Case Study:
On Boarding a Boutique Sales Organisation (ISO)
Overview
This case study outlines the onboarding of a boutique Independent Sales Organisation (ISO) that introduces up to five e-commerce merchants per week into our payment processing ecosystem. The initiative supports sales partners with a transparent revenue-sharing model and a streamlined merchant evaluation process.
Background
This operator was in niche verticals such as specialty retail and hospitality, the ISO leverages close merchant relationships and a hands-on approach to onboarding. Their strength lies in identifying high-potential merchants and presenting detailed commercial profiles that support pricing optimization and risk assessment.
Objectives
• Facilitate onboarding of up to 5 merchants weekly with minimal friction
• Empower ISO to collate and present key merchant data for pricing and risk evaluation
• Establish a clear, monthly revenue-sharing model to incentivize growth
• Maintain compliance and brand alignment across all merchant interactions
Revenue Model
The ISO received 50% of the net revenue for each merchant that processes successfully and in line with the expected level generated from their payment activity. This share is calculated monthly and paid directly to the ISO, ensuring transparency and consistent financial incentive.
Merchant Submission Criteria
To initiate onboarding, the ISO provides a concise merchant dossier that includes:
✅ URL of the e-commerce merchant
📈 Six months of processing history (volume, frequency, seasonal trends)
💳 Average ticket value
⚠️ Chargeback ratios and dispute history
💰 Current pricing structure and achievable pricing targets
On Boarding Process
Phase
Merchant Profiling
Agreement Execution
Training & Support
Monthly Reconciliation
Key Actions
ISO submits merchant dossier with required data
ISO signs an NDA and ISO referral agreement including revenue terms
ISO receives onboarding toolkit and merchant support guides
Net revenue calculated and 50% share paid to ISO/broker
Outcomes
Accelerated evaluation and pricing strategy formulation
Legal clarity and mutual expectations established
ISO empowered to deliver consistent merchant experience
Transparent, timely payouts build trust and retention
Results & Impact
• Merchant Activation: 20 merchants onboarded in first 6 weeks
• Revenue Engagement: 50% rev share model for all merchants processing
• Payout Reliability: Monthly payments delivered on schedule with full breakdowns
• ISO Growth: ISO expanded outreach to new verticals based on initial success of the retail and hospitality
Lessons Learned
• Merchant data transparency accelerates pricing and risk decisions
• Monthly payouts reinforce trust and long-term engagement
• Smaller ISOs thrive with clear incentives and structured onboarding
Next Steps
• Introduce automated payout dashboards for ISO’s
• Expand ISO toolkit with co-branded marketing assets
• Pilot referral bonuses for merchants who onboard peers
CASE STUDY 1: Interchange
Client A had been running an E-commerce business for circa 6 months and had built some steady volumes simply buying and selling their product.
CASE STUDY 2: Governance
Client B was a successful payments business formed over ten years previous offering an e-commerce payment gateway and various alternative payment methods
CASE STUDY 3: Online Gambling
The online gambling industry is currently being subjected to major change and it is understanding the changes that are driven
