Fintech Vendor Built a TCO Calculator That Finance Teams Shared Internally

The Problem

A fintech vendor selling payment infrastructure had a classic multi-stakeholder sales problem. The technical champion understood the product's value. The CFO and procurement team controlled the budget and needed a business case in financial terms: total cost of ownership, fee comparison, risk cost reduction. Sales reps were spending 30-40% of their time building custom TCO analyses for each prospect, extending sales cycles by 3-6 weeks and producing inconsistent output quality.

What Was Built

GTM Summary built a CFO-facing TCO calculator that quantified the full cost comparison between the buyer's current payment infrastructure and the vendor's solution. The calculator modeled: current transaction fees, manual reconciliation labor, fraud and chargeback financial impact, integration maintenance overhead, and 36-month cost trajectory.

The output was a formatted CFO brief - a two-page financial summary designed to be shared directly with finance and procurement without requiring translation by the sales rep or technical champion.

The Approach

The calculator was positioned as a resource for technical champions: use this to build your internal business case before bringing finance into the conversation. It was distributed through high-intent paid campaigns and embedded on the pricing page as an alternative to 'request a quote.' Sales reps were trained to send the tool link in follow-up emails after discovery calls, replacing the custom spreadsheet workflow.

The Result

Over six months, the TCO calculator influenced $2.4M in pipeline. Sales cycles shortened by 38% because CFO review cycles accelerated dramatically when finance teams received a structured brief rather than a sales-created spreadsheet.

Multi-stakeholder deal rates increased 3.1x. The CFO brief gave champions a professional tool for internal budget discussions, replacing the awkward 'I will try to explain the economics to my CFO' moment that extended many deals.