across enterprise food and beverage retail and international and these new customer segments are on track to surpass $100 million in arr collectively by the end of the year a milestone that took six years in our core business In enterprise, their vision is to have the most iconic restaurant brands in Toast and drive innovation for the entire industry. in enterprise their vision is to have the most iconic restaurant brands in toast and drive innovation for the entire industry Our investments are paying off and we'll keep enhancing the platform to meet the needs of large-scale operators. our investments are paying off and we'll keep enhancing the platform to meet the needs of large-scale operators We're also seeing strong interest from customers to use more of our platform, which will contribute to scaling enterprise ARPUs over time. we're also seeing strong interest from customers to use more of our platform which will contribute to scaling enterprise arpus over time In food and beverage retail, we're off to a strong start and the early signals are really promising. We're building deeper inventory management tools, expanding integrations, and scaling our dedicated sales team. Total ARPU for retail customers is already above $10,000, a clear indication our value proposition is resonating. Food retailers like Zabar’s New York City are using Toast Retail to handle their large, fast-paced operation, manage over 30,000 SKUs across a 20,000 square foot store, and process more than 2,500 transactions daily. Zabar’s shows how Toast supports complex, high-volume retail environments across the U.K., Ireland, and Canada. Rolling out more of our products is driving a steady increase in booked ARPU. We're also seeing greater traction among full service restaurants, which now make up the majority of our new wins in these regions, showing that product improvement investments in our go-to-market teams are paying off. In food and beverage retail, we're off to a strong start and the early signals are really promising. in food and beverage retail we're off to a strong start and the early signals are really promising We're building deeper inventory management tools, expanding integrations, and scaling our dedicated sales team. we're building deeper inventory management tools expanding integrations and scaling our dedicated sales team Total ARPU for retail customers is already above $10,000, a clear indication our value proposition is resonating. total arpu for retail customers is already above $10,000 a clear indication our value proposition is resonating Food retailers like Zabar’s New York City are using Toast Retail to handle their large, fast-paced operation, manage over 30,000 SKUs across a 20,000 square foot store, and process more than 2,500 transactions daily. food retailers like zabar’s new york city are using toast retail to handle their large fast-paced operation manage over 30,000 skus across a 20,000 square foot store and process more than 2,500 transactions daily Zabar’s shows how Toast supports complex, high-volume retail environments across the U.K., Ireland, and Canada. zabar’s shows how toast supports complex high-volume retail environments across the u.k ireland and canada Rolling out more of our products is driving a steady increase in booked ARPU. rolling out more of our products is driving a steady increase in booked arpu We're also seeing greater traction among full service restaurants, which now make up the majority of our new wins in these regions, showing that product improvement investments in our go-to-market teams are paying off. we're also seeing greater traction among full service restaurants which now make up the majority of our new wins in these regions showing that product improvement investments in our go-to-market teams are paying off We're launching Australia with the same products we have in our other international markets today. Our fast, comprehensive launch down under is thanks to the learnings and infrastructure from our first three markets and the localization investments we've made over the past few years. We took our first customer, Graze Craze, live in Australia this summer. Graze Craze is an existing Toast customer in the U.S. and we were top of mind when they decided to expand to Australia. They initially opted for a local provider at launch but couldn't find another POS provider that matched Toast's capabilities, so they were excited to transition to Toast when we could support their Australian operations. They're now using our guest-facing displays, kitchen display screens, and online ordering products to solve for the operational friction and reporting gaps they experienced with the local system at launch. We're launching Australia with the same products we have in our other international markets today. we're launching australia with the same products we have in our other international markets today Our fast, comprehensive launch down under is thanks to the learnings and infrastructure from our first three markets and the localization investments we've made over the past few years. our fast comprehensive launch down under is thanks to the learnings and infrastructure from our first three markets and the localization investments we've made over the past few years We took our first customer, Graze Craze, live in Australia this summer. we took our first customer graze craze live in australia this summer Graze Craze is an existing Toast customer in the U.S. and we were top of mind when they decided to expand to Australia. graze craze is an existing toast customer in the u.s and we were top of mind when they decided to expand to australia They initially opted for a local provider at launch but couldn't find another POS provider that matched Toast's capabilities, so they were excited to transition to Toast when we could support their Australian operations. they initially opted for a local provider at launch but couldn't find another pos provider that matched toast's capabilities so they were excited to transition to toast when we could support their australian operations They're now using our guest-facing displays, kitchen display screens, and online ordering products to solve for the operational friction and reporting gaps they experienced with the local system at launch. they're now using our guest-facing displays kitchen display screens and online ordering products to solve for the operational friction and reporting gaps they experienced with the local system at launch They plan to add more products like email marketing and loyalty to help drive demand and above store tools including multi-location management and reporting to power their continued expansion across Australia. Shifting gears, our third priority is increasing customer adoption of our platform and driving differentiation through data and AI. We were a pioneer in bringing purpose-built handhelds to market seven years ago, redefining in-store operations and service restaurants, and since then billions of orders have run through Toast Go handheld, giving us a deep understanding of what works on the restaurant floor. Our new Toast Go 3 handheld builds on that foundation and continues to push the industry forward. It's the only device that combines ToastIQ, Toast intelligence engine, with built-in cellular connectivity so staff can take orders, process payments, and print receipts seamlessly across Wi-Fi and cellular networks. They plan to add more products like email marketing and loyalty to help drive demand and above store tools including multi-location management and reporting to power their continued expansion across Australia. they plan to add more products like email marketing and loyalty to help drive demand and above store tools including multi-location management and reporting to power their continued expansion across australia Shifting gears, our third priority is increasing customer adoption of our platform and driving differentiation through data and AI. shifting gears our third priority is increasing customer adoption of our platform and driving differentiation through data and ai We were a pioneer in bringing purpose-built handhelds to market seven years ago, redefining in-store operations and service restaurants, and since then billions of orders have run through Toast Go handheld, giving us a deep understanding of what works on the restaurant floor. we were a pioneer in bringing purpose-built handhelds to market seven years ago redefining in-store operations and service restaurants and since then billions of orders have run through toast go handheld giving us a deep understanding of what works on the restaurant floor Our new Toast Go 3 handheld builds on that foundation and continues to push the industry forward. our new toast go 3 handheld builds on that foundation and continues to push the industry forward It's the only device that combines ToastIQ, Toast intelligence engine, with built-in cellular connectivity so staff can take orders, process payments, and print receipts seamlessly across Wi-Fi and cellular networks. it's the only device that combines toastiq toast intelligence engine with built-in cellular connectivity so staff can take orders process payments and print receipts seamlessly across wi-fi and cellular networks It does all this while being lighter, faster, and more durable than before with a 24-hour battery life. With ToastIQ, staff now get real-time context about their guests to help increase check sizes. Personalized notes and guest details from Toast tables show up directly into our Toast Go 3 handhelds and terminals, and our Amex partnership aims to build on this technology to deliver these personalized experiences for American Express Card members as well. Haywire Restaurant in Texas calls the Toast Go 3 a game changer. They used to lose Wi-Fi in certain areas of their three-story concrete building, but now with Toast Go 3 cellular functionality they can seamlessly transition between cellular and Wi-Fi to stay connected and take payments without getting interrupted. It does all this while being lighter, faster, and more durable than before with a 24-hour battery life. it does all this while being lighter faster and more durable than before with a 24-hour battery life With ToastIQ, staff now get real-time context about their guests to help increase check sizes. with toastiq staff now get real-time context about their guests to help increase check sizes Personalized notes and guest details from Toast tables show up directly into our Toast Go 3 handhelds and terminals, and our Amex partnership aims to build on this technology to deliver these personalized experiences for American Express Card members as well. personalized notes and guest details from toast tables show up directly into our toast go 3 handhelds and terminals and our amex partnership aims to build on this technology to deliver these personalized experiences for american express card members as well Haywire Restaurant in Texas calls the Toast Go 3 a game changer. haywire restaurant in texas calls the toast go 3 a game changer They used to lose Wi-Fi in certain areas of their three-story concrete building, but now with Toast Go 3 cellular functionality they can seamlessly transition between cellular and Wi-Fi to stay connected and take payments without getting interrupted. they used to lose wi-fi in certain areas of their three-story concrete building but now with toast go 3 cellular functionality they can seamlessly transition between cellular and wi-fi to stay connected and take payments without getting interrupted The new handhelds meet the demands of the restaurants, including drops on their concrete floors or servers working double shifts who can now carry a handheld all day long without needing to charge it. Haywire also sees the Toast Go 3 as a tool for growth, giving them a reliable way to generate sales at community events and festivals, and opening the door to sales it wouldn't access otherwise. Lastly, our fourth priority is to continue to invest with discipline while expanding our margins. Our updated full-year outlook reflects the strength of our execution and the scalability of our business. We've reached the medium-term margin guidance we laid out at our investor day ahead of plan, and we're confident in our ability to continue investing behind what's most important to fuel long-term growth while balancing margins over time. The new handhelds meet the demands of the restaurants, including drops on their concrete floors or servers working double shifts who can now carry a handheld all day long without needing to charge it. the new handhelds meet the demands of the restaurants including drops on their concrete floors or servers working double shifts who can now carry a handheld all day long without needing to charge it Haywire also sees the Toast Go 3 as a tool for growth, giving them a reliable way to generate sales at community events and festivals, and opening the door to sales it wouldn't access otherwise. haywire also sees the toast go 3 as a tool for growth giving them a reliable way to generate sales at community events and festivals and opening the door to sales it wouldn't access otherwise Lastly, our fourth priority is to continue to invest with discipline while expanding our margins. lastly our fourth priority is to continue to invest with discipline while expanding our margins Our updated full-year outlook reflects the strength of our execution and the scalability of our business. our updated full-year outlook reflects the strength of our execution and the scalability of our business We've reached the medium-term margin guidance we laid out at our investor day ahead of plan, and we're confident in our ability to continue investing behind what's most important to fuel long-term growth while balancing margins over time. we've reached the medium-term margin guidance we laid out at our investor day ahead of plan and we're confident in our ability to continue investing behind what's most important to fuel long-term growth while balancing margins over time As I close out, I want to thank every Toaster, our customers, and our investors. The progress we're making is a direct result of the team's incredible execution and the confidence our customers and investors have in what we're building. Our platform helps local businesses thrive, and I've never been more excited about the opportunity that's in front of us. Thank you, and with that I'll turn the call over to Elena. As I close out, I want to thank every Toaster, our customers, and our investors. as i close out i want to thank every toaster our customers and our investors The progress we're making is a direct result of the team's incredible execution and the confidence our customers and investors have in what we're building. the progress we're making is a direct result of the team's incredible execution and the confidence our customers and investors have in what we're building Our platform helps local businesses thrive, and I've never been more excited about the opportunity that's in front of us. our platform helps local businesses thrive and i've never been more excited about the opportunity that's in front of us Thank you, and with that I'll turn the call over to Elena. thank you and with that i'll turn the call over to elena

