Software companies have spent years embedding payments, yet many still earn nothing from transactions flowing through their existing customer base. Could that be their biggest missed opportunity?
In this episode of WRAP UP, I sit down with Ben Weiner, Global Head of Partner Channel at Nuvei, to explore where payments growth comes from as AI changes the software business.
Ben explains why winning new customers with payments built in is only part of the job. He says sophisticated software vendors attach payments to 80–100% of new customers, while older customers often remain on separate providers. Reaching that installed base requires a clear reason to switch, better reconciliation and someone internally accountable for adoption.
We also discuss:
Where AI creates value today: Faster development can make previously difficult integrations viable, helping software companies reach customers they could not serve economically before.
Why the system of record matters: The software holding invoices and business data remains a strong starting point for payment adoption, even as AI changes the interface.
Choosing payment partners: Ben makes the case for one primary strategic provider and a secondary option, explaining how too many integrations can fragment development efforts.
The B2B opportunity: Conflicting payment preferences and complex remittance information still create friction between buyers and suppliers. Ben identifies small and medium-sized manufacturers as a particularly underserved market.
I also challenge Ben on whether AI companies will build their own payment infrastructure, and we discuss why trust and unresolved liability could slow the move towards fully autonomous purchases.
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