One 97 Communications Limited (PAYTM) Q4 2026 Earnings Call Transcript

Good morning, everyone. Thank you for joining, and welcome to Paytm's earnings call to discuss our financial results for the quarter and year ending March 31st, 2026. We will start our call with Q&A after introduction to the management. From Paytm's management, we have with us Mr. Vijay Shekhar Sharma, founder and CEO, Mr. Madhur Diora, president and group CFO, and Mr. Anurj Mittal, SAP Investor Relations. A few standard announcements before we begin. The information to be presented and discussed here should not be recorded, reproduced, or distributed in any manner. Some statements will today may be forward-looking in nature. Actual events may differ materially from those anticipated in such forward-looking statements. Finally, this earnings call is scheduled for 45 minutes. A replay of this earnings call and transcript will be made available on the company's website subsequently. If you seek to ask a question, kindly utilize the raised hand feature on your Zoom dashboard. Please ensure that your name is visible as your name, last name, followed by your company name for us to be able to identify you. We will unmute your line and take questions in the respective sequence of the raised hands. I would request if all folks can limit their questions to two. We will start our Q&A now. I'm just waiting for the queue to line up.

There is a queue.

Hi, good morning. Thank you for joining us early in the morning. And like I'll say it all the time, you may not switch on the video because I understand this is early in the morning. That's very much fine. Keeping in the tradition, we are on the switch-on video, and at the same point of time, this time, we changed the earning release. We tried to make it crisper. We tried to make it simpler. We tried to bring about what is important and our communication style to tune a little more about how we believe that it should be read. So I'm sure you will have feedback, love to get the feedback, and we will tune accordingly. I hope you like the one right now. With me is Madhuri here, and we can start. Thank you.

Thanks, Vijay. The first question will be from Mr. Manish Udukia from Goldman Sachs. Manish, you may unmute your line and please ask a question.

Hi, Manish, you can talk now.

I think we're facing some technical difficulty. Please allow us. Okay, Manish is here.

Hi, good morning. Thank you. Sorry it took me a while to get in the room. Morning, Vijay. Morning, others. Good to see you, and thank you for taking my questions. First one, maybe just on the guidance, a bit more color on the revenue growth acceleration that you've talked about in fiscal 27. Now, I understand that, you know, F26, you had double-digit decline in your marketing services revenue growth. So, how much of the guidance acceleration in F27 is just a function of marketing services revenue growth recovering versus you probably also seeing an acceleration in revenue growth across payments and financial services? And maybe a related question also on the EBITDA margins. I know in the past you've talked about medium-term aspirational margin of 15% to 20% EBITDA, and you have ended the year at about 6% with very strong expansion. Qualitatively, how far away are we from getting to that 15%, 20% EBITDA margin number? That's my first set of questions, please.

We should talk about marketing services. Marketing services and cloud and commerce, if you remember, all this combined called marketing services This is because we help small merchants, large merchants about making sure they get from checkout to check-in. I mean, we call these services that once the customer is checking out on the shop or counter or online, the customer comes back. Thanks to AI agents, this is the area of focus for us in the next 12 months. And let's see how we do it. I do believe that it is an extraordinary big opportunity considering we've been able to take care of our core payment and financial services. So it was rather about choose what is your mode, head down, execute And then extend towards the next slide. If you read the intent in our AI page, it is hinting towards that.

But just to add, I think the overall acceleration given payments is about 55% of the revenue and financial services is about 30% of the revenue. To answer, I think the short answer to your question is it is across the board. We are seeing strong tailwinds and payments, both in offline merchants as well as online merchants, which obviously has a full license now and is adding new customers and so on. And we are also seeing very good growth in financial services. As we have mentioned before, merchant loans continues to be solid, and we are now seeing recovery in personal loan and market share growth in wealth. So, in addition to what Vijay said about marketing services and sort of crux to your question, yes, we expect that to be a contributor going forward. It has been a bit of a drag last year, but we think the growth will be across the board. And on EBITDA, we will maintain about two and a half to three years from now that we should be able to get to those sorts of EBITDA options.

Very clear. Thank you, Madhavan Vijay. Maybe second question on financial services, which you touched upon in the earlier question. And I know you've stopped giving out dispersal number, but from the postpaid launch that you made earlier, if you can just talk about the traction this time versus the earlier postpaid, is the traction in terms of ramp up of the product scale or dispersal tracking better or similar versus the last iteration? Any differences in consumer traction? That'd be great.

Yeah, Manish, better than last time, classic internet dissemination or diffusion of services style, it took X number of times. This is taking X by a significant large number of times. So, I mean, I'm really happy. We will not give disbursements. I think this mis-pushes us towards as if we are a credit-issuing entity, which we are not. So, we are a pure technology platform which helps different people disbursements. This is the nearest most adjacent product to our payment. And I think it is doing phenomenally well. I'm not usually going to say it is doing well. I'm going to use the word phenomenally well. And I'm very happy about it that on the back of it, our personal loan disbursements in last month, I mean, this will show up in the next quarter, have started showing up. I mean, we have started to go back to, if you read a particular text of personal loan disbursement, it is not that we are any more measured about or limited about it. It is rather going next level.

