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SME banking revolution: business ecosystems, beyond banking offerings, augmented strategyFirst held in 2004, the Efma SME Banking Summit has become a must-attend annual event that focuses on the challenges facing SMEs in the evolving retail financial services landscape. From 13-14 June, the 2019 Summit in Vienna will provide the perfect platform for Efma’s members to meet SME leaders and work together to define a strategy and roadmap for successful SME banking.
The 2019 SME Banking Summit will cover the following topics:
Use of AI and machine learning in SME banking
Non-financial, value-added services and freemium offers to boost loyalty and create new revenue
Bank + Fintech partnership success stories
Microfinancing, micro segment customers value proposition
Reaching out to new customers from early stage start-ups: acquisition, retention and channels beyond banking
Subsegmentation and targeting - mobility, cashflow & payments, product bundling
Global launch of Efma SME banking Community Programme 2019/2020
See the full agenda at www.efma.com/sme19
#EfmaSME19
Evgeny KoblinManaging Director, Head of Digital Corporate BusinessSberbank Russia
Jack De Mooij Tribe SE, Micro, SME and MidCorp, Product Area Lead ING Bank Netherlands
Diego Caicedo CEOOmni BNK Colombia
Jamie DevlinHead of Business Development & Partnerships, Product Owner BusinessRevolut United Kingdom
Michal UlicnyGlobal Business StrategyeBaySwitzerland
Sibylle StrackCEOKontistGermany
Pascale Devriese Head of Digital Offering Small Business for the Operational Entity BNL (BNPP Group) BNL BNP Paribas & Telepass Italy
Have a look on: www.efma.com/insurance19
SME BANKING SUMMIT13-14 JUNE 2019 Vienna
INSURANCESUMMIT13-14 JUNE 2019 Vienna
1 DISCOVER THE FUTURE OF SME BANKING: Learn how to boost loyalty and create new revenue
streamsThis year’s agenda reflects the wider theme of ‘SME banking revolution’. You can expect practical insights for augmented SME strategy, Fintech partnerships, ecosystems, new business models and customer journey.
2IMMERSIVE EXPERIENCE & VISIT AT ERSTE GROUP CAMPUS
Participants from financial institutions will have a unique opportunity to visit one of the largest financial services providers in Central and Eastern Europe. Erste Group Bank is continuously innovating and creating the retail banking experience for the times we live in.
3CONNECT: Share your challenges and get some answers from peers, experts, colleagues,
on top of a great agendaThrough interactive case study presentations, panel discussions, demos and networking sessions, we will explore the roadmap for successful SME banking, while providing an arena for constructive debate and partnership.
4 ENGAGE: Create business opportunities by meeting heads of Insurance under the same roof
EEnjoy 2 full event days to connect and partner with institutions from a diverse range of backgrounds thanks to Insurance Summit taking place in parallel, at the same venue!
SME BANKING SUMMIT KEY BENEFITS
Enjoy a complete event experience at Vienna!
2 FEEDBACK FROM PAST DELEGATES
‘EDUCATIONAL. CONNECTED. SHARING.’Josephine Baliah, Head Client Experience Design, RMB South Africa, South Africa
‘HAS ITS VALUES IN TERMS OF INNOVATING IDEAS FIT TO THESE CURRENT TIMES OF CHANGE.’ Uzi Sasson, Senior Manager S.M.E Business Management, Leumi Bank Israel, Israel
‘USEFUL, BROUGHT INTERESTING INSIGHTS FROM A GLOBAL PERSPECTIVE, BOTH BUSINESS AND TECH.’ Jaroslaw Lacki, Senior Strategy Manager, ING, Germany
1 SME BANKING SUMMIT 2018
ATTENDEES110
33
SPEAKERS
TOP SENIORS FINANCIAL INSTITUTIONS
COUNTRIES38
98%OF THE RESPONDENTS
FROM LAST YEAR’S EVENT RECOMMEND THIS EVENT
TO A COLLEAGUE
SME BANKING SUMMIT KEY FIGURES
Click on the icons
to see what happened last year
@Efma_news #EfmaSME18
2018 SME Banking Summit Flickr photo gallery
65% 70%
SME BANKING SUMMIT OVERVIEW 13-14 JUNE 2019
FRIDAY 14 June 2019
Opening remarks from moderators
Opening remarks from moderators
Cocktail
Lunch
Lunch
8.45
8.45
9.00
9.00
14.15
14.15
11.30
11.30
13.00
13.00
18.00
17.30 End of the conference
THURSDAY 13 June 2019
2 | DISRUPTING KEY SME BANKING FUNCTIONS
2 | IDENTIFYING THE RIGHT BUSINESS MODEL
3 | COOPETITION AND PARTNERSHIPS
3 | FOLLOWING THE CUSTOMERS JOURNEY
1 | ADOPTING AUGMENTED SME BANKING STRATEGY
1 | SME BANKING GROWTH BEYOND FINANCIAL SERVICES OFFERING
15.15 On site visit at Erste Group Campus and Flip Tour
PROGRAM 13 JUNE 2019
1 | ADOPTING AUGMENTED SME BANKING STRATEGY
1 | ADOPTING AUGMENTED SME BANKING STRATEGY
Welcome coffee & registration
Opening remarks from moderators:Jason Storsley RBC Canada & Meaghan Johnson 11:FS UK
PANEL DISCUSSION SMEs in CEE reality check
