LIVE WEBINAR

Hosted by

Enrico Camerinelli

VP Research, 101 Blockchains

Addressing the challenges of global trade with blockchain➢Blockchain is more than just the technology-

10 things to consider

➢Scaling Strategy- The importance of Sales and Marketing

➢An information security strategy to support the phases of growth

101 Blockchains Think Tank Webinar Series

Ciaran McGowan

CEO, we.trade

101 Blockchains Think Tank Webinar Series

LIVE WEBINAR

Hosted by:

Ciaran McGowan

CEO, we.trade

Enrico Camerinelli

VP Research, 101 Blockchains

Addressing the challenges of global trade with blockchain

LIVE WEBINAR

The webinar will commence in a few minutes

101 Blockchains Think Tank Webinar Series

Addressing the challenges of global trade with blockchain

101 Blockchains Think Tank Webinar Series

LIVE WEBINAR

Hosted by:

Ciaran McGowan

CEO, we.trade

Enrico Camerinelli

VP Research, 101 Blockchains

Addressing the challenges of global trade with blockchain

Webinar Topics

➢Blockchain is more than just the technology- 10 things to consider

➢Scaling Strategy- The importance of Sales and Marketing

➢An information security strategy to support the phases of growth

LIVE WEBINAR101 Blockchains Think Tank Webinar Series

we.tradeExecutive Summary

Bank customers in 15 countries

16

€4mRecurring Revenue

10xSignificantly higher transactions

than any comparable platform globally(ci rca 10x)

Fi rs t to market with agreed governance framework - Rulebook

Maturi ty of Platform

Technical first on IBM Hyperledger blockchain technology

1stWTO Report

Blockchain

41%Financing Products

ComplianceHigh Bar of Achievement forSecuri ty and Compliance

Blockchain - More than Just the Technology10 things to consider

1. Strategy – Network Intent & Value Proposition for all stakeholders2. Network PACE - Banks and Value Added Partners3. Customers – SME’s, Small and Mid sized Corporates4. Scaling Strategy – Opportunity, Competition, Sales & Marketing5. Products & Partnerships6. Technology and Roadmap7. Operations & Security – On boarding, Integration and Support8. Commercialization – Activities9. Governance – Board, Councils and People Management10. Legal

more trust. more trade.

1. Strategy – Network Intent & Value Proposition for all stakeholdersBuild a Network of networks

GLOBAL TRADELand transport records

Airl ine’s records

Port’s records Ocean carrier’s records

Authori ty's records

INDUSTRIAL TRADE

Manufacturing

Regulatory / compl iance Wholesale

Retail

Consumers

Providers

Provider

Consumers

TRADE FINANCE

Package Process

Regulatory / compl iance

Replace pre-payments with bank secured payments or credit insurance

Buyer Seller InsurerBuyer Bank Seller Bank

New revenue streams:

• each PO/invoice is new finance opportunity

• Financing can originate upstream, e.g. pre-shipment

Opportunity to add new bank services:

• BPU – for buyer's bank

• Finance – for seller's bank

Reduced costs

Access to critical analytics and customer insights

Shipper

Payment risks mitigated

Easy access tofinancing

Additional channel to drive sales & revenues

Ability to offer integrated services –e.g. live goods-in-transit tracking via IoT

Ability to link settlement conditions to status of goods-in-transit & status of good delivered

Additional channel to drive sales & revenues

Insurance integrated into each trade; Single debtor insurance cover

Easier management ofPolicies

Opportunity to add new Insurance services such as ratings & reports

1. Value PropositionFor each party in the value chain

2. Network PACE - Banks and Value Added Partners16 banks across 15 countries – Most dense Network in Europe today4 Phases - Onboarding, Pilot, Soft Launch, Launch

80% of Czech market

Free Domestic trading

2. Network Intent and Smart Contract VisionGeneric end-to-end trade flow | 3rd party integration | event based payment triggers

3. Customers – SME’s, Small and Mid sized Corporates75% International vs 25% domestic trade. 74% were large SME companies with an avg. turnover of €20m-€50m

Trader Industry Analysis Trader Turnover Size €M

52% Clothing, Apparel, Fashion

39% Industry & Manufacturing

3% Food

3% Other

1% Entertainment & Leisure

1% Medicine, Medical Devices, Pharma

1% Construction

74% — €20M to €50M

22% — < €20M

1% — €50M to €100M

3% — €100M to €500M

Products

41% of transactions include financing

14% BPU Financing

27% BPU

59% Auto-settlement

3%

74%

1%

22%

52%

4%

39%

3%

3. Use CasesWhat end customers are using we.trade for

4. Scaling Strategy – Opportunity, Competition, Sales & MarketingImpact on Global Trade | Market Opportunity

1. Bain & Company; 2. IDC; 3. Allied Market Research; 4 Markets and Markets

Global trade volumes as a result of blockchain technology by 2026 (6% of total

trade of $17.1 Trillion)1$1.1 Trillion

$2 Billion1

ShipperBank Insurer

Annual revenue from

blockchain-based

documentary trade

finance by 2026

$9.8 Billion3

Blockchain in

supply chain

market by

2025

$1.4 Billion4

Blockchain in

insurance

market

by 2023

84.9%CAGR4

80.2%CAGR3

74.7%CAGR2

4. Competition - Other Market PlayersNov-19 WTO/TFG/ICC report categorises we.trade as “Stage 3” in the market, with only commodity-house focused Komgo ahead

1. https://www.wto.org/engl ish/res_e/booksp _e/blockchainrev19_e.pdf

Status1

FocusCommodity houses, KYC,

digital LC

Open account and “LC-lite”

Ownership validation, cert.

of docs

Working capital finance

LC digitisationDigitising trade

documents

Real-time traceability,

eliminate fraud

Reduce pain points in trade

finance

Markets

Global focus incl. non-bank consortia members

Global focus (Initially Europe)

India, with 14 Indian banks

Global focus from the beginning

Global focus from the beginning

Asia-Pacific, based in Hong Kong; 12

APAC banks

China, with 28 banks in

Shenzhen

Singapore, HK, and connection

with others (e.g. we.trade)

Edge

Live since Dec-2018; as of Sep-19 $1b+ financing via

platform

Live since Jan-2019; Agreed

rulebook; 300+ live customer transactions

Agnostic to underlying DLT

technology

Low barrier to entry for banks;good marketing

Focus on LC digitisation – to create exchange

& approve

People’s Bank of China

Stage 1 Stage 1Stage 1Stage 2.3Stage 2.3Stage 3

4. Scaling Strategy - Sales & MarketingMore members + more traders = more transactions

Channel StrategyBanks, Insurers & Logistics Companies

INCREASED TRANSACTIONS DRIVES MEMBER ACQUISITION

TractionAsia

India, HK,Singapore,Malaysia

Indonesia,Thailand,

Phi l ippinesAfrica

SA & Morocco

DevelopingMiddle East

UAE, S. Arabia

Europe

NewAmericas

CanadaUSA

Latin AmericaChi le, Brazil

Mexico

AsiaS. Korea

Japan, China

Geographic Strategy Technical Implementation Strategy

A. An international bank in a new territory outside of Europe gets a node on the network either in the European cloud, On Premise or on a local

territory node

B. We implement a full stack sale with IBM in a new territory which would comprise of the following elements:

1. we.trade application License2. Localization requirements • Data Sovereignty - Compliance/Legal • Product features and functions• Solution Stack Support3. SaaS Hosting4. IBM Blockchain platform

A. Leveraging existing we.trade banks through their global affiliates

B. Scaling internationally through our Strategic Technology Partner IBM who have a global presence and resources

in each of the target Geographies

C. Partnering with Value Added services providers like including Logistics, Credit Rating and Insurance companies

D. Partnering with “Enterprise Dating Agency” Platforms

5. Products & PartnershipsValue added Service Partnerships to bring new products to customers

The current offering consists of four financial products (two payment & two financing):

1. Auto-Settlement: automation of payment based on pre-agreed conditions

2. Bank Payment Undertaking (BPU): confirmation of buyer’s bank to make a payment to the seller

3. BPU Financing: a financing option for the seller based on the BPU

4. Invoice Financing: a financing option for the seller based on a single sales invoice

Value Added Partnership products e.g. Logistics tracking, eBillof Lading checking, FX hedging, 3rd party payments, credit insurance, transport insurance, credit ratings and reports

• ERP Integration• Purchase Orders, Invoices and Suppliers

6. Technology and RoadmapHigh-Level Features, Functions and Commercialization

Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021Q4 2019

2

• Security & Compliance• 4 Eyes Corporate Governance• Hyperledger Upgrade & Multi-Cloud & Cost Savings• GS1 Standards

1

Logistics Service Providers

Insurance Providers

Trader Directory

4

Expanded commercialization activities by we.trade bank members

5

* Estimated Target Delivery Timeframes

3

Transparency:

Transparency in Goals, KPI and reporting on issues

for

- The board

- Senior Management Team- Customers

Build Trust.

Automation and Self Service:

Ensure that the majority of controls we design and

implement are available to anyone in We.Trade to

consume on a self-service basis or happen

automatically.

Remove Dependencies.

Recognisable Security:

Information security governance framework for the

whole organisation which is recognisable to our

customer base and aligns with internationally

recognised good practice.

Foster Confidence.

Small Footprint:

Maintain small headcount for the security function

by the use of technology and fostering a ‘shift left

culture’.

Stay lean.

Maintain Velocity:

Ensure that controls are designed to be effective but

have the least possible impact on velocity in the

development pipeline.

Don’t cry wolf, truly understand what risk is.

3

7. Operations & SecurityAn information security strategy to support the next phase of growth

1

2 4

5

• Drive Domestic Trade Short Term Initiative

• Pairing Calls between member banks coordinated by we.tradeDriving more trade transactions

• Legal Agreement between BanksData Exchange Notice (aka Sharing Agreement)

• Short term client/counterparty pairing initiative

• Under Data Exchange Notice agreementIBAN (BIC) Pilot Pairing Program (Short Term Initiative)

• 8 Use cases collectively receivedUse Case Collaboration

• Onboard clients 1st to the we.trade platform to facilitate the pairing processOnboard 1st Strategy (New Initiative)

• Confirming what affiliates in what countries will onboard and their plansAffiliates

• Shortened customer agreements to facilitate quicker onboarding to the we.trade platformShortened Customer Agreements

• For the banksSales Incentives

• Clients in each of our member banks agreement to use their company name & logoCompany Logos and Testimonials

8. Commercialization ActivitiesBi-weekly Drive More Transactions Call, 1-2-1s and we.trade Actions Register

9. Governance – Board, Councils and Senior TeamBroad, multi-industry experience | 60 staff in total, including IBM team (30)

Board of Partnership Banks

Management Team

David McLoughlin

Head of

Commercialisation

Business professional withextensive multi-industryexperience in companiesthat include Vodafone, eir, Enterprise Ireland, Fujitsu and Marubeni.

Ciaran McGowan

CEO

Wealth of managementexperience at early-stage

and mid-sized global companies in banking,

aviation & pharmaceutical Industries. IT Directorfor Retail inMotion.

Ty Khan

Head of Business

Development

Responsible for 65%of Trayport’s revenue.Grew turnover from £28 million revenue

to £44 million revenueover a 5 year period.

Eimear Kelly

CFO

Originally worked as Senior Auditor with BDO.

Progressed to varioussenior finance roles with

Kentz & Ballsbridge Hotels. Financial Controller for

Retail inMotion.

Mark Cudden

CTO

Experienced Enterprise Architect with multiple technology companies

Including Houghton MifflinHarcourt, PlanB. GmbH,

Ergo & Element FleetTechnology.

John O’Neill

Head of Security

Certified Security Auditor,Security Consultant for

BSI Group. Head of Technical Operationsfor Retail inMotion, IT Operations Manager,

Imagine Group.

Danny Fitzgerald

Head of Operations

Technology operationsexpert previously working for BP Oil, Element Fleet

Technology, Calypso Technology & Syzygy

Investments.

10. we.trade | Legal4 agreement elements | signed between we.trade and each member organisation

Platform Service

TermsOrder Form

Appendix to the

Order FormRulebook

(common to all members)

A few housekeeping tips

Use the Q&A feature to ask your questions

Enrico CamerinelliVP Research

ARE YOU READY TO JOIN THE BLOCKCHAIN REVOLUTION?

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