Speaker 10: Thank you Aman and to everyone for joining. To start, I would also like to thank our incredible team for another strong quarter which came in above our expectations. In the second quarter, ARR grew 31% and total FinTech and subscription gross profit. Our recurring gross profit streams increased 35% year-over-year. Total take rate across SaaS and FinTech gross profit was 93 basis points in the quarter, an increase of eight basis points from a year ago, reflecting our growing share of wallet and the increasing value we are providing our customers. Adjusted EBITDA was $161 million for the quarter with margins expanding eight percentage points year-over-year to 35%, and GAAP operating income was $80 million. We also increased our full year guidance to reflect our strong quarter and the operating momentum we have heading into the second half of the year. Thank you Aman and to everyone for joining. thank you aman and to everyone for joining To start, I would also like to thank our incredible team for another strong quarter which came in above our expectations. to start i would also like to thank our incredible team for another strong quarter which came in above our expectations In the second quarter, ARR grew 31% and total FinTech and subscription gross profit. in the second quarter arr grew 31% and total fintech and subscription gross profit Our recurring gross profit streams increased 35% year-over-year. our recurring gross profit streams increased 35% year-over-year Total take rate across SaaS and FinTech gross profit was 93 basis points in the quarter, an increase of eight basis points from a year ago, reflecting our growing share of wallet and the increasing value we are providing our customers. total take rate across saas and fintech gross profit was 93 basis points in the quarter an increase of eight basis points from a year ago reflecting our growing share of wallet and the increasing value we are providing our customers Adjusted EBITDA was $161 million for the quarter with margins expanding eight percentage points year-over-year to 35%, and GAAP operating income was $80 million. adjusted ebitda was $161 million for the quarter with margins expanding eight percentage points year-over-year to 35% and gaap operating income was $80 million We also increased our full year guidance to reflect our strong quarter and the operating momentum we have heading into the second half of the year. we also increased our full year guidance to reflect our strong quarter and the operating momentum we have heading into the second half of the year We posted a record quarter with approximately 8,500 net location additions and we ended Q2 with 148,000 locations, up 24% from a year ago. Our results reflect deeper penetration in our core customer segment, complemented by growing momentum across our new customer segments. As Aman mentioned, across international enterprise and food and beverage retail, we crossed 10,000 locations in Q2. We're excited about the new bellwether brands like Firehouse Subs and Zabar’s, showing the versatility of our platform to serve a wide range of customers across all segments. The traction we're seeing is a testament to our investments to serve these new customer segments across both product and go to market, and our confidence in the trajectory of these new customer segments continues to grow. We expect these new TAMS to become increasingly meaningful parts of our business over time and contribute to sustained long term growth. We posted a record quarter with approximately 8,500 net location additions and we ended Q2 with 148,000 locations, up 24% from a year ago. we posted a record quarter with approximately 8,500 net location additions and we ended q2 with 148,000 locations up 24% from a year ago Our results reflect deeper penetration in our core customer segment, complemented by growing momentum across our new customer segments. our results reflect deeper penetration in our core customer segment complemented by growing momentum across our new customer segments As Aman mentioned, across international enterprise and food and beverage retail, we crossed 10,000 locations in Q2. as aman mentioned across international enterprise and food and beverage retail we crossed 10,000 locations in q2 We're excited about the new bellwether brands like Firehouse Subs and Zabar’s, showing the versatility of our platform to serve a wide range of customers across all segments. we're excited about the new bellwether brands like firehouse subs and zabar’s showing the versatility of our platform to serve a wide range of customers across all segments The traction we're seeing is a testament to our investments to serve these new customer segments across both product and go to market, and our confidence in the trajectory of these new customer segments continues to grow. the traction we're seeing is a testament to our investments to serve these new customer segments across both product and go to market and our confidence in the trajectory of these new customer segments continues to grow We expect these new TAMS to become increasingly meaningful parts of our business over time and contribute to sustained long term growth. we expect these new tams to become increasingly meaningful parts of our business over time and contribute to sustained long term growth As a result, we are investing behind our success. We're building out the product to serve deeper parts of these new TAMS and scaling go to market to accelerate our progress. That includes expanding into new geographies over time, and we're excited to have our first customer live in Australia. Looking out to the remainder of the year, we remain on track for more location net adds in 2025 versus 2024, driven by our consistent go to market execution and comprehensive product offering in our core, complemented by the growing scale from new customer segments. SaaS ARR grew 30% year-over-year driven by location growth and a 5% increase in SaaS ARPU on an ARR basis, subscription revenue increased 37% and gross profit grew 43%, benefiting from the improved ARR to revenue conversion we discussed last year. As a result, we are investing behind our success. as a result we are investing behind our success We're building out the product to serve deeper parts of these new TAMS and scaling go to market to accelerate our progress. we're building out the product to serve deeper parts of these new tams and scaling go to market to accelerate our progress That includes expanding into new geographies over time, and we're excited to have our first customer live in Australia. that includes expanding into new geographies over time and we're excited to have our first customer live in australia Looking out to the remainder of the year, we remain on track for more location net adds in 2025 versus 2024, driven by our consistent go to market execution and comprehensive product offering in our core, complemented by the growing scale from new customer segments. looking out to the remainder of the year we remain on track for more location net adds in 2025 versus 2024 driven by our consistent go to market execution and comprehensive product offering in our core complemented by the growing scale from new customer segments SaaS ARR grew 30% year-over-year driven by location growth and a 5% increase in SaaS ARPU on an ARR basis, subscription revenue increased 37% and gross profit grew 43%, benefiting from the improved ARR to revenue conversion we discussed last year. saas arr grew 30% year-over-year driven by location growth and a 5% increase in saas arpu on an arr basis subscription revenue increased 37% and gross profit grew 43% benefiting from the improved arr to revenue conversion we discussed last year As a reminder, beginning next quarter we will lap the step up and the associated one-time benefits we saw in Q3 and Q4 of last year and therefore expect subscription revenue to more closely mirror SaaS ARR growth. Beginning in Q3, payments ARR increased 32% and FinTech gross profit grew 30% in the second quarter. GPV was $50 billion, growing 23% year-over-year with GPV per location down 1% versus last year. FinTech net take rate was 57 basis points and payments net take rate was 49 basis points. Both increased 3 basis points from a year ago from a combination of ongoing optimization efforts, small targeted pricing moves, and new products including surcharging non-payments. FinTech Solutions led by Toast Capital contributed $40 million in gross profit and 8 basis points in take rate. As a reminder, beginning next quarter we will lap the step up and the associated one-time benefits we saw in Q3 and Q4 of last year and therefore expect subscription revenue to more closely mirror SaaS ARR growth. as a reminder beginning next quarter we will lap the step up and the associated one-time benefits we saw in q3 and q4 of last year and therefore expect subscription revenue to more closely mirror saas arr growth Beginning in Q3, payments ARR increased 32% and FinTech gross profit grew 30% in the second quarter. beginning in q3 payments arr increased 32% and fintech gross profit grew 30% in the second quarter GPV was $50 billion, growing 23% year-over-year with GPV per location down 1% versus last year. gpv was $50 billion growing 23% year-over-year with gpv per location down 1% versus last year FinTech net take rate was 57 basis points and payments net take rate was 49 basis points. fintech net take rate was 57 basis points and payments net take rate was 49 basis points Both increased 3 basis points from a year ago from a combination of ongoing optimization efforts, small targeted pricing moves, and new products including surcharging non-payments. both increased 3 basis points from a year ago from a combination of ongoing optimization efforts small targeted pricing moves and new products including surcharging non-payments FinTech Solutions led by Toast Capital contributed $40 million in gross profit and 8 basis points in take rate. fintech solutions led by toast capital contributed $40 million in gross profit and 8 basis points in take rate Capital's take rate contribution was in line with Q2 last year and as a reminder is seasonally lower in Q2 due to higher GPV. Toast Capital remains healthy with solid demand from customers and defaults remain in line with our expectations. Looking ahead, we continue to expect Toast Capital's contribution and net take rate to remain in the 10 basis point range. Excluding $19 million of bad debt and credit related expenses, operating expenses increased 18% in Q2. That's primarily from a 28% increase in sales and marketing expenses as we grow our go-to-market footprint across international and retail. In the core, we're making targeted rep additions and supporting our brand campaign to deliver ongoing share gain. R&D grew 9%, reflecting investments in our highest priority areas in the core. Capital's take rate contribution was in line with Q2 last year and as a reminder is seasonally lower in Q2 due to higher GPV. capital's take rate contribution was in line with q2 last year and as a reminder is seasonally lower in q2 due to higher gpv Toast Capital remains healthy with solid demand from customers and defaults remain in line with our expectations. toast capital remains healthy with solid demand from customers and defaults remain in line with our expectations Looking ahead, we continue to expect Toast Capital's contribution and net take rate to remain in the 10 basis point range. looking ahead we continue to expect toast capital's contribution and net take rate to remain in the 10 basis point range Excluding $19 million of bad debt and credit related expenses, operating expenses increased 18% in Q2. excluding $19 million of bad debt and credit related expenses operating expenses increased 18% in q2 That's primarily from a 28% increase in sales and marketing expenses as we grow our go-to-market footprint across international and retail. that's primarily from a 28% increase in sales and marketing expenses as we grow our go-to-market footprint across international and retail In the core, we're making targeted rep additions and supporting our brand campaign to deliver ongoing share gain. in the core we're making targeted rep additions and supporting our brand campaign to deliver ongoing share gain R&D grew 9%, reflecting investments in our highest priority areas in the core. r&d grew 9% reflecting investments in our highest priority areas in the core Toast Go 3 and newly launched ToastIQ features highlight continued focus on extending our product differentiation and driving tangible customer outcomes across our new customer segments. We are taking the same vertical approach that has driven our success in the core. We're serving the needs of our customers more deeply in each segment, such as enhancing our inventory management tools for retail, bringing Toast Go 3 internationally, and expanding our functionality and integrations in enterprise. Adjusted EBITDA was $161 million with a margin of 35%. Our strong Q2 results reflect healthy top line growth, including better than expected GPV, as well as our focused execution and disciplined capital allocation. In addition, the seasonality of GPV contributed to the seasonally high margin in the quarter. Free cash flow was $208 million, driven by strong adjusted EBITDA and a benefit from working capital due to the seasonality of our payments business. Toast Go 3 and newly launched ToastIQ features highlight continued focus on extending our product differentiation and driving tangible customer outcomes across our new customer segments. toast go 3 and newly launched toastiq features highlight continued focus on extending our product differentiation and driving tangible customer outcomes across our new customer segments We are taking the same vertical approach that has driven our success in the core. we are taking the same vertical approach that has driven our success in the core We're serving the needs of our customers more deeply in each segment, such as enhancing our inventory management tools for retail, bringing Toast Go 3 internationally, and expanding our functionality and integrations in enterprise. we're serving the needs of our customers more deeply in each segment such as enhancing our inventory management tools for retail bringing toast go 3 internationally and expanding our functionality and integrations in enterprise Adjusted EBITDA was $161 million with a margin of 35%. adjusted ebitda was $161 million with a margin of 35% Our strong Q2 results reflect healthy top line growth, including better than expected GPV, as well as our focused execution and disciplined capital allocation. our strong q2 results reflect healthy top line growth including better than expected gpv as well as our focused execution and disciplined capital allocation In addition, the seasonality of GPV contributed to the seasonally high margin in the quarter. in addition the seasonality of gpv contributed to the seasonally high margin in the quarter Free cash flow was $208 million, driven by strong adjusted EBITDA and a benefit from working capital due to the seasonality of our payments business. free cash flow was $208 million driven by strong adjusted ebitda and a benefit from working capital due to the seasonality of our payments business GAAP operating income was $80 million, up from $14 million a year ago. That's both the strength in adjusted EBITDA and our prudent approach to managing stock-based compensation. Stock-based comp as a percentage of recurring gross profit was 14% in Q2, down 6 percentage points versus a year ago. We continue to be on a path for stock-based comp to be in low double digits as a percentage of recurring gross profit. Turning to guidance for the third quarter, we expect total subscription and FinTech gross profit to grow in the range of 23%-26% year-over-year and adjusted EBITDA to be $140 million-$150 million. We raised our full year outlook due to our strong results and continued momentum across the business. GAAP operating income was $80 million, up from $14 million a year ago. gaap operating income was $80 million up from $14 million a year ago That's both the strength in adjusted EBITDA and our prudent approach to managing stock-based compensation. that's both the strength in adjusted ebitda and our prudent approach to managing stock-based compensation Stock-based comp as a percentage of recurring gross profit was 14% in Q2, down 6 percentage points versus a year ago. stock-based comp as a percentage of recurring gross profit was 14% in q2 down 6 percentage points versus a year ago We continue to be on a path for stock-based comp to be in low double digits as a percentage of recurring gross profit. we continue to be on a path for stock-based comp to be in low double digits as a percentage of recurring gross profit Turning to guidance for the third quarter, we expect total subscription and FinTech gross profit to grow in the range of 23%- 26% year-over-year and adjusted EBITDA to be $140 million- $150 million. turning to guidance for the third quarter we expect total subscription and fintech gross profit to grow in the range of 23%- 26% year-over-year and adjusted ebitda to be $140 million- $150 million We raised our full year outlook due to our strong results and continued momentum across the business. we raised our full year outlook due to our strong results and continued momentum across the business At the midpoints, we now expect 29% growth in FinTech and subscription gross profit and $575 million in adjusted EBITDA, a margin of 32%, up 5 percentage points versus 2024. Let me provide some context on our margin profile in the second half of the year. As a reminder, Q4 margin is typically lower relative to the rest of the year due to the seasonality of payments. In addition, we will have higher tariff expenses in the second half of the year. Take a disciplined approach to scaling the business, and based on positive signals in our growth initiatives, we are unlocking incremental investment across both core and our new customer segments to move faster in these areas and position ourselves for sustained long-term growth. At the midpoints, we now expect 29% growth in FinTech and subscription gross profit and $575 million in adjusted EBITDA, a margin of 32%, up 5 percentage points versus 2024. at the midpoints we now expect 29% growth in fintech and subscription gross profit and $575 million in adjusted ebitda a margin of 32% up 5 percentage points versus 2024 Let me provide some context on our margin profile in the second half of the year. let me provide some context on our margin profile in the second half of the year As a reminder, Q4 margin is typically lower relative to the rest of the year due to the seasonality of payments. as a reminder q4 margin is typically lower relative to the rest of the year due to the seasonality of payments In addition, we will have higher tariff expenses in the second half of the year. in addition we will have higher tariff expenses in the second half of the year Take a disciplined approach to scaling the business, and based on positive signals in our growth initiatives, we are unlocking incremental investment across both core and our new customer segments to move faster in these areas and position ourselves for sustained long-term growth. take a disciplined approach to scaling the business and based on positive signals in our growth initiatives we are unlocking incremental investment across both core and our new customer segments to move faster in these areas and position ourselves for sustained long-term growth Overall, we are on track for another year of both strong top line growth and expanding profitability and are confident we can continue to deliver durable growth while driving towards our long-term margin target. To wrap up, we had a great first half reflecting our consistent execution. Our momentum in the core is strong, and we are really excited by our progress in new customer segments. Looking ahead, we're excited and confident about the opportunity in front of us and believe we are just getting started. Now, I'll turn the call back over to the operator to begin Q&A. Overall, we are on track for another year of both strong top line growth and expanding profitability and are confident we can continue to deliver durable growth while driving towards our long-term margin target. overall we are on track for another year of both strong top line growth and expanding profitability and are confident we can continue to deliver durable growth while driving towards our long-term margin target To wrap up, we had a great first half reflecting our consistent execution. to wrap up we had a great first half reflecting our consistent execution Our momentum in the core is strong, and we are really excited by our progress in new customer segments. our momentum in the core is strong and we are really excited by our progress in new customer segments Looking ahead, we're excited and confident about the opportunity in front of us and believe we are just getting started. looking ahead we're excited and confident about the opportunity in front of us and believe we are just getting started Now, I'll turn the call back over to the operator to begin Q&A. now i'll turn the call back over to the operator to begin q&a

