Intuit Inc. (NASDAQ:INTU)

Q4 2014 Earnings Conference Call

August 21, 2014 04:30 PM ET


Matt Rhodes - IR

Brad Smith - President and CEO

Neil Williams - CFO

Scott Cook - Founder


Brent Thill - UBS Investment Research

Walter Pritchard - Citi

Kash Rangan - Bank of America/Merrill Lynch

Sterling Auty - JP Morgan

Gil Luria - Wedbush Securities

Raimo Lenschow - Barclays

Jennifer Lowe - Morgan Stanley

David Togut - Evercore Partners

Scott Schneeberger - Oppenheimer

James MacDonald - First Analysis


Good afternoon. My name is Saheed (Ph), and I will be your conference facilitator. At this time, I would like to welcome everyone to Intuit’s Fourth Quarter Full Year Fiscal 2014 Conference Call. (Operator Instructions) With that, now, I will turn the call over to Matt Rhodes, Intuit’s Director of Investor relations. Mr. Rhodes, you may begin.
Matt Rhodes

Thank you, sir. Good afternoon, everyone, and welcome to Intuit’s fourth quarter fiscal 2014 conference call. I’m here with Brad Smith, our President and CEO; Neil Williams, our CFO; and Scott Cook, our founder.

Before we start, I’d like to remind everyone that our remarks will include forward-looking statements. There are a number of factors that could cause Intuit’s results to differ materially from our expectations. You can learn more about these risks in the press release we issued earlier this afternoon our Form 10-K for fiscal 2013 and our other SEC filings. All of those documents are available on the Investor Relations page of Intuit’s website at intuit.com. We assume no obligation to update any forward-looking statements.

Some of the numbers in this report are presented on a non-GAAP basis. We’ve reconciled the comparable GAAP and non-GAAP numbers in today’s press release. Unless otherwise noted, all growth rates refer to the current period versus the comparable prior year period, and the business metrics and associated growth rates refer to worldwide business metrics. A copy of our prepared remarks and supplemental financial information will be available on our website after this call ends. Our fact sheet and press release include new disclosures and other materials to help you understand and model the financial impact of the strategic decisions that we’ll discuss today.

And with that, I’ll turn the call over to Brad Smith.
Brad Smith

All right. Thank you Matt and thanks to all of you for joining us. I’ve been looking forward to today’s earnings call for two reasons. First because we have some positive results to discuss. And second because we want to share some exciting strategic decision that positions us for accelerated performance as we look ahead. Let me begin with the positive result. We closed down our fiscal year 2014 on a strong note with excellent momentum in each of our businesses. For the full fiscal year total revenue grew 8% and earnings per share increased 9%.

The strong results we’re in the context of an acceleration file base subscription the shifted revenue in the future reporting period. The results also reflect the significant restructuring effort that we executed in our fiscal fourth quarter to reallocate resources to our online services and to drive a separate improvement in our product and customer growth. Adjusting for the impact of the related restructuring charges our revenue, our operating income and our earnings per share would have at the high end of our guidance range.

Stepping beyond the current period result and even more excited about the choices that we’re making for the future. To sum it up, we’re fully committed the wining in the cloud. Over three decades we’ve navigated several platform shifts from Dos to Windows to the web and in every instance we see the opportunity to reimagine our offerings and extend our market leadership position and we’re doing it again. We’ve been delivering cloud based services for over a decade with more than 30 million Intuit customers using offerings across a variety of desktop and mobile devices. The benefits are clear, online experiences are simply better for customer. They expand our total addressable market and they generate more predictable recurring revenue strength.

Today we’ll discuss several decisions to further accelerate our shift the cloud based services which will include changes that we’re making to our desktop product that will lead us to recognize desktop revenue overtime.

The combination of these choices will create a transition year for fiscal 2015 financial reporting as we will explain this is a short term impact and we fully expect our fiscal 2015 results to return to double digit top and bottom line growth and alignment with financial principals. Our outlook for fiscal 2017 is a company approaching $6 billion and predictable recurring revenue and generating roughly $5 in non-GAAP earnings per share.

Now with that context let me flip down and share my reflections on the company’s current period performance as well as the strategic choices that we’re making starting with our small business group.

I’m quite encouraged by the increasing momentum and our QuickBooks Online ecosystem. This past quarter we reached a strategic inflection point with more new to the franchise customers choosing QuickBooks Online over QuickBooks Desktop for the first time ever. The achievement in this milestone was driven by two factors.

