New Era FinTech Podcast

New Era FinTech Podcast

A podcast about FinTech, banking, digital transformation and the world around it, with a strong focus on the Middle East region read less

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Episode 49: Key strategies for selling to banks with Dan Ilett of Tollejo

Episode 49: Key strategies for selling to banks with Dan Ilett of Tollejo

In this episode, I'm talking with Dan Ilett of Tollejo about sales and marketing techniques for FinTech companies selling to banks. We discuss the importance of building relationships, understanding customer needs, and differentiating from competitors. Dan emphasizes the need for collaboration between sales and marketing teams and the value of listening to customers. He also introduces the concept of "The Mirror", a research approach that helps companies gather feedback from customers and align their messaging and positioning. Dan recommends engaging with advisors and focusing on nurturing relationships with potential customers. Something very close to my heart -- because I've been going on about this for a long time. If you'd like to discuss these ideas with Dan, drop him a note via his LinkedIn profile or direct at dan at tollejo.com. Takeaways Building relationships and understanding customer needs are crucial for FinTech companies selling to banks.Collaboration between sales and marketing teams is essential for effective sales and marketing strategies.Listening to customers and gathering feedback through research programs like the Mirror can help companies align their messaging and positioning.Engaging with advisors and nurturing relationships with potential customers are effective tactics for driving sales. Sound Bites "Getting known before you walk in the door is one of the most important things you can do in this space.""The most important column in your pipeline is the nurture column.""Most companies have more relationships than they think." Chapters 00:00 Introduction: Selling to Banks in FinTech01:07 Background and Building Communities03:21 The Value of Executive Summaries in Bids06:06 The Importance of Getting Known Beforehand07:25 The Limitations of Cold Calling09:40 The Power of Third Party Validation13:34 The Role of Marketing and Sales Collaboration14:16 The Importance of Listening to Customers16:37 Understanding Customer Needs and Aligning Messaging16:46 The Mirror: Gathering Feedback and Insights18:08 Aligning the Team's Understanding of Value Proposition20:30 Differentiation in Messaging and Positioning22:35 Building Relationships and an Advisory Board32:50 Starting with a Listening Exercise Keywords sales, marketing, FinTech, banks, relationships, customer needs, differentiation, collaboration, listening, Mirror, research, advisors, nurturing

Episodes

Episode 49: Key strategies for selling to banks with Dan Ilett of Tollejo

Episode 49: Key strategies for selling to banks with Dan Ilett of Tollejo

In this episode, I'm talking with Dan Ilett of Tollejo about sales and marketing techniques for FinTech companies selling to banks. We discuss the importance of building relationships, understanding customer needs, and differentiating from competitors. Dan emphasizes the need for collaboration between sales and marketing teams and the value of listening to customers. He also introduces the concept of "The Mirror", a research approach that helps companies gather feedback from customers and align their messaging and positioning. Dan recommends engaging with advisors and focusing on nurturing relationships with potential customers. Something very close to my heart -- because I've been going on about this for a long time. If you'd like to discuss these ideas with Dan, drop him a note via his LinkedIn profile or direct at dan at tollejo.com. Takeaways Building relationships and understanding customer needs are crucial for FinTech companies selling to banks.Collaboration between sales and marketing teams is essential for effective sales and marketing strategies.Listening to customers and gathering feedback through research programs like the Mirror can help companies align their messaging and positioning.Engaging with advisors and nurturing relationships with potential customers are effective tactics for driving sales. Sound Bites "Getting known before you walk in the door is one of the most important things you can do in this space.""The most important column in your pipeline is the nurture column.""Most companies have more relationships than they think." Chapters 00:00 Introduction: Selling to Banks in FinTech01:07 Background and Building Communities03:21 The Value of Executive Summaries in Bids06:06 The Importance of Getting Known Beforehand07:25 The Limitations of Cold Calling09:40 The Power of Third Party Validation13:34 The Role of Marketing and Sales Collaboration14:16 The Importance of Listening to Customers16:37 Understanding Customer Needs and Aligning Messaging16:46 The Mirror: Gathering Feedback and Insights18:08 Aligning the Team's Understanding of Value Proposition20:30 Differentiation in Messaging and Positioning22:35 Building Relationships and an Advisory Board32:50 Starting with a Listening Exercise Keywords sales, marketing, FinTech, banks, relationships, customer needs, differentiation, collaboration, listening, Mirror, research, advisors, nurturing

Episode 48: Is it time to launch eSIM data roaming in your bank mobile app?

Episode 48: Is it time to launch eSIM data roaming in your bank mobile app?

In today's episode, I'm discussing the opportunity of launching an eSIM roaming offering for your bank. I think this can be a compelling additional service feature (and fee earner) for many institutions. I talk through my thinking and give some suggestions for the vendors that banks might consider to talk with including (in no particular order) gigs.com, 1Global, Airalo and Holafly. Also Breeze given their recent announcement with Western Union. Other vendors are available I'm sure! (I don't have any relationships with these companies.)

