Payments Strategy Show

Tap to Phone has been technically possible for years. So why is adoption only now taking off?

The answer has less to do with the technology itself and more to do with ecosystem maturity, merchant demand, and the power of industry cooperation. 

For vertical SaaS platforms, the opportunity is significant. But only for those who understand where Tap to Phone actually fits in their workflow and commerce strategy. 

In this episode, Sukhmani Dev, Head of Digital and Acceptance Products at Mastercard, joins host Becky Kopplin, VP Payments at Rainforest to share what vertical SaaS platforms need to know about Tap to Phone. That’s everything from implementation to adoption and to the verticals where it's having the biggest impact.

They discussed:

• The role merchant demand and consumer expectations are each playing within Tap to Phone adoption 
• How Tap to Phone is transforming payment experiences across healthcare, field services, and nonprofit verticals by reducing friction and accelerating cash flow
• Why Tap to Phone is less about replacing terminals and more about accelerating the shift from cash and checks to embedded digital payments
• The key metrics software platforms should track when rolling out Tap to Phone 
• Why a partnership is the most important ingredient for a successful launch, and how working with the right provider gets you to market faster

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

Expanding payments beyond borders sounds like the next logical step after you’ve scaled in the US market. But for most vertical SaaS platforms, it's more complicated. And way more costly than it actually appears.

The unit economics that make embedded payments so powerful in the US don't automatically transfer to international markets. Interchange structures are different. Banking infrastructure varies by country. And the "easy button" of a single global processor often comes with hidden trade-offs that can slow down your primary market just when it's gaining momentum.

In this episode, Aaron Steinberg, VP Revenue and Max Jewell, Director of Platform Success joined host Brooke Smith – all from Rainforest to break down what vertical SaaS platforms actually need to know before expanding payments internationally.

They discussed:

• What payments expansion means for your take rate and revenue expectations 
• How the unit economics of embedded payments in the US don't transfer to international markets 
• The hidden costs of choosing a global processor that doesn't match your US model
• Why the hybrid approach of optimizing your primary market first and using a low-effort, referral-based solution is the right move for most platforms
• How to size the global opportunity, watch the data, and only invest heavily in markets where the numbers actually support it

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

In field services, cash flow isn't just a metric. It's the driving force of the business.

For AV integrators and custom installers, payments can be complex. Large ticket sizes, progress-based billing, recurring service contracts, and a heavy preference for ACH make the payments needs of this vertical unlike almost any other. 

Getting it right means understanding how your customers run their businesses. And then building payments around that, not around just a generic playbook.

In this episode, Adam Holden, Head of Payments at D-Tools, joined host Becky Kopplin, VP Payments at Rainforest to share how D-Tools navigated the unique ACH-heavy payment landscape of field services, and why embedded payments as a core business model, not a feature is vital for customer adoption. 

They discussed:

• How offering payments flexibility helped their customer reduce accounts receivable by 70% 
• Why embedding payments as a core part of the product, not a feature is the single biggest driver of customer adoption and stickiness
• How cross-functional alignment across leadership, sales, product, and support led to two industry award wins within months of launching embedded payments 
• The way embedded payments actually makes support easier, not harder
• How to use the unique data you already have on your vertical to build a payments strategy no generic platform can replicate

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

Embedding payments into a faith-based and mission-driven vertical isn't just a product decision, it's one that’s based around personal values. 

For vertical SaaS platforms serving nonprofits and churches, payments aren't about commerce. Every single transaction is an act of generosity. That changes everything, from how you design the user experience to how you think about reliability, reporting, and what comes next in your fintech stack.

In this episode, Chris Phillips, CFO at Tithe.ly, joined host Becky Kopplin, VP Payments at Rainforest, to share what his career across vertical SaaS, and now Tithe.ly, has taught him about building payments that serve a mission, not just a bottom line. He also shares what building payments for 50,000+ churches actually looks like.

They discussed:

• Why failed transactions in a non-profit vertical hit completely differently than any other 
• How to adapt your payments playbook for a vertical where giving is personal, not transactional
• Why fund accounting and tax-exempt reporting make church payments uniquely complex
• How reducing onboarding friction gives churches hours back to focus on their mission
• Where Tithe.ly's fintech stack is headed next and the north star guiding every decision

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

Embedding payments successfully isn't just a product decision. It's a cultural one.

For vertical SaaS platforms looking to grow revenue through payments, understanding how to build the right culture, hire the right leader, and expand into embedded fintech strategically is the difference between payments that thrive and payments that stall.

In this episode, Emily Bartels, VP of Payments at Jane App, joined host Becky Kopplin, VP Payments at Rainforest, to discuss what 15+ years across platforms like MindBody, Skimmer, and Jane App have taught her about embedding payments the right way. That’s everything from back book attachment to building payments into a company’s DNA.

They discussed:

• Why payments culture has to start at the top and what needs to happen before your payments leader's first day on the job
• How to adapt a payments playbook across verticals without copy-pasting it
• What it really means to make payments "native", and why it just doesn't work without it
• The GM mindset every payments leader needs to succeed across product, sales, marketing, and customer success
• How to think about embedded fintech expansion, what to move fast on and what deserves a deeper strategic bet 

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

At Rainforest, we answer hundreds of payments questions everyday. What's an ideal take rate for a healthcare platform with $200M in annual volume? Is 75% a good attach rate? What's a realistic goal for adoption?