First, the circular shift with the cloud is now in full swing for small businesses just as it was several years ago for our consumer businesses. This tailwind is in the early stages of development and it will continue for many years. And second, we’ve been accelerating this small business adoption at file services. Our catalyst is the success of our QuickBooks Online offering as an open platform

This enables Intuit and third-party products to work together seamlessly in the cloud. The new QuickBooks Online is one of the biggest breakthrough products we have launched and it is leaving us with filling. QuickBooks Online subscribers grew 40%, up from 36% in the previous quarter. We added approximately 60,000 net customers in a seasonally slower quarter. We closed fiscal 2014 with nearly 700,000 QuickBooks Online customers and more than 1 million total QuickBooks subscribers. The new Online experience enables the seamless purchase of additional services as evidenced by our payroll attach rate improving to 19% in the fourth quarter, up from 16% a year ago. The attach rate for active payments customers is currently 5% also up from 3% in the prior year.

These improved attach rates are contributing to an increase in the annualized recurring revenue for subscriber. And finally the new QuickBooks Online is a global platform which has significantly increased our total addressable market. Outside the U.S., QuickBooks Online subscribers were up more than 150% in the fourth quarter, further accelerating from the 130% growth last quarter.

Now shifting to our consumer tax business, the team delivered an exceptional year. As the category champion, we helped drive digital category growth of more than 6% compared with assisted tax spread method such as tax stores declining 1%. The secular shift to do-it-yourself software is the continuation of a decade long transition to digital solution and our efforts simply added fuel to the trend.

Within the software category TurboTax gained over 2 point of share, growing TurboTax online units 14% and total TurboTax unit 10%. Our investment in product improvement paid off with Web site traffic, conversion, retention and overall net promoter scores improved in every single dimension. Hitting the total key, consumer tax revenue grew 7% for the fiscal year better than our original guidance of 4% to 5%. But as we shared this was just a first year of a multiyear journey towards our ultimate product vision and the team has some exciting things in the pipeline as we look forward to the next half season.

We also had strong results in our Pro-tax and consumer ecosystem businesses, both businesses exceeded their internal plan, their external guidance, they have a strong pipeline of innovative offering in the work and they are definitely looking forward to another strong year in fiscal year ‘15. When you sum up the results across the company, customer growth and more specifically subscriber growth is accelerated. Active use is improving, attach rates are increasing and global adoption has hit a stride which takes me to my second reason, we are looking forward to today’s call. The explanation of several strategic choices that we have made that will enable us to further accelerate the growth of our online ecosystem.

First, as I mentioned earlier, we restructured our small business organization in the fourth quarter to increase the focus and investment on the QuickBooks Online ecosystem. The actions that we have taken improve our speed of decision making, prioritize key functionality and compliant services that are necessary to win in each of the global geographies and they include some soon to be announced initiatives that will make it even more attractive for accountants and their clients to sign up for QuickBooks Online. We have increased our investment in R&D, sales and marketing and infrastructure to capitalize on a huge addressable market with our global-ready QuickBooks Online offering.

Our demonstrated success in fiscal 2014 convinced us that now is the time to make this investment. Second, in support of our goal to win every cloud decision, we are making important product changes to continue to delight our QuickBooks Desktop customers, many of them will be cloud customers in the future. As you know roughly 4 million small businesses use QuickBooks Desktop. Our goal is to attract them with compelling online experiences and incentives to move to the cloud. To that end, we are strengthening our desktop products beginning in 2015 by delivering ongoing experience releases. These will continuously improve the product experience, support operating system update and provide access to connected services.

These actions are designed to ensure that our desktop customers and/or accountants remain our most vocal advocates today and become our cloud customers of tomorrow. As a result of these changes to our desktop product, we will begin recognizing desktop revenue over time as opposed to upfront at the time of purchase. This change will apply to our future QuickBooks, Pro-tax and Quicken desktop products. This is a strategic decision in favor of the customer that will push about $400 million of revenue from our fiscal 2015 into deferred revenue that will be recognized in future period. We will provide all the relevant disclosures for you to see and model the financial impact.

