TELEMETRY Profile: Michael Charra
A comprehensive guide to understanding and engaging with Michael Charra, Chief Product Officer at Sarazen Digital, including his decision-making style, buying behavior, and effective engagement strategies.
Personal Profile
Name: Michael Charra
Title: Chief Product Officer
Company: Sarazen Digital
Priority
Urgency score: 3/5
Michael is moving with clear intent, gathering data and vetting solutions, but not yet committing
Influence score: 4/5
Michael doesn't own the merchant onboarding decision directly but shapes solution strategy and technology roadmap
Company Overview
Sarazen Digital is a U.S.-based fintech company offering secure mobile, wireless, and e-commerce payment solutions, including mPOS apps, countertop terminals, and a PCI Level 1 gateway. Founded in 2016, it serves merchants across industries with QuickBooks integration, remote key injection, and SoftPOS Tap-to-Phone technology.
Urgency + Influence + Readiness
Urgency Score: 3/5
  • Exploring solutions now, not yet in purchase mode
  • Wants to reduce biometric friction across merchant devices
  • No deadline, but aligned around solving a real scalability gap
Influence Score: 4/5
  • Owns platform roadmap and tech evaluation
  • Defines partner fit and deployment feasibility
  • Doesn't hold budget, but his approval drives buying motion
Current Readiness
  • Actively validating solutions, not just kicking tires
  • Has stakeholder buy-in and deployment context mapped
  • Will advance if tech fits and avoids added merchant friction
Opening the Next Call
"Hi Michael, thanks again for the detailed conversation last week. I've gone through the specs on your current device family and compared them with our biometric requirements. I think we have a strong match in most cases. Are you ok with this for an agenda today?
  • Walk through how things would roll out in a real deployment.
  • Show you how our Android library simplifies integration on-device
  • Talk about cost and align on what a successful pilot would look.
How does that sound?"
Personality & Decision Style
Decisive with data
Needs proof, not pitch. Technical validation is essential
Collaborative but guarded
He probes openly but does not overextend. He tests vendors for depth, not just enthusiasm. Focused on practicality.
Clear boundaries
Will not greenlight anything requiring more hardware or creates experience-friction.
Balanced vision
Visionary but grounded in execution logistics and economic realism.
Buying Behavior
Values invisible integration
Values technology that integrates invisibly into his ecosystem
Seeks control
Seeks full-stack ownership and control of user experience
Strategic partnerships
Leans into partnerships when the external solution reduces merchant burden
Avoids friction
Will delay action if solutions create new costs, hardware dependencies, or dev lift
Forward-looking but practical
Interested in next-gen experiences (e.g., palm/face pay) but only at commercial viability
Engagment: Do's and Don'ts
3 Do's
  • Do help Michael become the champion internally
  • Do anchor the conversation on viability and device constraints
  • Do provide spec matchups (camera, Android SDK, offline fallback)
  • Do position your tech as a cost reducer in a high-compression environment
3 Don'ts
  • Don't lead with general use cases - Michael wants payment-specific workflows
  • Don't delay on technical detail - his next call may be with another vendor
  • Don't overstate your commercial readiness - precision matters more than polish
Follow-Up Email
Subject: Tech Follow-Up: Camera Specs + Android Library
Hi Michael,
As promised, here's the technical spec alignment for the camera resolutions across Verifone, Pax, and Ingenico, along with our Android library documentation.
The good news: Our biometric algorithms are optimized for common front-facing cameras on Android-based payment devices. No stand-beside camera needed in most cases. I've also included a summary of how the library handles registration, identification, and deletion natively, without your team needing to manage camera control or orchestration.
Let me know when you'd like to walk through this live. I'd also love to hear any feedback from your device team or acquirer partners once they've reviewed the specs.
I appreciate the opportunity to keep building with you.
Jim
Discovery Questions & Logic
Input-to-Conclusion Map & Disclaimer
This section outlines how TLMTRY used the data provided to draw conclusions
Disclaimer:
The input provided for this profile offered sufficient linguistic and contextual cues to support the conclusions above with reasonable psychological accuracy. However, human personality is complex, context-dependent, and ever-evolving. No individual can be fully defined by a single profile, framework, or set of traits. This analysis reflects tendencies - not fixed truths - and should be interpreted as a guide to understanding, not as a definitive label. For any high-stakes applications, consider supplementing this profile with direct observation, self-reports, or professional assessments.