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E287 | From CAC Recovery to Higher ACVs: The Power of Upfront Payments with Miguel Fernandez Larrea

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Manage episode 477356891 series 2505086
Content provided by Andrew Michael. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Andrew Michael or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

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.

  continue reading

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

Artwork
iconShare
 
Manage episode 477356891 series 2505086
Content provided by Andrew Michael. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Andrew Michael or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

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.

  continue reading

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

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