Thank you, Chuck. Hello, everyone.

Thank you for joining us this afternoon, HealthEquity's first quarter fiscal 2027 earnings conference call. My name is Richard Putnam, I do investor relations for HealthEquity, and joining me today are Scott Cutler, President and CEO; Dr.

Steve Neeleman, Vice Chair and founder of the company; and James Lucania, Executive Vice President and CFO. A press release announcing our first quarter financial results was issued after the market closed this afternoon and includes certain non-GAAP financial measures that we will reference.

You can find a copy of today's press release, including reconciliations of these non-GAAP measures with comparable GAAP measures, on our investor relations website, ir.healthequity.com. Our comments and responses to your questions reflect management's view as of today, May 28th, 2026, and will contain forward-looking statements as defined by the SEC, including predictions, expectations, estimates, and other information that might be considered forward-looking.

There are many important factors relating to our business which could affect our results. These forward-looking statements are subject to risk and uncertainties that may cause our actual results to differ materially from statements made here today.

We caution against placing undue reliance on these forward-looking statements, and we encourage you to review the discussion of these factors and other risk that may affect our future results or the market price of our stock as detailed in our latest annual report on Form 10-K and subsequent periodic reports filed with the SEC. We assume no obligation to revise or update these forward-looking statements in light of new information or future events.

With that, let's go over to Scott.

Thank you, Richard, and welcome, everyone. Our first quarter results demonstrate disciplined execution against our mission and the strength of HealthEquity's financial model.

We delivered higher profitability, expanded adjusted EBITDA margin to 46%, and are raising our fiscal 2027 guidance. The execution of our strategy, alongside accelerating growth, is reinforcing confidence in the long-term growth outlook for the business.

That confidence is reflected in our raised fiscal 2027 guidance and disciplined capital allocation, including our decision to increase our share repurchase authorization by $1 billion. Healthcare affordability remains among the biggest financial challenges families face, while rising healthcare costs are driving a structural shift among employers that continues to expand the overall market.

Against that backdrop, this quarter's results reflect our ability to empower healthcare consumers while driving operational leverage and durable growth across the business. HealthEquity is not simply an administrator.

We operate a scaled healthcare financial platform that connects accounts, assets, payments, investing, marketplace, digital engagement, investment advisory capabilities, and service. Our strategy is to make that platform the healthcare financial operating system for members and clients, expanding the value of each relationship while improving efficiency as we scale.

In the quarter, we outpaced industry account growth, grew assets, deepened engagement, and applied technology and AI to improve service speed, strengthen security, and lower cost to serve. At a high level, our growth is driven by two forces working together: growth in accounts and assets, and expansion in lifetime value of each member relationship.

Together, these support durable compounding as accounts mature. Let me start with account growth.

The structural challenge of healthcare affordability continues to support demand for HSAs and healthcare financial solutions. As more costs shift to consumers, employers and members need better ways to prepare for, manage, and pay for healthcare.

We believe this dynamic supports long-term category growth. The HSA remains the entry point to a long-duration financial relationship.

In the first quarter, total HSA assets grew 19%. New HSAs from sales grew 15%, introducing 172,000 new HSAs to our platform.

Importantly, we bent the growth curve with total HSA growth of 8%, outperforming Devenir's reported market growth of 6% for calendar year 2025. We are encouraged by the early momentum in our selling season.

Client retention remains strong, and we continue to see opportunities to win new clients and expand existing relationships. Our data and analytics capabilities are an important differentiator as clients look for ways to improve adoption, increase contributions, and manage healthcare costs over the long term.

While account growth remains an important entry point, it is only one driver of our business. That brings me to engagement.

Members are engaging more deeply as they save, spend, and invest. That engagement expands the value of each relationship over time.

Marketplace is an emerging driver of engagement. Marketplace is helping more than 10,000 members access health-related programs and products.

This month, we expanded into diagnostics and men's health. We expect Marketplace to become an increasingly meaningful contributor to the lifetime value of each member.

On investing, HSA investors grew 18%, and invested assets held by our HSA members grew 38%. With only about 10% of HSAs using the full tax benefits of investing industry-wide, this represents a substantial long-term opportunity.

As a reminder, investors tend to hold larger balances, exhibit higher engagement, have higher average contributions and spending over time. Over the past year, we've significantly expanded digital engagement, with mobile monthly active usage increasing by 90% year-over-year, and in the quarter, over two-thirds of Marketplace transactions occurred through our mobile app, underscoring our long-term strategy to deliver an engaging, secure, and trusted digital experience that meets members where they are.

