What Happens in an Increase Sales Conversation?

Darragh Buckley describes a moment in an Increase sales conversation, usually with someone from product or engineering. They accept the APIs, then ask whether Increase passes through the input message accountability data and when they receive it. After three or four skeptical questions there is a sigh of relief and a dropping of shoulders. They have found their people, glad someone dropped down to the base level and surfaced it all with no abstractions.

The conversations carry a high degree of shared experience. The same recognition shows up around the ISO 8583 standard for the card network and a parameter the buyer cares about. Increase is about half engineers, and everyone is meant to take the same approach. What Increase strives for is friendly competence: people willing and capable of talking about the details with everyone. The intention of Increase is that a customer composes it into their own product.

Turner Novak heard a founder who uses Increase describe the team as engineers while everyone else felt like a salesperson. Increase understood the problem and the technology behind it.