For our small business group, the combination of these decisions, positions us to more rapidly penetrate an enormous Global market with a proven Online ecosystem powered by the new QuickBooks Online and as I said the time to make these changes is now because the fruit point are clear. More specifically QuickBooks Online is opening new stores with 75% of the new QuickBooks Online customers being first-time customers to the Intuit franchise. The QuickBooks Online platform is increasing our ability to generate higher annualized recurring revenue through selling additional services seamlessly. To put the improved payroll and payments attach results in the perspective the annualized recurring revenue for a small business online ecosystem was up 34% this quarter. Adding the global opportunity and our total addressable market expansion 29 million small businesses in the U.S. and over 100 million worldwide it’s the only focus on the currently prioritized markets of Canada, the UK, Australia and India.

The number of our weekly rose new subscribers that we’re adding in non U.S. market is currently averaging 2000 per week this is up from 600 per week just one year ago. And finally for the existing QuickBooks Desktop customers and their accountant, we have the best online solution and we will be introducing new initiatives to further set them to move to the cloud. As a result we do anticipate the number of desktop migrators will continue increase meaningfully in the coming year. On that note I’m going to turn it over to Neil to walk you through the financial details and our guidance.
R. Neil Williams

Thanks Brad. Let’s start with overall company results. For fiscal 2014, we delivered revenue of $4.5 billion up 8%, non-GAAP operating income of $1.6 billion up 6%, GAAP operating income of $1.3 billion up 5%, non-GAAP earnings per share of $3.49 up 9% and GAAP earnings per share of $3.9 up 9%.

For the fourth quarter fiscal 2014, we delivered revenue of $714 million up 13%. Non-GAAP operating income up $2 million and GAAP operating loss of $73 million. Non-GAAP loss per share of $0.01 and GAAP loss per share of $0.14.

We incurred charge of approximately $40 million in the fourth quarter primarily as result of the small business restructuring effort that Brad explained earlier. This impacted our non-GAAP and GAAP operating income and earnings per share. We also sold our 11% stake in Reckon, which generated a gain of $21 million in GAAP results. We’ve included a bridge in the factsheet to illustrate this impact.

Turning to the business segments, total small business revenue grew 12% for the quarter and 10% for the year. Customer acquisition in our connected services businesses continues to be our primary goal and is driving growth in the QuickBooks Online ecosystem. QuickBooks Online subscribers grew 40% accelerating from the third quarter. Small business online ecosystem annualized recurring revenue grew 34% driven by retention and improved attach rates. Annualized recurring revenue is a new metric it will provide in our factsheet each quarter. We divide annualized recurring revenue as four times, the most recent quarterly revenue for our online offering serving small business customers. This includes QuickBooks Online subscriptions, online payroll, online payments, Demandforce and QuickBooks. Within this context our online active payments customers grew 4% and online payments charge volume grew 24% driven by an increase in charge volume for user.

Online payroll customers grew 25%. And global adoption of QuickBooks Online continue to accelerate as we finish the year with 84,000 paying QuickBooks Online customers outside of the U.S. up from 32,000 a year ago. As the adoption of the cloud becomes more prevalent and we focus our energy and resources in this area our recurring revenue will increase and QuickBooks Desktop unit will continue to be flat. In the fourth quarter desktop units declined 10% and for the full year they declined 10%. The decline in desktop units in fiscal 2014 was more than offset by growth of subscribers as total QuickBooks customer growth accelerated to 6%.

We expect total QuickBooks customer to continue to grow next year as we emphasis the QuickBooks Online ecosystem even though desktop units and revenue will decline. We describe cloud is a better experience for customers it’s also a better business model for our shareholders, this is onetime revenue QuickBooks Online customers are greater than that are desktop customers and it increases the predictability of revenues.

We provided details on our factsheet to help you understand the unit economics of our online and desktop ecosystems as we stand today and we’ll talk about the levels per growth as we execute against our top priority expanding the category for growing customers and share globally. There is one way to compare online and desktop using fiscal 2014 as an example. As you can see on the factsheet online ecosystem revenue was $592 million. Using ending QuickBooks Online subscribers of 683,000, we generated more than $800 in annual revenue per customer. On the desktop side, dividing $1.6 billion and fiscal 2014 revenue by $4 million customers, we generated less than $500 per customer. We have broadened our consumer tax business that we can use price and changes to our product lineup to effectively grow customers. We have also proven that we can build lifetime value through improved retention and attached services.