Ivan Radnai General Manager – Strategy and Business Development NLB Nova Ljubljanska Banka Slovenia& Gergely Tyukodi Senior Manager OTP Bank Hungary& Clemens Mueller Executive Assistant to the Chief Corporates & Markets Officer Erste Group Bank Austria& Slavoljub Dordevic International Head Consumer & Small Business Banking Raiffeisen Bank Austria
8.45
8.00
10.30
Building an effective digital ecosystem for corporate customers. A 4-year case study from Sberbank Helping our SMB’s with daily entrepreneurship must-do’s by introducing 20+ services “beyond banking” Finding the right balance between in-house and partnership solutions Services packaging and delivery Open APIs to integrate vendors and bring seamless UX for customers Next big thing? – monetizing the Ecosystem
Evgeny Kolbin Vice-president, Director of Digital Corporate Bank Sberbank Russia
Building a sustainable business around solopreneurs Customer experience that fits the lifestyle Automation and integration - help with budgeting and real-time insights Extending beyond core banking into relevant ecosystems
Sibylle Strack CEO Kontist Germany
The next generation business account: a new paradigm Incumbent banks - greed and laziness: how they’ve failed the needs of the businesses of today Stories from the coalface How technology and innovation have given a competitive advantage to challengers
Jamie Devlin Head of Business Development & Partnerships, Product Owner Revolut United Kingdom
9.50
9.00
9.25
11.00 Coffee break & networking
Cut the costs Increase the cross-sell Monetize your potential and find new revenue streams Focus on what keeps SMEs awake Imply subsegmentation, targeting and personalization Global survey
Spotlight on CEE markets from key regional players SMEs expectations vs. banks’ capabilities The state of the competition (internal/external) Key initiatives and focus for becoming lifetime business partners for ‘our’ SMEs
1.1 | Global SME banking landscape
1.2 | SMEs in CEE reality check
Digital-First SME Banking How do you stay relevant when disruption is knocking on your door demanding for change? Leverage ecosystems – crucial for delivering superior experiences How to design superior experiences and all the steps that follow in order to execute it – practical tips and best practices
Bob van Heumen Head of Business Development Backbase Netherlands
10.15
PROGRAM 13 JUNE 2019
Transforming SMEs on-boarding: make it end-to-end digital Redesigning the main customer journey to build a new SME banking concept Leveraging new technologies (artificial intelligence, biometrics, etc.) with a customer-centric vision A new on-boarding for non-customer SMEs: digital, simple, faster, responsible & more efficient
Jorge Herrando Head Digital Transformation for SME (Global) Santander Spain & Carlos Ortega Bedmar Strategy and Projects Director Business Banking Santander Spain
12.30
Building a 2.0 version of Kabbage-like business bank Risk // How eInvoicing and eTaxing + machine learning are changing the way we understand risk Collections and asset backing // Securitization on the fly of receivables Distribution // full digital experience and the crucial role of the customer success team in getting it right for SMEs
Diego Caicedo CEO Omni BNK Colombia
Nikolai Varma COO OakNorth UK United Kingdom
Delivering digital banking experience Digitalization is the key to competitiveness Automation in the lending processes How to handle exceptions in the process Benefits of digitalization – seamless borrowing experience for the end user
Béla Vér CEO ApPello Hungary
11.30
11.55
12.20
13.00 Lunch break & networking
2.1 | Holy grail of business banking: lending and collection
2.2 | Acquiring more SMEs through seamless and faster processes
2 | DISRUPTING KEY SME BANKING FUNCTIONS
Minimizing the ‘opportunity costs’ from being wrongly careful Reducing credit risk by creating new advanced risk management tools Digitization, automation and effective collection Agility is the key
2 | DISRUPTING KEY SME BANKING FUNCTIONS
Eliminating bureaucracy and opacity Reducing waiting time from days to minutes Extending capacity to serve them all
3 | COOPETITION AND PARTNERSHIPS Scouting and supporting before partnering Picking the right partner Plugging-in vs. buying-in Offering accounting services as an initial step
PROGRAM 13 JUNE 2019
Open banking as an SME banking growth lever Closer to the customer: meeting the needs of SME customers through a combination of banking/non-banking services and products Creating value by combining the partner’s strengths Bank as a service/bank as a platform BNL mobility case study: Telepass X Biz
Pascale Devriese Head of Digital Offering Small Business for the Operational Entity BNL (BNPP Group) BNL BNP Paribas & Telepass Italy
How to build a FinTech from scratch in a collaborative approach 12 banks team up to offer a completely new technology-enabled customer experience Key learnings from the process and co-creation outlook Challenges that need to be taken into consideration in such a project