Together, account growth, asset growth, engagement, Marketplace, and investing support a flywheel that expands value per member and strengthens the durability of our revenue engine. The third part of the story is efficiency.

We're applying technology and AI to improve the member experience, strengthen security, and lower costs to serve. We view AI as an operational amplifier.

In the quarter, AI-driven tools reduced manual handling of member and client service emails by 25%, improving response times and lowering workload. In certain targeted workflows, such as card servicing and claims inquiries, AI-enabled automation reduced manual efforts by more than 90% and accelerated processing times by up to 50%.

AI-enabled self-service and automation contributed to more than 50,000 fewer card-related service center contacts. Fraud remained below target, card acceptance improved, and fraud costs declined nearly 90% compared with the first quarter of last year.

For members, that means fewer calls and faster access; for clients, less administrative complexity; for HealthEquity, a more scalable operating model. As we scale, revenue driven by assets and transaction activity enhances durability and visibility.

As accounts mature, they become more economically meaningful, reducing reliance on new account volumes in any single year. Taken together, these dynamics reflect our evolution beyond administration to a healthcare financial operating system that helps members and clients address healthcare affordability while expanding value per member and improving efficiency over time.

With that, I'll turn it over to Jim to walk through our first quarter financial results, the drivers of our margin expansion, and our raised fiscal 2027 outlook.

Thanks, Scott. Hi, everyone.

I'll review our first quarter 2027 fiscal year GAAP and non-GAAP financial results. Reconciliations of GAAP to non-GAAP measures are included in today's press release.

First quarter revenue increased 7% year-over-year. Service revenue was a record $122.9 million, up 3% year-over-year, supported in part by Marketplace activity.

Custodial revenue grew 11% to a record $174.3 million. Annualized yield on HSA cash was 3.84%, reflecting higher replacement rates, increased participation in enhanced rates, and a one-time breakage fee from a depository partner that exited a custodial cash contract early.

Excluding this one-time revenue, our annualized yield on HSA cash would have been 3.78%. Interchange revenue grew 5% to $57.4 million, reflecting higher member spend and transaction activity.

Gross profit was a record $256.3 million, or 72% of revenue, compared to 68% in the first quarter last year. Service costs included approximately $0.3 million of fraud reimbursements to members, down from approximately $3.2 million in the first quarter last year, reflecting improved fraud prevention and detection capabilities and higher adoption of our secure mobile tools.

Net income was $69.4 million, or 82 cents per diluted share on a GAAP basis. Non-GAAP net income was $105.1 million, or $1.24 per diluted share.

Adjusted EBITDA was $164.5 million, up 17% year-over-year. Adjusted EBITDA was 46% of revenue, compared to 42% in the first quarter last year.

Turning to the balance sheet, we ended the quarter with $265 million in cash, generated $98 million of operating cash flow, and had approximately $943 million of debt outstanding, net of issuance costs. During the quarter, we accelerated our share repurchase program, buying approximately $123 million of our outstanding shares.

This week, the board increased our share repurchase authorization by $1 billion. We expect to remain an active buyer of our shares while the market continues to, in our opinion, undervalue our consistent revenue growth and margin expansion.

Before discussing our raised guidance, I want to briefly address the HSA cash maturity schedule included in today's earnings release. We have $3.2 billion of remaining HSA cash contracts maturing in fiscal 2027, weighted toward the back half of the year.

We also have forward Treasury contracts outstanding that effectively lock in five-year Treasury rates at approximately 3.9% net of costs on $3.5 billion of maturities across fiscal years 2027 through 2029. With current five-year Treasury yields higher than our average locked forward rates, we remind you that the purpose of this program is to reduce volatility and narrow the range of potential outcomes tied to movements in the five-year Treasury benchmark.

Because these forward contracts are tied to future depository contract maturities, we'll have greater visibility into the economics of custodial cash placements into enhanced rates contracts. We'll continue to evaluate additional forward hedges as appropriate.

We now expect average yield on HSA cash will be approximately 3.85% during fiscal 2027. As a reminder, our custodial yield assumptions are based on projected HSA cash deployments and rollovers, schedule of which is contained in today's release, as well as analysis of forward-looking market indicators, such as the secured overnight financing rates and mid-duration Treasury forward curves.

These indicators are subject to change and may not accurately predict future market conditions. Our raised fiscal 2027 guidance reflects the expected carryforward of the trajectories for revenue and margins the remainder of this year, including technology and security investments to drive operational efficiencies, Marketplace adoption and expansion, and reduced volatility of yield placements this year benefiting from our rate lock program.

