Introduction
Coursera's B2B self-serve customers were constrained by the platform's inability to offer flexible payment options. The checkout experience was limited to credit card payments, creating friction for enterprise clients who required invoicing or bank transfers. Addressing this gap was essential for unlocking new revenue streams and improving customer satisfaction.
Strategy and Execution
To resolve this, I led an end-to-end initiative to integrate Stripe's asynchronous payment capabilities. This involved vendor evaluation, architectural planning, and stakeholder alignment across engineering, finance, legal, and customer success teams. Despite initial resistance from internal finance and compliance teams, I built consensus by showcasing Stripe's reliability and long-term scalability.
The integration process included designing webhooks for payment events, creating automated billing workflows, and launching a redesigned checkout flow. Comprehensive enablement materials were developed for support and GTM teams to ensure seamless adoption.
Results and Impact
The integration of Stripe billing resulted in a 25% increase in month-over-month revenue and a 34-point increase in Net Promoter Score for self-serve customers. This initiative not only removed a significant friction point but also laid the foundation for Coursera's long-term payments strategy, eventually leading to the creation of a dedicated payments team to scale the solution further.