And just to remind everyone, this is a classic compounding business because our sign-ups are very strong and repeat rates are very strong. So it just sort of compounds upwards as you sort of just go through time. So we're seeing that sort of compounding traction and is significantly faster, as you can imagine, from the first time we started the post-bit journey.

Sure. Just a quick clarification on that one. And I know you don't give dispersals, but I recall last time when you used to give dispersals, the peak of the dispersal for postpaid was about 9,000 crores a quarter. And given that you're saying that the ramp up is actually faster, no reason why you should not get to the number at some point in time in the foreseeable future. I mean, would that be a fair statement? No comments towards any guidance or hint of it. All right, great. I tried. Maybe just last question before I just jump back in the queue. PPBL ban, I know it's an associate for you. You don't have any management control there. But in terms of just any early impact on your listed entity, OCL, just because you share a common brand in terms of consumer or merchant acquisition or churn, and what does that mean now from your own wallet or prepaid instrument application to the RBI and the outlook for that? That's my last question. Thank you.

I think no impacts. We did it in press release on the system, and we remain committed. And wallet license?

No, we remain committed. Okay. Sure. Thank you, Vijay Madhur. All the best, and thanks for taking my questions.

Thanks, Manish. The next question we'll take from Mr. Sachin Salgankar from BOFA, followed by Pranav Kshatriya from MK. Sachin, you may please go ahead.

Thanks, Anandita. Good morning, management. First question, generally a follow-up, you know, when we look about growth accelerating in FI27, there are multiple other small businesses which are yet to scale up, wealth management, brokerage, you know, insurance, even on the personal loan basis. Any color in terms of, you know, I mean, should we see a good amount of acceleration coming from these businesses scaling up? Or it's the existing merchant loan business, soundbox, as well as the core payments business, which will help accelerate the growth? In a very simplistic manner, you know, I mean, should the core business show acceleration of growth? Or, you know, should we see a combination of both, actually?

So, first of all, the business model is straight and simple that we acquire customers using payments, and we cross-sell financial services. We've done good in credit. We definitely are right now focused on wealth, or wealth of securities, brokerage, whatever the line item that we want to call combined into one wealth item. It is critical for us to make it a third leg of growth. It is. It may not, and I've said it in the last earning call, that we want to see ourselves in top five sooner than later. And that remains a focus area individually for me also. In other words, I'm saying that payment has to scale because that is the TAM. So there is no alternate to that. We will keep investing. If you notice, we have very clearly articulated the amount of invested in expansion, amount in creation. So our cost optimization is rather about creation of the product and platform of payments because the cost is much lesser in that and continue to reduce. But the attention is more about expanding that platform to a dramatically large enough optimum TAM. A dramatic large from today, optimum, because we don't want to acquire everyone. That is what I'm using. So it is an obligation. And right now, we are so happy seeing the monetization cycles showing up that that is the primary opportunity of it. In fact, over the period, PDM could be looked at as a payment platform that monetized in financial services so well.

But, Sachin, the message you should take away is it is more or less across the board. Our large established businesses, we see huge opportunity ahead. We love our merchants, online and offline. Last year, online had a headwind that we did not have permission to onboard new customers for about half the year. That's lifted. We're seeing good traction there. Offline, obviously, there's huge market opportunities still ahead. I know that's a very popularly asked question, which is, hey, you have added X number of merchants. Do you still see growth ahead? Absolutely. We are seeing market expansion and we're seeing market share growth. So that's going really well. So that's one bucket of large established overall profitable businesses. The second bucket is businesses which had scaled but had some headwinds in the last couple of years. So advertising because of our MTU went app revamp, had a headwind. Personal loans had a headwind because of credit cycle. A lot of that is turning into tailwinds from a slightly lower. And then the third one, like Vijay said, is where's the third pillar? And the third pillar we think is in wealth. And there, I would characterize that as a slightly different business where we are younger and have low market share with great opportunity to increase market share and these are proven businesses. So that's why retail broking, if you will, gets filtered to the top. So those are sort of the three legs of revenue growth, and we're quite excited about each one of those three buckets.

Great. Thanks for the detailed answer. My next question is a statement you mentioned in your shareholders letter that you're looking to keep some dry powder for selective inorganic action. Now, on a really big-picture basis, how could we think about this? Any specific areas in the current business you are looking to focus on? Is it more on international lines, or is it any kind of a new opportunity which is going to open, given the fact that AI could open up doors for new businesses as well?

Yeah, any new investment, only in AI. Any new investment, only in AI.

Oh, only in AI. Okay. And, you know, Vijay, when we talk about AI, is it something which is going to help the existing businesses, or it could be a completely new line of business, actually?

No, it's primarily the same customer, same merchant, primarily making their life better. Like I told last Manish's question, that we believe there will be a significant amount of opportunity for us to create aliens and so on.

Got it. And lastly, just a bit of a follow-up on this RBI thing. What kind of further permissions licenses are we expecting from RBI? One is Wallet, which is largely known, but beyond Wallet, is there anything which is pending, per se, from an RBI point of view, where you guys have applied? No. And Vijay, any timeline when we could expect the Wallet license?

I'd rather put it down and execute. There is so much on the plate and table that I would say that ambiguity is behind us.

