Solution Portfolio - Page 82

Traditionally, online businesses were primarily concerned with the cost of
payment acceptance. Their objective was to reduce this cost as much as
possible over time. The Payments function has always been an important
part of the business, however, its exposure and its inuence in the
business was limited. The function was part of the corporate
infrastructure, typically serving other strategic areas such as Finance and
IT, and managed with an operational mind-set.
To understand the evolution of the Payments function and its role in
organisations, Edgar, Dunn & Company and SafeCharge teamed up to
undertake a study to identify the perspective or “habits” of Payments
leaders who operate within the “new” paradigm that positions Payments
holistically as one of the strategic drivers of growth for online businesses.
One-on-one interviews were conducted with 12 Payments leaders from
across different geographies and industry sectors (including merchants in
Europe and North America across verticals such as airlines, apparel /
fashion, digital content, gaming) to identify what these seasoned industry
professionals believed the best practices and insights were to drive a
successful payment strategy in a fast-evolving ecosystem.
From our discussions with online businesses interviewed for this paper, it
is clear that the level of exposure and inuence of the Payment function
has begun to change. Some of the more advanced online businesses
regard Payments as a strategic component of their business, helping to
improve conversion (the proportion or percentage of online visitors who
ultimately make a purchase) and even as a key element of the product or
service customer experience.
The 7 Habits Of Successful “New” Payments Leaders
Best practices and insights by industry front runner


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