Intuit Q1 2023 Earnings Report

Intuit EPS Results

• Actual EPS: $0.57
• Consensus EPS: $0.08
• Beat/Miss: Beat by +$0.49
• One Year Ago EPS: N/A

Intuit Revenue Results

• Actual Revenue: $2.60 billion
• Expected Revenue: $2.50 billion
• Beat/Miss: Beat by +$99.15 million
• YoY Revenue Growth: N/A

Intuit Announcement Details

• Quarter: Q1 2023
• Date: 11/29/2022
• Time: N/A
• Conference Call Date: Tuesday, November 29, 2022
• Conference Call Time: 4:30PM ET

Intuit (NASDAQ:INTU) is a financial technology and business software company that develops products designed to help consumers, small businesses and accounting professionals manage finances, tax obligations and customer relationships. The company is headquartered in Mountain View, California, and serves customers primarily in the United States and Canada, with additional international availability for certain products.

Its principal offerings include TurboTax, a tax preparation and filing platform; QuickBooks, which provides accounting, invoicing, payroll and payments tools for small businesses and self-employed individuals; Credit Karma, a personal finance platform offering credit monitoring and related financial products; and Mailchimp, an email marketing and customer engagement service for businesses.

Intuit was founded in 1983 by Scott Cook and Tom Proulx. The company expanded beyond personal finance software through product development and acquisitions, including its acquisition of Credit Karma in 2020 and Mailchimp in 2021. Sasan Goodarzi has served as Intuit’s chief executive officer since 2019.

Intuit Q1 2023 Earnings Call Transcript

Key Takeaways

• Strong Q1 performance with 29% revenue growth led by a 38% increase in Small Business & Self-Employed (19% organically) and 25% in Consumer, with Mailchimp contributing 13 points.
• Credit Karma revenue fell below expectations due to macro uncertainty and partner pullback, prompting a revised FY23 outlook of a 15%–10% decline while full-year operating income and EPS guidance remain intact.
• Intuit’s AI-driven expert platform and five strategic “big bets” drove rapid innovation—730 million AI interactions annually, 2 million models in production, and breakthroughs in TurboTax Live, QuickBooks Live, and payments.
• Mailchimp is accelerating small business growth via an end-to-end customer growth platform, mid-market marketing suite, and global expansion, highlighted by a new brand campaign, website refresh, and assisted onboarding.
• For FY23 Intuit now expects 10%–12% total revenue growth (vs. prior 14%–16%), with GAAP operating income up 9%–13% and non-GAAP up 17%–19%, leveraging cost controls and platform diversification.

Presentation

[Operator]

Good afternoon. My name is Regina. I will be your conference operator today. At this time, I would like to welcome everyone to Intuit's first quarter fiscal year 2023 conference call. All lines have been placed on mute to prevent any background noise.

[Operator]

After the speaker's remarks, there will be a question and answer period. If you'd like to ask a question during this time, simply press star then the number one on your telephone keypad. If you'd like to withdraw your question, press star one again. With that, I'll turn the call over to Kim Watkins, Intuit's Vice President of Investor Relations. Ms. Watkins?

[Kim Watkins, VP of Investor Relations at Intuit]

Thanks, Regina. Good afternoon, and welcome to Intuit's first quarter fiscal 2023 conference call. I'm here with Intuit's CEO, Sasan Goodarzi, and Michelle Clatterbuck, our CFO. Before we start, I'd like to remind everyone that our remarks will include forward-looking statements. There are a number of factors that could cause Intuit's results to differ materially from our expectations.

[Kim Watkins, VP of Investor Relations at Intuit]

You can learn more about these risks in the press release we issued earlier this afternoon, our Form 10-K for fiscal 2022, and our other SEC filings. All of those documents are available on the investor relations page of Intuit's website at intuit.com. We assume no obligation to update any forward-looking statement. Some of the numbers in these remarks are presented on a non-GAAP basis. We've reconciled the comparable GAAP and non-GAAP numbers in today's press release..

[Kim Watkins, VP of Investor Relations at Intuit]

Unless otherwise noted, all growth rates refer to the current period versus the comparable prior year period, and the business metrics and associated growth rates refer to worldwide business metrics. A copy of our prepared remarks and supplemental financial information will be available on our website after this call ends. With that, I'll turn the call over to Sasan.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Great. Thank you, Kim, thanks to all of you for joining us today. We had a strong first quarter as we executed on our strategy to be the global AI-driven expert platform powering prosperity for consumers and small businesses. We continue to feel bullish about our momentum and execution across small business and tax.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We're innovating at a high velocity using the power of our platform and modern technology capabilities to deliver new offerings at scale, focusing on breakthrough adoption. We continue to be focused on putting more money in our customers' pockets, saving them time, and ensuring complete confidence in every financial decision they make. This is more important than ever in the current uncertain economic environment and helps us penetrate our large total addressable market of over $300 billion. Now let's turn to our first quarter results.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Revenue grew 29%, including 13 points from the addition of Mailchimp. Total revenue growth was fueled by the Small Business and Self-Employed Group revenue growth of 38% or 19% excluding Mailchimp, and 25% revenue growth in the Consumer Group driven by a strong October peak with new customers and extension filers.

[Sasan Goodarzi, Chairman and CEO at Intuit]

The scale of our platform, along with our rich data, gives us the unique ability to see charge volume growth, the number of employees paid, the hours worked per small business, and cash reserves. These measures remain strong for those on our platform and inform our perspective on the health of small businesses. TurboTax had a robust finish to the tax season, with a record number of innovations launched and tested in the October peak.

[Sasan Goodarzi, Chairman and CEO at Intuit]

I'm excited about this upcoming season, particularly our strategy to transform the assisted category, including the launch of business tax and TurboTax and Credit Karma platform integrations. Now turning to Credit Karma. At Investor Day and on our fourth quarter call, earnings call, we shared that all Credit Karma verticals had been negatively impacted by the macro uncertainty. In the last few weeks of the quarter and into November, we saw further deterioration in all verticals.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Consumer default rates remain relatively low by historical standards, reflecting strong consumer cash balances coming out of the pandemic. However, we continue to see partners pull back from extending credit, reflecting the uncertainty in the economic environment and the risk of deterioration in credit performance. Given this context, Credit Karma revenue came in lower than expected for the quarter.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We are lowering our fiscal year 2023 revenue guidance for Credit Karma to a decline of 15%-10% versus our previous guidance of 10%-15% growth. We are reiterating our fiscal year 2023 revenue guidance for all other segments and reiterating our fiscal 2023 GAAP and non-GAAP operating income and earnings per share guidance.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Our ability to maintain earnings power despite the lower Credit Karma revenue guidance shows the power of our diversified platform and our ability to balance platform and product investments for the future while delivering on our commitments. Regardless of the near-term macro volatility, we remain confident in our long-term revenue growth expectations of 20%-25% for Credit Karma, driven by our vision and innovation to become the self-thriving financial platform fueling prosperity for all consumers.

[Sasan Goodarzi, Chairman and CEO at Intuit]

At Investor Day, we shared how our AI-driven expert platform strategy is accelerating our innovation and how our five big bets are solving the largest problems our customers face. We continue to deliver strong proof points that demonstrate our success and are well-positioned for durable growth in the future.

