This presentation provides a glimpse into the evolution of the digital payment industry and a discussion of both short-term and long-term strategies that players in this space could potentially adopt to stay ahead of the competition.
I've diverse interests across wide-ranging topics and industries and I thoroughly enjoy analyzing information and devising strategies to help companies better position themselves for the challenges ahead.
If you require more information and data, feel free to reach out to me at francisfoo@wustl.edu or connect with me on LinkedIn www.linkedin.com/in/francisfoo/.
Thank you for your interest! Hope you find the information useful.
3. Digital Payments :
“ Payments made over an electronic network such as
the Internet ”
4. Electronic cash
e.g. PayPal, Bitcoin
Electronic / Mobile
Wallets
Smart cards
Modes of
Digital
Payment
3
e.g.
Google wallets,
Amazon.com
Credit / Debit Cards
1
2
4
5. “The value of global payments via mobile devices will reach around
$507 billion in 2014, a rise of nearly 40% year-on-year.”
PwC
World
Payments
Report
Juniper
Research
“Rapid growth in contactless card payments is the single biggest trend
in payments in some markets at the moment – 278% growth in
Europe.”
The future of payments & banking is digital.
“Mobile payments doubled between 2012 and 2013 to $1
billion. Mobile payments in the U.S. will top $58 billion by 2017, and
phones are just the beginning of e-cash.”
6. 1887 – First concept of credit cards in Edward Bellamy’s “Looking Backward” novel
1918 – Electric money was born
1950 – IDC (Diners Club International) was created
1958 – American Express emerged
1968 – First networked ATM
1978 – First debit card was issued by The First National Bank of Seattle. First credit card terminal
was introduced by Visa. Birth of e-commerce.
1994 – EMV (Europay / MasterCard & Visa) standards were created to foster global
interoperability.
1996 – Launch of Google Checkout
Evolution of Digital Payment
7. 1997 – First contactless payment system – Speedpass was launched by ExxonMobil
2007 – First digital / mobile wallet created by M-PESA
2009 – First digital currency – bitcoin – was born.
2011 – Starbucks accepted mobile payments nationwide in the U.S. Cascading effect on industry
with many major retailers adopting mobile payment technology
Evolution of Digital Payment (cont’d)
9. 1 ) Technology
Time Gap
1887 First mention of credit card concept -
1918 Electric money was born 31
1950 IDC (Diners Club International) 32
1968 First ATM network 18
1978
First debit card. First credit card terminal introduced by Visa. Birth of e-
commerce 10
1985 First online purchase made. Discover Card introduced 7
1994 EMV standards introduced 9
1996 Google checkout launched 2
1997 First contactless payment system launched by ExxonMobil 1
2003 NFC (near field communication) approved as standard 6
2006 Payment card security standards council established 3
2007 1st digital / mobile wallet 1
2009 Bitcoin born 2
2011 Starbucks accepts mobile payments nationwide 2
Technology is disrupting the payment industry
Accelerating
Industry
transformation
Other fast-evolving technologies (e.g. Near-Field Communication) will facilitate the move to payment using
mobile technologies.
The distinction between channels and devices is blurring, with interactions over the internet, mobile across
multiple uses converging into a common set of digital services.
Cloud computing
10. 2010 - Square allows consumers to buy, sell and send money using any
Apple or Android mobile device. It is designed to help small businesses
accept credit card payments and to help consumers transition to a
cashless, cardless lifestyle.
>>
1 ) Technology
2013 - LoopPay allowed me to make
contactless payments at virtually every retail
point-of-sale terminal
>>
11. 2012 - Barclays’ “Pingit” mobile payments service launched
Enables customers to send money using just a mobile number
1 ) Technology
12. Greater willingness to adopt new technology – shift from
telegraphs to credit cards to mobile wallets
Online generation
Demand for seamless, instant connectivity
Social networks will flourish and dominate
+ Opportunity Information availability Target customers
+ Opportunity Consumers’ spending increases when they pay with
mobile technology (sometimes even twice as much) Business growth
Implications :
2) Changing consumer / social behavior
13. Durbin Amendment, U.S. 2010 - The bill drastically lowers swipe fees – the
fee charged to merchants every time a customer
pays with plastic
Consumer Credit Act, UK
Regulation on card profitability is making non-card payment propositions
more attractive
Removes market friction
Instills consumer confidence in new digital systems
1974 - Legislation comes into force, giving extra
protection to people using their credit cards to buy
goods costing between £30 and £10,000 (the limits
changed to £100 and £30,000 in 2005).
