NMI Acquires Fee Navigator to Add AI Pricing Tools for Sales Teams
NMI, a provider of embedded payments infrastructure, acquired Fee Navigator, an AI platform that analyzes merchant statements and recommends pricing strategies. The company did not disclose financial terms.
Fee Navigator's core function matters directly to sales professionals. The platform evaluates merchant data and suggests pricing structures based on margin targets, preferred pricing models, and sales parameters. Sales teams use it to generate faster quotes, reduce margin erosion, and improve conversion rates during merchant acquisition.
The acquisition addresses a real problem in payments. U.S. merchants paid $198 billion in processing fees in 2025, according to the Nilson Report. As costs rise, pricing decisions become more complex. Fee Navigator automates part of that process.
Why This Matters for Sales Teams
NMI serves independent sales organizations (ISOs), ISO agents, and independent software vendors (ISVs) - the channel partners who sell payments solutions to merchants. These teams typically spend significant time on pricing negotiations and quote generation.
Fee Navigator reduces that friction. Instead of manually analyzing merchant statements and calculating pricing options, sales teams receive AI-generated recommendations aligned with their company's risk tolerance and profit goals. This speeds up deal cycles and helps teams quote consistently.
The tool also protects margins. Sales professionals often discount aggressively to win deals, which erodes profitability across a merchant portfolio. Fee Navigator's recommendations help teams understand which pricing flexibility they can afford.
Part of a Broader Strategy
This acquisition follows NMI's purchase of Dwolla, which added account-to-account payments and real-time payout capabilities. Together, the deals expand NMI's platform from payments processing into money movement and business optimization.
NMI processes nearly $700 billion in annual payment volume. The company positions these acquisitions as competitive responses to large direct-to-merchant platforms and self-service payment offerings that have taken market share from traditional channel partners.
Steve Pinado, NMI's CEO, said the acquisition helps partners "quote with confidence, protect margin and turn payments into a greater commercial advantage."
Adrian Talapan, Fee Navigator's CEO and co-founder, said merchant pricing has been "one of the hardest parts of payments to get right" and that the acquisition lets the technology reach a broader audience of ISOs, ISVs, and payments professionals.
Sales professionals working in payments should monitor when these tools become available in NMI's platform. Early access could provide a competitive edge in deal cycles and portfolio management.
For those interested in how AI applies to sales roles more broadly, AI for Sales resources and AI Learning Path for Sales Representatives offer structured guidance on practical applications.
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