For fiscal 2027, we now expect revenue between $1.41 and $1.42 billion, GAAP net income of $242 to $248 million, or $2.88 to $2.95 per share, non-GAAP net income of 292 to 200, sorry, $392 to $398 million, or $4.66 and $4.73 per share, based upon an estimated 84 million shares outstanding for the year, adjusted EBITDA between $625 and $633 million. We continue to invest in protecting our members' assets and data while providing them with a remarkable experience.

Our guidance also reflects expected capital allocation activity, including additional share repurchases under the expanded authorization and potential reductions in revolver borrowings during the fiscal year. With continued strong cash flows and revolver availability, we expect to maintain ample capacity for portfolio acquisitions should attractive opportunities become available.

We assume a GAAP and a non-GAAP income tax rate of approximately 25%, and as in prior periods, our fiscal 2027 guidance includes a reconciliation of GAAP to the non-GAAP metrics provided in the earnings release, as definitions of these items are included at the end of the earnings release. In addition, while amortization of acquired intangible assets is being excluded from non-GAAP net income, the revenue generated from those acquired intangible assets is included.

With that, operator, please open the line for questions.

Yes, hi, thanks for taking my questions. First on Marketplace, would just love your thoughts on the strategic reinvestment there, just, I don't know, not to make this a multiple-choice question here, but what's the gating function for you to start investing in sales or marketing to drive Marketplace?

Is it broader app adoption, is it more products within Marketplace, what's the gating function there? Thank you.

There's really no gating function because it's not a channel that's dependent on marketing spend like other e-commerce sites would be. It actually starts with engagement, Stan.

In driving that, we need to get people into the mobile experience. Marketplace is available in mobile and on the portal experience.

We want to drive engagement or monthly active users, and then to be able to expose those members to the Marketplace opportunities. As we look at where we're at, Q4 was just a proof-of-concept on Marketplace.

Q1 was about scaling the foundations, which included expanding the footprint of how visible it is across the interface, enhanced capabilities around MarTech, which is really just marketing to our existing members, and then adding new programs. We added TRT and diagnostics into the Marketplace.

Again, as we look at how that grows over time, it really is how we were converting our active members that are captive to HealthEquity into the Marketplace experience. That really is just again driven by first and foremost getting them into the digital experience.

Got it, that's helpful. For the follow-up, maybe on services, it was nice to see progress on services gross margins.

Obviously, you have some easy comps there versus last year, but excluding those, can you just update us on the progress you're seeing in AI automation and the efficiencies they're unlocking, and maybe how that may progress through the balance of this year? Thank you.

We're really pleased with the progress that we've made around improving our service cost per account, which is really the metric that we're driving across our teams, and we're driving that first and foremost by reducing contacts. Reducing contacts is purely a reflection of the quality of the product experience that we're delivering principally to our members, and making sure that those experiences are seamless and that their ability to get a response can be driven by more self-service and automation.

When we look at the gains that we have experienced over the last year, we're seeing call reductions associated with reduced fraud, call reductions associated with no longer needing your password because you've adopted passkey, automating journeys like replacing a card, checking a balance, and then increasingly more claims automation. Collectively, the reduction of contacts, the automation of those contacts, is what drives efficiencies.

We actually still believe, while we've made great progress year-over-year, that we have so much more to go, and that opportunity is going to continue to be unlocked by more and more of those journeys and those experiences in self-service, in real time, in a digital experience, as well as just improving the overall quality of the service that we provide. Thanks, Stan.

Thank you.

Good afternoon, everyone. Hey, I wanted to kind of stick on the AI scene.

You talked about some of the substantial progress that you've reported as results of AI adoption. I was just curious how this might manifest itself when I'm looking in your statement of cash flows, looking at the software and capitalized software development costs.

Because I guess, Scott, at some point, I would anticipate that this investment phase in AI would yield some savings on the expense side in that area or category.

You mean in tech and dev?

Yes.

Yeah. Okay.

A couple of things. As we introduce more AI into these journeys, we're obviously seeing the cost reduction associated with that.

The offset can be token usage and our use of compute to be able to drive that. Now, while we are seeing that increase of cost associated with token use in our company, we're keeping that within the framework of our percentage of revenue associated with tech and dev, which we believe across all of our lines, sales and marketing, G&A, tech and dev, that we're going to continue to be able to drive operating efficiency even with some of that spend shift happening.

Again, we think of our spend overall within the envelope of tech and dev. I think again speaking to the opportunity, I highlighted in my remarks across journeys that we're automating, we're seeing that manual process or that time to resolve being reduced by 90%.

