Special Series: The Trust Advantage with Brock Robertson, Chief Revenue Officer at Payroc | Episode 480 - Leaders In Payments

Topics in this episode

Vertical SaaS fintech payments Payroc payfac

Episode notes

Owning payments sounds like a power move until the real bill shows up. We sit down with Brock Robertson, CRO at Payroc , to unpack how payment strategy for software platforms is shifting again and why so many vertical SaaS leaders are stepping back from the “everyone should be a Payfac” era. We trace the evolution from payments as a bolt-on utility to embedded payments as a true growth engine, then get honest about what “control” actually requires: underwriting, compliance, disputes, fraud monitoring, security, systems, and specialized teams. Brock shares what he’s hearing from software companies that tried to become payments companies and felt their brand identity drift away from the features that made them win in the first place. If you have global expansion plans, we also dig into how regulation and operational complexity multiplies fast. From there, we explore what a modern referral partnership model looks like today, including hands-off referral, hybrid co-sell, and approaches that preserve customer experience while reducing operational burden.

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