ABCSHOP is Singapore-based fashion retailer that has both online and offline stores. We recently won the deal for their Singapore (SG) and Philippines (PH) online business, and they have been live with Adyen for one month now.

You are the Adyen Account Manager for this account, and the original point of contact at ABCSHOP has left the company. The CFO has appointed a new Head of Payments who is now your new point of contact. After a brief introductory call, you learned that he is relatively unfamiliar with Adyen and is looking to understand how Adyen is helping ABCSHOP increase their overall payment acceptance rates, also called authorization rates.

In addition, the main opportunity with this account lies in their offline store volumes. ABCSHOP has stores in Singapore (10 stores) and Australia (30 stores) that are with another provider. The E-Commerce volume for Australia is also not with Adyen. The split between E-Commerce and in-store volumes is approximately 30/70. Australia market volumes are worth S$3M monthly.

You will meet with the Head of Payments, Head of Product and CFO to discuss further about the current performance, and pitch for the business that is not with Adyen currently.

Deliverables

Presentation Deck (30 minutes, maximum 15 slides)

1. Given the Head of Payments is not too familiar with Adyen, what key points would you like to get across? What differentiates Adyen from its competitors
2. Payment acceptance review for ABCSHOP based on May’s data.

• Calculate the authorization performance for both markets. Feel free to use splits in the data that make sense
• Are there any optimisations that can be made to improve the current authorization performance? Are there any Adyen products that you could recommend to ABCSHOP based on the current performance?
• Any other useful insights

3. Pitch for the remaining volumes in SG and AU

• What is the value of utilizing a Unified Commerce solution with Adyen?
• What terminals would you recommend to ABCSHOP?
• What payment methods would you recommend that they have?
• Prepare pricing for your pitch. Feel free to structure it creatively and reprice if necessary. Their existing pricing is provided below.
• Any other important points that ABCSHOP should know.

4. Q&A

Current Pricing

Pricing below is based on monthly volumes. You can assume local payment method pricing is currently priced based on https://www.adyen.com/pricing.

Terminals are on a purchase-only model, you can assume that it is non-negotiable. It is not necessary to include terminal-related pricing in your proposal.

Processing Fees apply on every transaction done on Adyen. Tiers below are on count of transactions processed per month.

Acquirer markup is applicable for card transactions using the Interchange++ pricing model.

RevenueProtect: SGD0.16 per transaction

Resources & Tips:

• Detailed explanation of the acquirer responses
• Information on Adyen’s offering
• Information on Interchange ++ model
• Payments Lifecycle
• Payments Glossary
• Press Release
• Blog post on Case Studies
• Product: Revenue Optimization
• Unified Commerce