Using Payments to Land Six-Figure Software Deal
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Dilemma
A Midwestern software company (ISV) had a large new sales opportunity on the line. Only one thing was standing in the way of winning this customer – an integrated payment solution that was outdated.
Objectives
This prospective customer had very specific needs – needs that the current payment integration could not support. These included:
1. Cloud EMV for comprehensive transaction data security
2. Contactless technology to meet the changing needs of consumers
3. Mobile wallet payment acceptance, including Apple Pay and Google Pay
Strategy
Working with the ISV’s development team, Wind River completed the required integration in the four-week time frame, Wind River took the modernization a step further by recommending the addition of account updater. This automated capability keeps credit card information up-to-date to ensure recurring and repeat payments are not delayed because card data has expired or changed.
Results
Wind River’s solution recommendations and integration efforts paid off in real dollars for the ISV. The new, six-figure software sale was signed. In addition to that revenue, the ISV continues to earn a share of the payments processed through the 25 retail locations of this one new customer.
1. Attracting new software customers that would not have otherwise been signed
2. Providing a tangible advantage over the integrated payment solution of its competitors.
Background
Antiquated Integrated Payments Jeopardizing New Business
A Midwestern software company (ISV) had a large new sales opportunity on the line. Only one thing was standing in the way of winning this customer – an integrated payment solution that was outdated.
Objectives
This prospective customer had very specific needs – needs that the current payment integration could not support. These included:
- Cloud EMV for comprehensive transaction data security
- Contactless technology to meet the changing needs of consumers
- Mobile wallet payment acceptance, including Apple Pay and Google Pay
The clock truly was ticking as the ISV’s payment solution needed to be modernized in four short weeks if the deal was going to be signed.
Strategy
Partnering with Wind River for Integrated Payments
Working quickly with the ISV’s development team, Wind River assessed the current environment, developed detailed integration requirements, rolled up its sleeves, and got to work. In addition to completing the required integration in the four-week time frame, Wind River took the modernization a step further by recommending the addition of account updater. This automated capability keeps credit card information up-to-date to ensure recurring and repeat payments are not delayed because card data has expired or changed.
Results
Six-figure Software Sale from a Single Customer
Wind River’s solution recommendations and integration efforts paid off in real dollars for the ISV. The new, six-figure software sale was signed. In addition to that revenue, the ISV continues to earn a share of the payments processed through the 25 retail locations of this one new customer.
The story doesn’t end here, though. The updated payment integration continues to yield benefits to the ISV by:
- Attracting new software customers that would not have otherwise been signed
- Providing a tangible advantage over the integrated payment solution of its competitors.
Wind River Wrap-Up
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