market challenges facing an acquirer in the european ...€¦ · market challenges facing an...
TRANSCRIPT
![Page 1: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/1.jpg)
Market challenges facing an acquirer in the European market – a personal view
Geoffrey Barraclough
Head of Propositions
EVO Payments International
1
![Page 2: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/2.jpg)
2
$82m (between June and September 2017)
![Page 3: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/3.jpg)
EVO Payments International at a glance
Highly Confidential 3
• Who we serve • How we serve
• Who we are
Headquartered in Atlanta, GA
16 officesacross 10 countries
More than 2,000team members around the world
Founded
1989
4-time recipient of best international card acquiring service provider
More than
450,000merchant businesses worldwide
Over 50markets served
$100 billionannual processing volume worldwide
130+transaction currencies
9market leadingbank partners
![Page 4: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/4.jpg)
Market PolandCzech
RepublicMexico Spain Ireland Germany UK
EVO market rank
Date of first entry
#1
Dec 2013
#5
Feb 2016
#2
Aug 2015
#4
Oct 2013
#4
Sep 2014
#5
June 2013 Oct 015
Customer focus
All POS & eCom
SmallPOS & eCom
AllPOS & eCom
AllPOS & eCom
SmallPOS & eCom
Large x-borderPOS & eCom
SmallPOS & eCom
Alliance partner
No of POS terminals
EVO Payments International at a glance
12,000165,000 10,000 12,50070,000100,000 10,000
![Page 5: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/5.jpg)
EVO Growth Strategy
5
New geographies New customers Increase share of wallet
Single set of APIs
Modern sales and marketing
Boarding Processing Service
![Page 6: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/6.jpg)
Global and local
6
![Page 7: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/7.jpg)
7
$82m (between June and September 2017)
![Page 8: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/8.jpg)
8
$82m on product development$67m on sales/marketing
(in Q3 2017)
![Page 9: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/9.jpg)
9
Because the purpose of business is to create a customer, the business enterprise has two - and only two - basic functions: marketing and innovation
• Peter Drucker
![Page 10: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/10.jpg)
10
My questions for the European merchant acquiring industry
![Page 11: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/11.jpg)
11
Q: What is the role of brand in merchant acquiring?
![Page 12: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/12.jpg)
B2B branding has changed
12
![Page 13: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/13.jpg)
Necessary evolution of merchant acquirer brands
13
Technical FunctionalRemoteUndifferentiated
TomorrowToday
HelpfulSpeedyInnovative Distinct
![Page 14: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/14.jpg)
Why brand is important
14
![Page 15: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/15.jpg)
15
Q3: How do we balance sales and marketing?
![Page 16: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/16.jpg)
Good marketing delivers inbound sales
16
![Page 17: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/17.jpg)
17
Q: How do we manage the move from discrete business
process to fully integrated ecosystem?
![Page 18: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/18.jpg)
Orchestrating the ecosystem
18
Acquirer alongside Acquirer inside Acquirer leading
![Page 19: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/19.jpg)
19
Q: Are ISVs the new ISOs?
![Page 20: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/20.jpg)
EVO helping ISVs
20
![Page 21: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/21.jpg)
21
Q: What role do products play in the merchant acquiring
portfolio?
![Page 22: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/22.jpg)
What role do products play in the merchant acquiring portfolio today?
22
Role Definition Merchant services?
Magnet Attracts new customers eCommerce
Anchor Keeps customers Terminal rental & integration
Profit engine Makes the money Merchant account
Spice Brings excitement to the brand New payment types
![Page 23: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/23.jpg)
23
Role Definition Merchant services?
Magnet Attracts new customers Ecosystem, fast set up
Anchor Keeps customers Ecosystem, eCommerce
Profit engine Makes the money Merchant account
Spice Brings excitement to the brand New payment types, marketplaces, analytics
What role do products play in the merchant acquiring portfolio tomorrow?
![Page 24: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/24.jpg)
24
Q: Are we in financial services or technology services?
![Page 25: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/25.jpg)
Three strategic options for acquirers
25
Customer intimacy (brand)
Scale Vertical focus
![Page 26: Market challenges facing an acquirer in the European ...€¦ · Market challenges facing an acquirer in the European market –a personal view ... Good marketing delivers inbound](https://reader035.vdocuments.mx/reader035/viewer/2022081323/5f0820e47e708231d4207ad3/html5/thumbnails/26.jpg)
26
$82m on product development$67m on sales/marketing
(in Q3 2017)