The Platform PM
Primitive 07

Networks & counterparties

Who sits between us and the outcome, and what do they want?

Almost nothing in a regulated industry happens end to end inside one company. Name every party between you and the outcome, what each one earns, and which ones can say no.

What it is

Counterparties are the organizations your product depends on to deliver an outcome: networks, intermediaries, registries, partners, regulators. Each has its own incentives, timelines and power to block you.

Your roadmap is partly written by people who don't work for you.

Where you'll see it

IndustryWho sits in the middle
PaymentsCard schemes, issuing banks, acquirers, processors
TelcoMobile carriers, aggregators, registries, Meta and Google
HealthcarePayers, providers, clearinghouses
PayrollTax authorities, banks, benefits providers
LegalCourts, opposing counsel, e-billing platforms

Questions to ask in week one

  1. Who are the parties between us and the customer's outcome?
  2. What does each one earn from the transaction, and what does it risk?
  3. Who can block, delay or reverse an outcome, and on what grounds?
  4. Which relationships are direct, and which go through an intermediary?
  5. Where are we the counterparty in someone else's chain?

The trap

Treating counterparties like vendors you can switch. The ones that matter most are often networks or monopolies you can't route around, so their policy changes land on your roadmap whether you planned for them or not.

In the Field Guides

AI agents: orchestration platforms

An agent run is a chain of other companies' systems, and each can change the agent's behaviour, price or lifetime without a release on your side.

PartyWhat they controlWhat they earn
Model labBehaviour, prices, caching, rate limits, retention, retirementsTokens, hosted tools, runtime
Cloud (AWS, Google Cloud, Microsoft)Hosting, its own model dates, identity, network, marketplaceResold tokens, runtime, memory, logs
Orchestration platformReleases, state, approvals, traces, evalsLicence, seats, consumption, outcomes
Systems of recordThe data, its permissions, API limitsSeats, credits, conversations
MCP server authorsTool definitions, input checksOften nothing
Identity providersWho the user and the agent areLicences
Third-party websitesTerms that can forbid agentsNothing from the agent

Three surprises. One model, several lifecycles: a lab's model on a cloud can follow the cloud's retirement dates (OpenAI's model on Bedrock is an exception), and Anthropic bills usage bought through AWS or Azure marketplaces as $0.01 consumption units, so a cloud commitment can pay for it. Registries vet names, not code: in a 2026 study, 9 of 11 MCP marketplaces accepted malicious submissions (a security vendor's research, summarized by the Cloud Security Alliance). Websites push back: Amazon sued Perplexity over its shopping agent (see Liability allocation).

Sources: AWS lifecycle, Anthropic pricing, CSA, GeekWire (search result).

Map every party that can change your agent without a release on your side, and how much notice each one gives.

Ask an expert: when a lab's model is bought through a cloud marketplace, whose retirement date, incident process and data terms bind the customer?

B2B payments: cross-border payouts

A payout is a chain of vetoes, and every link below can stop it.

PartyWhat they controlWhat they earn
Sending bankCut-offs, FX if it converts, the correspondentWire fee, FX markup
Correspondent banksRoute, screening, deductionsLifting fees, balances
Beneficiary bankCredit timing, queries, FXFee; FX margin 0.7% to 1.1%, about 1.7% in Latin America
Payout providerRouting, quotes, where prefunding sits, holdsFX markup, fees, float
Local partner (bank, e-money institution, FX broker, licensed remitter)Rail access, licence, its own KYCPer-payout fees, local FX, float
Rail operators, central banksRules, limits, hours, who participatesCost-recovery fees
Card networks and issuersPush rules, Fast Funds, limitsPer-transaction fees, FX
Partner EORThe local employing entityA wholesale fee

Correspondents are disappearing. Active correspondent banks fell about 22% between 2011 and 2019 while payment values kept growing, from 13% fewer in North America to 34% in Latin America; the CPMI series ended with 2022 data. The Fed is leaving too: FedGlobal ACH, which credited pesos in Mexico the next banking day, takes its last forward items on November 20, 2026, citing "steep declines in transaction volumes".

