# Who pays first and how to sell it

## Initial buyers
The first payer is not “the company” in the abstract. It is usually a function that owns a painful, recurring, evidence-heavy loop.

## Best first buyers
### CFO / treasury
Pain:
- lender packets
- covenant monitoring
- amendment support
- board-visible readiness

Why they pay:
- pain is measurable
- failures are expensive
- cycles repeat

### GC / legal ops / title lead
Pain:
- contract review
- title / curative queues
- owner exceptions
- privilege and evidence burden

Why they pay:
- backlog is visible
- review chains are painful
- provenance matters

### Regulatory / planning lead
Pain:
- discovery responses
- testimony packages
- consistency across workpapers and narrative

Why they pay:
- consequences are large
- deadlines are public
- the evidence load is obvious

### Commercial ops / desk operations
Pain:
- confirmations
- settlements
- cargo exceptions
- scheduling and logistics mismatches

Why they pay:
- the loop repeats constantly
- quality failures are costly
- usage expands quickly

## Commercial model options
- workflow subscription
- enterprise platform fee
- usage-based reasoning layer
- premium provenance / audit tier
- integration and memory tier

## Practical sales sequence
1. sell one painful loop
2. prove evidence traceability and failure discipline
3. expand to adjacent loops that reuse the same memory and connectors