Top-3 global payments company, B2B division
0→1 build of B2B ecommerce + CPQ + payments. $30M USD processing volume in 7 months.
- Period:
- 2019–2021
- Role:
- Acting Product Lead, CPQ / B2B eCommerce (B2B contract via RootCause Consulting)
- Stage:
- Public company, top-3 global payments
The situation
A top-3 global payments company building a B2B division from zero — ecommerce + CPQ + payments — into a market where its existing brand carried weight but its product surface did not. Seven engineering teams in motion, a 3-year B2B SaaS roadmap covering both self-service and sales-assisted channels, and tier-1 enterprise pilot clients waiting on a working platform.
The company had the technical depth. What it didn’t have was the product discipline to convert that depth into a shippable, sequenced platform without 18 months of internal alignment debt.
What I did
Stood up the discovery framework first — Requirements, Problem Validation, Solution Validation — with explicit gates and exit criteria. With seven teams and tier-1 pilot clients, the cost of skipping a phase was measured in quarters, not weeks; the framework made that cost visible before it was paid.
Wrote the 3-year B2B SaaS roadmap covering self-service and sales-assisted channels, then the solution design and business case framework that every initiative on that roadmap had to pass through. Led the teams through the first two phases of execution, ramping pilot clients onto the platform.
What changed
- $30M USD B2B payment processing volume in 7 months
- 10% company revenue impact from the B2B division
- Seven engineering teams operating against a single sequenced roadmap
- Discovery and solution-design pipeline that survived the handover