Speaker 11: At this time, I would like to remind everyone in order to ask a question, press star, then the number one on your telephone keypad. Your first question comes from the line of Will Nance at Goldman Sachs. Your line is open. At this time, I would like to remind everyone in order to ask a question, press star, then the number one on your telephone keypad. at this time i would like to remind everyone in order to ask a question press star then the number one on your telephone keypad Your first question comes from the line of Will Nance at Goldman Sachs. your first question comes from the line of will nance at goldman sachs Your line is open. your line is open

Speaker 4: Hey guys, great results today. I wanted to ask a question on the new disclosure on retail ARPUs being, I think, north of $10,000, obviously. Great to see. You talked about this being a very large average merchant size. I was wondering if you could talk through that number and, you know, maybe give some context on the breakdown between payments and software. You mentioned further enhancements to the product. Where are you in kind of now versus where you want to be on the software suite for that vertical, and what types of things do you think could be on the roadmap? Hey guys, great results today. hey guys great results today I wanted to ask a question on the new disclosure on retail ARPUs being, I think, north of $10,000, obviously. i wanted to ask a question on the new disclosure on retail arpus being i think north of $10,000 obviously Great to see. great to see You talked about this being a very large average merchant size. you talked about this being a very large average merchant size I was wondering if you could talk through that number and, you know, maybe give some context on the breakdown between payments and software. i was wondering if you could talk through that number and you know maybe give some context on the breakdown between payments and software You mentioned further enhancements to the product. you mentioned further enhancements to the product Where are you in kind of now versus where you want to be on the software suite for that vertical, and what types of things do you think could be on the roadmap? where are you in kind of now versus where you want to be on the software suite for that vertical and what types of things do you think could be on the roadmap Appreciate it. Appreciate it. appreciate it

