Case Study · FinTech · Product Leadership
Scaling PicPay's Partner Network from 50 to 350
As Group Product Manager at PicPay (2021–2024), I led product strategy for a complex fintech ecosystem — growing the partner network 7x while sustaining 28 consecutive months of growth and launching Buy Now Pay Later.
Context
PicPay is one of Brazil's leading digital wallets. My role as Group PM covered fintech products and ecosystem scale — meaning I owned not just feature delivery but the partner integration model that drives network effects.
Challenge
With only 50 active partners, the ecosystem lacked the density needed for compounding growth. Each new partner required a repeatable onboarding playbook, compliance-aware product flows, and clear value propositions for both sides of the marketplace.
Approach
- Built a partner segmentation model to prioritize high-impact integrations
- Standardized onboarding from ad-hoc negotiations to a scalable product pipeline
- Aligned engineering, compliance, and business development around shared metrics
- Launched Buy Now Pay Later as a new revenue and engagement lever within the ecosystem
Results
- Partner network: 50 → 350 (7x growth)
- 28 months of consecutive growth
- BNPL launch — new product line within the fintech ecosystem
Lessons for product leaders
Ecosystem products don't scale through features alone — they scale through repeatable partner economics. The job of a Group PM in fintech is to turn one-off integrations into a productized platform with measurable unit economics.
Need similar outcomes?
I now offer fractional product leadership for FinTech, EdTech, and SaaS teams — remote, 20 hrs/week.
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