PreSales Payments QBR

FY25 & Q1 FY26 Performance Review

Performance Overview

246

Opportunities Supported

1,098 hours invested

£2M

Closed Won

108 opportunities

44.66%

Win Rate

Above target

Opportunities Supported Over Time

Public Sector Performance

73%

Council Penetration

156 of 213 councils

2.4M

Citizens Served

Monthly transactions

+32%

YoY Growth

Revenue increase

Council Type Distribution

Quarterly Revenue Trend (£M)

District Councils

78%

County Councils

65%

Unitary Authorities

71%

Metropolitan

82%

Activity Distribution

Internal Alignment Calls

15%

Demonstrations

9%

Discovery Calls

4%

Tenders

8%

Technical Surveys

5%

Training

5%

Other Activities

54%

Average per Opportunity

4 hrs

Win/Loss Analysis - 194 Total Opportunities

Top 10 Wins vs Losses (£000s)

Win Analysis (103 Wins)

Council sector dominance (15 of top 20)
Strong migration execution
MEDDPICC methodology focus
Green RAG opportunities converting well
Average win: £19.4K | Total: £2.0M

Loss Drivers (85 Losses)

Functional Fit: £836K (33%)
Non-bid on Tender: £547K (22%)
Project Cancelled: £439K (18%)
Pricing Issues: £378K (15%)
Average loss: £29.1K

Content Strategy & Enablement

3.2

Avg Stakeholders per Opportunity

85%

Consensus Platform Adoption

12

New Assets Created

Content Roadmap FY26

Q1

Demo Environment Updates

Paysuite evolution showcases

Q2

Competitive Battlecards

Updated positioning against new entrants

Q3

ROI Calculator Tools

Economic buyer engagement assets

Q4

Success Story Repository

Sector-specific case studies

Product Innovation Roadmap

⚡

Digital Transform

Open Banking Live

🛡️

Security

PCI DSS Certified

♿

Accessibility

WCAG 2.2 Compliant

🤖

AI Innovation

EVO AI Co-pilot

3-Year Strategic Evolution

2025: Foundation

• Open Banking integration
• Mobile-first interfaces
• EVO Income Management

2026: Acceleration

• Digital wallets (Google Pay)
• Generative AI features
• Direct Debit enhancements

2027: Innovation

• Variable recurring payments
• Predictive analytics
• Digital currency support

Skills Development

• AI/ML certification path
• Integration architecture training
• £15K training budget allocated

Team Performance & Development

Performance Distribution

7.8/10

Peakon Score

Above average

1

New Hire

Andy Wright - Exceeding expectations

12

Certified

Paysuite experts

PreSales Support Coverage Analysis

14

Sales Reps Supported

5

PreSales Team

2.8:1

Coverage Ratio

49

Opps per PreSales

Key Sales Partnerships

James Pickering £838K+

Rob Fleetwood £380K+

Richard Marks £200K+

Sam Potter £152K+

Jon Mueller £377K+

Gerard Evans £734K+

Avg Hours per Opp

4.5 hrs

Win Rate with PreSales

44.66%

Total Value Influenced

£4.47M

FY26 Strategic Initiatives

🎯

Value Acceleration

Streamlined POC process with faster time-to-value demonstrations

Expected Impact

20% faster cycles

💥

Executive Engagement

C-suite focused content and strategic account programs

Expected Impact

15% win rate lift

🏆

Competitive Edge

Unique value proposition development and differentiation

Expected Impact

Market share growth

🧠

Team Excellence

Technical mastery and innovation culture development

Expected Impact

100% certified team

Key Takeaways

✅

Strong Performance

44.66% win rate with £2M closed

📈

Clear Growth Path

Strategic initiatives aligned

💥

Engaged Team

7.8/10 engagement score

🎯

FY26 Ready

Target: 50% win rate

Thank You

Questions & Discussion

Further Takeaways... 🍟

When all this strategic thinking makes you hungry!

🍔

McStrategy

Over 2 billion ideas served

🍗

KPI Fried Chicken

Finger-lickin' good metrics

🍕

Pizza the Action

Delivered in 30 days or less

🥖

Sub-Objectives

Eat fresh insights

🌮

Taco 'bout Success

Think outside the bun

🍟

Chip & PIN Payments

Proper British success

Now accepting payments at all locations!

*No actual food was served in the making of this presentation

Your Key Takeaways

🤚

All key takeaways successfully delivered!