The effort associated with a member getting resolution, being able to be resolved automatically, seamlessly, self-service. These are significant improvements in the member journey.

I'd say the other two areas that I would highlight where we're barely in the first inning, I'd say first pitch, is really in client integrations. That's kind of that second bucket within the service cost.

Then the back office and claims automation, where we have millions of claims over the course of the year. We're still at the very beginning of that journey introducing AI in those areas.

We're very excited about what we're seeing.

I'm going to pivot for my follow-up question just to the balance sheet and your capital management initiatives, including the stock repurchase. One of the line items I track and pay attention to is the cash and cash equivalents you guys are holding at the company, quarter-to-quarter and year-to-year.

Even as the company's grown both with accounts and revenue and earnings, not seeing a corresponding increase in the demand or the necessary need to hold onto more cash at the HoldCo level to cover a cost. I was wondering maybe if you could sort of bridge the gap on what the cash requirements are.

Maybe they're coming down because of these improved efficiencies, but that's sort of what I wanted to focus on for my second question. Thanks for the answers, by the way.

Yeah. Maybe I can take that one.

Regulated entities are pretty light at HealthEquity. We're not a bank, right?

This massive capital requirement that you'd expect to grow with assets just doesn't exist in the company as it's currently formed. Sure, our trust company has capital requirements, and our registered investment advisor will have some capital requirements, but yeah, you shouldn't think of it like a financial or an insurance company with this massive massive regulatory capital that would grow significantly with scale.

I think in the history, the company has sort of sat with lots of excess cash, and there's less of a need to do so going forward. This is probably the lowest cash number that you've seen in a little bit, but just read into that as a function of we haven't had to drive every last dollar of discipline out of the cash, but have the ability to do so.

Obviously we repurchased more shares than we planned, and that's why we had the flexibility to do that without having to borrow. Thanks, Greg.

Thank you.

Good afternoon and thanks for taking the questions. One for Jim to follow up on Stan's question on this service cost line item here.

It was much better than I think the street expected. Even if you back out about $3 million of fraud from last year, the service costs were down about $6 million year-over-year.

Is there anything that's one-time in the first quarter here, and as we think about the trajectory for the rest of the year, how should we think about taking that $6 million and kind of applying it as an improvement? Is there anything we should contemplate as we think about the improvement you're seeing within that line item?

Thanks. Yeah.

Thanks for that question. If you read the details in the Q, we do highlight one particular area, and whether it's one-time or not, we will see, but relative to what we guided to, our medical claim utilization for our teammates was way down and below our expectations.

We have pushed that beat back out into the forecast. Talking to our outside advisor, talking to our contacts at the various payers, this appears to be a phenomenon seen across the market, and we are not declaring victory on that, right?

I don't have any particular intel that says my 2,800 people are miraculously much healthier than they were three months ago when we had the last medical claims forecast. Just in the service line alone, that was about $2 million of the year-over-year improvement, and that just feels seasonal to me.

Our current expectation is that that cost is going to come back. We pushed that beat back out into the forecast, and, hopefully that proves to be conservative, but nothing has changed in the cost assumptions that the actuaries are telling our corporate clients to expect.

Really interesting.

Then Ourselves included, yeah.

Thanks for that, Jim. Then as a follow-up,

The rest is real year-over-year efficiency, yeah, super strong.

Perfect. Then for my follow-up here around the Marketplace, you mentioned more than 10,000 members utilizing that, which I think could be low millions of revenue.

Can you remind us, is that Marketplace revenue in the guide as of the update here? Thanks.

So

Go ahead, Scott.

Jim, you can speak to the guide. I can

That exit rate is reflected in our outlook now. Then Scott can speak to the rest of that question.

Allen, when we look at that, we've crossed over well over 10,000 actually. I think when you look at it and you look at it over time, in building that model from a member perspective, it's going to be what member, how many members are transacting in the Marketplace, what are they transacting in, do they stay in those programs.

If you look at the five things that we have in the program today: men's and women's health, metabolic through GLP, Oura Ring, diagnostics, each of those have a different revenue profile and a fee profile associated with that. I think we're still very pleased with what we're seeing at launch and quite frankly, the week-on-week growth of participating members in the Marketplace that we're experiencing.

Just last week when we launched diagnostics and men's health, we saw a very rapid uptake in the absence of any marketing rhythm against it, just introducing new tiles into the Marketplace, which again gives us a significant amount of confidence that even the adoption curve of our early products and marketplaces are being followed by other programs as we add them into the Marketplace. Thanks, Allen.

Thanks. Good afternoon.

