Enabling Strategic Clarity in a Complex MoR Landscape
Discover how leading Merchant of Record platforms are using integration and trust to stay competitive. See how strategic insights reshaped a top MoR provider's product roadmap in a rapidly evolving digital commerce landscape.
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BFSI Enabling Strategic Clarity in a Complex MoR Landscape
Enabling Strategic Clarity in a Complex MoR Landscape With the digital commerce market projected to $19.6T (2035) grow from $4.7T (2025) to (15.3% CAGR), the stakes for innovation and differentiation have never been higher. A leading Merchant of Record (MoR) platform provider, facing intensifjed competition and evolving buyer expectations, sought sharper insights to refjne its positioning and product roadmap. While the client managed compliance and payments efgectively, it lacked intelligence around: Competitive blind spots across verticals and regions Pricing sensitivity and willingness to pay by segment Customer preferences for bundled vs. unbundled solutions Platform-switching behavior and risk perceptions
Approach Understanding MoR Decision Journeys Across Markets: Jasper Colin deployed a rigorous quantitative study to help the client uncover demand dynamics, competitor vulnerabilities, and adoption barriers. Respondent Snapshot Industries: Roles: Company Revenue: B2B & B2C SaaS, Gaming, Publishing, eLearning CFOs, Product Heads, Revenue Leaders, Founders <$1M to $25M+ Europe (UK, France, Germany) Geography US for more insights /insights@jaspercolin.com
Methodology 500+ decision-makers surveyed 8-week engagement from survey design to insight delivery Triangulated validation: pre-screening, logic checks, open-ended audits for more insights /insights@jaspercolin.com
Findings Industry Pulse: Merchant of Record (MoR) Market: Integrated Platforms Set the Standard: Over 68% of surveyed organizations report superior operational effjciency using integrated MoR solutions versus fragmented point solutions. Transaction-based pricing (typically 4-8%) is the preferred commercial model versus fmat subscription fees, aligning costs to scaling usage for more insights /insights@jaspercolin.com
Findings Feature Prioritization by Buyers: A. Tax & Compliance Automation ranks as the selection driver across global buyers, especially in regions with evolving tax laws (e.g., EU VAT, US state taxes. B. Subscription Billing &Recurring Payments are the top features for SaaS, eLearning, and media players, often ranking above generic payment processing in feature benchmarking. C. Global Payment Method Support is critical, with leaders supporting 20+ payment types and 150+ countries- benchmarking well above smaller competitors. for more insights /insights@jaspercolin.com
Recommendations Sharpening Product-Market Fit & Reducing Adoption Friction Jasper Colin recommended four strategic moves: Reinforce Platform Integration & Data Trust ? Enable dual opt-ins to ensure transparency when jurisdictions require MoR providers to own customer records. ? Embed joint data ownership in contracts to ease compliance anxieties. Adopt Value-Based Pricing ? Replace fmat fees with transaction-value-based models to align with customer revenue growth. ? Use benchmarks to optimize fee bands. for more insights /insights@jaspercolin.com
Recommendations Strengthen Tech Ecosystem Compatibility ? Prioritize CRM/ERP integrations to reduce buyer resistance and enhance usability Simplify Switching & Onboarding ? Offer migration toolkits, training support, and uptime guarantees ? Build out customer success pathways for long-term adoption for more insights /insights@jaspercolin.com
Outcomes: From Payment Processor to Compliance Partner The insights unlocked pivotal shifts in client strategy: Narrative Redefjned From transaction enabler to trusted global compliance partner Enterprise Buy-in Strengthened positioning as a safeguard against regulatory risk Competitive Defense Targeted messaging against point- solution players Get in touch today for your complex B2B research needs Get in touch today for more insights /sales@jaspercolin.com