Speaker 3: Thanks for the question. You know, if you go back and look at our core business and you look at how we've been able to expand both SaaS ARPU and FinTech ARPU over time, it's taken a while to get us to where we are today, where our core ARPU is. If you look at how quickly we've been able to get retail ARPU up over $10,000, I think it just really shows that it's a really good opportunity for us. That's why we're investing in sales capacity. We're going to continue to invest in the balance of the year. I think the data we're seeing from some of the early reps that we've scaled up, this dedicated team for retail, is really, really positive. I think a lot of the products that we have, you think about payments, capital, payroll, scheduling, a lot of that applies. Thanks for the question. thanks for the question You know, if you go back and look at our core business and you look at how we've been able to expand both SaaS ARPU and FinTech ARPU over time, it's taken a while to get us to where we are today, where our core ARPU is. you know if you go back and look at our core business and you look at how we've been able to expand both saas arpu and fintech arpu over time it's taken a while to get us to where we are today where our core arpu is If you look at how quickly we've been able to get retail ARPU up over $10,000, I think it just really shows that it's a really good opportunity for us. if you look at how quickly we've been able to get retail arpu up over $10,000 i think it just really shows that it's a really good opportunity for us That's why we're investing in sales capacity. that's why we're investing in sales capacity We're going to continue to invest in the balance of the year. we're going to continue to invest in the balance of the year I think the data we're seeing from some of the early reps that we've scaled up, this dedicated team for retail, is really, really positive. i think the data we're seeing from some of the early reps that we've scaled up this dedicated team for retail is really really positive I think a lot of the products that we have, you think about payments, capital, payroll, scheduling, a lot of that applies. i think a lot of the products that we have you think about payments capital payroll scheduling a lot of that applies There are also some very specific products around inventory that are very specific to retail that we continue to build out. By the way, they're specific to subcategories within retail. What's needed in grocery versus liquor stores versus convenience stores and such, there's some differences as well, but net net, I think if you look at where we are, I think we're ahead of expectations and the potential for my confidence in the potential of the business is the highest it's ever been. There are also some very specific products around inventory that are very specific to retail that we continue to build out. there are also some very specific products around inventory that are very specific to retail that we continue to build out By the way, they're specific to subcategories within retail. by the way they're specific to subcategories within retail What's needed in grocery versus liquor stores versus convenience stores and such, there's some differences as well, but net net, I think if you look at where we are, I think we're ahead of expectations and the potential for my confidence in the potential of the business is the highest it's ever been. what's needed in grocery versus liquor stores versus convenience stores and such there's some differences as well but net net i think if you look at where we are i think we're ahead of expectations and the potential for my confidence in the potential of the business is the highest it's ever been

Speaker 4: That's great. I used the loyalty module at the grocery store in my neighborhood this weekend. Saved me $1. That's great. that's great I used the loyalty module at the grocery store in my neighborhood this weekend. i used the loyalty module at the grocery store in my neighborhood this weekend Saved me $1. saved me $1 Just on some of the macro dynamics in GMV, I was wondering if you could maybe provide latest and greatest breakdown of some of the GPV per location trends across the base. Obviously, as you just talked about, you've got maybe an up bias coming from retail, maybe a downward bias from some of the location adds internationally. We've been seeing negative same store sales for a while now in restaurants. Just kind of wondering if you could stack rank some of those drivers and talk about any notable changes there. Thanks. Just on some of the macro dynamics in GMV, I was wondering if you could maybe provide latest and greatest breakdown of some of the GPV per location trends across the base. just on some of the macro dynamics in gmv i was wondering if you could maybe provide latest and greatest breakdown of some of the gpv per location trends across the base Obviously, as you just talked about, you've got maybe an up bias coming from retail, maybe a downward bias from some of the location adds internationally. obviously as you just talked about you've got maybe an up bias coming from retail maybe a downward bias from some of the location adds internationally We've been seeing negative same store sales for a while now in restaurants. we've been seeing negative same store sales for a while now in restaurants Just kind of wondering if you could stack rank some of those drivers and talk about any notable changes there. just kind of wondering if you could stack rank some of those drivers and talk about any notable changes there Thanks. thanks

Speaker 3: Since we asked about retail right now, Will, even though at the analyst day we talked about how retail GPVs are higher than restaurants because we're newer, we're still growing into that and just want to clarify that. Overall, if you look at GPV trends, it's been largely flat for us and GPV per location was down 1%. It's been on this narrow band and mixed with a very small component of it. If you look at our customer base, overall, GPV has been largely about flat. I think it's up a very small amount. If you look at the rest of these segments, retail's a little bit higher, international is a little bit lower. Over time in each of these businesses, what Elena and team are doing a great job of is really looking at unit economics. They're looking at payback periods and margin. Since we asked about retail right now, Will, even though at the analyst day we talked about how retail GPVs are higher than restaurants because we're newer, we're still growing into that and just want to clarify that. since we asked about retail right now will even though at the analyst day we talked about how retail gpvs are higher than restaurants because we're newer we're still growing into that and just want to clarify that Overall, if you look at GPV trends, it's been largely flat for us and GPV per location was down 1%. overall if you look at gpv trends it's been largely flat for us and gpv per location was down 1% It's been on this narrow band and mixed with a very small component of it. it's been on this narrow band and mixed with a very small component of it If you look at our customer base, overall, GPV has been largely about flat. if you look at our customer base overall gpv has been largely about flat I think it's up a very small amount. i think it's up a very small amount If you look at the rest of these segments, retail's a little bit higher, international is a little bit lower. if you look at the rest of these segments retail's a little bit higher international is a little bit lower Over time in each of these businesses, what Elena and team are doing a great job of is really looking at unit economics. over time in each of these businesses what elena and team are doing a great job of is really looking at unit economics They're looking at payback periods and margin. they're looking at payback periods and margin We have confidence that all these businesses are great opportunities over time. We have confidence that all these businesses are great opportunities over time. we have confidence that all these businesses are great opportunities over time

Speaker 4: Awesome. Thanks for taking the question. Awesome. awesome Thanks for taking the question. thanks for taking the question

Speaker 3: Thank you. Thank you. thank you

Speaker 11: Your next question comes from the line of Tien-Tsin Huang J.P. Morgan. Your line is open. Your next question comes from the line of Tien-Tsin Huang J.P. your next question comes from the line of tien-tsin huang j.p Morgan. morgan Your line is open. your line is open

Speaker 12: Hey, thanks. Hey, thanks. hey thanks Lots of fun momentum here. Just wanted to clarify on the third quarter, adjusted EBITDA expects to be sequentially down, it looks like. Is that the unlocking of certain investments that you called out there, Elena? Can you just elaborate on that maybe, and how discretionary that is? I also heard tariff expenses. I just want to get all that straight. Lots of fun momentum here. lots of fun momentum here Just wanted to clarify on the third quarter, adjusted EBITDA expects to be sequentially down, it looks like. just wanted to clarify on the third quarter, adjusted ebitda expects to be sequentially down it looks like Is that the unlocking of certain investments that you called out there, Elena? is that the unlocking of certain investments that you called out there elena Can you just elaborate on that maybe, and how discretionary that is? can you just elaborate on that maybe and how discretionary that is I also heard tariff expenses. i also heard tariff expenses I just want to get all that straight. i just want to get all that straight Thanks. Thanks. thanks

Speaker 10: Yeah, thanks. That's a great question. Look, we've got a lot of momentum in our customer segments. What you're seeing in the second half in terms of our margin is that we're increasing our investment in these areas to accelerate our progress. You heard Aman talk about 10,000 live locations pacing to $100 million in ARR. We want to continue to invest behind that, and that's really what you're seeing. Tariff is also playing a role, for sure. It's a fluid environment. Definitely, tariffs have a bigger impact in the second half of the year than the first half of the year. We've got a lot of conviction to invest, to grow, to drive sustained growth over the long term, which is what you're seeing us invest behind in the second half. Yeah, thanks. yeah thanks That's a great question. that's a great question Look, we've got a lot of momentum in our customer segments. look we've got a lot of momentum in our customer segments What you're seeing in the second half in terms of our margin is that we're increasing our investment in these areas to accelerate our progress. what you're seeing in the second half in terms of our margin is that we're increasing our investment in these areas to accelerate our progress You heard Aman talk about 10,000 live locations pacing to $100 million in ARR. you heard aman talk about 10,000 live locations pacing to $100 million in arr We want to continue to invest behind that, and that's really what you're seeing. we want to continue to invest behind that and that's really what you're seeing Tariff is also playing a role, for sure. tariff is also playing a role for sure It's a fluid environment. it's a fluid environment Definitely, tariffs have a bigger impact in the second half of the year than the first half of the year. definitely tariffs have a bigger impact in the second half of the year than the first half of the year We've got a lot of conviction to invest, to grow, to drive sustained growth over the long term, which is what you're seeing us invest behind in the second half. we've got a lot of conviction to invest to grow to drive sustained growth over the long term which is what you're seeing us invest behind in the second half

Speaker 12: Okay, great. My quick follow up just on Toast Go 3. Heard a lot of good things about this. Do you expect an upgrade cycle from existing customers using prior versions of Toast or is this more about attaching to new sales? Just trying to understand how that layers in. Okay, great. okay great My quick follow up just on Toast Go 3. my quick follow up just on toast go 3 Heard a lot of good things about this. heard a lot of good things about this Do you expect an upgrade cycle from existing customers using prior versions of Toast or is this more about attaching to new sales? do you expect an upgrade cycle from existing customers using prior versions of toast or is this more about attaching to new sales Just trying to understand how that layers in. just trying to understand how that layers in

Speaker 3: Yeah, I think it's both intentions. If you look at certainly new customers, they will likely start with Toast Go 3 device, but for a lot of existing customers, as their hardware refresh cycles come up, I think a lot of them are really excited about being able to use this device because it's got the cellular backup, especially if you've got big spaces. They like the ability to be able to use both Wi-Fi and cellular at the same time. Yeah, I think it's both intentions. yeah i think it's both intentions If you look at certainly new customers, they will likely start with Toast Go 3 device, but for a lot of existing customers, as their hardware refresh cycles come up, I think a lot of them are really excited about being able to use this device because it's got the cellular backup, especially if you've got big spaces. if you look at certainly new customers they will likely start with toast go 3 device but for a lot of existing customers as their hardware refresh cycles come up i think a lot of them are really excited about being able to use this device because it's got the cellular backup especially if you've got big spaces They like the ability to be able to use both Wi-Fi and cellular at the same time. they like the ability to be able to use both wi-fi and cellular at the same time

