The CTO Playbook 78: The Hidden Cost of Getting Paid: Why Trust Is a CTO’s Blind Spot
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Jan 13, 2026 Maximiliaan van Kuyk, an entrepreneur specializing in trust within payments and the founder of IOU Marker, dives deep into the pressing issue of late invoice payments. He reveals that trust and misaligned incentives, rather than just finances, are the root causes of payment delays. Discussing the emotional toll on small business owners, he emphasizes the importance of consistency over confrontation in collections. With insights on AI tools for accounts receivable and the role of social accountability, Maximiliaan offers valuable strategies for CTOs to enhance cash flow management.
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Credit Scores Miss Invoice Risk
- Traditional credit scores target lenders, not short-term invoice behavior.
- Small businesses effectively become accidental lenders when clients pay late.
Reminders Cut Payment Time Dramatically
- Adam recounts cutting average payment days from 180 to 60 with reminders at Satago.
- That change materially improved business viability by removing an 'interest-free loan.'
Enterprises Lack Vendor Payment Signals
- Large firms and marketplaces lack granular vendor payment history internally.
- Scored, verifiable payment records would improve procurement and vendor management.
