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Digitization of Banking
Ben Robinson, Chief Strategy & Marketing Officer
4 November 2016
@robinsonbenp
Warren Buffett
Financial services as it used to be
Financial services as it is today
An industry in transition
An industry in transition
An industry in transition
The attacking
armies
Targeting discrete parts of the value chain
Fintech 1.0
Ma
rgin
s
Regulatory oversight
Growing ambitions
Fintech 2.0
The disintermediators
Internet platforms
Strategic Choices
We believe banks have to pursue one of 4 strategies 13
E2E, open
platforms
Fully-fledged
aggregators
Traditional
universal
banking
Pro
fita
bili
ty
Scope of activity
Infrastructure
providers
Infrastructure players 14
Hosting
Settlement ReportingPayments
processingProduct servicing
API Layer
Fully-fledged aggregators 15
Ag
gre
ga
tors
API Layer
Digital Channels
Engagement (gamification, PFM, etc.)
Customers
Fintech ProductsNon-Financial
Products Banks
Decision engine, CRM
Open product catalogue
DataI
F
E2E, open platform
Capitalize on
FIs’ primary
assetsTo become
trusted
advisorIn turn boosting
profitability
The opportunity 17
FIs strengths 18
Fintech Firms
Incumbent banks
The opportunity
INNOVATION
APIs &
App Store
The opportunity 20
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Bank Google
Interest Income Fees Data Monetisation
Source: Disruptivefinance
Experience-driven banking
Right products & services
Delivered at the right place and time
Through the right channel
Personalised for individual needs
Experience-driven banking
Bank as
facilitator and
trusted advisor
Real-time location-based offers
Access to best rates on financial
services across market
Access to complementary services
(e.g. legal advice) at preferred rates
Peer advice
Digital vaults & wallets
Partner network
Social Media
Location
Transaction Data
Contextual info (e.g.
saving ambitions)
Help achieving financial goals
Loyalty rewards
Frictionless payments
Vertical E2E IT Infrastructure 23
Digital
Channels
Front End
Own
product
factory
Cloud-
infrastructure
FX Transfer
Payments/Wallets
Unsecured personal lending
SME Lending
AP
I Layer
Fintech products
Social Trading
Mobile money
Automated retail investment
Risk
Getting there
Source: BCG
Ditching the legacy
Ditching the legacy
The journey 25
Ditching the legacy
The journey 26
Efficiently managing the customer lifecycle…
Customer ProductCore Banking
ChannelCRM PFM
Branch Contact Centre Internet Mobile PostEmail
Decision Platform
Amazon
?
A bank
(anonymous)
Making innovation possible
No customer feedback; No solution delivered
Products are built around solving customer problems
Earliest testable Earliest usable Earliest loveable
Defects likely to occur
Not loveable first time
Takes too long to solve problem
The internet of hackable things
Everything online Everything hackable
Fast Undetected
Cultural change
required
Opening up existing
platforms
Selling third party
products
Sharing customer
data
Realizing experience-driven banking
Warren Buffett
Thank you