B2B Vault: The Biz To Biz Podcast

A handful of genuinely useful, specific concepts emerge - rules-based card cutoffs tied to payment cycles, the WACC-to-basis-points math on receivables financing, and virtual card growth rates - but the episode runs 43 minutes and restates its core message (don't extend long terms with card acceptance) repeatedly, diluting density with anecdotes and small talk.

“If you're waiting 45 days to get paid on a nine and a half percent weighted average cost of capital, you are investing 117 basis points to carry that receivable for 45 days.”

“you want to take card up to day 15 in your payment cycle. You select 15 and after 15 days card drops off as a choice.”

The rules-based card acceptance cutoff is a practically specific tactic not widely discussed, and framing surcharging as an 'easy button' that misses the real solution is a decent contrarian angle, but the overarching thesis (stop acting as your customer's bank, collect faster) is standard payment consulting orthodoxy with no first-principles challenge to payment industry norms.

“you don't have to surcharge because you surcharge because you don't understand the value you're getting from what you're offering”

“people will keep doing whatever you allow them to do. Businesses will keep writing a check if that's the way they've done it”

Roger McNamara holds a genuine Director-level role at Visa covering B2B payments and brings real network-level data and practitioner experience; he's a legitimate expert, not a thought-leader for hire, though the conversation never fully pressures him to reveal insider depth beyond what Visa would publicly sanction.

“I am Roger McNamara. I am the director of B2B payments at Visa.”

“Virtual Card is one of those product lines that's growing about 25% year over year.”

The episode includes several concrete figures - 9.5% WACC, 117 basis points on 45-day terms, 25% virtual card YoY growth, $17 trillion still transacted by check - but leans heavily on unnamed anecdotes ('a large household name up in the Midwest,' 'one merchant') rather than attributable cases or cited sources.

“nine and a half. If you're waiting 45 days to get paid on a nine and a half percent weighted average cost of capital, you are investing 117 basis points”

“check is in serious decline. I think I read the numbers today to say it's down to 17 trillion from 19 trillion last year”

The host primarily validates the guest, shares his own anecdotes at length, and uses the episode to promote his own payment processing product (NPS One Gateway); there is no meaningful pushback, no probing of Visa's obvious self-interest in promoting card acceptance, and closing questions are generic and telegraphed.

“you validate all the things that I say”

“All right, there's our B2B. B2B vault. All about B2B payments today”