Local access is gated. A foreign payout company can't join SPEI; it needs a regulated Mexican participant. Pix is for central-bank-authorized institutions, with a R$15,000 cap for the rest; in India, FX goes only through authorized dealer banks. Elsewhere it's opening: Faster Payments grew from 26 to 47 direct participants since 2018, and RPAA-registered providers may join Payments Canada since September 29, 2025. The Fed's May 2026 payment-account proposal leaves out state money transmitters, so US payout fintechs still need a bank.

Sources: CPMI, FRB Services, Mexico Business News, FinTech Global, Mayer Brown (search result).

The local partner is the product's real dependency: it holds the licence, the rail connection and your prefunded money.

Ask an expert: how many partners per corridor do you keep live for failover, and how long does it take to move volume when one goes down?

B2B payments: order to cash

An order-to-cash flow touches a dozen organizations, and the ones that matter most never sign your contract: the payer's AP team, your sponsor bank, and whoever insures or finances the receivables.

PartyWhat they control
Payer AP teamThe rail, the remittance channel, the portal, the payment run, deductions, often the terms
Sponsor bank (originates ACH and holds funds for a fintech)Origination limits, reserves, KYB depth, return-rate tolerance; it can stop your origination
Seller's bankLockbox, cash reporting, ACH limits
Payer's bank, card issuer or AP platformVirtual card programs that push card costs onto suppliers
Card networks and processorsInterchange, surcharge rules, data qualification, disputes, funding
Rail operatorsNacha writes ACH rules; the Fed runs FedACH, Fedwire, FedNow and check services; The Clearing House runs RTP and EPN; Payments Canada runs ACSS, Lynx and RTR
Bureaus, credit insurers, factors and lendersThe data behind limits; per-customer limits an insurer can cut; eligibility rules and remit-to control
Carriers, retailer compliance programs, agenciesProof of delivery; fines for late or short deliveries; escalation and suit
ERP vendorsThe invoice record, the cash application module, the integration marketplace

Sources: Nacha, The Clearing House, Payments Canada, EXIM, OCC (March 2025).

This is a network business, not just SaaS: every new seller brings payers who must change behavior, and every payer already has someone else asking it to pay a different way.

ERP vendors are partners and competitors: several mid-market ERPs now embed payments through partners (vendor-reported). Watch for the one that takes the "pay" button.

Ask an expert: which ERPs embed native payments today, and what happened to third-party AR tools on those ERPs when they did?

B2B payments: procure to pay

Two kinds of network compete to own the connection to the supplier.

  • Buyer-side networks: supplier portals, issuers' card enrollment programs, AP payment networks. Each portal is a walled garden; in the Fed's words, accounting systems are "closed-loop and not interoperable", so suppliers juggle many buyer portals (FedPayments Improvement).
  • Open exchange networks: DBNAlliance (a US e-invoice network set up in 2023 by Business Payments Coalition pilot participants), Peppol, and EDI value-added networks. DBNAlliance uses Peppol's four-corner model: a business joins through a service provider, not directly. Neither the US nor Canada has a national Peppol authority; OpenPeppol fills that role.

Virtual card acceptance is the network that surprises people. One public corporate-payments company's annual filing says each issuer negotiates acceptance with the supplier directly, so another issuer's virtual cards aren't interchangeable. Visa's Supplier Matching Service compares a buyer's vendor file with Visa's commercial merchant data each month to flag suppliers that have taken commercial cards, and issuers use it to size a buyer's program (Visa Developer).

PartyWhat they control
Buyer's bankTreasury agreements, security procedures, Positive Pay, limits, often the card program
Card issuer and networkInterchange, rebates, enrollment campaigns, straight-through programs
AP network or payment hubThe enrolled-supplier list, payment status, which rail each supplier gets
ERP vendorThe "pay" button and the integration marketplace
Rail operatorsNacha, the Fed, The Clearing House (RTP), Payments Canada

Virtual card acceptance is a network you enroll suppliers into, one issuer at a time, not a rail you switch on.

