Alex Rampell: observation

Transcript context

…Yeah, exactly. But if you can go and aggregate demand, you could say, okay, for these types of purchases, you're going to offer this procedure at this account for this type of equipment, you're going to give this level bulk discount. And you've gone and you've done that. And I think these are very popular now in the private equity world. Even when I look at Ramp data today, there are dozens of, more and more every year, of merchants where we were sending billions of dollars. It is truly, it is the client's money. They are going where they're going. But we have a sense of actually, okay, where is this actually going? And can you go and say across the Ramp buyer base over the next 12 months, this is how many dollars we'll go towards you. Can we negotiate a discount? The other way, which maybe starts to… Sometimes these businesses veer closer to advertising. But where it gets really interesting is we see the fastest-growing businesses. What are the businesses that people are getting really excited and are adopting really quickly? And we might have a signal of these are actually good businesses and good tools, and actually most businesses should move towards that. Could you go and actually start to say, “Hey, your renewal is coming up in 90 days. Have you considered this other business who has provided a 20% complimentary welcome lower price to you?” And so there's multiple forms that can take place. But a short version of it is, I think one, it's yes, I think you can offer a bulk discount. But two, you end up almost getting closer to this other theme of, can you start to go and show businesses that directing their next marginal dollar will lead to this outcome? Well, it feels like there's even a third thing, which is I would call it merchant-specific balance. So imagine that it's December 31st, I'm buying something at Whole Foods and then I see an offer, not to donate a dollar to whatever charity they're pushing, but it's like, why don't you commit $2,000 of spend for 2026 for $1,800? And the nice thing there is that they lock in that spend for me. They actually collect it. I mean, I know there's a stupid law and all this complicated stuff, but the key thing is it's almost a risk management and a loyalty play for them at once. Because the problem is that they don't know how much celery to buy. They don't know how many… So it kind of goes back to the AR/AP thing that we were talking about earlier. You nailed it. Yeah.…

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