Business Model Design: Defining Pop Pays’ SaaS Offering
Tested, validated, and operationalized a new SaaS business model that transformed Pop Pays from project-based revenue to recurring income — growing to represent 25% of total ARR by the time I left and contributing to the company’s Series B raise and acquisition.
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Pop Pays’ project-based model drove strong revenue but lacked predictability and long-term customer engagement. We evolved the business into a SaaS model to build recurring revenue, deepen adoption, and create a scalable foundation for growth
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To transform Pop Pays into a recurring-revenue business, we designed, tested, and scaled a SaaS model that balanced predictability with growth.
1. Testing the model
Developed the initial SaaS offer structure and pitched it to new and existing customers to gauge interest, refine pricing, and validate perceived value.
Used an agile rollout — launching limited contracts to measure adoption, retention, and customer satisfaction before scaling.
Partnered with Legal to formalize recurring-service contracts and ensure compliance for long-term agreements.
2. Operationalizing the model
Established the foundational systems for recurring billing, reporting, and customer tracking — integrating Salesforce to capture subscription metrics and Stripe to enable seamless, low-touch transactions.
Designed handoff and onboarding workflows to connect Sales, Account Management, and Operations into a unified customer experience.
Documented internal playbooks to standardize delivery and support future scaling
3. Scaling the model
Implemented marketing automation and renewal workflows to drive retention and upsell opportunities at key lifecycle stages.
Created team training and enablement programs to onboard employees and drive cross-functional alignment.
Formed a dedicated SaaS revenue team focused on growth, renewals, and customer success — ensuring accountability and scalability.
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The SaaS model created a scalable, high-margin revenue stream and a foundation for long-term growth.
Grew to represent 25% of total annual revenue by the time I left.
Strengthened recurring revenue and customer lifetime value.
Improved forecasting accuracy and financial predictability.
Contributed to Pop Pays’ Series B raise and acquisition.
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SaaS Business Model Framework: Pricing, contract structure, and service design
Operational Playbooks: Handoff, onboarding, and renewal workflows
Salesforce & Stripe Setup: Subscription tracking and automation
Enablement Materials: Training for sales and customer success teams
