“The field sales team added close to 2 million pounds worth of revenue last year from a standing start. So yeah, (Glide) pays for itself.”
The core of yetipay’s business is providing POS terminals and payment processing services to small businesses. “Our mission is to make the mundane magical,” said Oliver, yetipay founder. “We build tools and features that allow business owners to succeed and hopefully have a slightly better life.”
To get its tools into the hands of the small businesses that need them, yetipay uses a large network of sales agents spread across multiple countries. Before Glide, yetipay was running all of those field sales operations out of spreadsheets. Commissions were run manually and sales teams didn’t have mobile-friendly software when they were out in the field.
Oliver discovered Glide and was able to build an app to manage commission calculations and payouts for his field sales team, as well as a contract manager tool to help them instantly close deals on site. Those tools helped them grow their business by 750% in just a year and expand to multiple new countries.
“ We would not have been able to grow the way we did without the tool, fundamentally.”
Managing commission payouts for field teams was time-consuming and error-prone
Running logistics for salespeople in the field was causing a lot of problems for Oliver and the yetipay team. “It became very, very painful,” said Oliver. “On a Sunday night, we would sit for like two hours, going through all this data to then pay the commissions out on the Monday. Not only was it like taking my Sunday evenings, but it was prone to error.”
At the time, he was only managing 30 or 40 commissions a day, but Oliver knew if they wanted to scale, he would need a more effective solution. He was already using Glide elsewhere in his operations and realized he could use it to do all the calculations, ingest the data from their other software, and keep it all up to date. “We can have Glide more integrated into the business and save ourselves a bunch of time. Apart from putting some APIs in place, no engineers were needed.”
yetipay runs operations on three key Glide apps
Today, yetipay has multiple apps running. The field sales app has a portal for reps where they can see commissions, bonuses, and request payouts. On the other end, accounting can oversee finances, and leadership gets better visibility into their operations. “Because this app has to ingest quite a lot of data, we also have a bunch of reporting on the performance of the business embedded for internal use. I'm always using it on my phone to see how much we've processed today and payments, and that kind of stuff.”
Reps also have apps that help them interface with customers, close deals, and get contracts signed on-site. “Reps are literally out in the field pricing deals on, generating contracts and showing customers how much they could save on the spot,” said Oliver. “It works really well on a phone.”
They also have a dedicated contract manager app, which every new customer uses to sign their contract when they come on board.
With Glide apps in the field, yetipay has been growing—fast
Today, there are now 260 field agents using the app, and that number is growing.
“We scaled total revenue last year from £400,000 to £3.5 million. Which is a lot.”
The business just launched in Italy and Spain and has plans to expand to the US, Australia, and New Zealand next year. Glide is used internally to price all of those deals. “It was a good year, and we are planning to triple this year,” said Oliver. “It was like 750% growth, give or take, last year. That was a wild ride.”
“I think there's something like 4,000 deals that were priced last year. Over a thousand commission payments have gone out since we introduced Glide for that part. Before that, we were doing it manually, and I just don't think we'd have been able to move fast enough,” he said.
“We just would not have been able to scale in the way that we did without Glide. ”