Why 85% of SaaS payment offerings underperform -- and how to get it right with Brian Abernethy

Payments Strategy Show

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
  

Full transcript: https://www.rainforestpay.com/blog/payments-strategy-show-004-brian-abernethy/

The Payments Strategy Show is brought to you by Rainforest, 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

Chapters

1. Introduction and Guest Overview (00:00:00)

2. Brian’s Journey into Payments (00:10:00)

3. Current Trends in the Payments Ecosystem (01:00:00)

4. Navigating RFPs: What Software Companies Miss (01:40:00)

5. Negotiating Contracts: Tips for Success (03:20:00)

6. Final Thoughts on Payment Strategies for SaaS (05:00:00)