Okay, great. Thanks and all the best.

Thanks, Sachin. We'll take the next question from Pranav Shatria from MK, followed by Vijit Jain from Siti. Pranav, please go ahead.

My first question is, you know, regarding the higher promotional and cashback incentives. So we've seen this expense going up quarter on quarter, but, you know, correspondingly, we've not really seen any jump in the marketing services. I understand this is a seasonally lean for marketing services, but there is no increase in the MTU as well. So how should we see this, you know, trending and what is the, you know, timeline for it to give outcome?

I think it is the marketing services where you sort of expect, let's say, our commerce line items to do a good job. But it is going in expansion and cleanup of our existing customers trying towards other services beyond just marketing services. For example, there is digital gold on our platform. There is an element of discount gift vouchers. We believe that strengthening the mode of customers and locking in on our platform is a first priority, which is what the payment score job is. And we do acquire customers. I mean, it's a two-choice, two-put, that we can continue to acquire an incremental, lower-cost customer who is not in the ecosystem. And the cost of that is that you will not have large users because the new incremental customer left in the ecosystem is a very low-tranec thing or low-value customer, if you will. So we are trying to acquire high-quality, good-quality customers. So the increase in spend will consistently go up, but it will not go up in the ratio of what you could just recklessly spend. So, we have been measured and we remain measured in spending, but at the same point of time, we are conscious about what kind of quality of customer are we getting and what purpose the customer is coming. So, these things go through quarter-on-quarter measurements and recalibrations. At the same point of time, I'm committing this once again, that we will continue to spend it, not more than what the ratios have been right now, like we have always said it. So, it is not an incremental exercise spend at all, first of all. It is within the guidance we have given. At the same point, the usage of this money will continue to calibrate towards which service is what we continue to do it.

Just a couple of tactical things to just contextualize. One is you have to look at it sort of like marketing expenses and cashback together because some of those are decisions that the teams make in terms of where they want to spend their marketing dollars. The second is while the MTU number may not reflect all the impact of the spend, But if you look at our engagement, that has gone up dramatically. So, the market share growth that you're seeing is far exceeding, if you will, MDU growth to underline the point that Vijay mentioned about quality of customers and engagement of customers. And take a step back, if we were to break our business into consumer side and merchant side, we have had the best quarter from a profitability standpoint on the consumer side in the last eight quarters. So, it is flowing down to the bottom line despite these additional spends.

Okay, fantastic. My second question is regarding indirect cost. So, you know, typically Q1 will have, you know, higher employee costs on account of appraisals and salary hikes. So how should it trend from here on? Should we expect that to remain in current, you know, 1150 thereabouts or it can be significantly higher than that?

So there are quarter and quarter changes, particularly including the impact of appraisals. But if we look outwards towards the next year, we do think that, like we have said, this will grow significantly lower than revenue and contribution profit growth and continued operating leverage as a result of that. And the second point I'd make is that we still see efficiencies in various parts of the organization due to use of AI.

Okay, excellent. From my side, I'll get back in queue. Thank you so much. Thanks, Shala. Thank you.

The next question is from Vijit Jain from Citi, followed by Jain Karote from Access Capital.

Yeah, hi. Thank you. Can you hear me? Yeah, hi. Thank you. My first question is, you know...

Oh, he's going to rejoin webinar as a panelist. Maybe had someone else. I think I... Hi, can you hear me now?

Yes. Yeah, sorry, I think. Yeah. So my first question is on net payment margins. Good to see, you know, nine basis point overall. You've said that it's remained above four basis point despite the PIDF subsidies and on going away. Looking ahead, you know, what would you call the major drivers for it continuing to go up? I know you have various streams, merchant fees, instant settlement. I don't know if you're deploying working capital towards instant settlement. And then, of course, you have UPI credit and EMI. So I just wanted to get your sense on all three or four different drivers, where you still think there is decent upside. And how do you get those upsides? Are these going to be more push driven or just organically will happen?

I think there's a whole bunch of smaller factors, but the two major factors, especially when we think about payment processing margin, which is what we have said is higher than 4 pips, the two major factors are our product improvements giving us the luxury of having pricing discipline. So, we have talked about pricing discipline in the presentation, but the underlying piece is that our product keeps getting better and better, and as a result, customers, merchants, in this case, are seeing more value in our product. And the second is just a shift in the industry, which is credit instruments being on UPI rails and growing at a much faster pace than overall 3MP. So we talked about credit card on UPI before. Obviously, Payt and Postpaid is starting to be a contributor as well, and still relatively smaller compared to a couple of years ago, but becoming a contributor as well. And if you can have even a small percentage of your GDP giving you 20, 30, 40 BIPs of margin, then obviously it does change the overall mix significantly.

Got it. So, Madhu, safe to say there are plenty of upside drivers to those core net payment margins, right? From what is right now greater than four basis. Got it. Thank you. And then specifically on some of these, you know, a lot of your merchants are obviously in the, you know, long tail mid market side of things. And I would imagine, you know, things like I think, settling the balances faster and so on and so forth, is potentially more useful thing to those kinds of merchants than to larger merchants. Is that a product that has a lot of success and adoption from merchants? I just want to get a sense of, you know, whether you see more avenues for where you could deploy your capital. It gets you some fees and is, you know, useful to your merchants as well.

