Omri Mor from Routable.com on democratizing the B2B payments space and helping SMBs keep up with the larger enterprises when it comes to payments and billings Tank Talks By Ripple Ventures

Finding and talking to your potential customers and discovering product market fit is one of the biggest challenges facing new startups, but our guest today Omri Mor, co-founder and CEO of Routable.com found joy in that process. Over the course of 9 months, Omri and his co-founder visited over 170 companies and held over 350 conversations around the pain point of B2B payments. What they learned allowed them to successfully apply to Y Combinator without a working MVP, and find early traction with large customers.
Omri’s Background:Omri Mor is a serial founder, previously founding Down App, Inc. and Ziibra. Omri completed his bachelor’s at University of Washington.
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Topics we discussed:
03:38 What lead Omri to B2B payments
06:03 What he discovered to realize that making a better system for B2B payments was possible
09:13 How complex business payments really are
10:00 How companies use internal resources to solve problems
10:50 Omri’s extensive research processes and the reason behind it
14:50 Why interviews were more important than live testing
17:06 How Routable got into YC without an MVP or other traditional metrics
19:03 What their YC experience was like
22:14 How Routable thinks about integrations
25:12 Securing large partnerships
27:13 Ticketmaster case study
29:22 How Routable saves customers up to 70% on bookkeeping
31:30 Literally licking envelopes for ReMax to learn about their payment process
32:38 The TAM for Routable
33:45 Data and analytics and the benefits of building manual reports
36:47 Omri’s pragmatic approach to crypto and real time payments
40:31 Routable’s competition
42:16 Discussing Routable’s $30M Series B round and it’s future
Omri’s Favorite PodcastBill Simmons
Omri’s Favorite BlogHis Inbox
Omri’s Favorite Tech GadgetPowerbeats Pro
Omri’s Favorite New TrendGen Z’s discussion about money and FinTech
Omri’s Favorite BookAcross The Nightingale Floor by Lian Hearn
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