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Jordan Wright, co-founder and CEO PAX Technology wanted to help merchants and consumers access simple,
of Atomic, said the Repay solution transparent BNPL options directly from a credit card terminal.
gives consumers more control of their
personal finances by enabling them Bottom line
to pay for things they need without By focusing on their prospects' needs, these companies carved out a niche in the
the risk of defaulting or incurring late BNPL space. They built products without staying stuck in the purpose stage,
fees. which enabled them to drive value and mitigate risk. While media outlets are
awash in dire predictions about a BNPL bubble and escalating default rates,
Roy Ng, CEO and co-founder of Bond, these providers rose above the fray by viewing BNPL more as a capability than
agreed, calling Repay "a seamless, a product.
integrated solution to a major problem
that often leaves employees confused Merchant level salespeople can borrow a page from these tech leaders'
and employers concerned about their playbooks by focusing on each prospect or partner holistically instead of from
workers' financial well-being." a price perspective. Apple is not taking a cut of its BNPL solution; Mastercard

From purpose to possibility is not limiting its BNPL service to Mastercard cardholders. These companies
understand the power of commerce enablement, and their contributions help
How can payment professionals be as us all rise.
fluid, responsive and adaptable as the
technology they sell without getting If you're wondering what this has to do with selling merchant services, why
stuck in any one stage of the sales not give it a try? Choose a prospect or partner and see where the journey from
cycle? Perhaps it begins by focusing potential to purpose to possibility takes you.
on prospects and their challenges
and requirements, as these BNPL Dale S. Laszig, senior staff writer atThe Green Sheet and managing director at DSL Direct LLC, is
providers have done:
a payments industry journalist and content strategist. Connect via email dale@dsldirectllc.com,
Mastercard wanted to help mer- LinkedIn www.linkedin.com/in/dalelaszig/ and Twitter@DSLdirect.
chants and consumers quickly
and easily tap into BNPL and
created Mastercard Install-
ments, a BNPL solution that ac-
cepts all payment card brands
without requiring merchant
installations or consumer app
downloads.

Apple wanted to help Apple
users select and customize
BNPL plans directly from their
iPhones and iOS devices and
built Apple Pay Later.

equipifi wanted to help finan-
cial institutions leverage cus-
tomer relationships by aligning
BNPL offerings with cardhold-
ers' financial goals.

QuickFee wanted to help pay-
ment service providers create
bespoke, flexible BNPL experi-
ences.

ChargeAfter wanted to help
lenders and retailers connect
and create personalized BNPL
plans through POS financing
that leverages their multi-lender
network.

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