We do agree with settlement as a product. It's a good product. It's an industry product. We do it.

Got it. The next question I had was on Paytm money. So, in general, are there any product investments that you still need to do within Paytm Money to kind of make the proposition more compelling to heavy users, traders versus, say, investors? I'm just trying to get a sense of whether there are gaps there. Short answer, dramatic more.

I mean, obviously, the AI is changing everything, my friend. I mean, the agents will show up that will do trading. Agents will take care of your portfolio readjustment. Agents will show up, the trading strategy of yours will be reviewed. Agents will create optional change for you. Agents will create scalper. I mean, there is, I would rather say I feel lucky that we did not dump a lot of money earlier because in the AI world, everything resets. So we see it as an opportunity of bringing some product that is materially metaphor from now to 2030. I mean, the point is what got created in 2020 is not going to work in 2030. That I can like it. So anybody who's not investing is an opportunity for us, that person's customers.

Got it. And Vijay, so just sticking to that point a little bit more, so what you're talking about is consumer-facing experience of how you trade. Is there anything on the back end also that you need to invest in to be able to serve?

I mean, consumer-facing is, rather, consumer-facing is going to get easier because you will not tap, tap, tap, tap, tap. So everything is a back end investment. I mean, everything is It's the core investment machine. Anything that shows up in the front, it is only as good as it is in the back.

Understood. My last question, any comments on how Paytm check-in has done since you've launched it? I think it's been a few quarters.

So Vijay, this is our DIP test that how Indian consumers are okay for an interface that is chat interface, agent interface, completely agent. So it's our perfect experiment to look at it, and we picked up a different brand name so that people don't perceive that, okay, this has got popped out or something. It is a completely agentic approach towards consumer interfaces. I see agentic interface as a rejuvenated new opportunity for Paytm to gain consumer shares in dramatic number of categories. And this is our experiment category.

Good to hear. Thank you.

One side note. You will be shocked. The funnel conversion on agent take, when a customer starts, typically it is 2 or 3% in a funnel that starts where the commitment is, the customer can be browsed but funnel converts, meaning 100 people if they are searching, it goes 2 or 3% in a good scenario, a good product. Company would do that. I mean, it's 7 or 8 times more than that, my friends. Seven or eight times more, it is 700% better funnel because of agentic. I mean, boom.

So people go closer to transactions?

No, they complete more. Seven times more people complete the funnel in agentic workflow than a tap workflow.

Oh, okay. Good to hear. Yeah. Thank you so much. Best of luck for FF27. Thank you.

We'll take the next question from Jaya from Active Capital. Followed by Kaushik Agarwal. Jayant, you may go ahead.

Oh, I think it forces people if I add them. So I got it.

Hi, Jayant.

No, no, I just made him a panelist. And because you can get someone else. Am I already? Yeah, yeah, you are.

I don't know how you got promoted to panelist. Anyways, congratulations for great performance on financial services, guys. First question was on the payments piece. I see you have done a very strong growth over there. If I see this quarter versus last year, fourth quarter, both your GMV is up 27% and the margins are moving from that's more than three to more than four basis points. That actually throws up a very high growth number on the payment processing margins, more like 50-60%. Is this a real number or are we missing something? I mean, that is quite high growth in payment.

Sir, just to be clear, our guidance earlier was greater than 3, which is not to say that we were exactly at 3, but the math that you're doing while they're tested for that number is correct. Our payment processing margin has been very strong.

Great. Now, unfortunately, what that implies is that subscription revenue has not grown at all by OI. And this is despite us adding 27 lakh devices, which is 22% on our base. Is that because a lot of these would have gone for PIDF linked devices? And then, of course, how do we think about this? Without any price hike, it means the device addition is not fully translating to revenue growth.

So it is the case that PIDF has an impact, and it is also the case that without adjusting for that, the device subscription per device overall is slightly lower. But we do see this as a very good funnel to merchant lending. So what we look at internally is payback periods at a very, very detailed cohort level. And those payback periods are improving significantly. And part of that is also because we are getting more efficient at acquiring customers and our CapEx per device, as well as retention of merchants.

But does that mean, because we have two strong pillars in the net payment revenues, does that mean that essentially looking ahead, it's going to be largely net payment processing margin that's going to do the heavy lifting on this revenue line item?

It is the case that payment processing margin is growing faster. And partly because payment processing margin is growing faster, but combined with the fact that our lending penetration is going up, we are okay to make a little bit less money on device subscription per merchant.

Great. And just one follow-up on that only, that the credit card on UPI growth, I mean, you've seen the whole industry credit card growth is just cratered right now to single digit. And generally, what we've been observing is credit card on UPI moves 2x of that number, roughly. So that has been like 30% when industry was at 15. Now that industry is down to 7 to 10, are you observing similar moderation from that 30 or 20%? And then, of course, the worry is our GMV growth then moves in sync with credit card on rupee UPI. And then how does the margin expansion happen?

What you're saying logically should have some impact, but I don't think we're seeing anything noticeable there. I mean, I would point out that credit card on UPI is a very small, very, very small percentage of overall credit card.

