He noted that Teampay has been carefully refining its pitch to customers. “Even comparing 2018 to 2019, I think we spend — no pun intended — a lot more time working with our customers on solutions, as opposed to talking now about the pain points, because they’re hyper aware of those pain points,” he said. What Teampay discovered is that while the pain point for organizations is the actual purchase of a particular good or service, what companies are really looking for is better tools to manage expenses across the board, or what Hoag calls “distributed spend management.”

https://techcrunch.com/2019/09/26/tribe-leads-12m-series-a-into-teampay-to-make-managing-employee-expenses-painless/