To drive customer growth in QuickBooks online ecosystem, we will continue to experiment with pricing, promotions and bundles that deliver value for more end-users. We will also continue to improve attach and retention to enhance lifetime value. This is our strategy to accelerate growth in customers and revenue over the next few years.

Now let’s look more closely at the financial impact of the strategic decision to provide ongoing support and services to our desktop customers that Brad described. This decision will affect future sales of QuickBooks and Desktop products for revenue we recognized ratably over approximately three years and our professional tax solutions where more revenue will be recognized over the entire tax year. For customers, this enables seamless product enhancements as well as better tier and online services ensuring that we keep our desktop customers happy and retain them in the Intuit franchise. They are our future online customers. For our employees, the strategic decision means clarity of work priorities, bringing up their time to build better online products and for shareholders this means more customers and faster growth longer term.

Desktop revenue will now be recognized over time similar to how monthly subscription revenue is recognized. Now when we sell our desktop unit, the cash comes in, and our deferred revenue balance increases, so you will be able to easily track our progress on our balance sheet and cash flow statement. We are committed to transparency and clarity around the strategic decision that will make modeling our business easier over time as the predictability of our revenue increases. We expect these changes to lower fiscal 2015 revenues by approximately $400 million, increasing deferred revenue by the same amount. We have included a bridge in our press release and factsheet that will help you understand the impact of this change and revenue recognition and accelerated QuickBooks Online growth on our revenue guidance for fiscal 2015.

So best way to gauge the success and health of our small business ecosystem going forward, will be through subscriber counts and annualized recurring revenue, will help you bridge reported results of the next few quarters to our historically reported results. Moving over to tax, consumer tax revenue grew 22% for the fourth quarter and 7% for the year. We will continue to invest in the product experience and to prioritize growth in share and customers above margin expansion. Pro-tax revenue grew 16% for the fourth quarter and 4% for the year. Our Pro-tax business also had a great season which much of our customer coming in higher value solutions. One thing that is not changed is our disciplined approach through capital management.

For approximately $1.9 billion cash in our balance sheet, our first priority is investing for customer growth. We also look for M&A opportunities and in fiscal 2014; we made 10 acquisitions totaling approximately $550 million. We will return cash to shareholders via share repurchases and we repurchased a $152 million of shares in the fourth quarter, about $1.9 billion remains on our current share repurchase authorization. We reduced our share count by 4% net in fiscal 2014 and we expected to be in the market consistently in fiscal 2015. Our capital plans included cash dividend of up to a $1 per share for fiscal 2015 with the first quarter dividend of $0.25 per share payable on October 20. This represents a 32% increase versus last year and reflects our confidence in our business strategy and our large and growing cash position as well as more recurring and predictable revenue streams.

Now let’s move onto guidance, taking into account the impact of the strategic decisions Brad described, our outlook for fiscal 2015 is revenue of $4.275 billion to $4.375 billion. Adjusted for the financial impact of the strategic decisions, fiscal 2015 revenue guidance would have been growth of 5% to 8%; GAAP operating income of $800 million to $830 million; non-GAAP operating income of $1.11 billion to $1.14 billion; GAAP diluted EPS of a $1.70 to a $1.75; non-GAAP diluted EPS of $2.45 to $2.50.

Moving to our segment guidance for fiscal 2015, we expect QuickBooks Online subscribers of 925,000 to 950,000 for growth of 35% to 39%. Small business group revenue to decline 3% to 6% but adjusting for the changes we discussed revenue will grow roughly 10%.

Consumer group revenue growth of 3% to 4% with Consumer Tax revenue growth of 5% to 7% and professional tax revenue decline of 34% to 37% but adjusting for the change in our product, our Pro-tax revenue grow approximately 5%. Guidance for our first quarter revenue, operating income, EPS and QuickBooks Online subscribers is available in our press release and our factsheet.

Looking beyond fiscal 2015, we provided a longer term outlook in our factsheet and press release. Beginning in fiscal 2016, we expect to grow revenues double-digits as we recognize the revenue we’ve deferred this year and continue to experience strong growth in our QuickBooks Online subscriber base in ecosystem. We expect to grow revenues faster than expenses generating operating leverage. For fiscal 2017, we expect QuickBooks Online subscribers of approximately 2 million, an increase from 683,000 today providing compounded annual growth of more than 40%. Intuit revenue of roughly 5.8 billion or 9% growth on average over the next three years and non-GAAP earnings per share of approximately $5, reflecting low teens growth on average over the next three years. We’ve shared mainly disclosures with you on our factsheet breaking our small business customer metrics and revenue disclosures clearly into online and desktop ecosystems.