But one thing we can tell that our credit card on the UPI percentage is more than the standard bank account payment percentage. That tells that we have a higher quality customers on our app.

So definitely, that has been giving a very good margin improvement for us, right?

Yeah, our margin improvement is rather about, because we have a high quality, I mean, PTM has been ever since, and all these events have still made the customers retain, means they are long and old customers, And that means that they are high quality, which extends towards creditworthiness, which extends towards their credit card usage. Our credit card usage is more than the market share and order of magnitude. Once again, I mean, that is why our JV growth has been higher, because if you notice, the same number of MPUs didn't grow, but usage grew because the product became better, product became better for the customers who are better quality customers. So we talk about product quality, customer quality, not just the volume.

Great. And lastly, on costs and margin, we are guiding for more than 22% growth. And if I'm correct, now contribution margins, we should expect between 55 to 60, but maybe more 55 to rather than 60, what was happening because of the PIDF impact. So that I mean, and then indirect costs I'm seeing after a great performance for eight quarters is rightfully so you're investing in growth is picking up. So does that mean that from here on the journey is going to be incremental rather than what we saw last year? If you see Q4 versus Q3, registered EBITDA growth is a decent 30 crore. But does it mean we should look at something more linear now than the exponential numbers that we saw through last year?

I assume you're talking about EBITDA margin, like we said in writing. We do expect significant operating leverage going forward, because logically the math that you were doing, if we have a revenue growth acceleration, which you are confident of, and indirect expenses growing significantly lower, then just the math is just embedded in that, that you would see significant operating leverage going forward.

I was just talking about the journey, Madhur. Is it going to be up-fronted or should we now think of this to be slightly more back-ended?

I don't want to get into quarter-on-quarter, but if we are sitting here a year from now, we're confident that we'll look back and say there was significant operating leverage and EBITDA margin expansion as a result.

Great. Thanks and congratulations once again for a great sake of this. Thank you, Shant.

Thanks, Jen. We'll take the next question from Kaushik Garbal, followed by Rahul Jain from Dollar Capital. Kaushik, can you go ahead, please? Kaushik, you are on mute, if you can unmute your line.

Rahul, you can. Rahul, go ahead. You can ask us the question.

Yeah.

Yeah. Hi. Thanks for the opportunity. Firstly, we have highlighted about the investment we intend to do on the cashback side. Can you highlight some of the consumer use cases? And also from a run rate point of view, do we see a meaningful increase from the exit of 1 billion odd we invested in this quarter?

Can you just go to the first question again? I'm quite cashed.

Yeah, the cashback investment that we want to do, are there any specific areas where we are trying to, because we highlighted there are high margin segments that we would like to invest?

Yeah, so Vijay, I think you sort of already touched upon this. Our digital gold is one of those categories, which is covered in financial services, just as a housekeeping point. And there are several use cases on the marketing services, particularly travel, where we see good ROI on investments. And then there's also always a chunk of investment that goes into ensuring that you're building more engagement and more retention of customers.

Surely. And on the sales headcount side, do we see some more optimization to happen since the sunset on the PIDF scheme?

I think it's a combination of sales optimization as well as subscription revenue per device optimization. We had said last quarter, end of January, that we'll be able to significantly offset it over the next few quarters. And our Q4, and I think it was in response to a question, was that we would be able to offset 30% to 40%. So I'm pleased to report that we did achieve that. And we are confident that over time, we'll be able to significantly achieve a near full offset. And some of that will show up in sales cost impact. Sure.

And just lastly, of course, people have tried asking this on the AI investments. Would this could be also in line of creating a captive data center for more data inferencing, or this could be purely from an M&A point of view?

No, you know, there is nothing like, we don't have a CapEx plan on AI. I mean, there is enough amount of CapEx that US big guys are doing, and we don't think that we have a game in that yet. We do believe there is an opportunity for us to invest in AI, equal to like saying, let's say we are using agents for our customers, we can rent somewhere in a data center, we can rent, let's say, in medias, and then run our own model on top of it, that kind of investment. Investment is attention and effort, not just capital. We don't have a material capital investment plan right now on the table or in plan.

Thank you. Those were my questions. Thank you.

Thank you. We will take the next question from Harshit from Preanji, followed by Sachin Dixit from JM Financial. Harshit, you may please unmute your line and go ahead.

Hi, Vijay. Hi, Madhur. So, the question was more to get some sense of our merchant ecosystem base. So, Vijay, I think the point was that probably we are lending to a segment where they are okay to borrow at that 25-30% rough IRR for them. Now, and probably, Vijay, I know that you guys don't give the disbursement number, but some sort of back calculations, etc., whatever that I don't know what number is, but the number is, even if I take a 40,000, 50,000 crore of annual run rate, we would be a large part of that market itself, the addressable market. Now, so, we just want to get a sense that our payment service or financial distribution revenue growth from here on, will it be driven by the consumer loan products incrementally? And in case of merchants, do you envisage a situation that probably it's the lower yielding segment where we'll have to move to expand to maintain this growth run rate? So broadly, some color on the merchant profile and probably your market share within the, whatever you guys think as the addressable market share, market for this range of merchant lending.

