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Customizing Business Solutions: Cambridge Enterprise Solutions Group

by Christopher Morris | November 9, 2020

Group Origin:

While today’s version of the Enterprise Solutions Group resembles a well-organized professional services practice, the journey was filled with wisdom only gained from incremental successes and failures, as one might expect. The concept that paved the way for this group was conceived long before any official designation within Cambridge Global Payments. The group’s evolution over time reflects our ongoing mission to build a better business to support our partners and customers.

The Enterprise concept at Cambridge was founded circa 2010 by management’s desire to build a model to support professional and business service companies that were providing foreign currency wires as a service to their clients. These businesses included accounting and law firms, corporate relocation managers and third-party payroll organizations.

As an example, the initial core value for hiring third-party payroll companies was to make it easier for global corporates to calculate payroll for their worldwide workforce and remove the burden of researching tax codes in each country.  Rather naturally, payroll firms extended their value proposition to pay employees in local currency since they were the origin of the net deposit calculations.

As we at Cambridge sought to focus more on channels where a single relationship can earn access to the global currency spend of their downstream client base, we recognized the need to make some changes to our product, service delivery and Go-To-Market strategy (GTM).  The profiles for these clients became defined as Enterprise at Cambridge. This definition recognizes that even one partnership can create a compounding effect on transaction volumes, foreign currency spend and, as a result, increased revenues.

Early investments in the technology and skilled human capital required to buildout global mass payments, API capabilities, unified global operations, and commercial teams to scale the Enterprise segment quickly proved strong returns. In fact, Cambridge has achieved double digit transaction growth every year since inception. Today, the Mass Payments product suite is a mainstream offering, as Cambridge’s traditional mid-market sweet spot favors packaging global payments together in order to help reduce errors and increase productivity. However, utility for these products arch far beyond applications for Corporate AP as the Enterprise segment found new creative solutions to incorporate these products into the overall client and end-user experience for a wide variety of partner types.

Growing Adoption:

Invoice and Accounts Payable Automation companies, as well as Enterprise SaaS businesses have embraced global payments products in much the same way that payroll, global relocation and expense management providers have.  The trend for these organizations now is to holistically weave the offering into their pre-existing platform via API, giving their downstream customers (or end-users) a productive, on-demand experience for sending and receiving payments. As a reflection of how widespread this trend is, the spectrum of Cambridge partners has grown to include both traditional banks and FinTechs.  The Enterprise group has specialized sales and service teams dedicated to both traditional banks and FinTechs, as the team recognizes that each have different strengths and needs.

  1. Banks & Credit Unions: when such financial institutions (FIs) integrate with Cambridge, the FIs can offer their customers access to a wider breadth of fast and accurate in-country deposits and currency delivery capabilities in restricted jurisdictions, without competing internally for scarce development resources. This, in turn, allows them to remain competitive with traditional and more contemporary rivals, such as the new breed of digital banks grabbing market share across tech startups and the “New Economy.”

 

  1. FinTechs: integration with Cambridge gives a Fintech’s downstream clients access to execute transactions for their foreign exchange needs and risks. The global payments product also adds a revenue stream for the FinTech which can lift the Enterprise value of the venture.

Added Benefits:

Integrating a foreign currency payout component with Cambridge can attract a global pedigree of clients and defend against rival firms offering the solution as a competitive differentiator.  Furthermore, a revenue stream from payments can contribute significantly to budgets, and in some cases that stream has even helped Cambridge’s partners retain deal profitability when price concessions are made on core products in competitive bids.

Given the preference for taking the native approach to enabling global payment services in platform experience these firms now devote significant resources to remodeling their brand promise to concatenate global payment fulfillment within core messaging.

Group Architecture:

The Enterprise Solutions team at Cambridge was custom designed from the ground up to support these enterprise businesses through every step of their journey: from product incubation and platform integration, on through to service, product sales and client enablement.  Technical Engineers are on staff to advise partners on a spectrum of integration options, while the Client Success team quarterbacks the project tasks and bridges communication between all stakeholders. All this is in order to expedite the time it takes to go from project inception to GTM reality.

At the GTM phase, Cambridge partners are further supported by the Channel Partners team. The Channel Partner team is prepared to help the partner market the offering and scale the business across their current and prospective clientele.  Each aspect of the resources involved within the Enterprise Group supports its partners by helping them:

  • Expand and enhance their global payout solutions to their downstream.
  • Increase productivity, operational scale and profitability by streamlining existing global payment processes and workflow.
  • Realize new revenues streams where their core business naturally funnels an adjacent need to facilitate global transactions and monetize flows not presently mined.

To learn more, or to speak to a member of Cambridge’s Enterprise Solutions team visit:

https://us.cambridgefx.com/enterprise-payments/

 

This is the first in a series of blogs focused on the payments journey. Throughout this series, we will explore the six-part payments journey from envisioning solutions to enabling and scaling them. We will also discuss how Cambridge Enterprise Group supports partners each step of the way.

“Cambridge Global Payments” is a trade name, which in this document refers specifically to one or more of these legal entities: Cambridge Mercantile Corp., Cambridge Mercantile Corp. (U.S.A.), Cambridge Mercantile Corp. (Nevada), Cambridge Mercantile (Australia) Pty. Ltd.

Cambridge Global Payments (“Cambridge”) provides this document as general market information subject to: Cambridge’s copyright, and all contract terms in place, if any, between you and the Cambridge entity you have contracted with. This document is based on sources Cambridge considers reliable, but without independent verification. Cambridge makes no guarantee of its accuracy or completeness. Cambridge is not responsible for any errors in or related to the document, or for damages arising out of any person’s reliance upon this information. All charts or graphs are from publicly available sources or proprietary data. The information in this document is subject to sudden change without notice.

Cambridge may sell to you and/or buy from you foreign exchange instruments (including spot and/or derivative transactions; both kinds are here called “FXI”s) covered by Cambridge on a principal basis.

This document is NOT: 1) Advice of any kind, or 2) Approved or reviewed by any regulatory authority, or 3) An offer to sell or a solicitation of an offer to buy any FXIs, or to participate in any trading strategy.

Before acting on this document, you must consider the appropriateness of the information, based on your objectives, needs and finances. For advice, you must contact someone independent of Cambridge.

Certain FXIs mentioned in this document may be ineligible for sale in some locations, and/or unsuitable for you. Contact your Cambridge representative for further information regarding product availability/suitability before you enter into any FXI contract.

FXIs are volatile and may cause losses. Past performance of a FXI product cannot be relied on to determine future performance.

This document is intended only for persons in Canada, the US, and Australia. This document is not intended for persons in the UK or elsewhere in the EEA. In Australia, this publication has been distributed by Cambridge Mercantile (Australia) Pty. Ltd. (ABN 85 126 642 448, AFSL 351278); for the general information of its customers (as defined in the Corporations Act 2001). This entity makes no representations that the products or services mentioned in this document are available to persons in Australia or are necessarily suitable for any particular person or appropriate in accordance with local law.

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