[Sasan Goodarzi, Chairman and CEO at Intuit]

As a reminder, our five big bets are revolutionize speed to benefit, connect people to experts, unlock smart money decisions, be the center of small business growth, and disrupt the small business mid-market. Today, I'd like to highlight examples of our recent progress across three of these big bets. Our first big bet is to revolutionize speed to benefit. Our platform enables us to innovate for our customers with speed and at scale, which is foundational to all of our big bets.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Our evolution from a siloed technology stack to a platform leveraging shared capabilities is well underway. Our development environment enables speed and innovation. Engineers now have 6 extra velocity of deploying code, resulting in accelerated innovation compared to fiscal year 2020.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Our AI and Fintech capabilities are well positioned to solve our customers' biggest problems, such as our money innovations across payments and payroll, advancements in TurboTax Live, QuickBooks Live, and QuickBooks Advanced, just to name a few. We're doing that today with over $730 million AI-driven customer interactions per year, $2 million AI models in production, $58 billion machine learning predictions per day, and over $465 billion in money moved during fiscal year 2022. Our second big bet is to connect people to experts.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We're solving one of the largest problems our customer face, lack of confidence, by connecting people to experts virtually. During the October tax peak, our team launched a record 50 innovations to test and learn. Our learnings have helped us transform our go-to-market campaign for the assisted segment, revamp the end-to-end TurboTax Live platform experiences with faster access to money via Credit Karma, and better serve the investor, Latino, and self-employed segments.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We are looking forward to the upcoming tax season. Our fourth big bet is to become the center of small business growth by helping our customers get customers, get paid fast, manage capital, pay employees with confidence, and grow in an omni-channel world. With Mailchimp, we're well on our way to becoming the source of truth for our customers to help them grow and run their business. We have three acceleration priorities with Mailchimp.

[Sasan Goodarzi, Chairman and CEO at Intuit]

First, delivering our vision of an end-to-end customer growth platform. Second, disrupting the mid-market by developing a full marketing automation CRM and e-commerce suite. Third, accelerating global growth with a holistic go-to-market approach. This quarter, we launched a new brand campaign, refreshed our website, and launched an improved first-time user experience for new customers that helps them more quickly find and use the feature that aligns with their unique business needs.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We also launched a one-hour assistant onboarding process for our high-value Mailchimp customers with the goal of guiding them to our more advanced features to increase awareness and usage. This program was launched in a record four weeks by leveraging components of our virtual expert platform, another example of the power of the Intuit platform capabilities.

[Sasan Goodarzi, Chairman and CEO at Intuit]

As a result of these enhancements and others, we're seeing a positive impact on customer growth and expansion and a lift in customers converting to paid. Turning to our money portfolio, we've made a tremendous investment over the last few years to expand our suite of money offerings to help small businesses get paid, pay others, and access capital and manage their money.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We continue to see strength in our charge volume, driven by easier discovery, auto-enabled payments, instant deposit, and getting paid upfront. This quarter, we made it even easier for more customers to access their cash quickly by removing friction and opening the funnel to more customers. We're also rolling out a new invoicing experience with a more streamlined workflow and improved design, which is driving an increase in the percentage of companies that send payment-enabled invoices.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Looking ahead, we're tackling another big challenge for our small business customers, B2B payments. More than $2 trillion of invoices were managed in QuickBooks in fiscal year 2022. As we shared at Investor Day, we are launching the QuickBooks Business Network, which connects small business customers to each other, making it easier for them to do business.

[Sasan Goodarzi, Chairman and CEO at Intuit]

It's currently in beta testing, and we expect to launch more broadly later this fiscal year. We're also building our own bill pay functionality in QuickBooks and plan to launch this capability in the future. We're excited about our opportunities for growth with Mailchimp and payments becoming the center of small business growth. Wrapping up, we feel confident in our long-term business strategy and the power of our platform.

[Sasan Goodarzi, Chairman and CEO at Intuit]

In an uncertain macro environment, the benefits of our global financial technology platform are more important and more mission-critical than ever for our customers. We have a large TAM with low penetration, secular shifts working in our favor, a diversified large-scale platform where we continue to invest heavily in innovation across our five big bets to deliver benefits for our customers, resulting in top-line growth and margin expansion. We're proud to be an employer of choice, as well as the financial technology platform of choice for over 100 million customers around the world who rely on Intuit to prosper. Now let me hand it over to Michelle.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Thanks, Sasan. For the first quarter of fiscal 2023, we delivered revenue of $2.6 billion, GAAP operating income of $76 million versus $195 million last year, non-GAAP operating income of $662 million versus $555 million last year, GAAP diluted earnings per share of $0.14 versus $0.82 a year ago, and non-GAAP diluted earnings per share of $1.66 versus $1.53 last year.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Turning to the business segments, in the Small Business and Self-Employed Group, revenue grew 38% during the quarter and 19% on an organic basis, excluding $264 million in Mailchimp revenue. Online ecosystem revenue grew 60% in Q1, or 28% excluding Mailchimp.

[Michelle Clatterbuck, EVP and CFO at Intuit]

With the goal of being the source of truth for small businesses, our strategic focus within the Small Business and Self-Employed Group is threefold: grow the core, connect the ecosystem, and expand globally. We continue to focus on growing the core. QuickBooks Online accounting revenue grew 29% in Q1, driven mainly by customer growth, higher effective prices, and mix shifts. We continue to focus on connecting the ecosystem.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Online services revenue, which includes Mailchimp, payroll, payments, capital and time tracking, grew 109% in Q1. Excluding Mailchimp, online services revenue grew 28%. Mailchimp revenue included in online services was $264 million, up low teens versus a year ago, in line with our expectations. Within payroll, revenue growth in the quarter reflects an increase in payroll customers and a mix shift to higher end offerings.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Within payments, revenue growth reflects an increase in charge volume per customer and ongoing customer growth. We continue to make progress expanding globally, and we began to execute our refreshed international strategy, which includes leading with Mailchimp. On a constant currency basis, total international online ecosystem revenue grew 172% in Q1 and 19% on an organic basis, excluding Mailchimp.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Desktop ecosystem revenue grew 7% in the first quarter. As a reminder, the subscription model for our desktop accounting solutions makes this revenue more predictable, and we raised our desktop prices for several products in September to more closely align with QBO pricing. QuickBooks Desktop Enterprise revenue grew mid-single digits during the quarter. We continue to expect the online ecosystem to be our growth catalyst going forward. Moving on to Credit Karma.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Revenue grew 2% to $425 million in Q1. This was below our expectations of mid-single digit growth we shared in Investor Day due to further deterioration in all verticals the last few weeks of the quarter. On a product basis, revenue growth was driven primarily by credit cards, offset by headwinds in personal loans, home loans, auto insurance and auto loans. As the macro environment continues to remain uncertain, we're seeing an impact across all verticals.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Sasan touched on this briefly earlier, but let me unpack what we're seeing. In credit cards, many financial institution partners have tightened eligibility, particularly in riskier segments. In personal loans, we saw continued pressure, with many partners tightening eligibility further while increasing APRs. We continue to expect personal loan revenues to decline this year after very strong growth in fiscal 2022.