The best part is that we don't own the book. So everybody who wants to serve this customer is our potential partner, including banks or anybody else if you want to acknowledge that. So we don't have a market share problem because we own certain book versus somebody else owns certain book. They go to the current lenders who are interested in the lender. We become the channel. Now, the most logical captive customer of the customer, our merchant, where we are capturing everyday payment flow, is us, most logical. Anybody else can also do it, but most logical is us. On our customer base, we are penetrated less than 5% or 5.5% right now. On merchant base, about 7%. About 7% and that too based on subscription merchant denominator. Remember, the person who has a selection bias or paying a subscription, we are talking 7% penetration. Obviously, there is a large number of merchant base. Otherwise, beyond that, we fundamentally...

My point on competition when I asked was more from the distribution itself that, for example, many other players will also have access to that customer over time, if not today. And the engagement, everyone will try to increase their engagement. So competition as a distribution partner is what I was trying to understand rather than from the lender's point of view.

All right. So the merchant, who is our merchant, if that merchant reflects from us as a payment merchant, we don't think that we would be in a superior state or somebody who does not have that merchant will have a superior state of distributing. So it's a counter-shave kind of question, as you know, Harshit, that if you, so there are two kinds of merchant, exclusive to us or non-exclusive to us, only that. In a non-exclusive case, if we are getting a lesser data, we anyways are not going to help him get loan unless we have a larger enough payment flow data that we are able to partner with our lender. Lender believes that, yes, this is good enough. I would like to extend the loan. We don't, I mean, we don't have, again, much more to do but to retain a payment purchase and do a good job of distributing and collecting.

And if I may just expand the question a little bit, just to the building blocks of this. So one is we have the core product of merchant loan, which you described as to smaller merchants, smaller ticket size. We've been doing it for six years really, really well. And there, as Vijay said, we have about 7% penetration, so huge room to expand that. The second is a TAM expansion story, which I think you touched about a little bit, Harshit, on the merchant loan product. That we do have types of merchants who may not find our current products or the products that we had in FY26 suitable. So those could be larger ticket size loans, for example, where, like we just said, because we partner with lenders and if lenders want to distribute such loans to them, then we are a logical partner for that. So that's the merchant loan story. And slightly more broadly, we expect things like wealth and personal loans to be a much bigger contributor next year than before. So what we're excited about in this financial services line is that there are multiple drivers of growth next year, which are quite visible.

Got it. Perfect. Done. Thanks a lot. Thanks, Rosh. Thank you.

Thanks. We will take the next question from Piran, engineer from CLSA, followed by Sachin Dikshar Jain Financial, if that's okay. Piran, can you go ahead?

Yeah, hi. Hi, good morning, guys. Congrats on the quarter. Just firstly, on the retail broking thing, you touched upon using AI to sort of grow that business. But firstly, are we targeting customers who don't have a broking account or are we going after everyone? Because I'm assuming that out of your 7-8 crore active customers, a lot would already be broken with one of the incumbent platforms, right? So, how are we thinking about that?

We add on both sides. We add customers from both sides. We are net churned in our own from other platforms, and we get new customers. But then, Vijay, what's that? New customers mostly, new are mostly towards mutual fund and SIP creations and typically it may be called churn from other platform or customers are okay to have multiple accounts.

But then what's our value proposition for the core FNO kind of traders versus say a zerodha or a gross platform? See, also, I get a sense, analysts are not allowed to trade, but most traders want to be in charge of their trading, right? They probably don't want an AI agent to recommend, etc. So, I'm not too sure how that strategy will help the core S&O traders.

When we launch the product, you'll get to see it. I mean, there's nothing more about it. I mean, it's nothing better to say than when it gets launched. I mean, there is no secret spice. I'm going to say something. It's very visible to everybody. I see it as writing on the wall. I see it as everybody knows that what impact of AI and addition of AI will do with the product for any segment that you want. It's as normal as that.

And we will not indulge in price discounting, etc., right? To gain share there.

So, always remember, Kiran, our customer equation is payments. This is our monetization layer.

Which means that we are okay giving it slightly cheaper. Like if Zerodha is doing 20 bucks a trade.

I don't think this is a price question yet. I mean, you're going now, probably, the time when we are competing with anybody else on the price. You see our pricing. We don't think the price is a value. We believe product is a value. Pricing is like commodity any which way for anyone to buy.

Okay, fair.

Those who discount their product, they feel that is the value of their product.

Fair, okay. Just secondly, a data keeping question. This quarter and last quarter, what is the proportion of DLG in our merchant loan disbursements?

The proportion of DLG is broadly flat, maybe slightly higher. As in, the proportion of loans that come with DLG is probably slightly higher. The amount of DLG is flattish.

Should I take it at 20-25% or a bit higher than that?

I don't think we've guided that before, and it's not a metric that, honestly, we try to sort of keep within certain card rails or target a certain number. So rather not get it out.

Got it. Okay. And just lastly, can you give us some color on online versus offline growth on the merchant processing side?

Online, I'd say we've started to grow the GMV. We've started to farm the account better, and we obviously started to add new customers. So, I would rather say that online has a bigger opportunity now, considering there are D2C brands, there are offline people going online, than we envisaged a year back. That I can say. So, we will address and are addressing it accordingly in that approach.

