Smarter go-to-market offer for a restaurant software company with embedded finance
A restaurant management software provider struggled to get traction with customers and to get them to adopt its embedded payments proposition.
The existing go-to-market offer did not appeal to customers
The company was offering the same set of features and functionalities to all customers despite strong differences in their needs. Additionally, the offer was priced in a way that limited the appeal.
We redesigned packaging and pricing around customer needs and behaviors
Using data, customer survey & interviews, we uncovered different customer use-cases and embedded finance adoption drivers. Working closely with sales and product teams, we developed product packages that aligned with customer use-cases pricing, introduced price meters that aligned with value, and developed promotion offers for driving embedded finance adoption.
The new structure unlocked significant growth in deal size and adoption
Average revenue per customer increased by more than 35%, driven by better monetization and increased use of embedded finance, along with higher customer satisfaction and loyalty.
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