Episode 47: Getting out from behind your desk

Episode 47: Getting out from behind your desk

In today's episode, I'm discussing the importance of getting out from behind your desk (again). This was inspired by a conversation I had with a bank CIO last week discussing techniques and ideas of 'staying up to date' when you're surrounded by pressure on a constant basis! This one is mostly aimed at senior executives working in banks. Let me know what you think!

Episode 46: Roundtables - a guide for FinTech vendors

Episode 46: Roundtables - a guide for FinTech vendors

In today's episode, I am discussing roundtables. This is an ultra-compressed version of the workshops I regularly host for FinTechs interested in learning how to host effective roundtables for bank executives. I've been to a lot of them as a bank executive and I've experienced some great ones... and some not-so-great ones. I have compressed many of the points into this episode -- so if you've got a roundtable coming up, I hope this can be useful. As always, if you need any advice or perspective, or if you need someone to host your upcoming roundtable, please reach out.

Episode 45: Tom Green from Uqudo

Episode 45: Tom Green from Uqudo

I have long been a fan of identity and authentication player, Uqudo and today I'm bringing you an interview with their Chief Operating Officer, Tom Green. I asked Tom to give us an overview of Uqudo and the company's offerings and to comment on some of the trends he is seeing in the wider marketplace around the topic of digital identity and verification. You can find Tom's profile on LinkedIn right here.

Episode 44: James Barker of Tech Market Access on the business of sales

Episode 44: James Barker of Tech Market Access on the business of sales

I have been banging on about the importance of the right sales methodology for FinTech companies for the longest time. In today's episode, I sit down with Sales expert, James Barker of Tech Market Access, to discuss the business of sales. James talks about his approach to enabling financial technology vendors to best engage and then convert prospects. You can find James on his LinkedIn profile.

Episode 43: Tesco Bank and Banking as a Service (BaaS)

Episode 43: Tesco Bank and Banking as a Service (BaaS)

In today's episode, I'm discussing the LinkedIn post I wrote about the news that Barclays Bank will buy Tesco Bank for about GBP 700M. My post was asking what things would look like, instead of selling the bank, Tesco -- the British supermarket behemoth -- moved everything to run on top of a Banking as a Service provider. How would this work? Could it work? What are the possibilities? I recorded this podcast to explore the topic in a bit more detail. Some of the providers I mentioned are Griffin, The Bank of London, NatWest Boxed, Clear Bank and audax. There are many more to consider.

Episode 42: Lana Brandorne on Stockholm FinTech Week

Episode 42: Lana Brandorne on Stockholm FinTech Week

In this episode, I sit down with Lana Brandorne, co-founder of Stockholm FinTech Week to find out more about the event (12-16th February next week) and to get her view of the growing FinTech ecosystem in the country. You can connect directly with Lana on her LinkedIn profile and book tickets at the Stockholm FinTech Week website. If you're heading to the event, do let me know and let's see if we can meet for a coffee.

Episode 41: Get yourself to Stockholm!

Episode 41: Get yourself to Stockholm!

In this episode, I'm previewing the interview I've got coming up with Lana Brandorne, co-founder of Stockholm FinTech Week. I briefly discuss the Swedish (and Nordic) ecosystems and suggest that visiting the event next week in Sweden could be a good idea, especially if you're aiming to connect with banks, vendors and other suppliers driving the FinTech ecosystem in the Nordics. Let me know if we can say hello or have a coffee -- the quickest way to contact me is via my LinkedIn profile. Standby for the interview with Lana coming shortly.

Episode 40: Getting in the room with banks

Episode 40: Getting in the room with banks

In this episode, I'm doing a mini summary of the workshop I regularly host for fintechs, regtechs and vendors selling to banks. In many firms, the marketing, sales and business development is somewhat disjointed - often because it's been working really well that way in the past. Now though, it's increasingly difficult to connect to the target bank executives if you don't already know them. In this taster, I take you through some of the topics I like to discuss during my workshops. If you'd like to know more, drop me a note and let's have a conversation: I'm ewan@ned.partners.

Episode 39: Subaio & subscription management

Episode 39: Subaio & subscription management

In this episode, I'm discussing the subscription management pioneer Subaio. Just last week I was with the company at their 2024 offsite and held a workshop with them on the topic of "a day in the life of a banking executive". Thank you to the Subaio management for the opportunity to contribute and thank you to the whole team for their great welcome and hospitality. You can find more about Subaio at http://www.subaio.com.

Episode 38: Engaging with bank executives

Episode 38: Engaging with bank executives

In this episode, I discuss some techniques and ideas around how to think about engaging with bank executives in the context of introducing your product or service to them in the most effective manner.