And Vijay, what proportion of our merchant GMB would it be now? I understand it's small, but like single digits small or?

No, I mean, I'm sorry. We are a very significant player in online merchants despite the fact that until last year, we were not really adding new customers for greater than three years, right? So we're very significant player there. It is very meaningful double digits, GMB, so it's not single digits in all. So I won't dispel that. We don't really look at it as a percent of total because they have independent growth drivers. There's huge now hunting opportunities as well as farming opportunities in online merchants while maintaining pricing discipline. And in the offline merchant base, we have a very large enterprise business, as we have talked about before, which is independently profitable. And then we have the SMB business, as we call it, which has investments, because that is very sales team heavy, but then it also is the target market, primarily for our merchant loan business. So, these three things have sort of independent growth drivers and run by very, very strong management teams in each case, and they march ahead. There is a common issue that there are certain merchants who benefit from omni-channel solutions. So, that sort of overrides, and that's a sort of collaboration between the teams, but they're largely sort of independent operations.

Got it. Okay, yeah, that's it from mine. Thanks and all the best.

Thank you. We'll take the next question from Sachin Dixit from JM Financial, followed by the last question of the day from Alok Sripastar from UPS. Sachin, you may go ahead.

Thanks, Anand. Hi, Vijayan. On the question side, my first question was on basically monetization of some of the AI products. I do understand it's still early days, but can you talk about anything that we are seeing on the, especially on the sound box with AI capabilities part or any other products where you are actually seeing some monetization benefits also creeping up already?

Yeah, so classically, marketing, which we used to give them tools, now we are asking them to do it through agents. So we believe that merchants will be able to do it easier because agents will do the necessary job of workflow taking care versus, let's say, we are giving certain marketing products. So that is the kind of approach that we are taking. So the product line item still will remain the same, and it will become better as a penetration and usage because we are using AI or allowing merchant to use or customer to use AI.

So, sorry, Vijay, if I understand it right, monetization is users linked, is it?

Monetization is, let's say, I'm saying the customer that you can use us for acquiring or retaining customers. So, the person may be, we may charge subscription plus usage or only the usage so that the person does more usage. So, approach will be somebody wants to reach out, make an outreach to their customers. We can give it on a, let's say, you can run an ad on Paytm app. You can run communications through different communication channels to the customers, and then you can get the customer acquisition sorted out through our platforms. So these platforms, monetizations, eventually what you're doing, it is a tool to achieve more customers acquired, more customers retained, and repeating or stopping the churn. Now, the customers, our customers, can pay for certain per-consumer basis, platform subscription basis, per-usage basis. We are in the midst of these kind of discussions that which of these land items work for us or work for our customers.

Understood. Understood. Thanks for that. On the second question side, sort of a top-up on Harshit's question as well. Is it possible for you to break down the growth drivers of merchant lending, right? I do understand it's growing almost like high 30s, if not 40s. Going ahead, can you break it down between that maybe the soundbox devices grow at this rate, penetration goes up by this rate, and ticket size or any such things grow at this rate, just to make it more sort of apparent for people like us?

It's a good modeling question.

I think… I have the data so I can share it. So historically, what we have seen is three primary drivers of growth. One is the expansion of the base. The second is the penetration rate. And the third is the increase in ticket size. And each one of these has been broadly similar. So roughly call it 15% give or take on each one of these drivers. And, you know, we can dig into this if you would like to. Now, going forward, for our core business, we think this will probably remain the same, but at an overall level, because as you go for time expansion, you may see that ticket sizes might, on a blended basis, be slightly higher, especially if you are more successful in the slightly higher ticket-sized loans and so on. So if you look at that separately, then the whole business remains intact with those drivers, but there's an opportunity to sort of expand time beyond that.

And where do we see the penetration levels reaching, like the 7-ish percent that you mentioned in terms of merchant lending as a percentage of subscription devices?

Yeah. I mean, it has broadly been going up at 1% a year. So if you think about a year ago, we were broadly at 6%. Now, we're closer to 7%, and that's about a 15% increase that I was talking about earlier.

And the core is about the more aged merchant on the platform, the better the lending partner have a trust and confidence that this person's ability to repay back. Right.

And just to add to that, and this is sort of a logical follow-up to this, is that our engagement with merchants is going up very meaningfully, And that shows up in that GMB data, et cetera, as you would see. And that could mean that the penetration rates start to look a little bit better, the ticket sizes start to look a little bit better, and sort of break out a bit. So those things do happen, and businesses obviously evolve as a result. But it is a very interesting, I think about three quarters ago, we had sort of called out, and we can share that earnings release with you separately, exactly what we have seen over the I understood.

I mean, basically, the method I was trying to do that we effectively can be talking about almost a 40% growth if we look at these three drivers is how I've seen it. Understood. Just one final question and more like a quick response. There has obviously been chatter post that Paytm Payments Bank license thing happening, that Paytm might go for a new license, maybe an NBFC license as well. Any comments, any thoughts on that? That's my last question. Thank you.