And with that, I’ll turn it back to Brad to close.
Brad Smith

All right Neil. You had covered a lot of stuff there buddy.
Neil Williams

That’s right.
Brad Smith

So let me start to summarize it. We reached the inflection point and we are seizing the opportunities. Our Company is focused on two strategic outcomes we’ve spoken to you about in the past; number one, to the operating system on small businesses expanse; and number two, to do the nations taxes. Our small business momentum continues to build and our QuickBooks Online ecosystem growth is accelerating, driving value for customers and for Intuit. We’ve reorganized our small business group and prioritized investments that will further accelerate our online ecosystem globally while ensuring the best product experience for existing desktop customers speeding up their move to the cloud.

We have a proven formula to Intuit if we innovate into live customers with the absolute best solution in the market we will expand our category, we will grow our share and we will increase lifetime value over time. So we’re stepping on the gas to drive share gain and longer term growth opportunities in all of our businesses. We have lots of runway in front of us and we remain deeply committed to accelerating customer and revenue growth. And we’re going to talk more about these things and our strategy to execute against them at our Investor Day, which we’ll hold on our Mountain View Campus on September 30th, and we look forward to seeing you there.

As always, I want to thank our employees for their hard work and their ongoing focus. And with that, let’s open it up to you to hear what’s on your mind.

Question-and-Answer Session


Thank you (Operator Instructions) Our first question comes from Brent Thill from UBS. Your line is open please go ahead.
Brent Thill - UBS Investment Research

Maybe Brad for you and then one for Neil. When you look at the adjusted revenue guidance of 5% to 8%, it seems like on an apples-to-apples comparison from past years that is a little lower than where you’ve initially guided. It sounds like if I am bringing this trickling that the delta in that might be your willingness to be a little more aggressive on price. I am just curious if you could address that? And maybe for Neil certain we’ve all seen this will Adobe and oDesk the transition. But when you think about the very long term, and you think about the operating margin structure there is a lot of questions, is this more profitable or less profitable. I am just curious I know you’re going to give anything past $5 in range but is it, from your perspective, has this opened up an opportunity to effectively become a lot more profitable longer term? Thank you.
Brad Smith

Brent, thank you. This is Brad I’ll take that first one. First of all as you identified the guidance next year of 5% to 8% on an adjusted basis does reflect the fact that we’ve hit this inflection point and we realized the way to grow this company long term is to acquire new customers the licenses so that they stay and then earn the opportunity to sell additional services. We also recognized and in addition to focusing on customer growth which is the first of that formula that we need also have a good cross value relationship. And we’ve talked about pulling back a little bit on some of the dependency we’ve had on price over the years in some of our businesses and we’ve been making those decisions along the way like the simplified payments price that we talked to you about this year.

When you put it all together there I think it’s important to look at the fiscal year ’16 and ’17 guidance we’ve provided where we’ve clearly articulated that we can see a return to double digit top line and bottom line growth. So this is a one year transition next year and it is a reflection of us being very aggressive about expanding the categories, growing customer growth and then earning the opportunity to sell additional services every time.
Neil Williams

And so Brent I would just say as it relates to the margin the outlook we’ve talked about for ’16 and ’17 clearly initiate we get back to where we were last year in terms of margin percentage. But as you know we talked about this a lot we really have operating income growth over margin expansion. If we can see more customer growth and more top line growth we will invest more and we’re really focused more on the operating income growth and the dollars over the long haul than we are in the margin percentages. And so we’ll see how that plays out and we’ll see what’s available to us and how much growth we get on the top line and that will determine how much we invest and spend. But as you seen now we’re expecting to get back in this same neighborhood a little better than we are today by the out years.
Brent Thill - UBS Investment Research



And our next question comes from Walter Pritchard from Citi. your line is open please go ahead.
Walter Pritchard - Citi

Thanks. Just I guess Neil a question for you; you did very clearly outlined on the revenue side the 475 million in tax. I’m wondering as we think about impact on EPS just thinking about 75 million as copying straight down in the bottom line in terms of EPS in fiscal ‘15 and then I just had one follow up as it relates to implication to that.
Brad Smith