Speaker 12: Perfect. Thank you guys. Perfect. perfect Thank you guys. thank you guys

Speaker 11: Your next question comes from the line of DJ Hynes with Canaccord. Your line is open. Your next question comes from the line of DJ Hynes with Canaccord. your next question comes from the line of dj hynes with canaccord Your line is open. your line is open

Speaker 7: Thank you, guys. Congrats on the next quarter. Aman, we've had several quarters now with really nice enterprise momentum. I'm curious what you're seeing incumbent vendors at that end of the market doing to thwart the threat that Toast creates. Thank you, guys. thank you guys Congrats on the next quarter. congrats on the next quarter Aman, we've had several quarters now with really nice enterprise momentum. aman we've had several quarters now with really nice enterprise momentum I'm curious what you're seeing incumbent vendors at that end of the market doing to thwart the threat that Toast creates. i'm curious what you're seeing incumbent vendors at that end of the market doing to thwart the threat that toast creates

Speaker 3: Right. Right. right

Speaker 7: Are they trying to innovate? Are they getting more aggressive on price? How price sensitive are the enterprise buyers? Any color on kind of competitive dynamics in the enterprise segment would be helpful. Are they trying to innovate? are they trying to innovate Are they getting more aggressive on price? are they getting more aggressive on price How price sensitive are the enterprise buyers? how price sensitive are the enterprise buyers Any color on kind of competitive dynamics in the enterprise segment would be helpful. any color on kind of competitive dynamics in the enterprise segment would be helpful

Speaker 3: Sure, DJ, if you zoom out and look at what's happened in the core independent restaurant business, the adoption of cloud was actually faster upmarket in enterprise. A lot of what we continue to see is a lot of legacy on-premise solutions that Toast is slicing. I don't think it's really about price, I think it's about leveraging modern tech where you can use the cloud, and that's really what's driving some of our growth. We're investing in a big way now with Firehouse Subs, not just in the non-drive-thru segment but also starting to invest now in the drive-thru segment. Certainly, if you look at the competitive environment, we've said this before, it's always been a very competitive environment in the space, and I think our focus is just on customers. Sure, DJ, if you zoom out and look at what's happened in the core independent restaurant business, the adoption of cloud was actually faster upmarket in enterprise. sure dj if you zoom out and look at what's happened in the core independent restaurant business the adoption of cloud was actually faster upmarket in enterprise A lot of what we continue to see is a lot of legacy on-premise solutions that Toast is slicing. a lot of what we continue to see is a lot of legacy on-premise solutions that toast is slicing I don't think it's really about price, I think it's about leveraging modern tech where you can use the cloud, and that's really what's driving some of our growth. i don't think it's really about price i think it's about leveraging modern tech where you can use the cloud and that's really what's driving some of our growth We're investing in a big way now with Firehouse Subs, not just in the non-drive-thru segment but also starting to invest now in the drive-thru segment. we're investing in a big way now with firehouse subs not just in the non-drive-thru segment but also starting to invest now in the drive-thru segment Certainly, if you look at the competitive environment, we've said this before, it's always been a very competitive environment in the space, and I think our focus is just on customers. certainly if you look at the competitive environment we've said this before it's always been a very competitive environment in the space and i think our focus is just on customers The more customer-obsessed we can be about solving the problems these enterprise brands have, I think that's what's really driving our growth and our success. The more customer-obsessed we can be about solving the problems these enterprise brands have, I think that's what's really driving our growth and our success. the more customer-obsessed we can be about solving the problems these enterprise brands have i think that's what's really driving our growth and our success

Speaker 10: Yeah, I would just build on DJ. We began investing in enterprise really a few years ago, and that's what you're starting to see show up as our capabilities have matured in a way where you're starting to see the likes of Applebee's, and we closed Marriott a couple years ago. If you take Firehouse as an example, one of the reasons they chose Toast was really about the capabilities in store. They really wanted to focus on performance in store. They wanted to increase staff efficiency, they wanted to improve guest experience reliability. To me, that's very much a capability. We were able to meet that demand, and that's why you're seeing our, that's just one example, but you're seeing our pipeline really improve as a result of this investment, which has taken a couple years to mature. Yeah, I would just build on DJ. yeah i would just build on dj We began investing in enterprise really a few years ago, and that's what you're starting to see show up as our capabilities have matured in a way where you're starting to see the likes of Applebee's , and we closed Marriott a couple years ago. we began investing in enterprise really a few years ago and that's what you're starting to see show up as our capabilities have matured in a way where you're starting to see the likes of applebee's and we closed marriott a couple years ago If you take Firehouse as an example, one of the reasons they chose Toast was really about the capabilities in store. if you take firehouse as an example one of the reasons they chose toast was really about the capabilities in store They really wanted to focus on performance in store. they really wanted to focus on performance in store They wanted to increase staff efficiency, they wanted to improve guest experience reliability. they wanted to increase staff efficiency they wanted to improve guest experience reliability To me, that's very much a capability. to me that's very much a capability We were able to meet that demand, and that's why you're seeing our, that's just one example, but you're seeing our pipeline really improve as a result of this investment, which has taken a couple years to mature. we were able to meet that demand and that's why you're seeing our that's just one example but you're seeing our pipeline really improve as a result of this investment which has taken a couple years to mature

Speaker 7: Yeah, yeah. Yeah, yeah. yeah yeah Elena, can you just remind me, like a 1,500 location win, a 1,300 location win, how long does it take to stand those up? When do they start hitting into net ads? Elena, can you just remind me, like a 1,500 location win, a 1,300 location win, how long does it take to stand those up? elena can you just remind me like a 1,500 location win a 1,300 location win how long does it take to stand those up When do they start hitting into net ads? when do they start hitting into net ads

Speaker 10: Yeah, it depends. We would collaborate with the new customer and decide what their pipeline is or when they're ready for implementation. It could be like Firehouse. We already have some locations live, so it just depends on the velocity at which they want to go. Generally speaking, it's not that far after we book, and then it can take the course of one to two years, depending on how fast they want to go. Some customers want to go faster. Generally, a land like that could take four to six quarters on the outside, maybe two years. Yeah, it depends. yeah it depends We would collaborate with the new customer and decide what their pipeline is or when they're ready for implementation. we would collaborate with the new customer and decide what their pipeline is or when they're ready for implementation It could be like Firehouse . it could be like firehouse We already have some locations live, so it just depends on the velocity at which they want to go. we already have some locations live so it just depends on the velocity at which they want to go Generally speaking, it's not that far after we book, and then it can take the course of one to two years, depending on how fast they want to go. generally speaking it's not that far after we book and then it can take the course of one to two years depending on how fast they want to go Some customers want to go faster. some customers want to go faster Generally, a land like that could take four to six quarters on the outside, maybe two years. generally a land like that could take four to six quarters on the outside maybe two years

Speaker 7: Yep, perfect. Yep, perfect. yep perfect Okay, thanks guys. Okay, thanks guys. okay thanks guys Congrats. Congrats. congrats

Speaker 3: Thanks. DJ. Thanks. thanks DJ. dj

Speaker 11: Your next question. Your next question. your next question Your next question comes from the line of Timothy Arcuri with UBS. Your line is open. Your next question comes from the line of Timothy Arcuri with UBS. your next question comes from the line of timothy arcuri with ubs Your line is open. your line is open

Speaker 6: Great, thank you. I want to talk a little bit about what you mentioned in terms of the investment behind Go to Market. I want to keep it specific to core U.S. restaurants and not looking really at the growth market sales teams. I was hoping you could comment a little bit around your coverage in the major, major cities. I'm assuming you have salespeople in most of those, but is there more room to add in the major cities, or is that you've kind of got the coverage? Then, as you move into beyond those major markets, 50 mi outside of ABC major city, is there any kind of a plan to add coverage there, or would you consider more going with third party distribution partners, ISOs, banks, etc.? To the extent you could comment on the effectiveness of those channels in selling such a vertical specific product. Great, thank you. great thank you I want to talk a little bit about what you mentioned in terms of the investment behind Go to Market. i want to talk a little bit about what you mentioned in terms of the investment behind go to market I want to keep it specific to core U.S. restaurants and not looking really at the growth market sales teams. i want to keep it specific to core u.s restaurants and not looking really at the growth market sales teams I was hoping you could comment a little bit around your coverage in the major, major cities. i was hoping you could comment a little bit around your coverage in the major major cities I'm assuming you have salespeople in most of those, but is there more room to add in the major cities, or is that you've kind of got the coverage? i'm assuming you have salespeople in most of those but is there more room to add in the major cities or is that you've kind of got the coverage Then, as you move into beyond those major markets, 50 mi outside of ABC major city, is there any kind of a plan to add coverage there, or would you consider more going with third party distribution partners, ISOs, banks, etc.? To the extent you could comment on the effectiveness of those channels in selling such a vertical specific product. then as you move into beyond those major markets 50 mi outside of abc major city is there any kind of a plan to add coverage there or would you consider more going with third party distribution partners isos banks etc to the extent you could comment on the effectiveness of those channels in selling such a vertical specific product Thanks a lot. Thanks a lot. thanks a lot

