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E287 | From CAC Recovery to Higher ACVs: The Power of Upfront Payments with Miguel Fernandez Larrea
Manage episode 477356891 series 2505086
Today on the show we have Miguel Fernandez Larrea, the CEO and Co-founder of Capchase.
In this episode, Miguel shares his experience helping B2B vendors recover customer acquisition costs faster and increase deal sizes through flexible payment terms.
We then discussed the enterprise sales motion behind Capchase Pay, how Miguel’s team drives adoption across sales, finance, and rev ops, and how their CS team is optimizing activation to reach the first five closed deals.
Mentioned Resources
Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.
Chapters
1. E287 | From CAC Recovery to Higher ACVs: The Power of Upfront Payments with Miguel Fernandez Larrea (00:00:00)
2. The pricing problem that led to Capchase's founding (00:02:44)
3. How Capchase enables flexible payments while vendors get paid upfront (00:04:19)
4. Capchase's risk engine: underwriting flexible terms at scale (00:07:21)
5. Ideal customer profiles: from SaaS to robotics-as-a-service (00:09:19)
6. Graduation churn vs. growing stickiness upmarket (00:13:22)
7. Enterprise sales motion: activation, champions, and internal complexity (00:16:29)
8. Why “5 closed deals” is Capchase’s activation milestone (00:22:34)
9. Onboarding as the foundation of retention and behavior change (00:26:59)
289 episodes
Manage episode 477356891 series 2505086
Today on the show we have Miguel Fernandez Larrea, the CEO and Co-founder of Capchase.
In this episode, Miguel shares his experience helping B2B vendors recover customer acquisition costs faster and increase deal sizes through flexible payment terms.
We then discussed the enterprise sales motion behind Capchase Pay, how Miguel’s team drives adoption across sales, finance, and rev ops, and how their CS team is optimizing activation to reach the first five closed deals.
Mentioned Resources
Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.
Chapters
1. E287 | From CAC Recovery to Higher ACVs: The Power of Upfront Payments with Miguel Fernandez Larrea (00:00:00)
2. The pricing problem that led to Capchase's founding (00:02:44)
3. How Capchase enables flexible payments while vendors get paid upfront (00:04:19)
4. Capchase's risk engine: underwriting flexible terms at scale (00:07:21)
5. Ideal customer profiles: from SaaS to robotics-as-a-service (00:09:19)
6. Graduation churn vs. growing stickiness upmarket (00:13:22)
7. Enterprise sales motion: activation, champions, and internal complexity (00:16:29)
8. Why “5 closed deals” is Capchase’s activation milestone (00:22:34)
9. Onboarding as the foundation of retention and behavior change (00:26:59)
289 episodes
All episodes
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