Discovery notes
Max owns finance ops, about 430 people. They moved onto their current card and expense stack last spring, and he signed the 2-year deal himself, so switching is political for him, not just technical.
- Renewal window is Q3, he confirmed it twice.
- Not the budget holder. That's Priya (CFO), who still hasn't joined a call.
- Got burned by a 6-week migration at his last company.
I don't want to be the guy who makes everyone re-learn expenses again.
Next: get Priya on the demo. Lead with migration, not price.




