Keys to Frictionless International Payments
Acceptance
May 19, 2014 | CNP Expo, Orlando
Adam Bowman, VP, Sales and Busines...
WHO IS PAY.ON?
enables your payment business
Global, white-label, payments infrastructure
provider
a neutral partner
N...
Subsidiaries
New York
Hongkong,
Salzburg,
Sales Offices & Partners
Umea, Moscow,
Sydney, Paris
Data Centres
London, Munich...
Why aren‘t all payment providers already
international?
The friction points inhibiting „going international“...
• Which cu...
offering the suitable payment setup
in every region and market
offering a customizable payment
infrastructure reflecting t...
offering the suitable payment setup
in every region and market
offering a customizable payment
infrastructure reflecting t...
Source: CyberSource
Frictionless payments:
1st Dimension: Suitable payment setup
Choose the right set of local and industr...
Prevalence of payment methods vary country to country.
Data are not complete, sample data only.
Frictionless payments:
1st...
Data are not complete, sample data only.
Suitable fraud prevention tools vary by country, segment and payment method
Frict...
Data are not complete, sample data only.
Suitable fraud prevention tools vary by country, segment and payment method
Frict...
Alternative payment methods
• providing local payment
methods to
international merchants
selling to Brazilian
consumers
• ...
20%
+ 49%
+ 31%
80%
Increase in
market
penetration with
allpago bringing
local payment
methods
Payment penetration
without...
Credit Cards Boleto Bancario
100,00 USD
-17,88 USD
-6,99 USD
75,13 USD
100,00 USD
-17,88 USD
-4,30 USD
77,82 USD
15,00 USD...
offering the suitable payment setup
in every region and market
offering a customizable payment
infrastructure reflecting t...
Merchant dashboard
Frictionless payments:
2nd Dimension: All channels and devices
Today
Consumer behavior changes due to the increasing use
of smartphones and tablets
In 2013, more people used
mobile devi...
The blurring lines (and understanding) of
“mobile payments” and “mobile commerce”
Source: Payworks
Description
Processing ...
Frictionless payments case study:
Opentabs
offering the suitable payment setup
in every region and market
offering a customizable payment
infrastructure reflecting t...
Every currencyEvery language
Individual dashboards
Every channelEvery peak
Recurring payments
Managed services
Consultancy...
Frictionless payments
Benefits for merchants
More revenues
• Increasing conversion rate
o up to 40% using local card acqui...
Reduced costs
• Lowering the total cost of acquiring
• Using advantages of local collecting PSP models
• Using local and i...
offering the suitable payment setup
in every region and market
offering a customizable payment
infrastructure reflecting t...
Thank you!
E-mail: adam.bowman@payon.com
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CNP EXPO PAY.ON on Keys to Frictionless International Payments Acceptance

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Traditionally, merchant expansion into international markets has been fraught with challenges from the payments side. The multitude of contracting needs and technical integrations required, combined with wide variations in payment habits and local market expectations often combined to prevent ISOs, Acquirers and merchants from expanding their CNP payments offering beyond international cards, and perhaps one or two of the "mainstream alternative” payment types. The result has been lost customers, lower conversion rates, and foregone opportunities.

This, however, is changing. As North American merchants are pushing their payment providers to “follow them” into European, Latin American and Asian markets, the payments industry has responded with new technology, new services and new solutions that go a long way toward reducing the complexity, time-to-market and effort required for payment providers to “go international.” This presentation will look at the ways these international payment challenges are being overcome by globally-focused industry players, and will spark discussion regarding the right strategy for following merchants to new markets quickly, cost-effectively, and successfully.

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Transcript of "CNP EXPO PAY.ON on Keys to Frictionless International Payments Acceptance"

