The challenge

Our client is a fintech acquirer exclusively focused on the B2B marketplace. It offers a comprehensive suite of payment solutions for businesses, including credit card processing and merchant account services.

The client engaged EDC to firstly, gain deeper insight and understanding of the travel sector trends (airline, rail, travel agents, train and car rentals) and particularly of airline payment flows. Then second, to identify potential opportunities to pursue in the airline space as a new payment service provider.

How EDC helped

EDC helped the client understand key trends in travel payments and key aspects of the airline industry value chain (e.g. B2B payment flows in the intermediated channel, providers, pain points). EDC conducted a thorough analysis of travel and airline payment value chains (e.g. Transparency In Payments - TIP, One Order, NDC) to identify and prioritise key opportunities for the client to pursue.

EDC developed a pragmatic and “surgical” approach enabling the client to focus on a number of key opportunities in the airline sector and identify sales partners to target selected airlines.

EDC worked closely with the client to develop an innovative and competitive value proposition for airlines and travel agents. We identified and assessed potential new clients to target (e.g. level of interest, potential pain points). The client was keen to engage directly with and discuss pain points with stakeholder, and we supported in arranging face-to-face meetings between the client and stakeholders including airlines and IATA.