Offering cash back on corporate cards has been a popular tactic.When your customers implement Teampay, what are they typically replacing? Is it other card management and expense management solutions, or is it more Excel and paper/pen based systems?.How do you see the margin profile of these companies evolving or changing as they grow, versus say a SaaS style margin profile that Teampay has? Other companies that are providing corporate cards and expense management solutions are only monetizing through interchange.Was it a customer-first model that led to your pricing model, or did choosing your pricing model lead to a certain type of customer being attracted toward Teampay?.How do you compare these two business models and the pros and cons of each approach? Teampay is one of the few companies in this space using a SaaS subscription model instead of monetizing off interchange like Brex or Ramp.
Can you talk about the benefits or merits of this approach versus something like, which is built more on network effects and distribution? It seems like your approach is to focus on the product and integrate into a finance professional's workflow.But from a finance person's perspective, what's the value they derive from Teampay? For the end user, the value of Teampay is that it's fast and it’s all done in Teams or in Slack.In layman’s terms, how does Teampay work?.What's your process for picking partners for card issuing? What are the key criteria which are important for you, and how do you go about it?.You mentioned the partnerships help with distribution, but are there other business benefits that you get through these partnerships? Teampay has a partnership with Silicon Valley Bank and Airbase has a partnership with American Express.Are these app integrations your primary go-to-market channel? Or are there other channels that are more important?.How did the Slack and Teams integrations impact the product strategy for Teampay?.
What thought went into setting up that integration?
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