Checkout Lending Retailers - B2B Lead Gen

Checkout Lending E-Com Plugins

Led an initiative to develop and market e-commerce platform plugins that would simplify the integration of Santander's financing solutions for retailer partners.

• Third-Party Collaboration: Worked with a specialized development partner to create plugins for major e-commerce platforms
• Target Identification: Used BuiltWith and other market intelligence tools to identify retailers using compatible e-commerce platforms
• Email Strategy Development: Created a comprehensive email outreach strategy targeting specific e-commerce segments
• CRM Campaign Setup: Designed the email campaign structure, segmentation, and follow-up sequences in the CRM system
• Proposal Development: Created tailored business proposals highlighting the simplified integration process via plugins
• Value Proposition: Emphasized how the plugin solution reduced technical barriers and accelerated time-to-market
• ROI Modeling: Developed financial models showing potential sales lift for various retailer segments

Results

• Successfully launched plugins for major e-commerce platforms including Magento, WooCommerce, and Shopify
• Increased adoption rate of financing solutions among small and medium-sized retailers
• Reduced technical integration time from weeks to hours for many retailers

Groen Lenen: Solar Panel Financing Solution

Commercial launch of a B2B solution that enabled solar panel retailers in the Dutch market to offer end-customer financing options, increasing affordability for sustainable energy and driving sales conversions.

• Product Development Collaboration: Partnered with the Product team throughout development of the Groen Lenen financing solution to ensure market alignment
• Market Analysis: Collaborated with cross-functional teams to identify target accounts and assess product-market fit for solar panel financing
• ABM Campaign Development: Created targeted LinkedIn ad campaigns within an Account-Based Marketing, specifically reaching decision-makers in the solar industry
• Value Proposition: Crafted messaging highlighting how financing options could increase customer conversion and average order value
• Conversion Optimization: Developed a lead generation flow featuring case studies and qualification forms to ensure high-quality leads for the sales team
• Account Management Integration: Established protocols with the Account Management team for smooth transition of qualified leads into active client relationships

Results

• Successfully launched the Groen Lenen product to market with initial partnerships established within the first quarter
• Created a scalable lead generation system that consistently delivered qualified prospects to the sales team
• Established Santander as an early mover in the growing solar financing market in the Netherlands

E-Commerce Retailer Acquisition in NL and BE

Strategic initiative to attract and onboard retailers in the Netherlands and Belgium markets to integrate Santander's financing solutions into their e-commerce platforms through easy-to-implement plugins.

• Target Identification: Curated lists of ideal target accounts using market research tools like SEMRush Trends, Builtwith, SimilarWeb
• CRM Integration: Worked with the CRM team to develop segmentation strategies and ensure proper tracking of leads through the acquisition funnel
• Tailored Outreach: Created customized messaging emphasizing the ease of integration and potential sales lift
• Value Communication: Highlighted the competitive advantage of offering financing options directly at checkout
• Account Management Alignment: Collaborated with Account Management team to define lead qualification criteria and establish clear handover processes
• Integration Support: Coordinated with technical and product teams to ensure smooth onboarding for new retailer partners

Results

• Expanded Santander's retailer network across both Dutch and Belgian markets
• Reduced onboarding friction through streamlined technical integration processes
• Increased partner retention through continuous optimization of the financing experience

Retailer Partner Management

• Led a team of product owners responsible for retailer integrations and KYC doc upload + esigning flows from checkout lending channels
• Addressed partner needs for further integration support and product requirements
• Assisted with BI set up to be able to share key reporting with high value partners, and general reports for internal BI
• Facilitated collaboration between retailers and internal teams to achieve mutual business objectives
• Assisted Account Management to develop retention strategies for existing partners

Business Impact

• CR% improvement: 40% increase in qualified lead-to-conversion rate through refined targeting
• Successful contract renewals of top key accounts
• Market Expansion: Successfully established partnerships in previously untapped segments, such as solar panel financing, ebike financing
• Revenue Growth: Contributed to revenue increases through new retailer partnerships
• Operational Efficiency: Streamlined lead handling processes, reducing time-to-onboarding for new partners

On this page

• Overview
• Key Activities and Example Cases
• Checkout Lending E-Com Plugins
• Results
• Groen Lenen: Solar Panel Financing Solution
• E-Commerce Retailer Acquisition in NL and BE
• Retailer Partner Management
• Performance Results
• Business Impact