Rolf: Enterprise buyers will not switch suppliers for only 20% improvement
David Rolf · Inside Visa Ventures: Strategic Corporate Investing, Global FinTech Insights, and Founder Success with David Rolf · Nov 18, 2025 · at 26:47
David Rolf, Head of Visa Ventures, discusses what founders need to overcome enterprise procurement hurdles.
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“If you're really selling to enterprise buyers having something that's like 20% better than what they have today is not going to do it, right? Because there's a lot of work. Like I've gone through the procurement process at companies, like it's an investment, right? To onboard a new supplier, to change from this to that. And so To get your customer, that enterprise buyer, whoever they are over the hurdle of saying, you know, this is going to make such a difference for my business that I'm willing to go to work internally to get all the approvals and the sign offs and the budgeting and the procurement and all this stuff to go with it. It's not just, you're not going to do that for 2030, 40% better. It needs to be so much better that people go, oh my gosh, I have to, how can I not do this? Right? And so I think that plays to the ambition part, right? If you're trying to make something 20% better, It's really hard to build a company. If you're trying to make something 20 times better, then you've got something worth swinging for.”
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