The reality is that most vertical SaaS platforms have no idea how their embedded payments performance compares to the industry. 

That’s exactly why we built the 2026 Vertical SaaS Embedded Payments Benchmarking Study, so platforms can stop guessing and start benchmarking. 

In this episode, Joshua Silver, Founder and CEO of Rainforest sits down with Brooke Smith, who led the study, to discuss the key findings on adoption, leadership, take rate optimization, and what the highest-performing platforms are doing differently.

They discussed:

📊 The adoption gap: 78% of platforms are targeting an adoption rate of 71% or more but only 25% of platforms are currently performing at that level

👔 Why C-suite payments leaders drive significantly better performance across all metrics

💡 How real-time performance dashboards unlock better decision-making and strategy

💰 The surprising impact of dedicated payments leadership on take rate optimization

🚀 What mature high-performers achieve: 78% median adoption and 35% of total revenue from payments

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

Fleet payments represent over 10% of total US B2B card spend, yet most fintech companies have overlooked this massive opportunity. 

For vertical SaaS platforms serving the physical economy: HVAC, construction, transportation, plumbing — understanding fleet payments is critical to building differentiated embedded fintech products. 

In this episode, Coast Founder and CEO, Daniel Simon joined host Joshua Silver, Founder and CEO of Rainforest to discuss how vertical SaaS platforms can approach embedded fintech products, why simplicity matters more than cash back, and the significance of integrating payments into core workflows rather than just bolting them on.

They discussed:

• What makes fleet payments so unique and the lessons that translate to other vertical specific payment needs
• How to build differentiated embedded fintech products by deeply understanding your vertical's workflows
• Why fraud prevention through data and controls is more valuable than reward programs
• The reason vertical SaaS platforms should partner, not build fintech on their own
• Why "giving money meaning" by integrating payments into core workflows drives stickiness 

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

Building embedded payments from the infrastructure side is one thing, but leading payments at a vertical SaaS platform is entirely different. 

The challenges shift from technology and compliance to change management, cultural alignment, and cross-functional enablement. 

In this episode, EverHealth’s Head of Payments, Savannah Krieg joined host Becky Kopplin, VP Payments at Rainforest to share lessons from both sides of the payments world, including what surprised her most about switching from infrastructure provider to platform operator, and the critical success factors that actually move the needle.

They discussed: 

• Why 90% of platforms should choose embedded payments over becoming a PayFac
• Why cultural alignment matters more than technology when launching payments
• The key metrics platforms should track: attachment, activation, TPV, take rate, and more
• How to think about payments pricing in the context of total contract value, not just take rate
• The importance of focusing on people and processes over optimizing tools and operations

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

For US-based vertical SaaS platforms, expanding into Canada can seem straightforward at the start. 

It’s English-speaking, geographically close, and a natural first international market. However, the operational reality is far more complex than most software platforms expect, particularly when it comes to payments infrastructure, compliance requirements, and regulations. 

In this episode, Pamela Draper, President of Digital Commerce Payments joined host Joshua Silver, Founder and CEO of Rainforest to break down everything platforms need to know about building payments in Canada such as navigating different payment rails, the Retail Payment Activities Act and why boots on the ground matter.

They discussed:

• Why Canada requires direct regulatory registration
• Canada's different payment rails including Interac e-Transfer, EFT, and the Real-Time Rail
• What the Retail Payment Activities Act (RPAA) means for payment service providers
• How to navigate the non-negotiable regulatory relationships and compliance requirements
• Why AI won’t replace payments, and how embedded fintech strengthens SaaS businesses

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay

HSA and FSA cards represent $150 billion in consumer funds today, yet many vertical SaaS platforms serving healthcare, wellness, and fitness aren't set up to accept them. 

The challenge isn't just processing the cards; it's navigating the complex compliance requirements around eligibility, letters of medical necessity, and TPA administrator rules. 

In this episode, Truemed’s Head of GTM Partnerships, Chris Shaw joined host Aaron Steinberg, VP Revenue at Rainforest, to break down how HSA/FSA acceptance works, why compliance is the real moat, and how vertical software platforms can unlock this revenue opportunity for their merchants.

They discussed:

• What HSA/FSA accounts are and the massive untapped payments opportunity
• Why compliance is a big challenge and how the right payments partner makes it seamless
• How enabling HSA/FSA acceptance increases average order value by 30%
• The reason consumers are now starting their shopping journeys in HSA/FSA marketplaces
• Everything platforms need to know about letters of medical necessity and dual eligibility 

The Payments Strategy Show is brought to you by Vertex and Rainforest.

Vertex: The Vertical Software Conference

This invite-only event and community offers networking, learning, and unique insights on go-to-market, monetization, product expansion, fundraising, and M&A.

Learn more: https://www.vertexconference.com/

Get updates on LinkedIn: https://www.linkedin.com/company/vertex-vertical-software-conference

Rainforest is the embedded payments purpose-built for vertical SaaS.

Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.

Learn more: https://rainforestpay.com

Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay