Waystar Royco · Account Intelligence Dossier

Pied Piper

Account Intelligence Dossier · Hybrid

Enterprise Prospect · Hybrid Direct + Channel

Waystar Royco

Global media conglomerate · Cable news (ATN), film studios, streaming pivot

Cloud architect roles posted (30 days)

5×

"Infrastructure modernization" on Q3 call

Waystar Royco has spent two quarters building toward a streaming and content delivery infrastructure overhaul. Cloud architect hiring is up. Earnings call language has shifted toward modernization and cost discipline. Tom Wambsgans has staked his credibility on getting this right. Veridian Dynamics is the SI leading the streaming rebuild and is actively building a vendor portfolio. The window for a vendor that can show meaningful cost reduction in the first quarter is open now.

Account and channel context

Three signals converged on Waystar in the past six weeks. ATN posted three senior cloud architect roles in 30 days. The Q3 earnings call mentioned "infrastructure modernization" five times, up from zero in Q2. Tom Wambsgans publicly defended the ATN streaming pivot at an industry conference, creating board-level visibility on the modernization spend.

The window for a vendor that can demonstrate meaningful infrastructure cost reduction within one quarter is open now and will close once Waystar commits to a hyperscaler-led path.

Veridian Dynamics

Multi-Practice SI · Media Vertical

Leading Waystar's streaming infrastructure rebuild. Media practice tripled in 18 months. Actively building vendor portfolio for client recommendations. Pied Piper's compression layer is the kind of technology Veridian's practice wants to introduce to media clients.

Buying committee

Contact	Role	Motion	Involvement
Tom Wambsgans	President, ATN/Streaming	Direct	Primary buyer. Owns the modernization mandate. Under direct Roy family scrutiny. Open to vendors who demonstrate measurable cost reduction within one quarter.
Greg Hirsch	VP Strategy, ATN	Direct	Champion-in-the-making. Needs an early win in the new role and is approachable. Good initial contact for calendar access.
Gerri Kellman	General Counsel	Direct	Required signoff. Vendor contract, security review, regulatory compliance gate.
Veronica Palmer	MD, Media Vertical (Veridian)	Channel	Owns Waystar account at Veridian. Decides which vendors get recommended. Building portfolio that strengthens media practice differentiation.
Linda Zwordling	Practice Lead, Streaming (Veridian)	Channel	Technical evaluator on the Veridian side. Recommends to Veronica based on integration fit with the streaming rebuild.
Ted Crisp	Head of Vendor Partnerships (Veridian)	Channel	Approves new vendor relationships. Pied Piper has to clear his partnership economics review.

Engagement sequence

Run both motions in parallel but coordinated. The direct motion (Tom) and the channel motion (Veronica at Veridian) should not surprise each other. Recommended sequence: partner-first.

Open with Veronica to establish the partnership shape. Pied Piper is the technology Veridian wants to recommend.

Veridian co-introduces Pied Piper into the Waystar conversation alongside the streaming rebuild.

Direct outreach to Tom runs in parallel once Veronica is briefed. Both motions aware of each other from the start.

Ready-to-send opening messages

Direct · Tom Wambsgans

Subject: ATN's three new cloud architect roles

Tom,

Saw the three senior cloud architect listings ATN posted this month, plus the infrastructure modernization mentions on the Q3 call.

Most legacy media operations modernizing for streaming end up over-provisioning compute and paying for it twice. Pied Piper's compression layer sits underneath whatever stack ATN ends up on and reduces costs without application-level changes.

We are already in conversation with Veridian about how this fits the streaming work they are leading for ATN.

Worth a 20-minute conversation?

Channel · Veronica Palmer

Subject: Veridian's media practice and the ATN streaming rebuild

Veronica,

Saw Veridian's media-vertical practice expansion in February, and the trade press coverage of the ATN streaming rebuild.

Pied Piper makes Veridian's media practice look smarter on infrastructure economics. The compression ratios are public and the integration sits below the application layer, so it does not complicate Veridian's implementation timeline.

A 30-minute conversation with you and Linda about the practice positioning, before either of us takes anything to Tom's team?

Intelligence sourcing. Assembled from publicly available signals (job postings, earnings calls, conference commentary, trade press) combined with proprietary signal scoring. No private data. All signals verified within 30 days.