Operator-bank relationships<br />Neil Davidson, Manager, MMU<br />October 2010, Kuala Lumpur<br />
Banks and operators bring complementary assets and capabilities to the table<br />
Each activity in the mobile money value chain can be allocated to an operator or a bank<br />Float holding<br />Support<br...
Mobile operators are best positioned to play some roles; banks are best positioned to play others; and others can be handl...
Both banks and operators (and indeed third parties) can be the “business owner”
Some roles are harder to outsource than others (for example, regulatory engagement)
“Partnership” is sometimes the right model, but not always</li></li></ul><li>The more sophisticated the offering, the more...
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Forging effective relationships with banks

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Forging effective relationships with banks

  1. 1. Operator-bank relationships<br />Neil Davidson, Manager, MMU<br />October 2010, Kuala Lumpur<br />
  2. 2. Banks and operators bring complementary assets and capabilities to the table<br />
  3. 3. Each activity in the mobile money value chain can be allocated to an operator or a bank<br />Float holding<br />Support<br />activities<br />License acquisition, regulatory engagement, and compliance<br />Product and business development<br />Marketing<br />Agent network management<br />Technology<br />Customer<br />care<br />Branding<br />Liquidity management (superagency)<br />Transactional platform<br />Communications<br />Access to the handset<br />Primary activities<br />Key takeaways from our research:<br /><ul><li>Banks and operators see the mobile money opportunity very differently
  4. 4. Mobile operators are best positioned to play some roles; banks are best positioned to play others; and others can be handled by either or by a third party
  5. 5. Both banks and operators (and indeed third parties) can be the “business owner”
  6. 6. Some roles are harder to outsource than others (for example, regulatory engagement)
  7. 7. “Partnership” is sometimes the right model, but not always</li></li></ul><li>The more sophisticated the offering, the more likely that a close partnership will be required<br />
  8. 8. M-KESHO marketing materials<br />
  9. 9. Q&A<br />
  10. 10. Q&A<br />Unanswered questions?<br />Send them to:<br />e-mail<br />mmu@gsm.org<br />SMS<br />+60123211275<br />(include your name)<br />or<br />

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