We are privileged to have worked for the very best clients
Acquirers
Payment Schemes
Retailers
Issuers
Payment Service Providers
Payments Technology Providers
Global Banks
Payment Processors
Major Brands
Client Case Studies
Co-Brand Business Development for one of the largest card schemes
The engagement, which covered the European market mapped out the operating environment and built a fact base on T&E merchants. Piran staff developed a proprietary scoring model that identified a number of potential key accounts on which deeper analysis was conducted. We also reviewed the global co-brand value proposition and updated it to be more compelling and business development orientated. The client has since won multiple deals in this sector.
Advisory deal analysis for payments partnerships
The Piran team have conducted deal analysis from both an issuer and partner point of view. This unique perspective gives us insights into how these deals should work for each party. In particular we have recently re-engineered deals in key high spend merchant sectors including global airlines, to take into account changing consumer and regulatory needs. While the deal terms may often be the focus of the merchant its often the rewards strategy and value management strategy that have a bigger bearing on deal success.
Creating a Minimum Viable Proposition for a major travel business
An international travel and technology business wanted to deepen relationships with consumers and improve loyalty in what is a very price sensitive industry. The Piran team conducted a strategic analysis of existing travel based inventory and conducted a gap analysis of consumer needs. Our recommendation was to create a package of bundled benefits that would demand a fee to cover the additional costs of rewards but which would differentiate and deepen relationships with high spend segments.
Value proposition research in five European countries
A major global cards processor was looking to expand its pre-paid card capability in 5 European countries. The client understood the technical and regulatory requirements in each market but wanted to make sure that it developed a consumer value proposition that would resonate with potential clients. The Piran team developed a quantitative and qualitative research process that developed insight into how each market viewed potential pricing propositions (from a consumer perspective) and made recommendations about each option. The data was used to develop the product and demonstrate (through a Piran drafted whitepaper) to clients that consumers understood and accepted potential charging structures.
Programme Design for the world's largest P2P mobile payments platform
The Piran team undertook a number of roles to deliver to the first cross industry peer-to-peer payment scheme in the UK. Our roles included Programme Director for the Design Phase, Customer Launch lead together with PMO and Project Management. With access to over 70% of UK current account holders Paym was launched in April 2014.
Interim Commercial Management for a top 10 Cards Issuer
Our client, a top 10 UK Card issuer, needed to support their growing team with an interim Commercial Director as they went through a period of rapid growth and platform change. The role lasted 9 months and had three main components – managing all BAU / day to day commercial activities (inc. P&L responsibility) together with developing the team and developing a new card strategy in a highly competitive market. Our insight as industry practitioners ensured focus on the right initiatives at the right time.
Developing a market entry strategy for a major international cards issuer
The Piran team were asked by an international card issuer to review the viability of launching European co-brand programmes. I conducted a market analysis of the key drivers towards successful card markets and developed a competitor review. Once the viability of entry had been established, we then developed a database of deals and potential deals including contact details, performance metrics and intelligence around performance. This was used to prioritise a target list. We also developed the issuer’s corporate value proposition i.e. why were they entering this market and why they would deliver a better solution than the existing providers. They have subsequently pitched and won deals in a highly competitive environment.
Market entry analysis for a global retailer
A global retailer wanted to review whether they should issue credit and debit co-brands in Europe. They needed to understand the operating environment as it compared to the US, conduct a SWOT analysis of potential partners and understand any key regulatory or commercial hurdles that would impact performance. The Piran team conducted an analysis of 9 key countries over an 8-week timeframe, and helped score and prioritise the opportunities. Our advice was not to launch because of interchange reduction and differences in consumer behaviour that did not fit to the US operating model for their cards product.
Product Proposition Development for a Global Payments Network
The Piran team were engaged to provide POS finance pricing comparisons across the POS product spectrum for key competitors in a time critical timeframe. Our analysis included product variables, price points for different merchant categories and high level ranges on deal terms. This was delivered less than 10 days after engagement signing.
Improving Customer Engagement in High Cost Lending
A client in the high cost credit segment wanted to develop a clear product roadmap for consumers that took into account the changing regulatory environment. A quantitative research programme was built to segment prospects, existing customers and lapsed loans. The research highlighted a clear set of areas to address through a differentiated product and customer treatment strategy. The Piran team also developed a strategy whitepaper that was used as context for key industry stakeholders such as regulators, investors and sales partners. The client is now one of the top three high cost credit providers in the UK.
Design Authority for the UK's largest merchant funded rewards programme
Our client, one of the largest issuers in Europe required focused, experienced and objective support to a complex programme of change. The focus was on the launch and development of a merchant funded rewards programme across multiple business units and stakeholders. Our experience provided a differentiated change management proposition with our ability to understand the strategy and be proactive around where the pressure points would be through the change agenda.