[Michelle Clatterbuck, EVP and CFO at Intuit]

As a result, we are reducing our fiscal 2023 Credit Karma revenue guidance to a decline of 15% to 10%. This embeds the current trends we're seeing and additional conservatism in the remainder of the year, despite the expected continued rollout of several new innovations. Consumer Group revenue was $150 million, reflecting a strong finish to the tax season.

[Michelle Clatterbuck, EVP and CFO at Intuit]

We remain focused on transforming the assisted category in the tax prep market as we head into the next tax season. We're focused on making TurboTax a compelling destination for filers who prefer assistance to complete their taxes accurately and quickly. Turning to the ProTax Group, revenue of $34 million was in line with our expectations. Our financial principles guide our decisions, remain our long-term commitment, and are unchanged.

[Michelle Clatterbuck, EVP and CFO at Intuit]

We finished the quarter with approximately $2.7 billion in cash and investments and $7 billion in debt on our balance sheet. We repurchased $519 million of stock during the first quarter. Depending on market conditions and other factors, our aim is to be in the market each quarter. The board approved a quarterly dividend of $0.78 per share, payable January 18, 2023.

[Michelle Clatterbuck, EVP and CFO at Intuit]

This represents a 15% increase versus last year. As I shared last quarter, we have an operating system we use to run the company, and this includes a proven playbook for operating in both good and difficult economic times. Our first priority is to do the right thing for customers, giving them access to the tools and offerings they need most.

[Michelle Clatterbuck, EVP and CFO at Intuit]

We manage for the short and long term and control discretionary spend to deliver strong results while investing in what is most important for future growth. The scale of our platform, along with our rich data, gives us the unique ability to see leading indicators that allow us to be forward-looking and adjust quickly.

[Michelle Clatterbuck, EVP and CFO at Intuit]

As Sasan shared earlier, we are reiterating our operating income and earnings per share expectations for fiscal year 2023, despite our lower revenue expectations for Credit Karma. We're able to do this by reducing spend in areas where we expect to see lower returns near term. Last quarter I mentioned we identified several levers we can pull to deliver against our financial principles in a variety of scenarios. The adjustments we have made are an example.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Given the breadth of our offerings and the power of our diversified platform, we have the ability to maintain earnings power despite our expectation for lower Credit Karma revenue. At the same time, we have the ability to make the necessary platform and product investments for the future while delivering on our short and long-term commitments. We also have a strong balance sheet that enables us to play offense.

[Michelle Clatterbuck, EVP and CFO at Intuit]

We will continue to accelerate our innovation. Our goal remains for Intuit to emerge from this period of macro uncertainty in a position of strength. Moving on to guidance. For fiscal 2023, we are lowering our revenue guidance for Credit Karma as trends in all verticals further deteriorated in the last few weeks of the quarter and into November.

[Michelle Clatterbuck, EVP and CFO at Intuit]

We now expect revenue to decline 15% to 10% versus our previous guidance range of 10%-15% revenue growth. We are reiterating our revenue expectations for all other segments and now expect total company revenue growth of 10%-12% versus the previous range of 14%-16%. For the Small Business and Self-Employed Group, we continue to expect 19%-20% revenue growth.

[Michelle Clatterbuck, EVP and CFO at Intuit]

For the Consumer Group, we continue to expect 9%-10% revenue growth. In both businesses, we expect the majority of our growth this year to come from customer growth and mix. We are reiterating our GAAP and non-GAAP operating income and earnings per share guidance for fiscal 2023. This demonstrates the resiliency of our diversified platform and business model.

[Michelle Clatterbuck, EVP and CFO at Intuit]

To recap, for fiscal year 2023, we expect total company revenue growth of 10%-12%, GAAP operating income growth of 9%-13%, non-GAAP operating income growth of 17%-19%, GAAP diluted earnings per share to decline approximately -5% to -1%, and non-GAAP diluted earnings per share growth of 15%-17%.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Our guidance for the second quarter of fiscal 2023 includes revenue growth of 8%-9%, GAAP loss per share of -$0.29 to -$0.23, and non-GAAP earnings per share of $1.41-$1.45. You can also find our full fiscal 2023 and Q2 guidance details in our press release and on our fact sheet. With that, I'll turn it back over to Sasan.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Great. Thank you, Michelle. As you all heard from Michelle and I, we're seeing continued momentum as a result of our strategy of being a global AI-driven expert platform, growing Intuit double digits with margin expansion. With our accelerated organic innovation and the additions of Credit Karma and Mailchimp, we are the leading global financial technology platform that powers prosperity for people and communities. With that, let me turn it over to your questions.

[Operator]

At this time, if you'd like to ask a question, please press star, then the number one on your telephone keypad. To withdraw your question, press Star one again. Our first question will come from the line of Siti Panigrahi with Mizuho. Please go ahead.

[Siti Panigrahi, Managing Director and Senior Equity Research Analyst at Mizuho Securities USA]

Thank you. Sasan, you lowered your Credit Karma growth now, you know, from 10%-15% growth to decline now 15%-10%. Just want to dig a little bit into your assumption for the remaining quarters in this fiscal year. How conservative is this guidance? I know that there will be Karma Guarantee will be rolled out sometimes later this year. Where can we see some kind of upside surprise if macro stays at the current level?

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yes. Thanks for your question, Siti. A couple of things. You know, one, as you heard from Michelle, we took the current sort of trends that we were seeing, in sort of end of October into November into account. We also very intentionally included further conservatism deterioration just to be prudent.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We, you know, when we look at things around delinquency rates and unemployment, which is really what financial institutions look at to make future decisions, although they are at historical lows, the assumption is that they're going to deteriorate. We just assumed that they will significantly deteriorate, and we wanted to include that in our go-forward guidance.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You know, we take a lot of pride in the commitments that we make at the company level, and we wanted to make sure that we're very prudent in terms of the assumptions that we made with the guidance going forward. With that said, I think what I would amplify is our innovation that we talked about at Investor Day. You know, beyond things like Karma Guarantee, we are actually, you know, we have launched, it's almost at full scale, something called the Marketplace, where we're giving more exposure to personalized experiences around cards and personal loans to our members.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Now with the integration of Mint and Credit Karma, which was part of our refreshed Big Bet Three vision that we talked about at Investor Day, we expect in the future to have additional sort of capabilities and innovations for our prime customers, which has not been our sweet spot on the Credit Karma platform. You know, we are leaning into our innovation and those possibilities. We are not counting on any of that impacting the growth rates that you just heard from Michelle and I for the fiscal year. We just simply believe that's the right thing to do.

[Siti Panigrahi, Managing Director and Senior Equity Research Analyst at Mizuho Securities USA]

Great. A quick follow-up, on the small business side. That's pretty impressive quarter, and it grow 19% organically. If I look at your guidance for remaining, you know, three quarters, you just have to grow 14% to hit your guidance. You already talked about price mix shift, and or you already raised pricing 10%-25%. What are you seeing in the small business side, and what are your assumptions for the remaining of the, you know, year?

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, sure. Absolutely. You know, first of all, I would start by saying, you know, we have a lot of visibility into things around consumer spending, which is charge volume. We see the number of employees, whether they're going up and down. We see a number of hours worked. We see cash reserves. Of course, there's our metrics around acquisition, retention, payments, and payroll volume, and also what we see across Mailchimp. You know, what we're seeing across the board is a continued flight to digitization. If you use our payments capability, you get paid faster, and cash flow is more critical in this environment.

[Sasan Goodarzi, Chairman and CEO at Intuit]

If you use our payroll capabilities, you're actually able to reduce errors and pay your employees and have money move from your bank account to their bank account same day versus two weeks in advance. With the use and innovation that you heard from us on Mailchimp, we're actually starting to see customer growth tick up.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Those are just illustrative examples are we're just continuing to see based on our innovation, a flight to digitization, which is the strength that you heard from us in the first quarter. We expect that momentum to continue, you know, the rest of the year. You know, we remain steadfast on our guidance till we see more quarters. It is not at all about our sentiment about small business. We actually feel very good about what we're seeing across the board in small business.

[Siti Panigrahi, Managing Director and Senior Equity Research Analyst at Mizuho Securities USA]

Great. Thanks for the color, Sasan.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, you're very welcome.

[Operator]

Your next question will come from the line of Brad Sills with Bank of America Securities. Please go ahead.

[Brad Sills, Managing Director and Senior Research Analyst at Bank of America Securities]

Wonderful. Thanks for taking my question. Just a question on the reiterated operating income guide. You lowered top line by looks like about $700 million, yet you're able to sustain your operating income guidance, which is impressive, and it speaks to the flexibility in your model. Michelle, you alluded to some adjustments that were made. If you could just provide a little bit of color as to where those adjustments were made in the business. Thank you.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Yeah, absolutely, Brad-

[Sasan Goodarzi, Chairman and CEO at Intuit]

Sure, Brad. Sorry, Michelle, go ahead. I was going to ask who the question was for, but Michelle, please go ahead.

[Michelle Clatterbuck, EVP and CFO at Intuit]

No worries. No worries. Thank you, Brad. Yes, it is one of the things that we feel very good about. As I talked about on a previous call, you know, when we were going through our planning for this year, we were really looking at making sure we had identified areas that we could take a action on, the levers we could pull, if we did see the macro environment get worse.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Those things look like marketing expenses, things that we just don't think are gonna pay off in the nearer term. Other areas like travel, discretionary spend. We are protecting R&D and our innovation. We are continuing to invest. Our investments and our head count continue to go up across the company.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Yes, Credit Karma, we have taken the revenue down with the revenue hit there. When we look at really being able to manage our expenses, it is looking across the company holistically and really focusing on the areas where we think we're not gonna see as much return in the short term, so that we can continue to focus longer term and drive the innovation.

[Brad Sills, Managing Director and Senior Research Analyst at Bank of America Securities]

Excellent. Thanks. Thanks, Michelle. This is Sasan, one for you, if I may please? Last year, we saw a little bit of moderation in TurboTax ASP growth. You talked a little bit about that at the Analyst Day. I think it was 4% on paid ARPU versus, I think, 8% in prior years. If you could elaborate a bit on what went on there, and should we see some acceleration here now that you're getting into, you know, more experience with TT Live and full service, might we actually see some acceleration in TurboTax ARPU? Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Sure. Absolutely. I think the way to think about it is, you know, in the long term and from a trajectory perspective, we should see ARPU go up. Now every year, strategically, we make decisions in terms of, you know, where we may expand our free offering, or where we may increase price based on, you know, the leverage that we see in the marketplace, which is primarily in our assistant offerings.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Those were some of the adjustments that we made, you know, last year. As we look into this year, we actually feel very good about our do it yourself platform lineup. Really our biggest leverage is going to come from accelerating what we're doing across the TurboTax Live platform, which is really where the growth is coming from.

[Sasan Goodarzi, Chairman and CEO at Intuit]

It's really where the ARPU comes from, and it's where our biggest opportunity is with a $20 billion, you know, TAM in front of us. Of course, over time, opening up an additional $10 billion TAM with business taxes. That was really the intent and the logic behind why ARPU was probably a little bit slower growth last year versus prior years. I think the way to think about it is we're gonna continue to see ARPU growth into the future, and a lot of it will come from the assistant segment, and that's really part of our plan that we're executing against this coming year.

[Brad Sills, Managing Director and Senior Research Analyst at Bank of America Securities]

Great to hear. Thanks, Sasan.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah. Thank you, Brad.

[Operator]

Your next question will come from the line of Brad Zelnick with Deutsche Bank. Please go ahead. Brad, you may be on mute.

[Brad Zelnick, Managing Director and Senior US Software Analyst at Deutsche Bank]

Hi, thank you very much. Can you guys hear me?

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yes, perfectly.

[Michelle Clatterbuck, EVP and CFO at Intuit]

Yes.

[Brad Zelnick, Managing Director and Senior US Software Analyst at Deutsche Bank]

Great. Really appreciate you taking my question. Sasan, you guys are always very transparent, great disclosure. My question is maybe a little bit bigger picture. Can you talk about the opportunity to open up and externalize Intuit's platform services to third parties for developing their own apps with live expert functionality, rich data services, money movement perhaps, and the things that are making you so successful? Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yes. Absolutely. Great, great question. This was actually at Investor Day, one of our, what we call Horizon 3, ideas that we have invested in, which is around externalizing services. First and foremost, we do see a big problem space out there where developers and partners and firms look to access and have a need for things like around our virtual expert platform services to connect people to experts or have a, you know, use for our identity services and have a use for our fraud and risk capability. There's a lot of services that we have across our platform that you heard Marianna talk about, of which there's a need for those services externally.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Now, we wanna be very choiceful and intentional of what we choose to externalize and what we choose not to externalize, and what problems we choose to solve and which ones we intentionally choose not to solve. We do believe it as an opportunity. It's actually something that we funded about a little bit over 15 months ago. We have a mission-based team that is working on it.

[Sasan Goodarzi, Chairman and CEO at Intuit]

When we have you know, more to share in terms of, you know, launches and anything that we think over time will be material for all of you to be aware, we'll be, we'll be the first to share with you. We do see it as an exciting Horizon 3 idea that's been funded and are excited about the prospects of it.

[Brad Zelnick, Managing Director and Senior US Software Analyst at Deutsche Bank]

Great. Thank you so much.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Very welcome.

[Operator]

Your next question will come from the line of Raimo Lenschow with Barclays. Please go ahead.

[Raimo Lenschow, Managing Director and Senior Equity Research Analyst at Barclays]

Thank you. I wanted to ask on Mailchimp. You know, last quarter, you pointed out that you were kind of working on go-to-market a little bit. You wanted to adjust it. This quarter, you sounded better, and it looks like you're using Mailchimp as, like, a the lead to go, you know, to attack the international markets more broadly. Can you speak a little bit about what you do there, the progress that you're making, where you are on that journey, please? Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yes, absolutely. You know, first of all, I'll just state that I'm really excited about Rania that we just put into the business and the leadership team that she is building, it is the result of that leadership team where we are seeing accelerated innovation. As I mentioned, you know, a moment ago, there's been a lot of innovation just in the last sort of three to four months in Mailchimp from an entirely new brand campaign, where we communicate the benefit of how you can grow your business to SMBs, both on air and on through digital assets.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We've redesigned our website, so when you come to us, you're very clear about the benefits that we offer, the choices that you have, and why it can help fuel the success of your business to then revamping the first-time use experience along with what we have just implemented for, I would say, higher value, larger Mailchimp customers and new customers that we wanna pursue.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Which is a, you know, one-hour assisted onboarding to help you get onto the platform, to help you understand the benefits of the platform. In context of what we shared around international and Mailchimp as sort of the lead internationally, we are right now focused on localizing the language. Where we have localized language versus not, we have more than a 13-point conversion variance.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Of course, localized language is one of our largest levers internationally, along with having a playbook that we're putting in place around go-to-market to raise awareness. A lot of those things we have already launched that I mentioned, and the localizing languages we're working on as we speak. A lot of what I just shared, we're starting to see a real impact from, you know, customer uptick, expansion, revenue, and we're excited about, you know, the possibilities, and the momentum that the leadership team is building.