  1. 1. Keys to Frictionless International Payments Acceptance May 19, 2014 | CNP Expo, Orlando Adam Bowman, VP, Sales and Business Development PAY.ON America Inc.
  2. 2. WHO IS PAY.ON? enables your payment business Global, white-label, payments infrastructure provider a neutral partner No direct contractual agreements with merchants
  3. 3. Subsidiaries New York Hongkong, Salzburg, Sales Offices & Partners Umea, Moscow, Sydney, Paris Data Centres London, Munich Headquarters Munich LOCATIONS
  4. 4. Why aren‘t all payment providers already international? The friction points inhibiting „going international“... • Which currencies? • Which countries? • Which payment types? • Which channels/POI? • Which languages? • What commercials? • What technical architecture is needed? • What local support? • What level of service? • What go-to-market strategy?
  5. 5. offering the suitable payment setup in every region and market offering a customizable payment infrastructure reflecting the merchant’s or PSP’s business model payment processing through all channels and devices Significant progress is being made toward „frictionless“ international payments Payment solutions in 3 dimensions
  6. 6. offering the suitable payment setup in every region and market offering a customizable payment infrastructure reflecting the merchant’s business model payment processing through all channels and devices Frictionless payments provided to merchants by 3-dimensional solutions
  7. 7. Source: CyberSource Frictionless payments: 1st Dimension: Suitable payment setup Choose the right set of local and industry specific payment methods Choose the right set of local and industry specific fraud prevention tools 14% lift Up to 25% lift14% lift Up to 25% lift
  8. 8. Prevalence of payment methods vary country to country. Data are not complete, sample data only. Frictionless payments: 1st Dimension: Suitable payment setup
  9. 9. Data are not complete, sample data only. Suitable fraud prevention tools vary by country, segment and payment method Frictionless payments: 1st Dimension: Suitable payment setup
  10. 10. Data are not complete, sample data only. Suitable fraud prevention tools vary by country, segment and payment method Frictionless payments: 1st Dimension: Suitable payment setup
  11. 11. Alternative payment methods • providing local payment methods to international merchants selling to Brazilian consumers • one solution across the region Brazil Mexico Colombia Peru Chile Venezuela Argentina and other banks national national Frictionless Payments case study: allpago payment methods in Brazil Credit and debit cards Source: allpago
  12. 12. 20% + 49% + 31% 80% Increase in market penetration with allpago bringing local payment methods Payment penetration without allpago providing local payment types Frictionless Payments: allpago growing merchant revenues through increased market penetration boleto bancário and others international credit cards international international international international national credit cards national national Source: allpago
  13. 13. Credit Cards Boleto Bancario 100,00 USD -17,88 USD -6,99 USD 75,13 USD 100,00 USD -17,88 USD -4,30 USD 77,82 USD 15,00 USD 90,13 USD 15,00 USD 92,82 USD Revenue Taxes Cost & Fees* Remitted Revenues Taxes Recovered via allpago Net Revenue Total Net Revenue 90% 93% *Excluding technical transaction fees of 0.25 USD per transaction Frictionless Payments: allpago growing merchant revenues by ~20% through local tax recovery models Source: allpago
  14. 14. offering the suitable payment setup in every region and market offering a customizable payment infrastructure reflecting the merchant’s business model payment processing through all channels and devices Frictionless payments provided to merchants by 3-dimensional solutions
  15. 15. Merchant dashboard Frictionless payments: 2nd Dimension: All channels and devices
  16. 16. Today Consumer behavior changes due to the increasing use of smartphones and tablets In 2013, more people used mobile devices than desktop PCs or laptops for online retail (55% vs. 45%) . By 2018, mobile commerce is expected to grow globally to nearly 5 times its current size. In the US, by 2018 mCommerce will generate 32% of all eCommerce business, with a value of $131 billion (3X current levels). 32 o 76% of US smartphone users use their devices while shopping o In 2013, US holiday shopping on mobile devices increased by 40% vs. 2012 to 29% of total on-line sales o Over 80% of US mobile commerce sales over the 2013 holiday period were placed by iOS users. Frictionless payments: 2nd Dimension: All channels and devices Sources: Goldman Sachs; PRS; IBM; ComScore
  17. 17. The blurring lines (and understanding) of “mobile payments” and “mobile commerce” Source: Payworks Description Processing Type Card Not Present Card Present Merchant Type Offline Merchant Mobile at POS Shopper uses mobile wallet to purchase goods at POS Mobile Wallet Mobile as POS Merchant uses mobile app to accept card payments Mobile Chip & PIN POS Merchant uses POS terminal to accept card payments Traditional POS terminal Example
  18. 18. Frictionless payments case study: Opentabs
  19. 19. offering the suitable payment setup in every region and market offering a customizable payment infrastructure reflecting the merchant’s business model payment processing through all channels and devices Frictionless payments provided to merchants by 3-dimensional solutions
  20. 20. Every currencyEvery language Individual dashboards Every channelEvery peak Recurring payments Managed services Consultancy 24/7 support Local data protection jurisdiction Every country eCommece platform plugins One choice – no restrictions Always PCI compliant Local expertise One reporting Every ERP integration 100% reconciled Frictionless payments:3rd Dimension: Customizable payment infrastructure
  21. 21. Frictionless payments Benefits for merchants More revenues • Increasing conversion rate o up to 40% using local card acquiring o up to 30% suitable local payment methods o up to 15% One-page checkout process, Dynamic 3D secure, Recurring billing, ... • All channels, from eCommerce to mCommerce, mPOS to POS • A customizable payment platform to cater for individual needs Source: PAY.ON Research
  22. 22. Reduced costs • Lowering the total cost of acquiring • Using advantages of local collecting PSP models • Using local and industry-specific fraud prevention tools • Saving server maintenance and PCI costs Frictionless payments Benefits for merchants
  23. 23. offering the suitable payment setup in every region and market offering a customizable payment infrastructure reflecting the merchant’s business model payment processing through all channels and devices Frictionless payments: 3-dimensional solutions Main take-aways International coverage, deeper channels, flexible architecture…more easily achieved than ever before.
  24. 24. Thank you! E-mail: adam.bowman@payon.com
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