Strategy Solutions

Commercial & Money Movement Solutions: Practice Build and Growth for Two Key Accounts

Challenge

A global payments service provider sought leadership in its Commercial & Money Movement Solutions (CMS) practice across two priority accounts in Australia–New Zealand–South Pacific. The remit spanned business development, portfolio value uplift, and solution innovation across business payments, commercial cards, and money-movement propositions. Core challenges included:

• Converting a strong brand and data advantage into measurable P&L impact for issuers, acquirers, and large merchants.

• Activating dormant value in existing commercial card portfolios (interchange, spend velocity, activation/retention).

• Launching market-leading business payments solutions while navigating complex stakeholder matrices and lengthy enterprise sales cycles.

• Building a repeatable consulting offering (IP, methods, assets) and scaling a small team to deliver with consistency and speed.

Solution

Harmonic proposed a practice-in-a-box operating model to stand-up, commercialise, and scale the CMS practice while delivering near-term wins in the two anchor accounts.

• Practice Design & GTM

  • Defined a CMS value proposition across Business Payments, Commercial Cards, and Money Movement (B2B payables/receivables, working-capital tools, virtual cards, cross-border).

  • Built a consulting catalogue (diagnostics → design → pilot → scale) and sales collateral aligned to issuer/acquirer/merchant pain points.

• Portfolio Value Uplift Engine (Commercial Cards)

  • Constructed a data-driven uplift model (activation, utilisation, line increase, MCC optimisation, supplier enablement).

  • Designed playbooks for segment-based pricing and rewards, dormant/reactivation campaigns, and supplier acceptance expansion.

• Business Payments & Money Movement Solutions

  • Mapped client payables/receivables journeys and leakages; identified opportunities in request-to-pay, virtual cards for AP, real-time payouts, and ISO 20022-aligned reconciliation.

  • Created pilot blueprints (90-day proof-to-scale) with co-marketing and embedded analytics for ROI tracking.

• Analytics & Benchmarking Fabric

  • Integrated provider + client data to deliver benchmarking dashboards, cohort analysis, and campaign lift measurement.

  • Partnered with internal data science to deploy propensity models (spend growth, attrition, supplier acceptance).

• Engagement Governance & Delivery

  • Standardised project setup: objectives, scope, deliverables, data asks, risk log, benefits register, and cadence.

  • Instituted a lightweight PMO/steerco rhythm to unblock dependencies and secure commercial sign-offs.

• IP & Thought Leadership

  • Codified repeatable assets (diagnostic frameworks, pricing calculators, acceptance heatmaps, implementation runbooks).

  • Produced industry briefs (SMB working-capital trends, sector liquidity pockets, instant-payments use cases) to fuel BD.

Key Deliverables

• CMS Practice Operating Model (org design, roles, KPIs, pipeline governance).

• Commercial Cards Uplift Playbook (activation/usage/acceptance levers, pricing & rewards optimisation).

• Money Movement Solution Designs (virtual cards for AP, RTP payouts, cross-border optimisation, reconciliation tooling).

• Data & Benchmarking Dashboards (portfolio scorecards, segment opportunity maps, campaign performance).

• Client Proposal Kits (diagnostic SOWs, benefits cases, proof-to-scale plans) for the two key accounts.

Client Benefits

• Accelerated revenue via portfolio uplift (activation, utilisation, supplier enablement) and new B2B payment flows.

• Faster time-to-value through a codified diagnostic-to-pilot-to-scale pathway.

• Stronger win rates with evidence-led proposals and benchmarking against regional peers.

• Repeatability at scale: reusable IP, standardised delivery, and a roadmap for new solutions across the region.