Framework
Distribution Over Product
Why Iridium sells to lenders instead of lending directly.
How it works
- 1The marginal cost of software is collapsing, so companies that conquer distribution win.
- 2Iridium sells to lenders instead of lending directly because lenders aggregate the invoices, and invoices are the distribution goal.
- 3Partner with system-of-record platforms whose incentive to keep customers happy makes referrals free.
Hear it on the podcast
AI Agents Just Unlocked $7 Trillion in Invoices Nobody Could FinanceListen to the episodeMore from this episode
The Trust Decay CurveWhy fraud almost never comes from strangers.The Government GapWhy invoice finance is huge everywhere except the US.Manufactured LuckAnthony's reframe for the "lucky break" that landed his first customer.Hire People You Would Work ForIridium's hiring bar at four people.Bootstrapped CredibilityHow Iridium shortened the sales cycle before the call ever happens.The Built to Sell Operating SystemHow Anthony abstracts himself out of the business.
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