On this episode of The Lead Up, we catch up with Niels, Aleks, and Nev, co founders of Faredirect, a software company helping airlines maximize the revenue they make from the sale of ancillary products, like seat selection and luggage.

Oozing with passion and experience in the aviation industry, the team talks to us about the challenges of selling to modern enterprises like airlines that still rely on established, old-school infrastructure, finding champions within these companies as part of the sales process, adapting your positioning, and how they’ve adjusted their pricing model to de-risk their company.