The simple answer Walter is yes, I mean that’s why we think about it 475 drops all the way through and as you know these adjusted deferral of revenue out to prior periods for most of us so there is really no impact on marketing our build expense so it’s all margin compression.
Walter Pritchard - Citi

And it does looks like if I just adjust that out and it’s worth about $25 in fiscal ‘15 if I add that back to your guidance you’re slightly shy of where and maybe we’d expect you to guide in what the sort of margin progress you can only had over the years, that’s just incremental spend about beyond the transition behind kind of push online and other initiatives that have going for transition?
Brad Smith

I would say its two things Walter; first of all, it does reflect some additional investment an expansion outside of the U.S. and moving more of our engineering resources to online products and services. It also reflects that we didn’t buys many shares back in 2014 as we would have liked or as we had hoped. We were out of the market for a significant period of time during the pack season and you probably notice late in the fourth quarter our trading volume was unusually low for our shares. And so our original aspiration will probably get more shares brought in this year than we were able to accomplish and that’s piece of the EPS count.


Thank you. And our next question comes from Kash Rangan from Bank of America/Merrill Lynch. Your line is open. Please go ahead.
Kash Rangan - Bank of America/Merrill Lynch

Hi guys. Bold transformation, congratulations on this initiative. Can you talk about the implied acceleration just like fiscal ‘15 is going to find this year but as we look at the ‘16 and ‘17 there is an implied acceleration in your top line, how comfortable are you with that and what are your assumptions behind the acceleration maybe it pick up customer growth or ARR growth or attach payroll and payments, can you just walk through the quantitative consideration and also how should we think about your margin I know that your focus is on growing operating income but as we look at your $5 in non-GAAP earnings targeting fiscal ‘17 what is the embedded operating margin assumption behind it? Thank you very much.
Brad Smith

All right Kash this is Brad. Let me start with the first piece the implied acceleration. So first and forecast we’re going to have a benefit from the cash that will be collecting for desktop purchases in fiscal year ‘15 that we’ll show up as recognized revenue in ‘16 and ‘17 but the bigger driver is customer growth and subscriber growth and it’s recurring as predictable revenue and as you can see we continue to accelerate our subscriber growth in QuickBooks Online and that is the primary driver both in the U.S. and outside the U.S. a new global markets. And the second and third big drivers here is our ability to continue to deliver more delightful experience and so our attrition is being reduced and so customers are staying and actively using the product and last but not least as evidence by the payroll and payments attach rate that I talk about earlier is a much easier experience for additional services in QuickBooks Online and so as we continue to drive additional fast services we’re going to able to drop annualized accruing revenue.

So there is a bankable set of revenue coming in from the ratable revenue shift and ‘16 and ‘17and we see continued acceleration of our subscriber growth which is job one in addition to that we’ll continue to improve retention and then we’ll have the ability to sale additional services which we’re already proven we can do in QuickBooks Online and that drop the acceleration in top-line revenue. And I’ll shift it over the Neil to talk about the margin aspect.
Neil Williams

Yes, I mean cash to get to the $5 a share that we’ve talked about 317 with that revenue level would indicate an operating margin in the mid to high 30s that’s probably one per week build the most confidence and we have the most ability to manage. Just going back to the comment I made earlier I’ll be totally fine if we get more revenue $5 a share with a lower margin percentage in the way we’re getting there now but our assumption we have today is that margins back in mid to half 30s by 2014.
Kash Rangan - Bank of America/Merrill Lynch

That’s truly tremendous guys I don’t cover many companies that’s have five bucks and earnings per share coming up pretty soon so congratulations on that.


Thank you. Our next question comes from Sterling Auty from JP Morgan. Your line is open. Please go ahead.
Sterling Auty - JP Morgan

Hi guys I want to start with I think there you made that the transition would be complete after one year, lot of times the subscription transitions take a couple of years to get to point where you’re seeing the normalized growth and normalized revenue contribution, can you just walk be through highway from here to completion in what timeframe.
Brad Smith

Yes, let us tag team on this but two Sterling. First of all I think it’s important to recognize that we’ve been on this journey for some time we have a large number of customers already signed up on connected services and host the products. Across the company we talk about 45 million customers and little over 30 million are already using hosted products and through mobile devices. And so we’ve just reached this point in small business and then as a result we see it happening in the remaining businesses like pro tax we said let’s just move this entire model n

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