With so many SaaS companies embracing payments, why do only 10-15% achieve the expected financial results? Brian Abernethy of Utopaya joins host Joshua Silver on this episode to examine what separates the winners from the rest of the pack. 

They explore:

• One huge mistake SaaS companies make when choosing a payments provider, and how to avoid it
• Specific contract terms to demand, and terms to reject, when negotiating with your payments provider
• The essential tension between take rate and adoption, and when to prioritize each
• How to boost attach rates by positioning on-platform payments as the default choice
• Why the most successful SaaS companies don't bury payments under finance or product, and how to structure the org for success

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

Why are some SaaS companies able to generate more than half of their revenue from payments, while others struggle to get customers to use the payments feature? Matt Brown of Matrix Partners shares his lessons learned from building fintech into the vertical SaaS platform at Bonsai and working closely with top SaaS and fintech leaders as a VC investor. He covers:

• Why payments should be the first embedded fintech product for almost every vSaaS (hint: customers love to get paid).
• How SaaS platforms can become the system of record by managing workflows, data, and financial transactions all in one place.
• Where platforms can find additional growth beyond the typical scope of vSaaS and embedded fintech
• How nuanced details in pricing and risk management can make or break an embedded fintech offering
• The critical importance of prioritizing customers and vertical-specific needs over one-size-fits-all playbooks

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

How do software companies transform payments from a bolt-on feature to a thriving profit center? In today's episode of The Payments Strategy Show, Ali Mast of Parachute Advisory shares her experience from a career at the intersection of SaaS and payments, and what she learned from embedding payments in 40+ software platforms.

• Why SaaS and payments companies often "speak different languages" and how to bridge the gap.
• How evolving banking and regulatory conditions have made it harder for SaaS companies to become payfacs and the growing role of modern payfac-as-a-service providers.
• Revenue-maximizing best practices for sales enablement, customer success, and more.
• What mid-market SaaS companies need to consider before taking on payments risk.
• Why SaaS leaders need to own their payments strategy—or risk losing revenue to third parties.

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

Tony Caudill shares insights from building a church membership engagement app and an all-in-one financial management platform for youth sports clubs, emphasizing how to choose the right payments provider, create a winning merchant experience, and drive adoption.

• How integrated payments helped Tony's first SaaS business get acquired
• Four different approaches to payments and which one drives the most value for vertical SaaS companies and their customers
• Why simply adding payments to a SaaS platform isn't enough -- and the essential strategy shift that actually drives revenue
• The hidden costs of picking the wrong payments provider and how to avoid an expensive, years-long mistake
• What's missing from the "if you build it, they will come" approach and how to get customers excited about 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