[Raimo Lenschow, Managing Director and Senior Equity Research Analyst at Barclays]

Lovely. Thank you. Congrats.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You're very welcome.

[Operator]

Your next question will come from the line of Kirk Materne with Evercore. Please go ahead.

[Kirk Materne, Senior Managing Director at Evercore]

Hi. Yeah, thanks very much, and congrats on a good quarter. Sasan, you all are in a somewhat unique position that you get to see demand, sort of demand on both the front office side as well as sort of the back office side with Mailchimp and then QuickBooks. I was wondering if you could give us any sense when you look at the demand indicators, you know, from a front office perspective or a back office perspective, are they similar?

[Kirk Materne, Senior Managing Director at Evercore]

Are they different? Is there anything you've noticed now that you get to have some insight into sort of that other part of the essentially the operating ecosystem of your customers? You know, obviously, there's just a lot of discussion in the market right now between front office and back office demand. I was wondering if you could enlighten us, I guess, with any of your thoughts on that. Thanks.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, sure, Kirk, and let me try to be descriptive about it so I'm not overly generic. I think, our customers that we serve, the small businesses between zero to 100 employees, don't as much think about back office, front office. They just really look to have a platform to be able to grow their business and to be able to manage their cash flow.

[Sasan Goodarzi, Chairman and CEO at Intuit]

If you think about our QuickBooks platform, let me start there, and I'll get to Mailchimp in a moment. Really, QuickBooks helps you manage your cash flow, all your money coming in and money going out. The notion of digitization is really important for customers, which is why we're enjoying the growth that we just shared.

[Sasan Goodarzi, Chairman and CEO at Intuit]

That really comes down to, you know, customers can use QuickBooks to be organized. They can get paid much faster with using our payments capabilities. They can get access to capital. They can have instant money flow from their bank to their employees banks by using our payroll. If they're out in the field, they can use our time tracking, so everything is automated.

[Sasan Goodarzi, Chairman and CEO at Intuit]

All those things are about digitization, and the way small businesses think about it is it actually helps them with their cash flow because we also with all those capabilities project your cash flow. That's the real big value sort of QuickBooks. Then you add to that Mailchimp.

[Sasan Goodarzi, Chairman and CEO at Intuit]

The real value of Mailchimp is, you know, don't think about it as these are not enterprise customers. These are smaller, small businesses that where their sort of lifeline comes from being able to reach out and manage their existing customers, but also effectively be able to grow, their customer base. The reason we're continuing to see an uptick based on our innovation and based on just good execution, and I think the best is yet ahead of us in Mailchimp, is that is separate and distinct from do I spend more money on advertising dollars?

[Sasan Goodarzi, Chairman and CEO at Intuit]

When you use Mailchimp, you have the ability to use our tools with a subscription that you pay on a monthly basis to be able to, in an automated way, reach out to your customers, market to new customers, we're seeing sort of equal demand. If I go back to your frame of front office versus back office, I think where there is slower spend and declining is spending money on advertising dollars.

[Sasan Goodarzi, Chairman and CEO at Intuit]

That is not what Mailchimp is. Mailchimp is not impacted by advertising dollars. It's actually a platform that you use to be able to manage your customers. Even if you choose to spend less advertising dollars, you can still use Mailchimp very effectively to be able to manage your customers. That's why the demand is strong with Mailchimp and QuickBooks.

[Sasan Goodarzi, Chairman and CEO at Intuit]

That's really what we, what we see across the platform.

[Kirk Materne, Senior Managing Director at Evercore]

Super. Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Very welcome.

[Operator]

Your next question will come from the line of Keith Weiss with Morgan Stanley. Please go ahead.

[Keith Weiss, Managing Director and Head of U.S. Software Research at Morgan Stanley]

Excellent. Thank you guys for taking the question. Nice quarter in Q1. The question that we're all gonna get tomorrow from investors is the outlook de-risked? I wanted to dig in to kind of like your guys' thought process. When you're talking about Credit Karma, you told us that you looked at sort of the trends that happened at the end of the quarter and in the last couple weeks.

[Keith Weiss, Managing Director and Head of U.S. Software Research at Morgan Stanley]

And you assume that those trends deteriorate a little bit further on a go-forward basis to get a conservative Credit Karma guide. Can you talk to us about, like, you didn't change any of the other numbers. Like all the other sort of business lines are kind of intact with your prior expectations. Is there any similar kind of de-risking then? Like, are you assuming any degradation in the underlying business for QBO or Mailchimp or like any of the other businesses in a similar way you are Credit Karma?

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah. Yeah. Keith, thank you for your question. I just wanna acknowledge that, you know, you and others were pushing us on our Credit Karma guide at Investor Day. Let me just start at the top level to share sort of what we've learned, what we've adjusted, and then I'll answer your question. You know, when we look across tax, which is 35% of the company, and then when you look at across small business, which is over 50% of the company, so that's like 86% of the company. Which includes Mailchimp.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We have proven and tried KPIs that allows us to see things well into sort of the future, not only to ensure that we're investing in all the right things, but also be able to be very intentional and thoughtful about, you know, how we guide because we take our, you know, guidance very seriously. One of the things that we learned with Credit Karma is there are two factors that we look at, but we did not take into account. One is unemployment, the other is delinquency rates. What I mean by that, not taking it into account, is we view it, we look at it, and they're at historical lows.

[Sasan Goodarzi, Chairman and CEO at Intuit]

The one thing that we learned from this process where we are adjusting and have adjusted, our KPIs is not just looking at where they are today, but also projecting, where they could be a year from now. And ultimately projecting what could happen if we were sitting in the shoes of some of the partners that are on our platform. That is a very important shift, which actually gets at the point you made around our Credit Karma guidance. We feel that it is absolutely de-risked.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We, as you heard from Michelle and I, we have built deterioration and conservatism in the back half of the year because we have taken into account, you know, uptick, in both unemployment and delinquency rates and therefore, have, you know, put out a guidance that we believe is de-risked. To go to the second part, you know, of your question, you know, tax, which is 35% of the company, that is really economically resilient. let me focus my answer on small business.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Because of our KPIs and the rich data that we have access to and what we see within small business, we actually feel like our guidance in small business is de-risked because, you know, we make certain assumptions around how things will potentially play out the remainder of the year that we took into account when we set the initial guidance.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We still feel very good about the guidance. You can see based on what we delivered in Q1, you can just do the math and see what it means for the rest of the year. We feel very good about the way we set guidance in those two businesses. We feel very good about the guidance in those areas for the rest of the year. Hopefully, my explanation made sense around Credit Karma.

