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TRANSCRIPT
بسم اهلل الرحمن الرحیم
Where are you in the industry today?
Four business model archetypes capture how
the majority of payment providers play today.
1. Volume seekers
Basically, do it all. Consolidate
and survive based on massive
scale, Grow revenues by
emphasizing transaction
volume.
2. Experience provider
The focus is placed on considering the full experience of the customer from the point of acquisition through to the complete lifecycle of ownership of the product.
3. Total Solution Provider
The customer is provided with a
customized solution involving a complete set of
products and services.
4. System Lock-In: Winning through
Complementors
Instead of focusing solely on the product or the customer, we are now concerned with all the important players in the system.
Desired future state
• Payments companies use their response to market
trends to select the appropriate business model
and build capabilities to help them achieve their
desired future state.
Multi
Industry/Digital
Single
Industry/Traditional
Just Do It Surprise Me
Vo
lum
e
Experience
1. New trends for volume seekers
1.1. Win More Volume with an
Indirect Assault Strategy
Indirect Assault
– Successful entrants use strategies that allow them to stay under the radar screen of powerful incumbents and avoid incumbent retaliation
1.2. GEN Z and Y RISING
Looking for 24x7 access, instant gratification, full
transparency and fee free products
- all via their channel of
choice - MOBILE.
1.3. White label supply
• An institution that provides scaled capabilities
in a critical function like servicing,
underwriting, or processing.
• Another entity can design its own front end,
branding, or experience that uses this service.
Multi
Industry/Digital
Single
Industry/Traditional
Just Do It Surprise Me
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e
Experience
2. New trends for experience
provider
2.1. Shifting from a product to
service focus
• Commodity: Increasing Pressure on of the shelf
products like Top-Up.
• Service focus: Disruptive innovation of
interconnected payment services.
شاتوتشبکه
2.2. UX IS THE NEW GOLD
• As the payments universe expands, customer
experience is becoming the prime competitive
differentiator.
• Strategic ID&V: Customers faced a challenge of
multiple Identification and Verification
methods across products and channels
2.3. Seamless integration of multiple
payments channels to create an Omni
channel experience
Multi
Industry/Digital
Single
Industry/Traditional
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Experience
3. New trends for total solution
provider
3.1. APIs act as collaborative 'glue'
within the new payments ecosystem
• As collaboration holds the key to success in
the future payments ecosystem, APIs will link
stakeholders to define digital strategies.
3.2. Analytics and machine learning
powered by rich transaction data
enable targeted offerings
• Information and insights in payments can
optimize revenue and lower costs by enabling
personalized value-added services (VAS) and
cross-selling opportunities.
Multi
Industry/Digital
Single
Industry/Traditional
Just Do It Surprise Me
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Experience
4. New trends for system lock-in
4.1. Payment industry incumbents
and new entrants provide standard
mobile wallets• Payment industry stakeholders are adopting
different strategies and approaches for
implementing standard mobile wallets.
• Proprietary Standard: The customer is drawn to
your product because of the extensive network of
third party complementors that are designed to
work with your product.
4.2. Conducting targeted M&A to
add capabilities and/or scale
• M&A activity would be targeted and used as
a method to create scale, provide competitive
advantage, or acquire capabilities.
4.3. Restricted Access
• Significant barriers are in place that makes it
difficult for competitors to even compete for
the acquisition of customers.
Multi
Industry/Digital
Single
Industry/Traditional
Just Do It Surprise Me
Vo
lum
e
Experience
Emerging Trends in Payment
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