A high-visibility partnership can turn small wording choices into lasting commitments.
Commercial momentum, customer trust, and control requirements rarely move at the same speed.
Who you’d be doing this for
“If this is another referral with no clear workflow payoff, I’m not pulling finance into it.”
Bibi Nyongo · Head of Procurement
Leads vendor purchasing and finance-system selection at a fast-growing software company evaluating the procurement platform.
What is at stake
The partner wants a co-branded referral program announced at its annual conference, and the draft revenue-share and data terms would be hard to unwind. You have to weigh that launch date against economics you can live with.
Why it isn’t already fixed
Every obvious fix costs something else. That’s the part you’d have to decide.
- conference speed vs. durable terms
- partner reach vs. customer-data boundaries
- referral volume vs. qualified account economics
- procurement convenience vs. finance control
- automated matching vs. verified targeting
Why Mercury
For Mercury, these decisions can shape whether a distribution relationship strengthens trusted financial operations or creates difficult obligations.
Written with these in mind
Not your kind of problem? 9 more at Mercury, or browse every organization.
This is the setup. The work is inside.
Running it puts you in the room: the full situation and its constraints, stakeholders who push back in their own words, and the decisions that are yours to make. What you produce becomes a Day One Plan — work you can show someone instead of describing.