[Keith Weiss, Managing Director and Head of U.S. Software Research at Morgan Stanley]

Got it. Yeah. That's super helpful. Then just one clarification question. On Mailchimp, it looks like the revenues was basically flat, maybe down a little bit sequentially. I'm assuming there was a currency impact in there. Can you... Is there like a constant currency number that we could see kind of like how it grew sequentially?

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah. It's actually it is in constant currency. Maybe Michelle-

[Keith Weiss, Managing Director and Head of U.S. Software Research at Morgan Stanley]

Okay.

[Sasan Goodarzi, Chairman and CEO at Intuit]

I'll let you chime in here in a moment. I think what I would say is, when you look at our innovation and when you look at our customer uptick and the expansion revenue that we're starting to see, it's actually very much in line with what we would have expected because a lot of our innovation that is in place is actually now accelerating the growth of the business.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Remember, this business was run for cash flow and profitability, and now we're running it for growth. We're actually quite pleased with the impact that we're starting to see, and we would expect that to accelerate in the upcoming quarters. Michelle, do you wanna chime in on the currency question?

[Michelle Clatterbuck, EVP and CFO at Intuit]

Yeah. The only thing I would clarify is that, Mailchimp actually sold in US dollars.

[Keith Weiss, Managing Director and Head of U.S. Software Research at Morgan Stanley]

Okay. Got it.

[Michelle Clatterbuck, EVP and CFO at Intuit]

there isn't a currency impact there for the international, even though 50% of their sales are outside the U.S.

[Keith Weiss, Managing Director and Head of U.S. Software Research at Morgan Stanley]

Got it. That's helpful. Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You're very welcome.

[Operator]

Your next question will come from the line of Kash Rangan with Goldman Sachs. Please go ahead.

[Kash Rangan, Managing Director and Senior Equity Analyst at Goldman Sachs]

Thank you very much. Congrats on the results. Sasan and Michelle, curious to get your perspective. You know, we don't like recessions, but this is a recession, maybe it's a recession that we've all been anticipating. It's the most widely anticipated one. So what are the assumptions that you have incorporated in your, in your scenario forecasting for the foreseeable future mean?

[Kash Rangan, Managing Director and Senior Equity Analyst at Goldman Sachs]

Is it an uptick in attrition or maybe the expansion base come down a little bit? I'm just curious to get your thoughts on what you've dialed in with your, with your current go around of projections. If you could talk about payments, you clearly demoed it at the analyst event. Very, very impressive. Clearly, it's got a lot of potential. What should we be expecting? What are you expecting in your payments business in the medium term to long term?

[Kash Rangan, Managing Director and Senior Equity Analyst at Goldman Sachs]

What are your goals? Thank you so much. Congrats.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, thanks for the question, Kash. Just in terms of your question, you know, around assumptions, I think on Credit Karma, hopefully what I just shared a moment ago, resonated in that we are assuming, you know, sort of further deterioration and conservatism in the back half of the year, you know, or the remainder of the year.

[Sasan Goodarzi, Chairman and CEO at Intuit]

I should say, despite a lot of innovation that is still, you know, coming to market because we're making assumptions around unemployment going up, delinquency rates getting worse, which means that financial institutions, although we're one of the last platforms they pull off of, that they will be conservative in terms of their investment level.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Those are the assumptions that we've made for the remainder of the fiscal year for Credit Karma. For small business, a lot of the strength that, you know, we're continuing to see is just, it's a shift to digitization from folks that are already on our platform. We have a lot of customers that are on our platform.

[Sasan Goodarzi, Chairman and CEO at Intuit]

If you remember, we used the figure of there's $2 trillion of invoices being managed on our platform, and, you know, we have over $100 million that, you know, well over $100 million as part of our payments charge volume, which means we have a huge opportunity to penetrate that within our existing base. I use that just as an illustrative example, Kash, to answer your question.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You know, we're not making any assumptions around payments uptick because the macro environment will get better in the second half of the year. We're actually assuming that a lot of the growth that we are seeing is just continuing shift to digitization from those that are on our platform.

[Sasan Goodarzi, Chairman and CEO at Intuit]

So we make customer acquisition assumptions, we make attrition assumptions, we make assumptions around payments and payroll that are really in context of how we feel about the environment going forward. Although we're not seeing it within our SMB segment, you know, we are assuming, you know, a level of conservatism as we think about the remainder of the year. Those are the assumptions that we've made for both small business and Credit Karma. Tax again, tax is economically resilient.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You know, we pretty much make assumptions based on our penetration in the assistant segment, and that's really that, and the total number of IRS returns is where our assumptions come from. Again, that's economically resilient. That's how we think about the guide going forward as we just reiterated. In terms of payments.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Listen, payments is one of the areas that we're the most excited about. If I had to pick a couple of areas, it's Mailchimp, it's payments, and it's what we're doing to go upmarket and with QuickBooks Advanced and mid-market. With payments, you know, we've spent four or five years building out all of our fraud and risk capabilities, all of our AI capabilities, and we're just innovating very fast with that team.

[Sasan Goodarzi, Chairman and CEO at Intuit]

A lot of the future around what we can do to digitize B2B around what's possible with bill pay, you know, those are yet to come and not even in our forecast going forward, because we just believe that there's so much room for penetration attached going forward. Hopefully our stay due on an area of payments has, you know, been to your liking, but we think our best is yet ahead of us.

[Kash Rangan, Managing Director and Senior Equity Analyst at Goldman Sachs]

Wonderful. Thank you very much. Super detailed.

[Operator]

Your next question will come from the line of Scott Schneeberger with Oppenheimer. Please go ahead.

[Scott Schneeberger, Managing Director and Senior Analyst at Oppenheimer & Co. Inc.]

Thanks very much. Good afternoon. Sasan, I'm curious, I'm kinda honing in on Credit Karma in credit cards, which I believe is about half of the revenue. Please correct me if that's changed, perhaps gone up, based on what personal loans has done. Just how are you looking at credit cards?

[Scott Schneeberger, Managing Director and Senior Analyst at Oppenheimer & Co. Inc.]

What are you seeing with consumers there? I understand it was the strength in that segment of the quarter versus personal loans, home loans, auto loans, auto insurance. What specifically in the credit cards, is that strengthening or maybe not strengthening, but weakening a lot less? Just honing in on that specific segment, what are you seeing from the consumer? Thanks.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, sure, Scott. First of all, it is, as you said, it's a large part of the overall Credit Karma platform. With that said, I'll start with context that, you know, when you look at the 129 million customers or members that we serve on Credit Karma, the majority of our focus has been subprime and near-prime customers.

[Sasan Goodarzi, Chairman and CEO at Intuit]

That's really a lot of our personalized experiences are for those cohorts. One of the things that we're very excited about that we, you know, shared at Investor Day is we're also building out capabilities and innovation for prime customers. That's why we shifted Mint over and we're combining the Mint and Credit Karma platform.

[Sasan Goodarzi, Chairman and CEO at Intuit]

That context is important because as you hear my answer, just hear it from the lens of the majority of where our business comes from is subprime and near prime. In the future, we'll also have capabilities, innovation, and ultimately revenue that will come from Prime as well, which positions us really well in the marketplace.