Maybe just on the app downloads now. Scott, you talked about the flywheel effect of all this starting to kind of have with the new app users.

When we think about the app and how it mitigates customer service costs, it increases engagement, also provides you the conduit for the Marketplace, if we add all of those things up, is there a way to kind of quantify how does an app user compare economically both in terms of kind of the revenue benefits and the cost benefits? How does an app user compare economically to a non-app user?

It's not exact, but right now there are a few features in the app that allow you to, for example, activate a card with a push of a button as an example. As the app develops over time, and this is one of our key product priorities, is bringing together all of our products into one single app, powered by AI, powered by personalization, including self-service across all of our different service functions, and be able to do that digitally.

That will come at a lower cost because you're able to self-serve a lot of those things. Going to engagement, engagement's a really important part of driving lifetime value.

When you look at two-thirds of our transactions happening on app in the Marketplace, that's an example of driving lifetime value. As you look at our ability to drive investors, and certainly the significant growth that we had in investors on a year-over-year basis, is really driven by enrollment through the app at enrollment to be able to get you to sign up and become an investor very early on.

As we introduce new experiences in that flow on the app, we saw improvements there. I see it as both a service and a revenue benefit, the revenue again being more of the engagement flywheel for all of that means and all the different areas where we drive lifetime value, and then service being able to introduce AI, self-service, education, and help right into the app experience.

Again, when we can do that, it's also part of that flywheel because if you're going to the app for self-service, then you're actually seeing the other things that we can offer and provide. That in a nutshell is the digital strategy.

That's great. Then maybe just going back to the Marketplace, you said well over 10,000 members now.

I know you said there's some variation in terms of what people can participate in and the different programs. Is there anything you can share more specifically around how much revenue is Marketplace contributing now, and then the three initial programs you launched, the Oura Ring, the GLPs, and the HRT, is there one of those in particular you're kind of seeing most traction with?

We're not breaking out Marketplace revenue at this time, and I think it'll be a while before it's material relative to our overall revenue. It will actually show up in service revenue.

I think of our three earliest programs, metabolic health through access to weight loss is the most active program. The economics in terms of administrative fee per member, $90 to $100 per member per month participating in that program, that's our most robust program.

You just do the member math on that as long as they stay on, that's a very active program. I will say, even though it's new, adding in men's health through TRT just in a week, we're seeing actually very significant daily adoption already at a very aggressive growth curve, and that while not as large of an economic opportunity is maybe more of a longer-term subscription that will likely be longer-lasting than potentially weight loss, and the economics of that are north of $50 per participating member per month.

Again, as we develop this over time, we will have other areas in Marketplace. For example, we are part of and will be launching Oura Ring 5 next week, which we're excited about, and we're receiving a per-transaction charge associated with that.

Diagnostics as another example, a different program, different economics, you're signing up for an annual subscription and then it's going to be a function of that annual subscription and that renewal. Again, on a blended basis, what we're looking for is putting in front of our members very valuable products and programs and services that are very much informed by what we know they're already spending dollars on.

Great. Thanks again.

Hey, guys, thanks for taking my question. I kind of want to focus on account growth.

Clearly, you're taking market share. Any color from where we stood last quarter on the bronze accounts, what you're seeing in the marketplace, what you're seeing in terms of taking market share in that category, and what their contributions are here early on?

Thanks.

I'd say the bronze opportunity is still very early. The market expansion's been real.

You've actually seen bronze adoption be significantly higher given expiring subsidies. That being said, the materiality of bronze right now in terms of both accounts or contribution to revenue is very low.

We expect them to come in over time. A portion of our 172,000 new accounts came through the retail channel that we would associate with that bronze opportunity.

That's how we think about it. Relative to the overall market, I think what we are very pleased with is bending the curve in the growth rate of the business overall represented by HSA account growth.

To be able to see quarter-on-quarter acceleration there, if you spent any time looking at the Devenir report, 60% of new account growth in the industry last year came from the top two players. Most other players not really seeing growth, and so it is a winner-take-most in terms of growth and who is capturing that growth in the industry.

We're very pleased with what we see there. I'd say the other factor that we see, and I commented on it, is that we are seeing a very active enterprise sales pipeline, which you will see later on in the year as we finish integration as you go into open enrollment, but it's the largest pipeline of enterprise sales that we've seen in years.

I think we're very encouraged by both our win rate and what we're selling to those new clients in terms of the vision of this flywheel and product experience to those prospective new clients.

That's fantastic on the pipeline side. Then my follow-up is, we're talking about this mix shift on the consumer marketplace.

