The solution involved reorganizing the offering and structuring it as clearly defined products. Fairplay's core solutions were grouped into four easily identifiable products — Crece, Proyecta, Cobra, and Paga — which simplified how the proposition was communicated and made it easier for the market to adopt.

This new structure not only helped standardize the sales narrative, but also brought order to the acquisition process, defining the funnel stages more clearly from lead generation to contract closing. To support this, a range of sales enablement resources were developed — including presentations, cheatsheets, and supporting content — that made it easier for the sales team to do their job.

With a clearer offering and a more structured commercial process, Fairplay wasalso able to activate new distribution channels, such as its Brokers and Partners program, expanding its capacity to generate commercial opportunities.