[Sasan Goodarzi, Chairman and CEO at Intuit]

With all of that said, you know, in essence, yeah, we're continuing to see growth in credit cards, but we're actually assuming that that will really deteriorate the rest of the year based on unemployment going up and delinquency rates going up. As you heard from both Michelle and I, we have built conservatism into the remainder of the year.

[Sasan Goodarzi, Chairman and CEO at Intuit]

There's which will ultimately result in declining growth rate. What we saw in Q1, and the growth rate of the 2%, a lot of the headwinds in other verticals was offset by credit cards, but we have assumed that that will get worse over time.

[Scott Schneeberger, Managing Director and Senior Analyst at Oppenheimer & Co. Inc.]

Okay. Thank you. Appreciate that. Thanks, Sasan. Following on, it's kind of more on the tax side, but overall, the guidance for the second quarter seems to be the most de-risked with EPS down year-over-year, and that's an uncommon sequential change.

[Scott Schneeberger, Managing Director and Senior Analyst at Oppenheimer & Co. Inc.]

It sounds like of the levers Michelle is pulling, it sounded like marketing and advertising was one of them. I infer that it's more in the small business side. Just curious, on the tax side, are you doing anything differently, now that we may have a more normal tax season versus the past few with regard to advertising, timing or overall? Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, sure. I'm actually glad you asked about our second quarter, guide of 8%-9%. First of all, our momentum in small business continues into Q2. There are two elements that drive our guide of 8%-9% revenue growth in second quarter. One is we always make assumptions for tax.

[Sasan Goodarzi, Chairman and CEO at Intuit]

As you know, tax is tricky between second quarter and third quarter, and we make assumptions around when the IRS will open forms availability, and those assumptions drive what we assume, you know, will happen in our tax business. In some cases, we have elements of our tax business that actually we've assumed may decline in the second quarter. That drives our guidance overall at the company level for Q2.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Q2 generally has been seasonally the weakest quarter for Credit Karma because of the months of November, December and January, and then just the number of holidays. It's seasonally the weakest quarter. When you combine our assumptions with tax and you combine our assumptions with Credit Karma, that's where you get Q2 where it is. Hopefully that answers your question.

[Scott Schneeberger, Managing Director and Senior Analyst at Oppenheimer & Co. Inc.]

It does. Thanks very much.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You're very welcome.

[Operator]

Your next question will come from the line of Alex Zukin with Wolfe Research. Please go ahead.

[Allan Wasylkiw, Equity Research Analyst at Wolfe Research]

Hey there, this is Allan Wasylkiw on for Alex Zukin. Thank you for taking the question. I think more people are warming up to your ability in hitting your SMB guide for the year despite the challenging macro. I want to dig further into what you're seeing in the SMB segment today.

[Allan Wasylkiw, Equity Research Analyst at Wolfe Research]

Can you talk about what you saw around ARPC growth in the quarter, excluding the benefit you observed from the pricing increases that went into effect? It'd be helpful to get how much of a tailwind the pricing increase was in the quarter for QBO accounting and better understand the quarter, how your growth levers such as customer growth, upselling and cross-selling were impacted from the macro, if at all. Thanks.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, sure. Absolutely. The, the majority of our, you know, guide for the, for the year and what we also saw in Q1 actually came from customer growth and mix. Mix, you know, includes things like QuickBooks Advanced. You know, you saw from our online services growth of 28%, we're seeing really sort of good growth from payroll, payments, time tracking, and that, of course, excludes Mailchimp, and we talked about Mailchimp separately.

[Sasan Goodarzi, Chairman and CEO at Intuit]

I think the short answer to your question is we are seeing the type of balance that we would want, which is our growth coming from customer growth and mix, and price will plays an element, a smaller element, but it plays an important element as we look at not only what we saw in Q1, but what we expect for the remainder of the year.

[Allan Wasylkiw, Equity Research Analyst at Wolfe Research]

Got it. Just as a quick follow-up, if I may. On the Mailchimp front, I wanted to follow up to Keith's earlier point around Mailchimp revenues being sequentially relatively flat. Could you share maybe something more about maybe conversion rates or just a follow-up on the acceleration comment you made through the full year? Just anything that could give us more color for how we think about potential revenue growth of Mailchimp for the full year. Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah. Yeah. Absolutely. I mean, if you, if you go back to when we closed the deal, you know, almost a year ago, one of the things that we were very clear about, you know, in addition to our excitement around the asset and the fact that now combined with QuickBooks, you know, we can have a one growth platform that can be the source of, you know, truth for and the source of growth for a small business.

[Sasan Goodarzi, Chairman and CEO at Intuit]

One of the things that we reiterated was that, you know, this was really a business that was run for profitability and it was run for cash flow. Even particularly in COVID times where you saw a lot of, you know, front office companies, you know, accelerate, Mailchimp really didn't, because again, it was more run for cash flow and profitability.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We worked very hard in the last year, to put a playbook in place in context of the priorities that we've shared to accelerate growth. Those priorities, you know, they always take time to shift the business from being run for profitability and cash flow to be run for a growth business. Typically takes a couple of years, and we're actually starting to see a trajectory change, you know, within the first year.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We're quite, you know, we're quite demanding of ourselves in terms of the velocity that we would like to see. Really what's happened in the last year is, you know, we're taking a business that was again run for profitability and cash flow to revamping the website, coming up with a new campaign, revamping, the product.

[Sasan Goodarzi, Chairman and CEO at Intuit]

When I say revamp, it's not done. We've not reached the destination. It's just the beginning of what's possible to really focus on, high-value customers, to position ourselves to go after mid-market, to start wrapping up what we can do internationally. All of these things we're starting to now see indicators where in the quarter.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Although it was sequentially, you know, flat from a revenue perspective, we're seeing conversion from free to paid tick up. We're seeing customer growth tick up. We're actually seeing expansion revenue, which means our customers are growing and they're, you know, upgrading what SKU they use. We're starting to see these, and these things really become future indicators of growth.

[Sasan Goodarzi, Chairman and CEO at Intuit]

That's why the comment that I made earlier and Michelle made earlier around, we expect the growth in Mailchimp to accelerate in the coming quarters because we're seeing the KPIs around customer growth, expansion, retention. These things are starting to improve. Hopefully that helps to answer your question.

[Allan Wasylkiw, Equity Research Analyst at Wolfe Research]

It does. Thank you very much.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You're very welcome.

[Operator]

Your next question will come from the line of Steven Enders with Citi. Please go ahead.

[Steven Enders, Director of Equity Research Analyst at Citigroup Inc.]

Hey, great. Thanks for, thanks for taking the question. I guess I just wanna clarify a little bit on what you're seeing on the Credit Karma side and what you talked about historically, on that front and what you're expecting for the guide here. I think before you talked about, you know, expecting a acceleration kind of in the back half of the year, as you kind of combine the cross-sell with TurboTax here. I guess, how are you thinking about that opportunity now, you know, given kind of where the macro is and what you're assuming, versus, you know, the cross-sell that could potentially come here?

