Unlocking Fintech Growth: The Power of the Economic Buyer

Richie and James explore strategies for accelerating revenue in fintech, emphasizing the importance of engaging with the economic buyer.

Key Points:
Role of the Economic Buyer:

An individual with budget authority and a focus on business outcomes.
Prioritizes profit potential, cost savings, and risk reduction over technical specifics.
Validation Meeting:

A critical step to confirm the solution’s value before investing in expensive proof of concepts.
Secures the economic buyer’s commitment to sign a contract if promised results are delivered.
Economic Buyer’s Priorities:

The Three C's: Costs, Completion (time to value), and Confidence (solution success).
The Three W's: Why now, why your company, and why this solution.
Relationship Building:

Keep the economic buyer informed with updates to demonstrate ongoing value, even without direct responses.
Avoid Vendor Bashing:

Focus on showcasing your strengths and avoid speaking negatively about competitors.
Value-Driven Engagement:

Highlight business value over technical details to build trust and demonstrate your ability to deliver.
This discussion offers actionable insights into effectively engaging with economic buyers to drive fintech sales.