Won Opportunity · Cross-Sell · Worldpay Referral

Sports Online Limited (cricket-hockey.com)

Owner: Connor White · Key contact: Jamie, Commercial Executive · Existing Access customer · June 2026

Customer saving

£31,140

Per year, confirmed from APS pricing model vs actual Stripe invoice

APS revenue

£39,230

Per year — 50% share of 1.25% WP service charge on £6.28m volume

Rate correction

0.7% → 2.33%

Customer’s believed rate vs actual all-in Stripe rate — uncovered by invoice analysis

Product gaps flagged

BNPL ×2, PrestaShop, Shopify — recurring blockers for ecommerce cross-sell

How the Deal Unfolded

Cross-sell initiated

Connor White opens PaySuite Advanced Payments conversation with existing Access customer

Resistance hit

Jamie cites Stripe’s PrestaShop ease, BNPL checkout, and a believed 0.7% rate

Invoice analysis

Actual all-in rate revealed as 2.33% — 3.3× what Jamie believed he was paying

Product gaps block

PaySuite lacks BNPL and PrestaShop integration — direct sale not viable

✓

Won via referral

Worldpay referral closes the gap: PrestaShop native, BNPL supported, APS keeps revenue

The perception gap that unlocked the deal

What Jamie believed

0.7%

“My interchange rate is competitive” — self-reported during discovery, the basis of his initial resistance

→

What the invoice showed

2.33%

All-in effective rate: 1.95% core card processing plus Radar, 3DS, disputes and updater fees on top

Invoice analysis is a powerful tool — the customer’s self-reported rate was materially wrong. Always validate with data.

Key takeaway — sales opportunity summary

Stakeholder dynamics

Factor	Jamie’s position (initial)	How it was addressed
Integration ease	Stripe’s PrestaShop plugin makes everything seamless — migration seen as pure risk	Worldpay’s established PrestaShop integration matched the requirement
Checkout features	BNPL (Klarna, PayPal Pay in 3) is a key conversion driver — non-negotiable	Worldpay supports the required BNPL options; PaySuite does not
Price perception	Believed rate of 0.7% — saw no commercial reason to move	Invoice analysis proved actual rate of 2.33%; openness to engage on commercial terms became the wedge

Why PaySuite Could Not Win Directly — Product Gap Analysis

Integration gaps

PrestaShopPaySuite ✗ Stripe ✓ / WP ✓

ShopifyPaySuite ✗ Stripe ✓ / WP ✓

Payment method gaps

Klarna BNPLNot available High demand

PayPal Pay Later / Pay in 3Not available Mainstream

Strategic implication for the software division These gaps are not unique to this deal — they will recur on every ecommerce cross-sell where the prospect runs PrestaShop or Shopify, or where BNPL is a conversion requirement. The referral pathway preserved this opportunity, but referral revenue (£39k/year here) cedes the primary gateway relationship, the processing economics, and the long-term platform stickiness to Worldpay. The summary’s own conclusion: referral revenue is not a substitute for owning the gateway relationship.

Investment case — what closing the gaps would unlock

Priority	Gap to close	Rationale	Recurrence risk
1	BNPL — Klarna + PayPal Pay in 3 (build or partner)	Table-stakes for consumer ecommerce; cited as non-negotiable by this customer	High
2	PrestaShop + Shopify native integrations	The two most common SME ecommerce platforms; absence is a hard blocker, not a negotiation point	High
3	IC++ pricing conversations at £6m+ volume thresholds	Merchants on blended Stripe rates at this volume are consistently overpaying and receptive to data-led switching arguments	Repeatable play

Gateway Scorecard — Worldpay vs Stripe

Worldpay via APS

83/100

Wins on cost, transparency, fraud bundle

Stripe (incumbent)

87/100

Wins on UX, BNPL, embedded checkout

Decisive factor

Cost

4-point product gap vs £31k/year confirmed saving

Dimension	Worldpay via APS	Stripe	WP	Stripe
Cost at this volume	£9,553/month all-in, confirmed from APS model. £2,595 cheaper	£12,163/month all-in, confirmed from invoice. Higher	9	4
Pricing transparency	IC++ — exact interchange per card type visible. Transparent	Blended flat rate; customer believed 0.7%, was paying 2.33%. Opaque	9	6
Fraud & 3DS	FraudSight, 3DS Flex, Merchant Guarantee — bundled at £0. Bundled	Radar £405/month + 3DS fees, confirmed on invoice. Add-on cost	9	7
PrestaShop integration	Established native integration — the reason this referral was viable. Redirect model	Native embedded Elements, currently live. Embedded	7	9
BNPL support	Supports the Klarna / PayPal Pay Later options Jamie requires. Supported	Klarna, Afterpay native in checkout. Native	8	9
Checkout experience	Hosted redirect; branded but adds a step. Friction risk	Embedded single-page, Stripe Link one-click. Best-in-class	6	9
Recurring billing	Tokenised recurring; basic subscriptions. Adequate	Stripe Billing; Card Updater confirmed active. Full-featured	6	9
Reporting	Business Dashboard; functional. Functional	Real-time dashboard, Sigma SQL. Best-in-class	6	9
Support	Business hours; managed tier available. Standard	24/7 chat, email, phone. 24/7	6	8
International acquiring	235 markets; US rate card confirmed in model. Wider reach	135+ currencies; 2% FX on EU volume. Comparable	8	7
Total			83	87

Stripe retains a narrow product edge (87 vs 83), concentrated in checkout UX and billing tooling. The commercial case — £31,140/year confirmed customer saving plus £39,230/year APS revenue — outweighs the 4-point product gap, provided implementation risk is managed (see below).

