European expansion

The payment strategy
tailored to a start-up

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How to support a start-up in its payment strategy on a European scale?

Since 2013, Made.com continues its European development. From the United Kingdom to France, then to Belgium, Holland, Germany, Switzerland, Spain and Italy, the interior design website continues its dream of making design accessible to as many people as possible. To carry out this mission, the payment strategy was as well adapted to the youth of the start-up, as to the local specificities of the targeted countries:

Methods of payment

Local currency

Fraud context

Legal framework

Made.com: a model without intermediary and growth of + 40%

At Made.com, unnecessary costs are eliminated to favor the direct relationship between designers, manufacturers and the customer. The result: up to 70% savings on the price of parts offered online compared to the price in the shop.

The influence of the sector on the final price of the customer, Made.com claims it and makes it a selling point, and it succeeds rather well.

In addition to a raise of 40 million pounds in 2018 to extend its model to the European market, the turnover continues to grow: + 40% in 2017, according to the e-merchant.

The methodology of Dalenys

An audit of payment methods

the most business generators in each of deployed countries

A selective integration

of the payment methods according to local specificities

A experiences’ standardization

in the purchase process

An implementation

of a 3D Secure disengaged (Smart 3D Secure)

« We have various ongoing projects on payments with good support both locally and globally. This is a fundamental point for us. At the same time, we are working to improve our conversion rates. We wonder about the best means of payment to deploy by country and with the best UX ».

Jessica Delpirou
General Manager of Made.com

Distribution of major means of payment in the furniture / decoration sector

3 deployed countries: France, Holland, United Kingdom

A unique interlocutor for a privileged support

The follow-up is carried out by the Payment Manager, a unique contact, in connection with all Dalenys expertise:


Fraud and Data Analysts

Technical teams


Implementation of specific rules for a tailor-made release of 3D Secure

To set up a trigger model on a case-by-case basis, Dalenys and Made.com collaborated to define risk-based transactions based on:

Merchant data

Sector data

Crossing PSP expertise and acquirer


- Real-time automated validation
- Easy manual review

The performance of Made.com in 2018


Acceptance rate


Unpaid rate


less of the delinquency rate (UK)

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