Given this growth that you're seeing, and eventually this mix shift, where do you see service gross margins expanding to given that there's a high degree of incremental margins that flow through from the consumer marketplace? Thanks.

Marketplace has no real cost of acquisition nor cost to serve, and so most of that flows through. I think Jim and I repeatedly say there's no such thing as service gross margin.

Our service costs, which go against all of the things that we do, go against all of revenue, not just service revenue. Just a bit of a clarification associated with how we think about that.

The incremental margin on a Marketplace transaction obviously is very, very high because there is no marketing cost of acquisition or cost to serve.

Thanks, Scott.

Thanks. Good afternoon, everyone.

I guess for us, just coming back to the healthcare utilization questions for a moment. I guess aside from your commentary about the low healthcare utilization trends at the internal HealthEquity employees in the quarter, with I guess more of a growing view in the investment community that we could see just a slow down in overall US healthcare utilization for the full year calendar '26 versus calendar '25, can you just remind us how that would sort of flow through your financials and your guidance, either positive or negative?

I think the most visible variable in my view would just be less money flowing out of HSAs to pay medical bills, which would be positive, but just curious any other moving parts we should be thinking about if that does start to

Yeah. No, great question.

I think you're exactly right. You can see it in the interchange line right now, right?

We grew interchange a little more than 5%. That's a little slower than it's been growing.

That's one of those lines where we'll watch it, right? We're not calling a big behavior shift, but it may be just as simple as folks went to the doctor a little bit less, and we're seeing slight downshift in average transaction per accounts, slight downshift in average ticket size per account, right?

It's a trend that we'll watch, and we've reflected a little bit of interchange conservatism in the current outlook versus the last one, but again, our base expectation is that we expect it to snap back to the prior actuarial assumption for the year. Then yeah, you're right.

If folks don't spend money, then the money stays in their accounts. If they don't change their savings, it's probably a little bit of positive to balances and a little bit of positive to investment revenue, right?

If the dollars are in the market as opposed to being spent at the doctor.

Okay. All right, that's helpful.

Thank you.

Hi, it's Maxion Siyan for George. Thanks for taking the question.

One of your major competitors is getting acquired by the largest insurer in the US. How do you see the competitive environment change post the deal, and have you seen any change in partner conversations or pipeline activity as health plans and employers evaluate the implications of more vertical integration in the space?

Thanks.

I think you're speaking to the Eligible acquisition by UnitedHealth. Eligible is a white-labeled software provider.

We do not compete providing white-label products. We sell direct into our client base.

We'll note that what we will be watching for are those existing clients that may view that tie-up as competitive in terms of sharing data or opportunity, which could be interesting for us. We'll track and watch that movement.

The acquisition itself, we view it as a result of what I just said as it being a net positive from a HealthEquity perspective in the market.

Hi, this is Destiny on for Alexei Gogolev. Thanks for taking my question.

I was excited to hear the additional programs you added to Marketplace, but how are you prioritizing which Marketplace categories to add next? Then as it relates to the GLP-1 cohort, I know it's early, but any color you can give on just behavior of this group, specifically as it relates to retention and program duration?

Thanks.

Sure. We prioritize what we add first informed by what our members are spending their dollars on.

We have billions of dollars of spend, and so we look at that spend. I think we look at what we're trying to accomplish in the Marketplace as a curated set of products and experiences rather than commoditized products that anybody could spend that would qualify for reimbursement.

As we look at that, we think about it from a category perspective, as I've highlighted, metabolic, men's and women's, dermatology, sleep, allergy, diagnostics, wearables. Those are all programs that we could bring in that aren't a large number of SKUs.

Then what's also very interesting to us is the growth that we're seeing of merchants of high-quality brands selling products that could qualify for an HSA directly or be unlocked for qualification through a letter of medical necessity. Those are some really interesting brands, and we would be expecting to bring in those brands and products into the Marketplace overall.

That's kind of how we think about building out the catalog of Marketplace. Then with respect to your question around cohort performance, it's still very early when you think about it, particularly on the metabolic side, the adoption rate overall, what we're looking at is what is the churn of those subscribing members, how long do they stay in the program.

That's another reason for us to be conservative because we're literally only months into this cohort to truly understand what they're going to perform like. Again, now that we're seeing growth particularly on the metabolic side of growth week on week, and we've seen week-on-week growth since we started, we're very pleased with probably how those cohorts are going to build quite aggressively over time.

Thanks, Destiny.

Hey, good afternoon. Thanks for taking my questions.

Most of my questions have been asked, but I just want to follow up on one element. Scott, you mentioned the pipeline is as big as it's been.