Speaker 3: Thanks, Tim. It's a great question. It's actually one we debate internally all the time. If you look at the past five years we've spent, we've invested a lot to significantly increase our sales capacity. That's really what's driving the core of our growth. The great thing is you look at the supply effect we've talked about that continues. In these markets where we've got SMB coverage, you actually see productivity up year-over-year, this year as an example. It just shows that that strategy continues to work. In terms of what we're doing on coverage, I'd say in most markets, to your point, we've got coverage. That being said, there are some markets where we feel like we're underpenetrated. We're being surgical about saying in certain markets we want to add coverage. That's true whether they're metro areas or there are suburbs. Thanks, Tim. thanks tim It's a great question. it's a great question It's actually one we debate internally all the time. it's actually one we debate internally all the time If you look at the past five years we've spent, we've invested a lot to significantly increase our sales capacity. if you look at the past five years we've spent we've invested a lot to significantly increase our sales capacity That's really what's driving the core of our growth. that's really what's driving the core of our growth The great thing is you look at the supply effect we've talked about that continues. the great thing is you look at the supply effect we've talked about that continues In these markets where we've got SMB coverage, you actually see productivity up year-over-year, this year as an example. in these markets where we've got smb coverage you actually see productivity up year-over-year this year as an example It just shows that that strategy continues to work. it just shows that that strategy continues to work In terms of what we're doing on coverage, I'd say in most markets, to your point, we've got coverage. in terms of what we're doing on coverage i'd say in most markets to your point we've got coverage That being said, there are some markets where we feel like we're underpenetrated. that being said there are some markets where we feel like we're underpenetrated We're being surgical about saying in certain markets we want to add coverage. we're being surgical about saying in certain markets we want to add coverage That's true whether they're metro areas or there are suburbs. that's true whether they're metro areas or there are suburbs I think it just really depends on what our penetration is, what our productivity is. We use that to refine it, say on the edges. There's not a material step function change in terms of how much rep capacity we're adding. In terms of other channels, we've always had a really robust partner ecosystem. You know, 20% of our new customers come from referrals, that's food distribution partners, tech providers. That's certainly a key part of our funnel. We do think that it's important for us, to your point about this vertical product, that's restaurant specific, that we own the end to end experience. Whether it's the go to market, the onboarding, the support, we all own it all in house and we think that's a differentiator in addition to our platform. There aren't any plans right now to open that up beyond our core direct strategy. I think it just really depends on what our penetration is, what our productivity is. i think it just really depends on what our penetration is what our productivity is We use that to refine it, say on the edges. we use that to refine it say on the edges There's not a material step function change in terms of how much rep capacity we're adding. there's not a material step function change in terms of how much rep capacity we're adding In terms of other channels, we've always had a really robust partner ecosystem. in terms of other channels we've always had a really robust partner ecosystem You know, 20% of our new customers come from referrals, that's food distribution partners, tech providers. you know 20% of our new customers come from referrals that's food distribution partners tech providers That's certainly a key part of our funnel. that's certainly a key part of our funnel We do think that it's important for us, to your point about this vertical product, that's restaurant specific, that we own the end to end experience. we do think that it's important for us to your point about this vertical product that's restaurant specific that we own the end to end experience Whether it's the go to market, the onboarding, the support, we all own it all in house and we think that's a differentiator in addition to our platform. whether it's the go to market the onboarding the support we all own it all in house and we think that's a differentiator in addition to our platform There aren't any plans right now to open that up beyond our core direct strategy. there aren't any plans right now to open that up beyond our core direct strategy We're certainly always exploring. It's a topic actually we talk about sometimes, all the time. We're certainly always exploring. we're certainly always exploring It's a topic actually we talk about sometimes, all the time. it's a topic actually we talk about sometimes all the time

Speaker 6: Thank you, Aman. Thank you, Aman. thank you aman

Speaker 3: Yeah, thanks Tim. Yeah, thanks Tim. yeah thanks tim

Speaker 11: Your next question comes from the line of Matt Coad with Truist. Your line is open. Your next question comes from the line of Matt Coad with Truist. your next question comes from the line of matt coad with truist Your line is open. your line is open

Speaker 9: Hey guys, thanks for taking the question here. Wanted to touch on ARPU again. You guys are rolling out a lot of different products that you talked about, whether it be on the AI front or some of the new hardware. Just curious if you could provide an update on kind of your strategy to price for value here. Hey guys, thanks for taking the question here. hey guys thanks for taking the question here Wanted to touch on ARPU again. wanted to touch on arpu again You guys are rolling out a lot of different products that you talked about, whether it be on the AI front or some of the new hardware. you guys are rolling out a lot of different products that you talked about whether it be on the ai front or some of the new hardware Just curious if you could provide an update on kind of your strategy to price for value here. just curious if you could provide an update on kind of your strategy to price for value here

Speaker 10: Yeah, sure. A couple things. One is, you know, our SaaS ARPU in Q2 was around 5%, and really how we think about our growth levers is really focusing on ARR and locations, and ARPU are both the vectors we think about. In terms of pricing, that's really just one small part of our ARPU growth. Absolutely we're focused on making sure we're driving value for our customers so that pricing is not an objection, if you will. If you zoom out and think about how can we drive ARPU growth over time, we have a lot of levers available to us. We know a lot of our products are not a terminal attached. We're going to continue to innovate. Data and AI will certainly play a role in that over time. We're still continuing to hone the upsell motion and really balance our land and expand motion. Yeah, sure. yeah sure A couple things. a couple things One is, you know, our SaaS ARPU in Q2 was around 5%, and really how we think about our growth levers is really focusing on ARR and locations, and ARPU are both the vectors we think about. one is you know our saas arpu in q2 was around 5% and really how we think about our growth levers is really focusing on arr and locations and arpu are both the vectors we think about In terms of pricing, that's really just one small part of our ARPU growth. in terms of pricing that's really just one small part of our arpu growth Absolutely we're focused on making sure we're driving value for our customers so that pricing is not an objection, if you will. absolutely we're focused on making sure we're driving value for our customers so that pricing is not an objection if you will If you zoom out and think about how can we drive ARPU growth over time, we have a lot of levers available to us. if you zoom out and think about how can we drive arpu growth over time we have a lot of levers available to us We know a lot of our products are not a terminal attached. we know a lot of our products are not a terminal attached We're going to continue to innovate. we're going to continue to innovate Data and AI will certainly play a role in that over time. data and ai will certainly play a role in that over time We're still continuing to hone the upsell motion and really balance our land and expand motion. we're still continuing to hone the upsell motion and really balance our land and expand motion Feeling really confident that the combination of our breadth of our platform will drive ARPU over time. Feeling really confident that the combination of our breadth of our platform will drive ARPU over time. feeling really confident that the combination of our breadth of our platform will drive arpu over time

Speaker 4: Thanks, Elena. Just for my quick follow up, the non-payment portion of gross profit, mainly Toast Capital, it was down, I think you said, to $40 million this quarter compared to $47 million last quarter. Could you unpack that a little bit for us? Is that kind of just timing related, that decline, or are you guys pulling back on certain loan growth right now? Thanks, Elena. thanks elena Just for my quick follow up, the non-payment portion of gross profit, mainly Toast Capital, it was down, I think you said, to $40 million this quarter compared to $47 million last quarter. just for my quick follow up the non-payment portion of gross profit mainly toast capital it was down i think you said to $40 million this quarter compared to $47 million last quarter Could you unpack that a little bit for us? could you unpack that a little bit for us Is that kind of just timing related, that decline, or are you guys pulling back on certain loan growth right now? is that kind of just timing related that decline or are you guys pulling back on certain loan growth right now

Speaker 10: Yeah, overall I would say the program is really healthy. There's seasonally some dynamic there in Q2, and there was a little softer demand at the start of the quarter. Overall, we feel really good about where Toast Capital's growth is. The defaults are in line with expectations. I feel really it's a good, healthy program for us and continues to be. Yeah, overall I would say the program is really healthy. yeah overall i would say the program is really healthy There's seasonally some dynamic there in Q2, and there was a little softer demand at the start of the quarter. there's seasonally some dynamic there in q2 and there was a little softer demand at the start of the quarter Overall, we feel really good about where Toast Capital's growth is. overall we feel really good about where toast capital's growth is The defaults are in line with expectations. the defaults are in line with expectations I feel really it's a good, healthy program for us and continues to be. i feel really it's a good healthy program for us and continues to be

Speaker 11: Your next question comes from the line of Josh Baer with Morgan Stanley. Your line is open. Your next question comes from the line of Josh Baer with Morgan Stanley. your next question comes from the line of josh baer with morgan stanley Your line is open. your line is open

Speaker 1: Thanks for the question. Quick. One on Enterprise and one on International. Just wondering with regard to Firehouse Subs, talked about some of the reasons that they adopted Toast. Just wondering like how that translates into actual products are they using, if you can identify any of the suites that they're going to adopt and if payments is in there too. With regard to international and Australia, just wondering how we should think about it. Is it part of a broader wave two of international expansion and we're going to hear about other countries and GEOs, or is this kind of wave two and that's it for now? Thanks for the question. thanks for the question Quick. quick One on Enterprise and one on International. one on enterprise and one on international Just wondering with regard to Firehouse Subs, talked about some of the reasons that they adopted Toast. just wondering with regard to firehouse subs talked about some of the reasons that they adopted toast Just wondering like how that translates into actual products are they using, if you can identify any of the suites that they're going to adopt and if payments is in there too. just wondering like how that translates into actual products are they using if you can identify any of the suites that they're going to adopt and if payments is in there too With regard to international and Australia, just wondering how we should think about it. with regard to international and australia just wondering how we should think about it Is it part of a broader wave two of international expansion and we're going to hear about other countries and GEOs, or is this kind of wave two and that's it for now? is it part of a broader wave two of international expansion and we're going to hear about other countries and geos or is this kind of wave two and that's it for now

