Drawing on experience inside banks, scaling fintechs, and now investing in companies selling back into financial institutions, Michael breaks down where these deals actually break down: not technology, but ownership. Getting the first meeting is easy. Getting a real champion who can carry the idea through procurement, risk, compliance, and security is where most fintechs lose momentum.

In this conversation, Michael covers:

• Why fintech deals stall after the demo
• The difference between a champion and an enthusiast inside a bank
• Why founders should sell solutions, not features
• What investors look for before backing a fintech selling into banks
• His advice for founders trying to survive the institution

Michael’s advice for founders: take the elevator, not the stairs. Find the senior representative who understands the problem you’re solving and let them sell it internally on your behalf.