I'm wondering, it's pretty early with regards to the Marketplace, the mobile-first kind of approach. What I'm wondering is when you're approaching enterprises and medium-sized businesses now, what sort of reaction are you getting from those clients that would make the decision from an employer perspective in terms of the direction that the company's going in?

Obviously, you've been winning share, but I'm just wondering are they even more excited now? Do you think your win rate's going to be even higher on a go-forward basis or how are you thinking about that?

Great question. Mark, we actually do see our win rate as higher, our ability to compete and win more large logos in competition is higher than it has been before.

What I would say is the three top areas of focus for new customers, and this has also applied to our existing customer base, but particularly when we're pitching a new customer, it's three things. Number one, show us the mobile experience and show us the future roadmap of what that mobile experience is going to look like.

When we lay out the vision of our mobile and digital engagement across bringing our products together, AI-enabled, personalized, driving towards health and wellness behaviors, our clients are thrilled and our prospective clients are thrilled with the direction and the vision that we're painting from a product perspective. Number two is data services.

When we look at the integrations that we have with our plan partners, as well as the data that we have across all of our enterprise base, we're able to go in very specifically with data to be able to tell our clients this is the opportunity for cost savings that you can have, and here are this three or four strategies that you could deploy to go after those cost savings, which quite frankly are much greater than the fees or the administrative fees that you would pay us associated with that. Number three is security.

Trust and security is at the forefront of every client. We're obviously a financial technology platform.

Trust and security is very important. Our security team is typically involved in all of those conversations, our roadmap, obviously the great progress that we've made, and also this is also supported by a white paper from Visa that actually shows that we are best-in-class in terms of the lowest fraud rates in the industry, six and seven times better than most industry participants, with also card approval rates 10 percentage points higher than others, which just means that a more secure platform and using your card and having that approved more than others.

Those are really key features to the quality experience, and those would be the three things that I believe that we're winning on, but we're also differentiated versus the competition.

That's great. Thank you.

Thanks, Mark.

Hey, good afternoon. Congrats on the quarter.

Maybe Scott, as I think about the broader macro backdrop here, are you seeing any change in HSA contribution levels tied to say consumer pressure or employment churn, especially as we think about the lower balance accounts? Then maybe another way I would ask the question is is the demand for HSAs, is there a worry that at some point with utilization levels across commercial healthcare softening or decelerating, does that decrease the demand for HSAs or is there any sensitivity?

Just curious for your thoughts on that one.

I'll talk first about what is the dynamic that's driving HSA adoption and a re-acceleration of the industry, and maybe Steve can comment on this as well, is really healthcare affordability. Healthcare affordability is the pressure that enterprises face relative to healthcare costs, and driving high-deductible health plan and HSA adoption is certainly a way to get after that first point.

I'll give one more and I'll turn it over to Steve. Second is contributions.

If you looked at the industry report last year, we were actually able to drive contributions quite significantly greater than industry growth rate, where contributions grew by 1%. We grew contributions across our book of business at multiples of that.

That's largely because of what we're doing in the digital experience to drive contribution, as well as what happens with the flywheel of spend, which is when you spend, you contribute more. I think that again speaks to the industry.

Maybe Steve, do you have any more to add?

I think you did a great job. Scott's learning the industry so fast and I think you've nailed it.

The only thing I would add is, Brian, that we've seen these countercyclical times where maybe the economy is a little bit shaky and then employers like, "We've got to save money." They all of a sudden wake up and say, "Why aren't we getting more people in health savings accounts?"

We've done some independent research. We've mentioned this before.

We looked at our own book of business and interviewed clients. We've got several case studies out there that show that if clients can go from 30% adoption in HSAs to 60 or 70%, they can save a lot of money per person.

I think that's only half the story. The most important part of the story is the people that go into the HSAs have money put aside.

We talk about having personal healthcare financial security for those people. Ultimately that saves money because if people avoid care because they don't think they can pay for it, that's horrible for the whole system.

It's horrible for affordability. People delay care.

This concept that we've been preaching now for over 20 years of empowering healthcare consumers, it's right embedded in our mission, is so critical to this. We actually see the opposite.

When times get a little tough for people, they kind of finally wake up and they say, "What's the best way to provide the most efficient benefit for our people and still take care of them?" It's an HSA.

I think this is a real opportunity for us now in this time where affordability is so critical. Costs are up.

We don't know what's going to happen with inflation, but we're really leaning in and I think we've got a fantastic team we put together. Then I think that's going to drive more account growth.

