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With so many SaaS companies embracing payments, why do only 10-15% achieve the expected financial results? Brian Abernethy of Utopaya joins host Joshua Silver on this episode to examine what separates the winners from the rest of the pack.
They explore:
- One huge mistake SaaS companies make when choosing a payments provider, and how to avoid it
- Specific contract terms to demand, and terms to reject, when negotiating with your payments provider
- The essential tension between take rate and adoption, and when to prioritize each
- How to boost attach rates by positioning on-platform payments as the default choice
- Why the most successful SaaS companies don't bury payments under finance or product, and how to structure the org for success
The Payments Strategy Show is brought to you by Vertex and Rainforest.
Vertex: The Vertical Software Conference
September 9th, 2025 in San Francisco, CA
https://www.vertexconference.com/
Rainforest is the embedded payments purpose-built for vertical SaaS.
Grow revenue with the only payfac-as-a-service provider optimized to help you drive more payments volume at higher margins, without risk or compliance headaches.
Learn more: https://rainforestpay.com
Connect with us on LinkedIn: https://linkedin.com/company/rainforestpay
Chapters
1. Introduction and Guest Overview (00:00:00)
2. Brian’s Journey into Payments (00:10:00)
3. Current Trends in the Payments Ecosystem (01:00:00)
4. Navigating RFPs: What Software Companies Miss (01:40:00)
5. Negotiating Contracts: Tips for Success (03:20:00)
6. Final Thoughts on Payment Strategies for SaaS (05:00:00)
22 episodes
