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Does Teampay utilize cash back rewards on corporate cards and if yes, how does this fit into their go-to-market strategy?
Andrew Hoag
Founder & CEO at Teampay
We look at cash back exactly like that — you're buying a customer. It's just a knob in terms of how much you're spending. What we saw with the venture capital fuel, $2.5 billion went into Brex, Ramp, Divvy and Pleo in Europe. Most of that is going into their customer's pocket in the form of cash back. It's that old baseball game where everybody's just grabbing the handle higher and higher in the bat, and then somebody eventually drops the bat. We look at the cash back part as completely table stakes. I don't think there's much differentiation there and it's a hundred percent commoditized at this point. That's why, again, focusing on the software, the payment strategy and the workflow is where we feel the value is in this market.