Ask an expert: does enrolling a supplier with one issuer make the next issuer's enrollment easier or harder? Will buyer portals become DBNAlliance access points, or fight them?

B2B payments: spend management

A card program is a chain of contracts: network to bank, bank to program manager, processor to bank, bank to company, and bank to employee only under individual liability.

PartyWhat they controlWhat they earn
Sponsor bankCharter, BIN, cardholder agreement, credit box, collateral, terminationA few basis points; one fintech-focused bank about 8 (2025)
Program manager (the spend fintech)Customer, product, credit model inside bank policy, rewardsInterchange after rebates, software, float
Issuer processorAuthorizations, card records, controls; may hold the interchange contractBasis points; one public processor about 16 (2025)
Card networkRules, interchange tables, incentives, uptime, misuse insuranceFees both sides; Visa paid $15.75B in client incentives in FY2025
FundersAdvance rates and covenants on facilities secured by card receivablesInterest
Merchant and acquirerCategory code, data; soon, whether to take commercial cardsPay interchange
Travel agency or T&E suiteBooking channel, itinerary, duty-of-care dataBooking fees, commissions
Accounting and HR platformsAPI access and price, the employee list, increasingly their own cardsAPI fees, bundles

Three surprises. Single points of failure: on October 20, 2025, a change on Visa's side stopped North American traffic reaching one issuer processor, and stand-in rates stayed high until a fix by October 30. Migrations happen: one public expense company moved its card to a new sponsor bank in 2024, keeping its processor and network. The interchange contract may not be yours: one public processor's bank contracts give it all the interchange, which it shares with customers.

Sources: Visa 10-K (FY2025); processor, bank and platform figures from their filings and the processor's status page (company-reported; basis points are my arithmetic).

A spend fintech owns the customer but rents the license, the rails and sometimes the interchange contract, and each landlord can change the terms without asking.

Ask an expert: if our sponsor bank froze new accounts tomorrow, how long would a BIN migration take and what would break?

Telco: numbers and senders

A US business text passes through at least four companies before it reaches a phone, and any of them can stop it.

The chain: brand → platform (registered at TCR as the CSP, campaign service provider) → DCA or aggregator → carrier → handset. Alongside sit TCR, the vetting firms Aegis and WMC (whose scores set throughput), and Campaign Verify for political senders (providers report it's required on toll-free and short codes too since February 17, 2026).

PartyWhat they control
CarriersFiltering, throughput, fees, fines, suspension of any brand, number or provider
DCAsWhether a campaign reaches the carriers at all
TCRBrand identity checks and fees; it does not approve campaigns
Somos and RespOrgsToll-free numbers and text-enablement (a RespOrg, the number's managing company, can reject an enablement it didn't authorize)
iconectivPorting data, routing data and SHAKEN token administration
Analytics engines (Hiya, TNS, First Orion)The call labels behind the major US wireless carriers
MetaEverything on WhatsApp
GoogleRCS partner admission and Google-managed launches, which need a carrier-managed launch in that country first
AppleWhether iPhones render business RCS (iOS 18 or later, with its own user toggle)

Sources: TCR, Somos, FreeCallerRegistry, Google, Apple.

Abroad, the MNO is the gatekeeper and sets the termination price (what it charges to deliver to its subscriber). Colombia requires a registered integrator for short codes (CRC), Nigeria routes international A2P through a single licensed gateway (Babalakin & Co), and Brazil plans a central directory binding short code brokers by contract (announced January 2026, not yet confirmed live).

Then there are counterparties nobody signs with: grey routes (traffic pushed through consumer SIMs in "SIM boxes" to dodge termination fees) and SMS pumpers. Most of the rules in this guide exist because of them.

Ask an expert: how many resale levels sit between NANPA and your numbers, and what happens to that chain if the FCC limits resale to one level, as its 2026 numbering proposal would?

Field Guides are learning notes, not legal or compliance advice. Rules and fees change; check the cited primary sources before you act on anything here.