What are the most effective ways to partner with traditional financial institutions in FinTech?

One thing to keep in mind is that traditional financial institutions have a plethora of data about their customers that they’ve been mining for a while now Where they lack is im delivering a superior user experience especially im the digital world And in mass producing hyper personalised product offerings This would be a win win for both the fintech and traditional institutions to go about partnering. This way you’re actually Co-opeting instead of directly competing

One way is to have a deep understanding of sector you are looking to partner in. We partnered with around 15 traditional fintech platforms where we understood that although traditional platforms have a lot of data they lack innovation. We used our sector expertise to increase conversion into their existing flows and products. Most traditional fintechs are still in their early phases of innovation that most startups have already built. Teams can directly reach out the concerned person on LinkedIn to explore synergies. The sale/partnership cycle might take upto 3 months or above as your offering will go to different layers of teams and compliance.

Exploring impactful avenues to collaborate with traditional financial institutions in the dynamic FinTech space is an endeavor I've found to be both challenging and rewarding. Navigating regulatory landscapes while fostering innovative partnerships has proven crucial. Establishing a mutual understanding of shared goals, complemented by open communication, seems to be the cornerstone. It's about aligning visions and leveraging strengths to create a symbiotic relationship that drives progress in this ever-evolving industry.

Regulation first and foremost, followed by ease of use. DeFi tends to lean towards shiny new things with bells and whistles that TradFi have zero appreciation for. To bridge TradFi over to DeFi, it is better to focus on the good old boring stuff as those are more likely to be regulation friendly. Today the SEC approved Bitcoin ETFs. Ethereum ETFs are in the queue and likely will be approved soon too.

In my experience, tailor your solutions to complement existing systems, ensuring seamless integration. Collaborate on pilot projects to demonstrate value before scaling. One practical example is a FinTech collaborating with a traditional bank to offer simplified digital lending solutions, easing the loan application process for customers.

Fintechs looking to work with large financial institutions usually succeed with a 'land and expand' strategy: making themselves invaluable in one specific area – based on a modular software approach – and then, once they've gained the FI's trust, extending their products and services throughout the value chain. That said, it's also important that fintechs be able to scale in proportion to the FI's footprint; big organizations don't want to duplicate solutions with different providers in various markets.

In my experience, working from a Fintech perspective and partnering with a relevant incumbent of FI is to clearly identify the advantages that you bring to the table. Most likely relies on the product side, risk, underwriting or simply on the technology and how fast you test and validate your value proposition. Clear expectations on both sides makes a lot easier the journey where the customer needs to be clearly at the center of the problem's solution Sometimes the difference in culture is a natural blocker for things to flow more rapidly and do not lose the right time to market, so constant communication at a strategic level is key for the partnership to succeed.

The importance of regulation when offering a pilot to a bank cannot be overstated, as it is a critical factor in the financial sector. Banks operate in a highly regulated environment, and any new product must strictly adhere to these regulatory standards to ensure compliance and avoid legal repercussions. By aligning the pilot with existing regulations, the offering demonstrates its credibility within the banking framework. For fintechs or service providers, understanding these regulatory requirements in their pilot offerings also showcases their commitment to industry standards. Consequently, regulation compliance is not just a legal obligation but a strategic element that can significantly influence the acceptance of a pilot in banking.

Defining Key Performance Indicators (KPIs) when offering a pilot to a bank is crucial for several reasons. Firstly, KPIs provide clear, quantifiable metrics to evaluate the success and impact of the pilot. KPIs help in setting expectations and aligning the pilot's objectives with the bank's strategic goals, ensuring that both parties are working towards common targets. They also enable real-time tracking of progress, allowing for swift identification and resolution of issues, and ensuring the pilot stays on course. Furthermore, well-defined KPIs can significantly aid in gaining stakeholder buy-in, as they demonstrate a commitment to delivering measurable value and accountability in a sector where trust and reliability are paramount.

Financial institutions want to work with fintechs because fintechs are nimble, fast, and can enable a swifter go-to-market capability. Fintech managers, though, succeed by learning how to navigate the FI culture, which is heavy on compliance and consensus, including HR and procurement. Fintechs that learn to provide what they're good at within this culture will find it easier to add new clients, markets and product sets. If you're a B2B tech company, you must slot into the client's culture - don't expect the client to change its ways just because it likes a particular type of software.

Automation can either improve worker productivity, or be used to get rid of employees. If a tech is primarily about replacing humans, the fintech's team must be especially adept at finding the right execs within an institution who need this service, and be prepared for resistance from senior managers defending their turf. Enhancing productivity is a nicer story, one that fintechs (or their FI partners) will trot out. Blurring lines and smoothing feathers is a business reality, but don't tell naked lies. (This goes for both sides of a partnership.)

In my experience, traditional Financial Institutions have challenges when it comes to upgrading Tech and changing what’s been working for them. You need to convince them that the partnership they will get into, your team will be doing the heavy lifting not them.