Customer Cost Benefit — cricket-hockey.com

Confirmed: £2,594.98/month · £31,139.79/year · £155,699 over five years Calculated by applying the APS/Worldpay IC++ rate card (UK DC 0.20%, CC 0.30%, Commercial 1.00%, +1.25% service charge, +£0.10 auth, +£450 Tier 1) to the customer’s actual invoiced volume of £523,064/month. Effective rate falls from 2.33% to 1.83% all-in.

Measure	Stripe (actual)	Worldpay via APS (modelled)	Delta
Monthly cost	£12,163.16	£9,553.18	−£2,594.98
Effective all-in rate	2.33%	1.83%	−0.50pp
Fraud / 3DS / updater fees	£423.10/month	£0 (bundled)	−£5,077/year
Five-year customer value	—	—	£155,699 saved

Implementation Risks — What Could Erode the Win

Risk	Severity	Detail	Mitigation
Checkout conversion drop	High	Worldpay HPP redirect adds a step vs Stripe’s embedded flow. Breakeven threshold: a conversion drop above ~1.6% wipes out the fee saving at 30% gross margin.	Phased split-traffic migration (10% → 100% over 60 days) with live conversion measurement; enable Apple/Google Pay on HPP; full merchant branding of hosted page; weekly monitoring for first 60 days.
BNPL parity at go-live	High	BNPL was Jamie’s explicit requirement and a stated conversion driver. Any gap between Stripe’s Klarna/Afterpay experience and Worldpay’s BNPL implementation will be visible in revenue immediately.	Validate Klarna and PayPal Pay in 3 availability and UX on Worldpay’s PrestaShop integration before contract signature, not after. Demo to Jamie pre-migration.
Recurring/saved-card migration	Medium	Card Account Updater activity on the Stripe invoice confirms an active saved-card / recurring base. Tokens do not transfer between processors automatically.	Initiate Stripe-to-Worldpay token migration (both support PCI-compliant token portability requests) early; expect 4–8 weeks; communicate with affected customers.
Rate-card drift	Medium	The £31k saving depends on the modelled card mix (45% DC / 45% CC / 10% commercial). A heavier commercial or US card mix erodes the saving.	Contractual rate-card lock for 24 months; quarterly mix review baked into account management cadence.
Settlement & reconciliation change	Low	Finance team workflows built around Stripe dashboard and payout timing will need rebuilding.	Parallel-run reconciliation for first two settlement cycles; Worldpay Business Dashboard training session pre-cutover.
Relationship risk if saving underdelivers	Low	This is an existing Access customer — a failed migration damages the broader account, not just PaySuite.	Set expectations on the 1.6% conversion threshold openly; agree a rollback plan with Jamie before cutover; APS owns the migration outcome, not the customer.

The one number the GM should remember

Annual customer saving (confirmed)£31,140

Annual APS referral revenue (confirmed)£39,230

Conversion drop that erases the customer’s saving1.6%

Everything in the implementation plan exists to protect that 1.6%✓

GM Summary — Three Messages

The win: a resistant customer paying 3.3× their believed rate was converted through invoice analysis, and the Worldpay referral preserved £39,230/year of annual revenue that would otherwise have been lost entirely. The customer banks £31,140/year. Genuinely aligned outcome.

The risk: the deal is won on paper but not yet delivered. Checkout conversion is the single threat — the migration plan is built around protecting a 1.6% breakeven threshold, with phased traffic, BNPL validation pre-signature, and an agreed rollback.

The strategic question: this deal was only winnable by referral because PaySuite lacks BNPL and PrestaShop/Shopify integrations. Those gaps will recur on every similar ecommerce prospect. Referral kickback is 50% of the economics and 0% of the relationship. The product investment case — BNPL partnership plus two platform integrations — deserves a costed proposal.

Disclosure position APS earns £39,230/year from this referral. Disclosed proactively to the customer; the £31,140 saving stands on its own merits and the recommendation requires no qualification. FCA Consumer Duty principles satisfied.

Sources: Sales Opportunity Summary — Sports Online Limited (Won), Connor White; Sports_Online_Ltd_Pricing.xlsx (APS/Worldpay IC++ model); Stripe monthly invoice, cricket-hockey.com (verified); Worldpay/Stripe public pricing benchmarks (2026). All figures GBP. Internal use only — Access PaySuite. June 2026.