Clemens Mueller Executive Assistant to the Chief Corporates & Markets Officer Erste Group Bank Austria
GLOBAL LAUNCH of Efma SME Banking Initiatives
Lukas Dzuroska Country Manager Baltics, Nordics, Poland, Turkey, Georgia Efma Slovakia
16.30
17.15
17.40
Merging banks & new generation ERPs: establishing a strong ecosystem to Enhance customer value proposition Enable business growth Make everyday life easier for the customer
Fredrik Ljungblad Segmentmanager SME, Corporate Market SEB SEB Sweden& Malin Ringdahl Chief Growth Officer PE Accounting Sweden
Innovation in SR-Bank About Gründerhub and how it’s affecting our organization Making banking easier for SMEs How we capitalize on having an accounting firm in the group
Moyfrid Risdal Senior Project Manager SpareBank 1-SR Bank Norway
How technology enables coopetition – the case of interoperable e-invoicing Invoice related services for SMEs integrated with online banking solutions Bank to become a new data and integration hub while offering value added services Win-wini-win-win model: bank’s business goals, new services to SMEs, inter-banks coopetition and lower costs OTP eBIZ case study demo
Gergely Tyukodi Senior Manager OTP Bank Hungary & Katalin Kauzli Business Development Director Partnerhub Hungary
14.15
14.50
15.15
16.00
18.00
Coffee break & networking
Cocktail
3.1 | Accounting services, accelerators, Fintechs integration
3.2 | Open banking, open borders, beyond Fintechs partnerships
3 | COOPETITION AND PARTNERSHIPS
Real opening of your banking or just following PSD2? Finding right partners in other industries Creating banking alliances beyond borders
16.55Early warning: fundament of a profitable SME portfolio The role of early warning Gaining strong customer experience through a proper EW process EW: preparation for the next crisis Newest methods, using AI in the EW process
Tamás Erni Chairman Loxon Solutions Hungary&Mahdi Kilani Head of Business Banking Abu Dhabi Islamic Bank UAE
PROGRAM 14 JUNE 2019
Welcome coffee & registration
Opening remarks from moderators:Jason Storsley RBC Canada & Meaghan Johnson 11:FS UK
8.45
8.00
Remain a preferred choice when competition bites (for SMEs) Spot key disruptions Know where you fail Go for less that works more ‘So what’ for banking
Michal Ulicny Global Business Strategy eBay Switzerland
9.00
11.00 Coffee break & networking
From Business Banking to the Go-To Platform for Dutch SME’s Changing the SME Business Banking Model form ‘old-school banking’ to a platform approachVertical integration Going beyond banking: creating an excellent digital customer experience, even if you do not have the products or services yourself Lessons learned on corporate innovation and co-creation between a big bank and FinTech
Jack De Mooij Tribe SE, Micro, SME and MidCorp, Product Area Lead ING Bank Netherlands
Integrating into the customer’s 9am to 12pm day Touch-points we should have with customers Vertical integration Non-banking support Subscription based banking as a service
Nikoloz Kurdiani Deputy CEO TBC Bank Georgia
Small business banking? Rather Small business platform How to create a successful ecosystem How to maximize value creation for all players Mastercard and Strands small business platform
Luis Rodriguez Chief Product Officer Strands Spain & Marcus O’Toole VP Global Small Business Segment Europe & Enablement Mastercard Europe
9.30
10.00
10.30
1 | SME BANKING GROWTH BEYOND FINANCIAL SERVICES OFFERING
Competing in A-players industry: imagine that disruptive fintech in your industry is Amazon, Alibaba, Allegro or Alza Sustainability in business offering No need to be the first, while you may learn from mistakes
1.1 | Learning from e-commerce industry
1 | SME BANKING GROWTH BEYOND FINANCIAL SERVICES OFFERING
Being fan first and becoming customer later From changing the mindset to changing the culture Boosting adoption Moving from direct revenues to potential revenues Introducing freemium offers model
1.2 | Building SME ecosystems beyond banking
PROGRAM 14 JUNE 2019
Identifying the right business model Running your SME bank vs. doing SME banking in your bank Building digital SME bank vs. digital transformation in SME banking Heading business banking vs. being CEO of a business bank
Gorkem Cokcetin VP- Fintech Engagement, Group Digital Office Emirates NBD United Arab Emirates
11.30
FIRESIDE PANEL DISCUSSIONBoris Dyakonov CEO, Senior VP Tochka Bank Russia / Anna Bank UK& Jack De Mooij Tribe SE, Micro, SME and MidCorp, Product Area Lead ING Bank Netherlands& Pascale Devriese Head of Digital Offering Small Business for the Operational Entity BNL (BNPP Group) BNL BNP Paribas & Telepass Italy
11.40
13.00 Lunch break & networking
2.1 | Million dollar question: building a separate business bank or developing a strong business banking?
