Strategy · Fintech
Refocusing a payments company on its most profitable segment
Northwind had grown fast by saying yes to every customer. We helped the leadership team see where the business actually made money, and build the courage to focus there.
Client
Northwind Payments
Industry
Fintech
Duration
14 weeks
Year
2025
Gross margin in 18 months
Segments exited with care
Growth in enterprise accounts
The story
The challenge
Revenue was climbing, but margins were not. Northwind served small merchants, marketplaces and enterprise clients on one platform, and every segment pulled the product roadmap in a different direction. The board wanted a clear answer on where to invest next.
Our approach
We rebuilt the P&L by segment, interviewed forty customers and modelled three futures with the leadership team. The data was clear: enterprise clients were the most profitable and the most underserved.
Together we designed a phased exit from two low-margin segments, with migration support so no customer was left stranded.
The outcome
Within eighteen months, gross margin rose by 38 percent and the product team shipped twice as many enterprise features. The company raised its next round on the strength of the new strategy.
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