Situation

A leading enterprise software player wanted to evaluate payments opportunities in the business-to-business (B2B) market. Continued working capital pressure on businesses large and small, and renewed B2B focus among industry players, had fueled investments in business payments. Our client wanted to significantly expand its network’s worldwide payment capabilities to facilitate payment on behalf of its global enterprise clients and their suppliers.

Approach

Glenbrook’s role was to help validate and refine our client’s understanding of business payments, hone their strategy for B2B payments, and aid in assessing prospective partnership opportunities to help them be competitive in this evolving landscape. Via a phased approach, Glenbrook conducted a collaborative B2B Payments workshop to “level set” the client team. Glenbrook then synthesized the preliminary findings to develop a high-level payment-specific strategic vision for the client. After completing this phase, the team refined the strategic recommendations, including a gap analysis and a future requirements roadmap. In Phase 2, Glenbrook created an assessment framework to analyze, evaluate and recommend potential payment providers for our client.

Impact

Glenbrook provided our client prioritized recommendations to guide their strategy and future decision-making. Glenbrook’s work included potential partnership opportunities, an evaluation of B2B transaction flows, critical card/non-card building blocks, as well as a more acute understanding of the buyer and seller pain points. Glenbrook built a high-level gameplan to guide the client in operationalizing our recommendations. Within a couple of years our client formed a strategic partnership and launched a new, highly competitive product offering targeting the $30 trillion B2B payments market (U.S.).