Flat growth and the need for change

When Jonas re-joined AltaPay in 2023, growth was flat. The company was losing roughly as many customers as it was gaining, while the sales setup was largely built around partner sales.

AltaPay needed to create more new customers, build a more predictable sales engine and prove a model that could scale into new markets.

From 20 to 220+ customers anually

AltaPay started working with Radiant to build a more proactive sales channel.

Rather than advising from the outside, Radiant became part of the sales execution. The teams worked side by side on targeting, outreach, customer conversations, messaging and objections — while continuously learning from what happened in the market.

Over time, the setup helped AltaPay sharpen its commercial focus, improve its sales approach and create a more efficient way of winning customers.

The result was a significant commercial transformation: AltaPay grew from around 20 to more than 220 customers, doubled revenue and increased EBITDA from DKK 2m to DKK 22m - while reducing the organisation from around 30 to 15 employees.

“We’ve done much more with much less.” - Jonas Jakobsen, CEO, Altapay

Expanding into 5 new markets

With the model working, the next step was to take it into new markets.

AltaPay and Radiant built local-language sales capacity and entered markets through actual sales execution — testing target groups, messaging and customer demand directly with potential buyers.

This allowed AltaPay to validate opportunities before scaling further investment.

The approach has since helped AltaPay validate five new European markets and generate new customers, pipeline and recurring revenue.

Building a stronger sales organisation

Radiant continues to work closely with AltaPay across both management and operational levels.

The teams share commercial goals, work through messaging and objections together and continuously adjust the sales approach based on what they see in the market.

At the same time, the hands-on collaboration has strengthened AltaPay’s own sales capability.

“Our own salespeople, myself included, have become significantly better at selling.” - Jonas Jakobsen, CEO, Altapay

The strength of the partnership comes from working closely toward the same commercial goals  combining Radiant’s hands-on sales execution with AltaPay’s market and product knowledge.

Over time, that has created a sales setup where the two teams operate closely together, learn from the same customer conversations and continuously improve how sales is done.

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