3) Legislation & Regulation
US National Science
Foundation
1991 - Lifts restriction prohibiting commercial
enterprise on the Internet – cleared the way
for e-commerce to thrive
14. Agents of change will continue to revolutionize the
digital payment industry.
Credit cards have gone from being one of the most profitable areas of lending to
one of the least – changing fortunes
Proliferation of smart gadgets, including wearable technology
Adaptation of the chip and PIN technology
“Money 3.0” Era – voice recognition, fingerprints, retinas, DNA
Near-field communication (“NFC”) could see further innovation
16. Changing
consumer /
social behavior
Legislation &
Regulation
Be the first-to-market – roll out mass market offerings that
are robust yet simple. Once consumers make their first
mobile payments, they are much more likely to convert to
regular usage.
Utilize the power of data analytics to segment and target
customers
Enhance partnership with retailers and review the
interchange fee revenue model to include additional value-
adds
Focus on transparency and security in marketing /
customer communication to pre-empt regulatory issues
Reinforce market positioning
Short-Term Strategy (1-3 Years)
Driving Force Strategy
17. Technology
Driving Force Strategy
Leverage third party technology and form alliances
with strategic technology partners to provide a
seamless multi-platform experience e.g. healthcare,
lifestyle companies (e.g. Uber or GrabTaxi), e-
commerce (e.g. Amazon)
Short-Term Strategy (1-3 Years)
Build on existing installed user base to introduce new
offerings and diversify revenue streams e.g.
advertisement on app
19. Hard or impossible to predict the future
Learn from history and from successful companies that were able to transform themselves
Long-Term Strategy (>3 Years)
Recommended Strategies
1. Organizational
Culture
“Move fast” – A strategy is as good as its execution.
Change from being a perfectionist to a risk-taking/
entrepreneurial culture.
Set up nimble teams that focus on innovation. First-mover
advantage might prove critical
2. Anticipate
consumer concerns
and needs
Turn concerns into opportunities
Mounting concerns on cyber security and privacy
Banks enjoy natural advantage as trusted institutions
Provide products that give customers assurance of mind; give
them control over the sharing of personal details
20. Long-Term Strategy (>3 Years)
Recommended Strategies
3. Technology Invest in world-class technological infrastructure
Reinforce data and analytics capabilities to enable the bank to
offer targeted, differentiated offerings to retain and attract
customers
4. Partnerships &
Acquisitions
Build long-term partnerships across industries
Focus on initiatives that could better connect bank customers
with retailers (working with retailers, both brick-and-mortar
and online) to explore ways to enhance overall customer
experience
Consider acquisition of target companies that could accelerate
bank growth and enhance attractiveness of product offerings
21. Digital revolution will change the digital payments industry
Technology, changing consumer behavior and regulatory actions will
accelerate transformation
Short-term – Reinforce and move fast
Long-term – Anticipate, adapt and invest
Key Takeaways
Digital revolution is upon us and this has been said to death. What’s really important for us in the financial services industry and more specifically, at Citi, is really the magnitude of change.
World Payments Report – Capgemini + RBS Bank
Magnitude – threats to existing players as well as the opportunities for people who are able to get it right
Before looking at the key driving forces behind the change, it’s critical that we have a good understanding of how digital payments have evolved through the years.
This is a nutshell / snapshot view of how digital payments have evolved over the years.
1918 – when the Fed first moved currency via telegraph (31 years later)
1994 – Banks saw the benefits of chip-based payment and realized that international standards for such payments were needed to help foster global interoperability.
1996 - Google Checkout was launched – online payment processing service for simplifying the process of online purchase payments
Before looking at the key driving forces behind the change, it’s important that we have a good understanding of how digital payments have evolved through the years.
This is a nutshell / snapshot view of how digital payments have evolved through the years.
