How We Empowered a Leading European Payment Provider in Launching Innovative Restaurant Payment Solution

Client Background

‍Our client, a prominent European payment provider, embarked on a mission to revolutionize the hospitality sector with an innovative restaurant payment solution. The core concept was to enable customers to effortlessly share and settle their bills in less than 20 seconds, ushering in a new era of simplicity and efficiency in restaurant payments.

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Challenges

‍After extensive development and testing, the client faced the challenge of efficiently onboarding new clients. Despite assembling a team of outbound sales executives, they lacked the necessary experience and skills to ensure the team's success. This is where Sailpeak stepped in to help build a robust SMB growth engine with the ambitious goal of acquiring the first 1000 clients efficiently and effectively.

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Project Execution

Phase 1: Commercial Strategy

Key Activities:

1. Market Analysis and Segmentation:
2. Identified key market segments based on the number of points of sale, type of cuisine (fast food vs. gastro), city demographics, and type of clientele.
3. Conducted a comprehensive analysis to prioritize segments based on potential impact.
4. Commercial Approach:
5. Developed a tailored approach for each segment, distinguishing between high-touch and low-touch engagement strategies.
6. Defined strategies for outreach, including call center initiatives and door-to-door campaigns.
7. Enablers Strategy:
8. Established partnerships with Point of Sale (POS) systems, integrators, and other service providers to enhance the overall ecosystem.
9. Crafted joint commercial approaches and incentives to drive collaboration and mutual benefit.

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Phase 2: Enablers

Key Activities:

1. Partnership Development with POS:
2. Fostered strong collaborations with POS providers to streamline integration and enhance the functionality of the innovative payment solution.
3. Ensured seamless communication and coordination between different stakeholders in the ecosystem.
4. Definition of KPIs and Commercial Objectives:
5. Established clear Key Performance Indicators (KPIs) aligned with sales and operational objectives.
6. Outlined commercial goals and tracked progress to ensure the team's success.
7. Resources Scoping:
8. Determined the necessary resources, including personnel, product enhancements, and incentives required for successful client acquisition.
9. Activated resources strategically to optimize efficiency and maximize results.
10. Sales Organization and Tooling:
11. Designed a well-structured sales organization with roles defined to capitalize on individual strengths.
12. Implemented cutting-edge tools to enhance the sales process and support the team in achieving its objectives.

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Results

‍Through Sailpeak's strategic guidance, the client successfully launched its innovative restaurant payment solution and rapidly acquired the first 1000 clients. The SMB growth engine proved highly effective, demonstrating the impact of a well-crafted commercial strategy and robust enablers. The streamlined approach not only accelerated client acquisition but also established a solid foundation for continued growth in the dynamic hospitality sector. Sailpeak's expertise and hands-on support played a pivotal role in transforming the client's vision into a tangible success story.