Speaker 10: Yeah, on Firehouse Subs they're definitely taking payments, and in terms of the suite of products, obviously they're using our handhelds, are using our KDS and restaurant management suite. It's the breadth of our platform that they're using. I'll let Aman talk about international. Yeah, on Firehouse Subs they're definitely taking payments, and in terms of the suite of products, obviously they're using our handhelds, are using our KDS and restaurant management suite. yeah on firehouse subs they're definitely taking payments and in terms of the suite of products obviously they're using our handhelds are using our kds and restaurant management suite It's the breadth of our platform that they're using. it's the breadth of our platform that they're using I'll let Aman talk about international. i'll let aman talk about international

Speaker 3: Yeah, Josh, on Australia, I think your question was about is Australia, you know, part of a broader strategy on Wave two? Right. I think one of the things that's been great about this Australia launch is that we've been able to launch with the same products in Australia that we have actually in our H1 market. This is U.K. and Canada. It's the work, it's great work the R&D team has done to localize our platform where we can actually do that. As you know, it took us a long time in U.K. and Canada to get all these products out and the ARPU up. The fact that we can now launch into new countries with the full platform I think is a huge advantage for us. Yeah, Josh, on Australia, I think your question was about is Australia, you know, part of a broader strategy on Wave two? yeah josh on australia i think your question was about is australia you know part of a broader strategy on wave two Right. right I think one of the things that's been great about this Australia launch is that we've been able to launch with the same products in Australia that we have actually in our H1 market. i think one of the things that's been great about this australia launch is that we've been able to launch with the same products in australia that we have actually in our h1 market This is U.K. and Canada. this is u.k and canada It's the work, it's great work the R&D team has done to localize our platform where we can actually do that. it's the work it's great work the r&d team has done to localize our platform where we can actually do that As you know, it took us a long time in U.K. and Canada to get all these products out and the ARPU up. as you know it took us a long time in u.k and canada to get all these products out and the arpu up The fact that we can now launch into new countries with the full platform I think is a huge advantage for us. the fact that we can now launch into new countries with the full platform i think is a huge advantage for us In terms of this, in terms of whether or not we're going to add more countries, we're not ready to announce anything at this time. Certainly, I think, you know, it's a balance. On the one hand, we've got to make sure that in the countries we're in, we're not shortchanging ourselves, that we're set up to be successful. On the other hand, I think if you look long term, like to be aspired to do more internationally and more globally. Absolutely. The answer is yes. In terms of this, in terms of whether or not we're going to add more countries, we're not ready to announce anything at this time. in terms of this in terms of whether or not we're going to add more countries we're not ready to announce anything at this time Certainly, I think, you know, it's a balance. certainly i think you know it's a balance On the one hand, we've got to make sure that in the countries we're in, we're not shortchanging ourselves, that we're set up to be successful. on the one hand we've got to make sure that in the countries we're in we're not shortchanging ourselves that we're set up to be successful On the other hand, I think if you look long term, like to be aspired to do more internationally and more globally. on the other hand i think if you look long term like to be aspired to do more internationally and more globally Absolutely. absolutely The answer is yes. the answer is yes

Speaker 1: Okay, thank you. Appreciate it. Okay, thank you. okay thank you Appreciate it. appreciate it

Speaker 3: Thanks Josh. Thanks Josh. thanks josh

Speaker 11: Your next question comes from the line of Darrin Peller with Wolfe Research. Your line is open, guys. Your next question comes from the line of Darrin Peller with Wolfe Research. your next question comes from the line of darrin peller with wolfe research Your line is open, guys. your line is open guys

Speaker 14: Thanks. Thanks. thanks For the record net adds of 8,500, just how much of that was driven by the core business versus the TAM expansion and then just kind of doubling down on that. When you look at the 10,000 location goal, it's great to see you pass that for Enterprise, International, and FNB Retail. For the record net adds of 8,500, just how much of that was driven by the core business versus the TAM expansion and then just kind of doubling down on that. for the record net adds of 8,500 just how much of that was driven by the core business versus the tam expansion and then just kind of doubling down on that When you look at the 10,000 location goal, it's great to see you pass that for Enterprise, International, and FNB Retail. when you look at the 10,000 location goal it's great to see you pass that for enterprise international and fnb retail Is there any way to give us a bit more granularity around the composition of these 10,000 and just where they fit within those three buckets? Is there any way to give us a bit more granularity around the composition of these 10,000 and just where they fit within those three buckets? is there any way to give us a bit more granularity around the composition of these 10,000 and just where they fit within those three buckets Thanks guys. Thanks guys. thanks guys

Speaker 3: Hey Darrin. If you look at our core business that's still driving, the core, the bulk of our growth, we've been at this obviously as we've said before, for more than a decade. If you look at the number of go lives, for example, in our core business that's never been higher, the rep productivity is at a really healthy level. The most penetrated markets are seeing healthy gains, like higher than the average markets where we have the most penetration. The core business is incredibly healthy. Now, are these new businesses contributing more as they're scaling? Yes. If you look at retail and national enterprise in terms of the percentage of net percentage of Go Live, certainly that number is bigger than it's ever been just because we're now scaling in those markets as well. That's really what's driving the record net adds in the business. Hey Darrin. hey darrin If you look at our core business that's still driving, the core, the bulk of our growth, we've been at this obviously as we've said before, for more than a decade. if you look at our core business that's still driving the core the bulk of our growth we've been at this obviously as we've said before for more than a decade If you look at the number of go lives, for example, in our core business that's never been higher, the rep productivity is at a really healthy level. if you look at the number of go lives for example in our core business that's never been higher the rep productivity is at a really healthy level The most penetrated markets are seeing healthy gains, like higher than the average markets where we have the most penetration. the most penetrated markets are seeing healthy gains like higher than the average markets where we have the most penetration The core business is incredibly healthy. the core business is incredibly healthy Now, are these new businesses contributing more as they're scaling? now are these new businesses contributing more as they're scaling Yes. yes If you look at retail and national enterprise in terms of the percentage of net percentage of Go Live, certainly that number is bigger than it's ever been just because we're now scaling in those markets as well. if you look at retail and national enterprise in terms of the percentage of net percentage of go live certainly that number is bigger than it's ever been just because we're now scaling in those markets as well That's really what's driving the record net adds in the business. that's really what's driving the record net adds in the business We're on track not only for this quarter but for the year, as we said last quarter, to have record net adds for the year as well. In terms of the exact composition and breakdown across the three, only thing I'll say is across all of them we're seeing good momentum. If you look at retail, we're adding more sales capacity because the margin, the ARPUs are over $10,000, the rep productivity is healthy and that gives us signal that we should lean in and invest in international. We've increased ARPU and we're seeing rep productivity be comparable to what we've seen in our U.S. SMB business. Even though we don't have the level of, we don't have the brand or the penetration that we have in the U.S. and that's a good signal. Enterprise, I think enterprise is going to be gradual, right? We're on track not only for this quarter but for the year, as we said last quarter, to have record net adds for the year as well. we're on track not only for this quarter but for the year as we said last quarter to have record net adds for the year as well In terms of the exact composition and breakdown across the three, only thing I'll say is across all of them we're seeing good momentum. in terms of the exact composition and breakdown across the three only thing i'll say is across all of them we're seeing good momentum If you look at retail, we're adding more sales capacity because the margin, the ARPUs are over $10,000, the rep productivity is healthy and that gives us signal that we should lean in and invest in international. if you look at retail we're adding more sales capacity because the margin the arpus are over $10,000 the rep productivity is healthy and that gives us signal that we should lean in and invest in international We've increased ARPU and we're seeing rep productivity be comparable to what we've seen in our U.S. we've increased arpu and we're seeing rep productivity be comparable to what we've seen in our u.s SMB business. smb business Even though we don't have the level of, we don't have the brand or the penetration that we have in the U.S. and that's a good signal. even though we don't have the level of we don't have the brand or the penetration that we have in the u.s and that's a good signal Enterprise, I think enterprise is going to be gradual, right? enterprise i think enterprise is going to be gradual right If you look at these wins, while they're awesome, enterprise wins the longer sales cycles and we expect them to be a gradual drip over time. All three of them are contributing in all three areas. We're investing to continue to open up the longer, longer term opportunity in front of us. If you look at these wins, while they're awesome, enterprise wins the longer sales cycles and we expect them to be a gradual drip over time. if you look at these wins while they're awesome enterprise wins the longer sales cycles and we expect them to be a gradual drip over time All three of them are contributing in all three areas. all three of them are contributing in all three areas We're investing to continue to open up the longer, longer term opportunity in front of us. we're investing to continue to open up the longer longer term opportunity in front of us

Speaker 14: That's great to hear, thanks. Just a quick follow-up would be on SaaS ARPU. It's still growing very well, and when we think about how much is driven by customers coming on with higher SaaS ARPU versus just the upsell team continuing to do well, how do we distinguish that? If you can help us out. That's great to hear, thanks. that's great to hear thanks Just a quick follow-up would be on SaaS ARPU. just a quick follow-up would be on saas arpu It's still growing very well, and when we think about how much is driven by customers coming on with higher SaaS ARPU versus just the upsell team continuing to do well, how do we distinguish that? it's still growing very well and when we think about how much is driven by customers coming on with higher saas arpu versus just the upsell team continuing to do well how do we distinguish that If you can help us out. if you can help us out Thanks guys. Thanks guys. thanks guys

Speaker 10: Yeah, so it's both, right? We're seeing ARPU both from customers and existing customers, and one thing we're talking about is floating our land and expand motion. The Upsell team is absolutely contributing to that in terms, and their execution is solid. I think over time obviously we want to continue to optimize our product market fit across our whole set of products and continue to drive that. Overall, seeing really good progress across both new and existing customers. Yeah, so it's both, right? yeah so it's both right We're seeing ARPU both from customers and existing customers, and one thing we're talking about is floating our land and expand motion. we're seeing arpu both from customers and existing customers and one thing we're talking about is floating our land and expand motion The Upsell team is absolutely contributing to that in terms, and their execution is solid. the upsell team is absolutely contributing to that in terms and their execution is solid I think over time obviously we want to continue to optimize our product market fit across our whole set of products and continue to drive that. i think over time obviously we want to continue to optimize our product market fit across our whole set of products and continue to drive that Overall, seeing really good progress across both new and existing customers. overall seeing really good progress across both new and existing customers

