There’s something uniquely energising about a room full of people who genuinely care about fixing complex problems. That’s what we experienced at Crossroads Live Sydney—where payments professionals, procurement leaders, financial thinkers and tech innovators came together to freely share ideas and discuss solutions.
As host (and occasional referee), I had the privilege of guiding a fast-paced, wide-ranging series of conversations. What unfolded wasn’t your standard industry echo chamber—it was a frank, funny and at times fiercely debated look at the crossroads we all find ourselves in.
What We Talked About—And Why It Matters
The agenda was ambitious, and the insights came thick and fast. Here’s a closer look at some of the themes that surfaced:
B2B Payments: Fragmented, Frustrating and Ripe for Reinvention
The day kicked off with a candid discussion about the fractured nature of B2B payments. Unlike the sleek, app-tap world of consumer payments, B2B is still grappling with legacy systems, siloed data and paper-based processes (yes, still). The consensus? Everyone is ready to move on but not sure where to start but they do know no one can do it alone
The word of the day was collaboration. Banks, fintechs, insurers and corporates all have a role to play. Without shared standards and shared ambition, we all stay stuck in the loop of “innovation theatre” without any meaningful progress.
Digital Transformation: More Than a Buzzword
If I had a dollar for every time someone mentioned digital transformation, I could probably fund a pilot. But the difference here was substance. Real case studies. Real frustrations. Real progress.
We heard how procurement functions are evolving—no longer the team that just says “no,” procurement teams have evolved into strategic partners to drive efficiency, compliance and cost optimisation. Technology, from embedded finance to platforms like Coupa and Ariba, helps make that shift possible. But (and this was a big but), digital doesn’t mean simple. One panelist summed it up nicely: “It’s not the tools—it’s the mindset.”
Trust and Loyalty in a Digital World
In a session built around buyer research, we looked at what today’s B2B customers actually want. Spoiler alert: it’s not just low prices. The big three drivers are trust, product availability and operational alignment. And yes, that means being able to offer flexible terms, preferred payment methods and custom invoicing.
One of the more fascinating takeaways? The emotional side of B2B. One panelist made a compelling case that loyalty in B2B is just as emotional as it is in B2C. When you make your customer’s life easier, they remember. When you don’t—they really remember.
Real-Time Payments & PayTo: Speed is the New Standard
We explored the coming impact of real-time payments and Australia’s PayTo system. For those unfamiliar, PayTo is poised to modernise direct debit with API-driven, instant transactions. Everyone agreed: faster payments mean better cash flow and reduced DSO (Days Sales Outstanding). But it also comes with operational hurdles—new security protocols, compliance checks and cultural shifts. There was lively debate around how ready the market really is, with one audience member cheekily suggesting we need to digitise our mindsets before we digitise our payments. Couldn’t have said it better myself.
Virtual Cards and Supply Chain Finance: Not Just for the Big End of Town
Later in the day, we dug into tools like virtual cards and supply chain finance—and how they’re no longer just for multinationals. Small and mid-size businesses can now access these once-premium tools, helping them manage procurement, control spend and unlock capital more strategically.
Yes, there are challenges—supplier onboarding being a key one—but the direction is clear: smarter, more embedded financial flows.
Audience Q&A: Where the Real Gold Was Found
What truly made the day shine was the interaction. The audience wasn’t there to nod politely—they were curious, critical and constructive. We had a frank exchange on credit insurance, including some pointed questions on merchant fees. And we even had a few laughs during a metaphor comparing payment terms to dating preferences. (You had to be there.)
What We Learned
- The problems are real—but so is progress.
- Buyers expect better—and they’re getting it from those who listen.
- We can’t solve B2B payments alone. Collaboration isn’t simply ideal—it’s essential.
- Loyalty in B2B is emotional. If you make things easy, buyers stay. If not, they stray.
- People care. And when they care, they show up. That’s exactly what happened in Sydney.
Final Thoughts
As we wrapped up, there was a shared sense that the journey is far from over—but we’re heading in the right direction. I left energised, not only by the ideas shared but by the openness in the room. This is why I care so deeply about this space: payments, at its core, is about relationships—and relationships are worth getting right, every time.
Hats off to the team behind the scenes and cheers to everyone who spoke, challenged and participated. Crossroads often mean an inconvenient stop whilst the traffic clears, at least when you obey the rules — from this Crossroads, it’s an opportunity for the different lanes to align in a common direction. After Sydney, it’s clear: we’re headed in the right direction.
