Payments and Digital Commerce Platforms

How Providers Can Work with Platforms to Win Over Merchants

Executive Summary

Digital commerce platforms help merchants of all sizes sell online, making them an increasingly big factor in ecommerce payments. This creates new opportunities for processors, gateways, and other payments stakeholders to reach merchants—but also complicates their relationship.


  1. How big is the payments volume and revenue opportunity that digital commerce platforms offer payments players, and why is it growing?
  2. What are the benefits and challenges to payments players of working with digital commerce platforms to reach merchants?
  3. What can payments players do to appeal to digital commerce platforms and attract their clients’ payment transactions?

WHAT’S IN THIS REPORT? We examine why digital commerce platforms are on the rise and what that means for payments firms including processors, gateways, and value-added service providers. We then detail the ways payments firms can reach merchants via platforms, how to navigate platforms’ differing models, and how payments players can adjust their operations to secure partners and transactions in the space.

KEY STAT: We estimate digital commerce platforms will capture $414.42 billion in US retail ecommerce gross merchandise value in 2021, rising to $536.21 billion in 2023. The space’s size makes it lucrative for processors, gateways, and other payments firms that want to rack up ecommerce transactions.

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    Table of Contents

    1. Executive Summary
    2. Key Points
    3. Introduction
    4. Why Digital Commerce Platforms Matter to Payments Firms
    1. Why Merchants Want to Work with Digital Commerce Platforms
    2. Benefits and Challenges Facing Payments Providers When Working with Digital Commerce Platforms
    3. How Payments Providers Can Reach Merchants on Digital Commerce Platforms
    4. How Payments Providers Can Become Platforms’ and Merchants’ Preferred Partners
    1. Insider Intelligence Interviews
    2. Read Next
    3. Sources
    4. Media Gallery

    Interviewed for This Report

    Brian Dammeir
    President, North America
    Interviewed June 14, 2021
    Jimmy Duvall
    Chief Product Officer
    Interviewed May 25, 2021
    Liat Karpel Gurwicz
    Head of Ecommerce Marketing
    Interviewed June 14, 2021
    Lidiane Jones
    Salesforce Interviewed June 11, 2021
    Executive Vice President, Commerce Cloud GM
    Interviewed June 11, 2021
    Peter Sheldon
    Senior Director, Commerce Strategy
    Interviewed June 3, 2021

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    Daniel Keyes


    Daniel Decea
    Researcher, Financial Services
    David Morris
    Principal Analyst
    Jaime Toplin
    Senior Analyst
    Julia Woolever
    Senior Report Editor