2 | IDENTIFYING THE RIGHT BUSINESS MODEL
Running your SME bank vs. doing SME banking in your bank Building digital SME bank vs. digital transformation in SME banking Heading business banking vs. being CEO of a business bank
3 | FOLLOWING THE CUSTOMERS JOURNEY
Being a business partner of your SME customers = your customer success will be your success Start with microfinancing Help them to grow (lending, international trade, advisory) Serve them big
WORKSHOP Moving from pain to pleasure Lessons learned from growing the largest digital-only SME bank Pain as the core of SME banking innovations in the past Please as the driving force of the future innovations
Boris Dyakonov CEO, Senior VP Tochka Bank Russia / Anna Bank UK
12.15
2.2 | AI in SME Banking workshop session
3.1 | Microfinancing and growing with your SMEs
Unleashing the Women Entrepreneur - A Kenya caseThomas Bisonga Head of Business Banking Stanbic Bank Kenya Kenya
14.15
Digital Transformation to Serve the Small Enterprise How digital distribution has made access to finance efficient in a developing market like Pakistan A business case for how to serve low income small entrepreneurs through digital and broaden your outreach at lower
cost How digital payments are the essential conduit for serving poorly documented SMEs in the developing world
M. Mudassar Aqil Chief Executive Officer FINCA Pakistan Pakistan
14.40
15.05
15.15
Wrap-up & Closing remarks
On-site visit to Erste Group Campus & Flip tour
17.30 End of conference
WE THANK OUR PARTNERS
SPONSOR & BUSINESS PARTNERS
MEDIA PARTNERS
Efma l 10 Boulevard Haussmann l 75009 Paris l France l Tel: + 33 1 47 42 52 72 l Fax: + 33 1 47 42 56 76 l www.efma.com APE: 5819Z l VAT ID: FR 38 313 062 788 l Efma sarl company with registered capital of EUR 15,000 l RC Paris 313 062 788In accordance with Article 27 of the law on the processing of personal data of 6.1.78, the information which you are requested to provide is necessary to enable us to process your registration and is intended for Efma’s services. You may access this information and request that it be rectified if necessary.
SME BANKING SUMMIT PRACTICAL INFORMATION
Please note that the registration for an Efma event is only available online To register, please go to www.efma.com/registersme19
DatesThe SME Banking Summit will begin with a welcome coffee on Thursday 13 June 2019 around 8.15 and will end on Friday 14 June around 18.00.
LocationHotel InterContinental ViennaJohannesgasse 28,1030, Vienna, Austria
Languages All sessions will be held in English.
AccomodationA block of rooms has been reserved for the nights of 13 and 14 June at the Hotel InterContinental Vienna.
The cost of a standard room, single use is 199€, and the cost for a standard room, double use is 219€ (including breakfast and Applicable Taxes & Service Charges)
Registration The registration fee covers participation in the SME Summit, documents, lunches and coffee breaks. Registration fees must be paid in full prior to the event. Efma reserves the right to refuse entry to any delegate who has not paid his or her invoice prior to the event. We welcome late-bookers, but credit card information must be provided. The event is reserved for top-level bankers and space is limited. Please note that the organizers reserve the right to refuse some applications
Cancellation If you cancel your registration before Saturday13 April, it’s free of charge! For a cancellation made between Sunday 14 April and Thursday 30 May, you will be charged 20% of your registration fee. From Friday 31 May until the event, you will be charged 100% of your registration fee unless medical certificate provided. If you are not able to come to the event, please send a substitute delegate as no reimbursement will be made.provided. If you are not able to come to the event, please send a substitute delegate as no reimbursement will be made.
€ 0 for 2019 Efma Premium Pass holders - www.efma.com/premiumpass
€ 1,600 for Efma members and associate members
€ 1,800 for Efma Business Partners
€ 2,400 for representatives of non-member institutions
VAT not applicable. All registrations are strictly individual.
NEW: Please note that 2 tickets of your ePass pack are needed to register for this event.You don’t know what is the ePass yet? Discover it here!
REGISTRATION FEES
Do you plan to join this event with your team? Good news, discounts apply for group registrations! Contact [email protected]
Participants 3-9 10-14 15+Discount 10% 30% 40%
PRACTICAL INFORMATION