1918 – when the Fed first moved currency via telegraph (63 years later)
1994 – Banks saw the benefits of chip-based payment and realized that international standards for such payments were needed to help foster global interoperability.
1996 - Google Checkout was launched – online payment processing service for simplifying the process of online purchase payments
2011 - ….with many major retailers adopting mobile payment technology
money transfer and microfinancing service for Safaricom and Vodacom, the largest mobile network operators in Kenya and Tanzania.
Now that we have a good appreciation of how the digital payments industry has evolved, we can now dive in and look at the factors driving those changes through the years. Interestingly, those factors that drove the changes through the years are also likely to the ones that will continue to affect the transformation of the industry going forward.
I have identified three key factors, or change drivers, responsible for the driving the changes in the industry.
They are 1. technology 2. changing consumer / social behaviors 3. legislation & regulation.
– Internet opened the doors to a new world of innovation and technology is disrupting the payment industry like it has to many traditional industries such as retail.
Going back to the evolution timeline that we have seen earlier, we notice that the numbers of years it took for one new change to occur has shrunk dramatically through the years.
Cloud computing provides impetus for new innovation
NFC chips inside most mobile phones can transmit banking and payment data when placed near readers
typically with a smartphone or tablet as the point of convergence and control
When I was doing my research on this topic, I came across some interesting technology that could potentially change the way we transact going forward.
End-to-end purchase integration - Payments are becoming an integral part of digital commerce, where pre andpost purchase activities such as search, comparison, selection, payment, and rewards operate seamlessly together- for example in digital wallets such as Google Wallet.
The next generation of customers would have grown up online, fully connected through social networks.
This continuous and uninterrupted conversation will probably lead to greater demand for payments to be instantaneous or “real-time and 24/7”.
Interconnected lifestyle – in the past, things tend to move and operate independently. One-stop shop concept.
Social networks will be important in many future payment systems, and ones that have trust technology built in
will likely flourish.
The adverse impact of regulation on card profitability is making non-card payment propositions more attractive.
Weirdly aided by the govt
Doing great things to help interchange fees go down, to help money move more quickly, to help business pay less and help consumers save money.
Money 1.0 - Telegraph
Money 2.0 – Credit cards, smart cards
We found contrasting views as to how the mobile payments landscape will evolve, and in particular, whether NFC [Near Field Communication] or cloud-based wallets will ultimately dominate,”
Pay securely on a mobile device without needing to know account details.
Now that we have a good understanding of how the electronic payment industry has evolved through the years as well as the driving forces behind those changes, let’s take a look at what we could potentially do in the short-term.
Strengthen partnership with retailers and organizations – Banks are not the only ones affected by the digitization of the economy
Look beyond card-based revenue models
Banks will become interested in offering apps that go beyond just simply checking your balance, paying your credit card, and remote check deposit. They will try to build all-in-one multi-device payments and finance platforms similar to the mobile wallets described above. Why is this important? Because banks are not immune from disruption and disintermediation. Already, software-based startups like Simple are creating interfaces that basically act as a new layer between banks and their customers.
Offer pure vanilla products
Encourage mass adoption among Citi users
Strengthen partnership with retailers and organizations – Banks are not the only ones affected by the digitization of the economy
Look beyond card-based revenue models
Banks will become interested in offering apps that go beyond just simply checking your balance, paying your credit card, and remote check deposit. They will try to build all-in-one multi-device payments and finance platforms similar to the mobile wallets described above. Why is this important? Because banks are not immune from disruption and disintermediation. Already, software-based startups like Simple are creating interfaces that basically act as a new layer between banks and their customers.
How do you position yourself for the future when you don’t know what the future holds?
Paradigm shift in thinking
Historical bank-centric or even customer-centric business model of payments, toward a buyer- driven interaction model.
Accept that the current industry is undergoing disruption at an accelerated pace.
Be comfortable with new ideas cannibalizing current business revenue – e.g. introducing
Evolve our thinking on network access and partnership, other competing networks will be more attractive.
A mindset change. Old – bank-centric / customer-centric business model of payment to be changed to one that embraces the entire payment ecosystem and come up with value propositions that cater to the needs of diverse parties – retailers, events, consumers, banks, organization