Then Scott's done a fantastic job of saying, "Okay, once we have the account, how do we then help that person better save, spend, and invest for health?" That brings in the Marketplace and these other initiatives.

I think I'm more bullish on where we are right now as we ever have been in this market. I can tell you that right now.

Awesome. Thank you.

Thanks, Brian.

Hey, yeah, thanks for the question. I just wanted to clarify on the HSA cash maturity schedule that you guys talked about.

It looks like the 2027 cash number that you reported this time is a little bit lower than what was on the last quarter. Just kind of curious what's going on there, and if that's maybe related to the one-time partner cost that you mentioned earlier.

Just what's driving that dynamic. Thanks.

For the current year, it's just one less quarter is in there. Those are amounts that matured, either basic rates renewals, basic to enhanced rate switches, and then yeah, then the last piece is just the organic growth, right?

They're not static pools. If my members contribute more, the balance goes up.

If they withdraw more, the balance goes down. It's just normal activity.

The maturity pulled forward was actually not in this current year, but we were able to pull forward sort of future maturity into the current Q1.

Great. Then maybe just on the accelerating repo.

It seems like you guys are pulling some of that forward. I'm curious if there's anything to read through into maybe what private valuations look like and what you're seeing on the M&A front.

How you just weigh repo versus maybe M&A. Thanks.

Our capital allocation philosophy has not changed and our priorities have really been buying back stock, paying down debt, being prepared for M&A. On the repurchase program itself, given our growing confidence in the long-term cash generation of the business, the accelerating growth that we're seeing, we see our capacity to put more into the repurchase program as being enhanced, and that's obviously reflected by how that program is increased.

At the same time, it does not impact our ability to finance and to go after the right M&A opportunities as they present themselves. We've maintained the flexibility to do both while actually being in a really strong position, not adding debt associated with that in a repurchase, but using our cash flow to do so.

That's really our capital allocation philosophy.

Thanks, Peter.

Excuse me, thank you for taking the questions here. Maybe Scott, I could come back to something that you mentioned in your prepared remarks around 10% of the tax benefit being fully utilized by members.

What are some of the actions that you can take to increase that utilization rate and how do you think we would see that kind of flow through the performance of the business? Then maybe I'll just ask my follow-up here just given more time on the call.

Jim, can you just help us think through putting the pieces together here on the AI investment cycle and the AI benefits? For example, is the service margin today depressed even though it's improving because you're deploying resources from an investment standpoint, such that as you start to see the benefits, we see an even bigger uptick in the margin?

How should we think about the hand-off there from investment to benefit?

I'll kind of again go back to this strategy and why it matters. An investor is a bigger spender and a bigger contributor.

Investment balances are obviously growing significantly for the industry and for HealthEquity. The number of investors, we've also been driving.

That growth in number of investors, which you saw 18% year-on-year, is really again driving towards the flywheel of the why, which is again bringing you from a contributor to a saver to an investor. Again, it is virtuous because they actually do hold higher cash balances and they do spend more.

The way we're doing that again is through the digital experience, and so it really critical at enrollment that we do that. You can also see that flow through a bit because many of those as they're going through that enrollment are also signing up for Robo-Advisor, which is kind of automating that investment flow for that member to make it simple and easy.

We're looking at other ways to essentially streamline how you become an investor and making sure that that fund line-up and our integration on the brokerage side gives you total flexibility to invest wherever you want to as a member. Jim, I think you'll take part two.

Then as for the current sort of deployment of tech, right, the cost is primarily hitting the tech line, you're seeing investment in the product solution that helps drive down service costs. The investment is in one place and the benefit is in another place.

Now, as the sort of future state of widespread deployment of AI tools and token-based pricing, I do think you're going to start to see that change a bit. Currently and probably for some time, the primary beneficiaries of these tools are in the technology development realm, but as my finance team, as marketing teams are starting to use the tools for efficiency within their own departments, I think you're more likely to see us start distributing that cost out, like, hey, finance or other G&A department, you need to cover your own cost of AI and then offset that with benefits, but we're just not in that world yet.

I do think the world, and many of our fellow companies reporting publicly are going to head in that direction, too.

Great. Thanks so much.

Thanks, David.

Thanks, everybody, for the thoughtful discussion and questions. To close, I hope your takeaway is that our execution and performance continue to translate into strong cash generation, gives us increasing flexibility to invest in the business, return capital to our shareholders.

I think the acceleration in the growth underpins also our decision and confidence to increase our share repurchase authorization by $1 billion, reflecting our confidence in the long-term outlook for HealthEquity. We really appreciate your interest, your support.

Look forward to updating you next quarter. Thanks.