Episode 37: Vendor business models - why you're struggling to sell to banks

Episode 37: Vendor business models - why you're struggling to sell to banks

In today's episode, I'm exploring a theme from my recent LinkedIn post where I was discussing why vendors (and FinTechs) often struggle when selling to banks. One of the key issues is the vendor business model, combined with a misunderstanding of how bank budgets tend to work. Join me for a diatribe - or broadcast - straight from my brain! This is a flavour of the sort of thing I explore when I'm doing workshops with software vendors and FinTechs. Let me know if I can help you - just drop me a note or find me via LinkedIn.

Episode 36: Slush, the awesome start-up event in Helsinki

Episode 36: Slush, the awesome start-up event in Helsinki

Hello! In today's episode, I'm talking to you about Slush, one of the most exciting start-up (and therefore FinTech) ecosystem events happening this week in the Nordics -- Helsinki to be precise. This is both an autobiographical one (I talk about some of my experiences of the event) and a recommendation one as I explore some of the key aspects of the Nordic and Finnish ecosystem that should (or could?) potentially be on your radar. And for the Spotify (or video!) viewers, I'll talk you through my special Helsinki Jacket outfit. I couldn't be at Slush this year because of client demands but I'm hoping to book out the time and attend next year. Perhaps I'll see you there?

Episode 35: Recruiting top executive talent with Leathwaite

Episode 35: Recruiting top executive talent with Leathwaite

In today's episode I'm bringing you a talent-focused conversation for executives who are aiming to hire - and for executives looking to manage their own career development. I'm delighted to be interviewing two executive search experts - Leathwaite's co-founder, James Rust, and his colleague Gordon Stanley who focuses on marketing, product, sales, and CEO hiring. Both individuals are enormously experienced in the business of (international) executive search - Gordon actually placed me in a number of roles and James has overseen the development of many of Leathwaite's newest service offerings across the years. Together they were a fantastic team and in the episode, we explore the hiring trends they're seeing in the market, some of the approaches they recommend for attracting and securing international talent, and we also touch upon what you should be doing to move your career forward. Reach out to James (LinkedIn) and Gordon (LinkedIn) via their LinkedIn profiles and of course you can find out more about the company at http://www.leathwaite.com.

Episode 34: Zero to 10 - what does version 1 look like?

Episode 34: Zero to 10 - what does version 1 look like?

In this episode, I talk about my "Zero to 10 Approach" for managing executive ideas. You are presented with a (potentially great) idea from an executive. But it's complex. It's going to need a lot of work. And although it's a good idea, fully baking it (to the tune of $10m or something similar) and then presenting it to market can result in failure -- irrespective if whether the idea was good or not.💡 Often, direct reports don't want to discourage or say no to their bosses. It feels a little difficult to challenge whether any customer will use it.. or want it.Indeed, many executives tend to think they know what the market wants - and can be surprised when that viewpoint isn't necessarily accurate.💡 My 0-10 approach begins by making this observation:"OK, if this [the idea] was version 10... what would version 1 look like?"You're not saying no.You're not rubbishing the idea.You're not demanding more evidence... Have a listen and let me know what you think?

Episode 33: The Pumpkin Emoji Test

Episode 33: The Pumpkin Emoji Test

In this episode, I am proposing a test for whether your bank is digital-first. Here's the test - can your bank quickly update their push notifications for Halloween to add a little Pumpkin emoji to their transaction notifications? Leading British neobank Monzo did this on Monday for me (and, I presume, all of their other customers!) Can your (incumbent) bank do this, easily and quickly? The answer, alas, is generally no...

Episode 32: The end of the year approaches

Episode 32: The end of the year approaches

Just yesterday I was talking with a CEO I work with regularly. He was hoping that a new project idea he'd been discussing would be 'completed by the end of the year'. I challenged this. Especially the word 'hope'. Even though it FEELS like we have a long time before December 31st... we don't actually have much productive 'delivery' time left. I discuss this story in the episode and I talk through some brief approaches for programme and project managers to be considering right now!

Episode 31: Nelson Wootton, CEO & Co-founder of SaaScada

Episode 31: Nelson Wootton, CEO & Co-founder of SaaScada

In this episode, Bryan sits down with Nelson Wootton, CEO and co-founder of SaaScada, the next-generation core banking software provider. If you're at all interested in core banking - the stuff that underpins everything - then I strongly recommend watching this one. Nelson gives an overview of the background that led to the founding of SaaScada and talks about how their platform's API-first development approach offers significant flexibility for neobanks and incumbents alike. You can find out more about SaaScada at https://saascada.com/.

Episode 30: Ali Noor, Senior Talent Partner at Lean Technologies

Episode 30: Ali Noor, Senior Talent Partner at Lean Technologies

Hello! In today's episode, I'm discussing the business of talent acquisition with Ali Noor. Ali is a Senior Talent Partner at open banking leader, Lean Technologies. However we're not talking about them today, instead we're focusing on Ali's area of expertise: Talent acquisition. Have you ever thought about approaching internal recruiters like Ali before? Well, in this episode we talk through the whole process and get Ali's very experienced take on how to position yourself, how to engage and some tips on everything from LinkedIn to preparing your CV. Here's Ali's LinkedIn Profile.