Speaker 14: That's great. Thanks. That's great. that's great Thanks. thanks Thanks guys. Thanks guys. thanks guys

Speaker 11: Your next question comes from the line of David Koning with Baird. Your line is open. Your next question comes from the line of David Koning with Baird. your next question comes from the line of david koning with baird Your line is open. your line is open

Speaker 5: Yeah. Hey guys, great job. I guess first of all, you know, between Q3 guidance and full year guidance, we have a little insight into Q4. It looks like 21%, 22% at the midpoint in terms of recurring GP growth in IS. Is that a good, if that's the exit point, is that a good insight into kind of how next year starts and maybe what might be the moving parts that could kind of move it either way over time. Yeah. yeah Hey guys, great job. hey guys great job I guess first of all, you know, between Q3 guidance and full year guidance, we have a little insight into Q4. i guess first of all you know between q3 guidance and full year guidance we have a little insight into q4 It looks like 21%, 22% at the midpoint in terms of recurring GP growth in IS. it looks like 21% 22% at the midpoint in terms of recurring gp growth in is Is that a good, if that's the exit point, is that a good insight into kind of how next year starts and maybe what might be the moving parts that could kind of move it either way over time. is that a good if that's the exit point is that a good insight into kind of how next year starts and maybe what might be the moving parts that could kind of move it either way over time

Speaker 10: Yeah, thanks for the question. A couple of things. One is, as you know, we always aim to do better, and that's really important in how we balance our guidance. Just keep in mind the first half of the year benefited from that ARR conversion. That's a dynamic at play in the second half of the year. GPV was better than our expectations in Q2. In terms of how we guide, we really focus on being prudent and balanced as we enter into any guidance cycle. The other thing I'll tell you is our investment that we have, you know, we've talked about on this call, is really in service of sustaining our growth over the long term. We're always going to aim to do better, and these investments really will position us for growth not only in 2026, but beyond. Yeah, thanks for the question. yeah thanks for the question A couple of things. a couple of things One is, as you know, we always aim to do better, and that's really important in how we balance our guidance. one is as you know we always aim to do better and that's really important in how we balance our guidance Just keep in mind the first half of the year benefited from that ARR conversion. just keep in mind the first half of the year benefited from that arr conversion That's a dynamic at play in the second half of the year. that's a dynamic at play in the second half of the year GPV was better than our expectations in Q2. gpv was better than our expectations in q2 In terms of how we guide, we really focus on being prudent and balanced as we enter into any guidance cycle. in terms of how we guide we really focus on being prudent and balanced as we enter into any guidance cycle The other thing I'll tell you is our investment that we have, you know, we've talked about on this call, is really in service of sustaining our growth over the long term. the other thing i'll tell you is our investment that we have you know we've talked about on this call is really in service of sustaining our growth over the long term We're always going to aim to do better, and these investments really will position us for growth not only in 2026, but beyond. we're always going to aim to do better and these investments really will position us for growth not only in 2026 but beyond

Speaker 5: Great, thanks. Just quick follow up. July trends, you know, obviously Q2 got better with volume, which is great. July trends, like per location, did that start out pretty well? Great, thanks. great thanks Just quick follow up. just quick follow up July trends, you know, obviously Q2 got better with volume, which is great. july trends you know obviously q2 got better with volume which is great July trends, like per location, did that start out pretty well? july trends like per location did that start out pretty well

Speaker 3: Yeah, it's in line with expectations. Yeah, it's in line with expectations. yeah it's in line with expectations

Speaker 5: Yeah. Great. Yeah. yeah Great. great

Speaker 3: I think we're in good shape in July. I think we're in good shape in July. i think we're in good shape in july

Speaker 5: Yep. Yep. yep

Speaker 3: Yeah. Yeah. yeah

Speaker 11: Your next question comes from the line of Dan Dolev with Mizuho Securities. Your line is open. Your next question comes from the line of Dan Dolev with Mizuho Securities. your next question comes from the line of dan dolev with mizuho securities Your line is open. your line is open

Speaker 8: Hey guys, great results here as always. Can you please help us understand how the American Express partnership enhances the flywheel here? Because it seems very cool, you know, that deal that you're doing. Hey guys, great results here as always. hey guys great results here as always Can you please help us understand how the American Express partnership enhances the flywheel here? can you please help us understand how the american express partnership enhances the flywheel here Because it seems very cool, you know, that deal that you're doing. because it seems very cool you know that deal that you're doing Appreciate that. Appreciate that. appreciate that Thank you. Thank you. thank you

Speaker 3: Sure, Dan. What we're doing in this MX partnership is, one, we're combining inventory from Resy, Tock, and Toast Tables into our app. This is Toast Local, and the idea is you've got one place now where you can go find a place to book restaurants. It's a broad set of restaurants that are available now when you book on any of these platforms. When you check in at the restaurant, what the Toast platform can do is create a personalized experience for you. It's everything from, you think about allergies, notes, birthdays, but also being able to recommend menu items, whether it's your favorite drink or it is items that you love. If you think about most people, they've got these preferences in their taste profile. Sure, Dan. sure dan What we're doing in this MX partnership is, one, we're combining inventory from Resy, Tock, and Toast Tables into our app. what we're doing in this mx partnership is one we're combining inventory from resy tock and toast tables into our app This is Toast Local, and the idea is you've got one place now where you can go find a place to book restaurants. this is toast local and the idea is you've got one place now where you can go find a place to book restaurants It's a broad set of restaurants that are available now when you book on any of these platforms. it's a broad set of restaurants that are available now when you book on any of these platforms When you check in at the restaurant, what the Toast platform can do is create a personalized experience for you. when you check in at the restaurant what the toast platform can do is create a personalized experience for you It's everything from, you think about allergies, notes, birthdays, but also being able to recommend menu items, whether it's your favorite drink or it is items that you love. it's everything from you think about allergies notes birthdays but also being able to recommend menu items whether it's your favorite drink or it is items that you love If you think about most people, they've got these preferences in their taste profile. if you think about most people they've got these preferences in their taste profile The ability to empower the staff, the host, and the server in the kitchen with that data is really valuable in creating personalized experiences. I think those are two areas of focus: one, broaden the inventory within local, and two, provide a great experience for the guests, including for American Express card members. The ability to empower the staff, the host, and the server in the kitchen with that data is really valuable in creating personalized experiences. the ability to empower the staff the host and the server in the kitchen with that data is really valuable in creating personalized experiences I think those are two areas of focus: one, broaden the inventory within local, and two, provide a great experience for the guests, including for American Express card members. i think those are two areas of focus one broaden the inventory within local and two provide a great experience for the guests including for american express card members

Speaker 8: Thank you so much. Great stuff again. Thank you so much. thank you so much Great stuff again. great stuff again Appreciate it. Appreciate it. appreciate it

Speaker 11: We will now take our last question from the line of Harshita Rawat with Bernstein. Your line is open. We will now take our last question from the line of Harshita Rawat with Bernstein. we will now take our last question from the line of harshita rawat with bernstein Your line is open. your line is open

Speaker 2: Good afternoon. I want to ask about Sous Chef, which you announced last year. I know you're currently doing pilot. What are you hearing from your customers in terms of the problem they're solving with this AI-powered assistant and the. Good afternoon. good afternoon I want to ask about Sous Chef, which you announced last year. i want to ask about sous chef which you announced last year I know you're currently doing pilot. i know you're currently doing pilot What are you hearing from your customers in terms of the problem they're solving with this AI-powered assistant and the. what are you hearing from your customers in terms of the problem they're solving with this ai-powered assistant and the Value you're driving and how differentiated is that product in the market? Value you're driving and how differentiated is that product in the market? value you're driving and how differentiated is that product in the market Thank you. Thank you. thank you

Speaker 3: Yeah, thanks for the question, Harshita. We are making really good progress with Sous Chef. The customer feedback has been really positive. I think what people like about the product in beta is if you think about most restauranteurs, you know, they're not CTOs, they're not CIOs. The ability to have a human interface to be able to get insights, to get recommendations, to be able to actually make changes, this is the ability to take action within the capability, is something that we're getting really good feedback and input on. I think ultimately our goal here is to build the world's best GPT-like interface for restaurants because we've got all this great data and we're taking feedback from customers. We plan to GA the platform at some point later this year. Yeah, thanks for the question, Harshita. yeah thanks for the question harshita We are making really good progress with Sous Chef. we are making really good progress with sous chef The customer feedback has been really positive. the customer feedback has been really positive I think what people like about the product in beta is if you think about most restauranteurs, you know, they're not CTOs, they're not CIOs. i think what people like about the product in beta is if you think about most restauranteurs you know they're not ctos they're not cios The ability to have a human interface to be able to get insights, to get recommendations, to be able to actually make changes, this is the ability to take action within the capability, is something that we're getting really good feedback and input on. the ability to have a human interface to be able to get insights to get recommendations to be able to actually make changes this is the ability to take action within the capability is something that we're getting really good feedback and input on I think ultimately our goal here is to build the world's best GPT-like interface for restaurants because we've got all this great data and we're taking feedback from customers. i think ultimately our goal here is to build the world's best gpt-like interface for restaurants because we've got all this great data and we're taking feedback from customers We plan to GA the platform at some point later this year. we plan to ga the platform at some point later this year

Speaker 2: Thank you. Thank you. thank you

Speaker 11: This concludes today's conference call. Thank you for joining. This concludes today's conference call. this concludes today's conference call Thank you for joining. thank you for joining