Situation

An Independent Software Vendor (ISV) provided a market leading business management system for food, beverage, and entertainment centers around the world. Their solution included Point of Sale software for the business’ core use cases, which was integrated with the customer’s Acquirer for payments processing. Customers of the ISV accept payments across multiple channels, and required a more sophisticated food and beverage Point of Sale software to use alongside the business management system. The ISV had no referral agreement with these Acquirers and was not deriving any revenue from payments acceptance. 

Over the past several years, the Independent Software Vendor (ISV) market has moved towards a model of integrating payments within their software solutions. This ISV recognized an opportunity to deeply integrate multi-channel Point of Sale and payment processing with their business management system to streamline customer operations and to recognize payments revenue and asked Glenbrook to evaluate the optimal provider configurations and potential partners that would support this objective. 

Approach

Glenbrook outlined the following high-level approach to help define the best path forward for this ISV to benefit from electronic payments and provide integrated payment solutions: 

1. Migration Opportunity Analysis 

2. Provider Outreach 

3. Provider Initial Evaluation and Negotiation Assistance 

4. Company Stakeholder Interviews and Data Analysis 

5. Customer Interviews and Survey 

6. Glenbrook Education Workshop 

7. High Level Business Model Overview 

8. Recommendations

Impact

Glenbrook helped validate and assess various payment integration options for this ISV. An example analysis included segmenting the various payments and POS providers: