Internal Approval Request

TOVP of Account Management, Yuno

FROMNicolas · KAM, FlexiPay Account

DATEApril 15, 2026

DECISION NEEDED BYEnd of day tomorrow · RISK: HIGH

FlexiPay's $2.06M ARR renewal is in 45 days. dLocal has submitted a competitor proposal that appears $427K/yr cheaper on paper but destroys $707K of FlexiPay value in Year 1 once switching costs are priced in. Our champion needs ammunition and our CFO needs to hear the real numbers. I'm requesting approval for a concession package totaling ~$75K/year, which protects the $2.06M ARR and unlocks $951K of Base-case expansion revenue. Renewal ROI if we win: >20:1.

Situation

FlexiPay renewal date is March 15, 2025 (45 days away). Their CFO, Carlos Mendoza (6 months in seat, cost-cutting mandate from board), received a 24-month competitor proposal from dLocal that undercuts Yuno by 18 basis points on cards and bundles "free" Brazil integration. Our champion, Daniela Ramos (Head of Payments), wants to stay with Yuno but needs quantified ammunition for the CFO conversation. Their CEO, Sofia Alvarez, has publicly stated 2025 is their "Brazil year" — Brazil is the lever that breaks the tie in our favor.

Quantified analysis: dLocal's headline savings are $427,920/year. Switching costs to FlexiPay in Year 1 are $1,135,620 — $24K re-integration engineering, $337K Brazil launch delay (Base case), $248K approval-rate regression risk, $180K tokenization migration churn, $345K commitment overage on dLocal's $25M/mo minimum. Net Year-1 impact of switching: minus $707,700. Full model in the dashboard.

Requested approvals

#	Concession	Annual cost	Rationale
TOTAL DIRECT COMMERCIAL GIVE		~$75,000/yr	0.12% of FlexiPay annual contract value

Return on concession

Protects $2,059,200 of current ARR at risk of churn
Unlocks $951,500 of Base-case Year-1 expansion revenue (Brazil + Argentina)
ROI on concession package: greater than 20:1 if renewal closes
Enables $3.01M Year-2 ARR vs. $2.06M current (+46% account growth)

Risk assessment

Churn risk: HIGH. The switching-cost math is overwhelmingly in our favor, but three factors make this non-trivial:

30% probability Carlos overrules Daniela even with the numbers in hand — his credibility depends on visible cost wins. Mitigation: Yuno CEO → Sofia executive sponsor call.
25% probability approval-rate sprint underperforms in Peru — structurally harder market. Mitigation: market-specific SLA floors (75% in Peru, not 80%) and pre-negotiated third Peru acquirer.
15% probability dLocal drops price further to 0.60% cards. Mitigation: do NOT engage in price war. Compete on SLA commitment, which dLocal structurally cannot match.

Decision required

What I need from you

Approval or counter-proposal on the concession package above, by end of day tomorrow. Options:

Approve all Package as proposed. Renewal signed by Week 6.

Partial approval Specify which items to hold. I'll rebuild the offer.

Do not approve Requires full fallback to list pricing. Churn risk > 75%.

If renewal fails: preserve Daniela relationship (she'll move again, came from Mercado Pago); turn FlexiPay's 18-month track record into a public case study; offer 6-month safety-net clause for expedited win-back if dLocal underperforms; use their delayed Brazil launch (inevitable on dLocal's 6-8 week integration timeline) as market intelligence fuel for our LatAm BNPL pipeline.