Case study
Turning Promo-Code Fraud into Enterprise Revenue
An enterprise authentication redesign aimed at stopping promo-code abuse and supporting Fortune 500 procurement.
TL;DR
Led the redesign of an enterprise learning platform’s access and admin model so organizations could authenticate by domain, assign roles, and see usage — instead of relying on consumer promo codes.
Overview
An enterprise learning platform was losing $650K annually to promo-code fraud while missing Fortune 500 revenue. The consumer-focused system lacked the security, compliance, and administrative controls enterprise clients demanded. Research found the B2C discount model was incompatible with enterprise procurement. The work was to align Legal (security), Sales (growth), and IT (simplicity).
Challenge
Massive fraud
Most promotional-code use was unauthorized.
Security vulnerabilities
Codes leaked weekly on Reddit and social platforms.
Poor visibility
Organizations had no insight into employee purchasing patterns.
Support overload
Teams were overwhelmed with fraud-related tickets.
Solution
The transformed enterprise platform delivered:
- Secure single sign-on through corporate email domains
- Custom approval workflows and usage monitoring
- Personalized product catalogs with automatic pricing
- Automated provisioning for enterprise teams
- Streamlined checkout with reimbursement documentation
Research & Insights
Conducted 15 stakeholder interviews across Legal, Sales, IT, and Fortune 500 procurement teams to understand the intersection of security requirements, business growth needs, and technical constraints.
Methods:
- 15 in-depth stakeholder interviews across Sales Leadership, Operations, Compliance, and Fortune 500 procurement
- Focus on revenue impact, fraud processes, security requirements, and enterprise buying behaviors
- Interview findings synthesized in collaborative working sessions
Findings:
- The B2C promotional code system was incompatible with enterprise procurement and security standards
- Enterprise clients required domain-based authentication, administrative controls, and detailed audit trails
- Those gaps showed up as both fraud losses and unrealized enterprise revenue
What we heard in research
The stakeholder interviews were pivotal in uncovering the systemic issues that were not immediately apparent. They provided the clarity needed to align our security and business growth strategies.
Understanding the unique needs of our enterprise clients through in-depth research allowed us to tailor our solutions effectively, turning a significant challenge into a competitive advantage.
The transformation not only eradicated fraud but also streamlined our operations, leading to a substantial reduction in support overhead and a significant boost in client satisfaction.
Design Decisions
Instead of asking “How do we fix promo codes?” I reframed the challenge to “What’s preventing us from scaling with enterprise clients?”
Mapped workflow: Enterprise Discovery → Domain Authentication → Role Assignment → Platform Access → Usage Monitoring
Key UX decisions:
- Domain-based authentication over manual verification
- Role-based access controls over fixed permissions
- Real-time usage analytics over periodic reports
- Regional customization over global standardization
Outcome
The work produced a domain-authenticated Partner Platform with admin reporting, role assignment, and a company-approved store. It generated $3.1M in revenue in the first year, saved $650K annually from fraud, reached 575% ROI, recorded zero fraud incidents, and lifted conversion 30%. Screens use fake data (Acme Corp and similar).
Reflection
Every design decision must be measured against revenue generation, operational efficiency, and user adoption metrics. Enterprise UX leadership requires connecting user experience improvements directly to business outcomes and stakeholder value rather than focusing solely on interface aesthetics or usability metrics.