Teams that drive payment success

To support the commitment to this new revenue line, ensure you have the right team in place to support it.

There are four key roles to support your payments function:

Operations

The operations function is important to ensure that the process of lead → quote → contract → onboarding → renewals is seamless. This team is often responsible for executing on pricing strategy, and ensuring deals are  signed at competitive processing rates that generate margin. 

Payments PM/Head of Payments

This person is responsible for the success of payments and often has visibility over the product offering, pricing, and reliability of the solution. This person executes on the vision of embedding payments and should be targeted with achieving a specific margin and adoption rate. 

Go-to-market teams

It’s important to ensure that your sales team are incentivized to sell payments and that your marketing team can package and position the product offering  Successful platforms incentivize sales with a share of the margin earned from payments.

Support 

As a platform now selling payments, you will need to support your customers when they have questions. The support team will need to be educated on terminals, networking, payouts, onboarding, and general troubleshooting to effectively manage customer requests.

Pro tip: Learn how to set up your support team and help your users here