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah. You know, Thank you for the question. You know, we have taken sort of a firewall approach here. One is, we're very excited about the innovations that we talked about at Investor Day. And in fact, the only thing that's changed is we've added a few more innovations that we've launched within Credit Karma. The marketplace that I shared earlier is one of them where, and it's almost at full scale where, you know, our customers see an additional tab of a marketplace of all the products that are right for them in one place that brings more visibility and brings to the forefront products that are right for a specific cohort of customers.

[Sasan Goodarzi, Chairman and CEO at Intuit]

In terms of the inter-integration with TurboTax, you're gonna see a far more robust experience this year, with Credit Karma being integrated into TurboTax and vice versa. Credit Karma Guarantee continues to be on track in terms of a rollout to members and financial institutions. All the innovations that we talked about, plus a few more, are all on track, and we're equally as excited about the impact that it will have.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Very consistent with what we shared at Investor Day, what we talked about then was that these innovations were not reliant on a macro pickup. They're gonna deliver more benefits and therefore more monetization. Back to the word firewall, we're not counting on those, you know, innovations in our results when we think about the rest of the year. We're assuming current trends.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We're assuming further conservatism for the remainder of the year. We're making assumptions around unemployment going up, delinquency rates going up. Therefore, that's informed our guide of -15 to -10. That's sort of separate and distinct from the innovation that we continue to be excited and focused on and are on track for the rollouts.

[Steven Enders, Director of Equity Research Analyst at Citigroup Inc.]

Okay. Gotcha. That's helpful. I guess just to clarify again on Mailchimp, I know that, you know, last quarter you were putting some changes in place to kind of improve conversion rates and really kind of right size, or, you know, kind of build out some of the structure of that business. Like, where are those changes you're making kind of at this point, and how should we kinda think about, you know, the level that still needs to kinda go in there to, kind of more kinda right-size that business?

[Sasan Goodarzi, Chairman and CEO at Intuit]

Sure. Let me answer your question. I'm not sure what you mean by right-size. You know, we are very focused on investing in Mailchimp and accelerating the growth combined with the QuickBooks platform. I would say a couple of big things that we have put in place and are continuing to implement. One is really strengthening the leadership team at all levels.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We're very excited about leaders that we had join the Mailchimp family and with Rania's addition to the Mailchimp team with additional changes that we are making to continue to strengthen the team. Very excited about the impact there because that's having a direct impact on innovation, which is the second point I wanna make. I really like the velocity, particularly what I've seen in the last 90 days.

[Sasan Goodarzi, Chairman and CEO at Intuit]

I actually, you know, hope to see Mailchimp being one of the highest velocity, innovative teams across the company with the team that we have in place. I think everything that I mentioned earlier that we have launched is a result of the impact of that team. Lastly, it's about impact. We're starting to see the key performance indicators that I mentioned earlier uptick in the right direction, which means that, you know, almost a year in, it's not been quite a year, but almost a year in, I feel very good about sort of year two, because we've put a lot of foundational things in place year one.

[Sasan Goodarzi, Chairman and CEO at Intuit]

We have a lot of work still ahead of us. A lot of the work is about turning this into a sort of a strong growth business and fueling the success of small businesses. I feel like we are on that trajectory given what I've seen, particularly in the last 90 to 100 days.

[Steven Enders, Director of Equity Research Analyst at Citigroup Inc.]

Okay, perfect. Appreciate the color there.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, absolutely.

[Operator]

Our final question will come from the line of Daniel Jester with BMO Capital Markets. Please go ahead.

[Daniel Jester, Managing Director at BMO Capital Markets]

Hey, thanks for squeezing me in. I appreciate it. Two quick ones. A lot of talk about the macro with regards to Credit Karma. I'd love to hear about how you're overlaying that macro on QuickBooks Capital and anything you might be doing differently there as the year progresses, given the uncertainty. Secondarily, Sasan, you talked about some of the economic indicators you track for small business. Are you seeing consistency in the U.S. and international, or is maybe one geography stronger than the other right now? Thank you.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Yeah, absolutely. Let me start with your macro question on QuickBooks Capital. You know, we have built incredible machine learning capabilities where we literally can control the dial of which customers, capacity for customers on a daily basis. You know, QuickBooks Capital is very important for our customers, and it is not a material sort of revenue driver for the company.

[Sasan Goodarzi, Chairman and CEO at Intuit]

It is, however, essential as part of our overall platform. I think that what I would say is we're very good and have been very good, and I think it's been proven, especially during the COVID times, to be able to adjust the dial so that we offer capital only to those that we can see can pay it back.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Remember, the loans that we typically give could be from 30 days to six months. There's a ceiling for all of these loans. We feel very good about the macro environment impact and how we manage our QuickBooks Capital within that context. I think we've proven that during COVID. The second element of your question, I would love to sort of parse it out in two ways.

[Sasan Goodarzi, Chairman and CEO at Intuit]

One is, even in the U.S., there are sectors within small business. Remember, we're very diversified in the small businesses that we serve. There are segments within small businesses that have gotten hit hard. Those that focus on auto sales, those that focus on financial services, those that focus on real estate.

[Sasan Goodarzi, Chairman and CEO at Intuit]

Some of their revenues are down 10% to 15%. You don't really see that in our results because we're very, very diversified. You know, we're not, no one, you know, sector can really impact our overall results. That's in context of the globe, but it's also in context of the U.S. Not every sector is created equal. Some sectors are hit hard, the ones that I just mentioned.

[Sasan Goodarzi, Chairman and CEO at Intuit]

I would say U.S. has been the strongest, followed by Canada, and the ones that have been hit the hardest has been U.K., Australia, and France. And again, we're not, we've not assumed any of this in our guidance, but our hope is those will over time begin to bounce back. We've not seen the bounce back yet, but they've been hit, harder than the U.S.

[Daniel Jester, Managing Director at BMO Capital Markets]

Thank you very much.

[Sasan Goodarzi, Chairman and CEO at Intuit]

You're very welcome. I think that was the last question. Maybe I can bring us to a close by saying thank you for all of your wonderful questions, and be safe. We look forward to seeing all of you for our second quarter earnings results. Until then, be safe. Thank you, everybody. Bye-bye.

[Operator]

Goodbye. Ladies and gentlemen, this concludes today's conference. Thank you all for joining. You may now disconnect.

Participants

Executives

• Kim Watkins, VP of Investor Relations
• Michelle Clatterbuck, EVP and CFO
• Sasan Goodarzi, Chairman and CEO

Analysts

• Allan Wasylkiw, Equity Research Analyst at Wolfe Research
• Brad Sills, Managing Director and Senior Research Analyst at Bank of America Securities
• Brad Zelnick, Managing Director and Senior US Software Analyst at Deutsche Bank
• Daniel Jester, Managing Director at BMO Capital Markets
• Kash Rangan, Managing Director and Senior Equity Analyst at Goldman Sachs
• Keith Weiss, Managing Director and Head of U.S. Software Research at Morgan Stanley
• Kirk Materne, Senior Managing Director at Evercore
• Raimo Lenschow, Managing Director and Senior Equity Research Analyst at Barclays
• Scott Schneeberger, Managing Director and Senior Analyst at Oppenheimer & Co. Inc.
• Siti Panigrahi, Managing Director and Senior Equity Research Analyst at Mizuho Securities USA
• Steven Enders, Director of Equity Research Analyst at Citigroup Inc.