We do have a comment on that, and it is in our Q&A at the back of the earnings release. But just to summarize for this audience, one is there are two broad thoughts on that. The short answer is we're not super excited about going for an NBFC license. And the rationale for that is probably two things. One is we really like our model where we stick to what we are uniquely good at, which is distribution, building great technology so that customer merchants can convert better, insights on these merchants, as well as collection abilities. And our partners, and they are very blue-chip partners, are very good at managing capital, managing risk, managing cyclicality, and so on. So we do think this is a win-win partnership, and Paytm does try to be a win-win partner for whoever we partner with across the board. And here, obviously, we're talking about lending. The second point is, to your earlier question, we see the opportunity as absolutely massive. We have a very large payments market. That market is growing, our market share is growing. And that combined with low penetration means that the opportunity in the short to medium term already is very, very large. We do think that logically that loan book should sit on multiple balance sheets, not a single balance sheet, not neither ours nor a single partner's. So, aggregating many, many more balance sheets, we think, helps us achieve our medium-term goals a lot better than trying to anchor it on one balance sheet.

Thanks. Thanks for that, Madhur, and all the rest.

Yeah. I have Mr. Koshyar Girubal asking a question in the chat window, and I'm answering till the time period. Who are you getting?

So, we have the last question from Alok.

Alok, you could unmute yourself and so on, but I'm just answering what is written here, that can you give color around asset quality and lending distribution business and so on. Sir, we are absolutely not in the asset quality business because we do not own the risk or the credit that is disbursed on any book. If ever our commitment is towards FADG, it is completely the decision and ownership of the book that sits with language. So, this question does not sit with us. This is our role. It's like saying, can you tell us what is in Parley's biscuit? And I will say that we are retailers, sir. So, we are the retailers, not the manufacturers, if you will, of this. And then second question you are asking, sir, is that what is a non-MDR-linked payment instrument at GMB? It's very easy. RBI has different kind of data. Our mix of MDR-bearing instruments is growing. That is why net payment margin is growing. And I think...

On question number three, it is the case that we have CapEx, but next year we expect EBITDA to be significantly higher than CapEx. So your observation about last year is correct? 500 floors of EBITDA, but we have capex. Should I take Sandhya's question as well?

Yeah, that's what I'm saying.

Sandhya, on the merchant side, we have three or four drivers of monetization. One, like you mentioned, is subscription. The second is MDR on MDR bearing instruments. So if they're accepting credit cards or credit card on UPI or PTM postpaid, all of those are MDR bearing instruments. And the third, as you pointed out, is merchant logs. So those are the three big drivers of monetization. It is the case that not every merchant may be paying us at least one of the three, but vast, vast majority of merchants do. And at a cohort level, the payback period is always within acceptable bounds.

Yeah. Thank you for asking these questions in the open chat. As you know, we can take those also. And then we have Alok here.

Thank you. Alok, you may unmute your line, please go ahead.

Sure. Yeah, hi, morning, Vijay, morning, Madhur. I just have one question, if you could provide some color on affordability. So, in your earnings release, you have mentioned that it has supported margin. So, just in terms of whatever you are comfortable sharing, in terms of, let's say, GMB, what percent of our machines have affordability enabled, what is the outlook here, value proposition, and so on. Thank you.

I think the one thing I can say is more than half of our machines are enabled and for dispersing EMIs. I don't think that we have GMV numbers by the instrument, but you can be very sure this is in enterprise segment, in long tail segment, both alike. It is light because they want to make affordability as a feature for the customers on the shop. And we continue to aggregate everybody. And aggregation, as you know, is our primary role here. So we continue to agree from as many people.

And we have very very strong partnerships with both brands and banks, who are the other piece of the ecosystem. So there's merchants and there's banks and brands and then there's obviously the consumer and the fifth and roughly greater than half number that Vijay gave for enablement on card machines. That is very significant because not hundred percent of merchants need EMI necessarily, right? So it is limited to Certain categories of merchants, generally those who have higher ticket size transactions. And we're making huge progress in this. We are gaining share because of our focus on this business. And obviously we have talked about the impact on processing margins.

Okay. And fair to say, Madhul, that this will be largely in electronics, the machine in terms of...

Electronics is an anchor category, but there are many other categories. Healthcare is a category.

CBIT, normal, everything else, beyond electronics, furniture, fashion, even beauty products, even something

like quick commerce which you may not expect does actually have some percentage EMI based transaction. So I'm giving you the contrasting example which might not be super obvious. It wasn't to me until I saw the data of of, you know, where is our EMI volume coming from?

OK, got it. Thanks a lot.

Thank you. Thank you. I'll take a question from Arjun Juneza, who said that any interest in building paid loyalty program on consumer merchandise side for drive data lock-in. We have gold coin-based product, my friend, and it is not paid. It is for everybody who uses more PTM gets more gold coins. Use PTM for every P2P to P2M payments or every other thing. And then the thing is congratulations on good side of numbers. Thank you, sir, eagerly waiting for AI-led agent capabilities tools on PTM. Thank you. Same here.

Thank you. With that, we come to an end of this call. A replay of this earnings call and the transcript will be made available on the company website subsequently. Thank you all for joining. You may now disconnect your lines.

Thank you. Thank you. See you. Bye.