Network of Alliances, Outsourcing and Merger Experts Presentation

Network of Alliances,
Outsourcing and Merger
Experts & n2finance
present…

…@ work …

Leon Dhaene
Strictly 1 January 2012
Confidential
1 7 May 2012 By NAOME bvba (Confidential)

Expertise
 Retail banking, payments and cards
 Business Alliances and Global Business Agreements
 Mergers / Acquisitions / Integration & Convergence
 E-invoicing and self-billing
 Single Euro Payments Area (SEPA) & Payment Services Directive (PSD)
 Corporate Governance & new organisational structures
 Outsourcing Business Processes and Change Management
 Business development & new market introductions
 CRM / Global Key Account Management
 Customer services outsourcing & call centers
 Debit and credit cards / issuing, acquiring and card acceptance
 Leasing sector
 Loyalty programmes and technology
 Risk management and fraud detection solutions
 Petrol & fleet cards
 Managing Global Teams, etc…
2 By NAOME bvba (Confidential) 7 May 2012

Customers

 Large global corporations : like ABN AMRO, TeleTech, First Data International,
LeasePlan, Visa Europe, MasterCard Europe, TSYS, ING, BNP PARIBAS
 Large national companies : like Travelcard, Antwerpse Waterwerken, Securex
 National Associations : like CETREL, Paylife, PaySquare
 New payment schemes : PayFair, STS Group
 Specialist companies : like FINTRAX, OCS, TouchClarity, Archivas, Keesing
Reference Systems, iDES Technologies, Pay & Save, AdValvas
 Regulatory & lobby : BEUC, EU, Belgian Federal Government
 Capital Venture companies, seeking investment advice


Sectors
 Finance : banks, banking corporations,
financial services providers, payment systems,
network services providers, suppliers to the finance sector / payments
business, regulatory, cards, e-invoicing, loyalty programmes, risk management
and fraud detection
 Mobility : leasing, automotive, petrol, transportation solutions
 Environmental : water management
 Outsourcing : call center technology, transaction processing, network services
providrs
 E-commerce : risk management, fraud detection, couponing, loyalty
 Enterprise software : e-commerce, archiving and
electronic document management, e-invoicing
 Regulatory & lobbying : studies in acceptance and consumer
retail payments
 Venture capital

NAOME
Organisation
(+3 lead cases per activity segment)

NIMF OUTSOURCING ALLIANCES &
(NAOME Investment & business rationalisation
Management Fund) MERGERS
& Strategic Consulting
•Coach innovators to market •Define operational excellence
•Assist in the search for •Identify operational cost •Coach Board / Management in
venture capital reductions strategic reviews
•Provide organisational support •Assist in business process re- •Identify new trends & evaluate
& understand markets engineering innovations
•Lead startup / second round •Specialists in RFI / RFP •Negotiate business deals, new
funded company to reach for •Build / review business plans contracts, take-overs, …
critical commercial mass •Innovate (e-Commerce, e- •Penetrate new markets, new
Invoicing, payments, …) sectors, new business…


Business
Development

Processors Payment Solution Acquiring Outsourcing
Schemes providers domain


Strategic
Consulting
Solution
providers
Processors Payment Leasing /
Schemes Banking fleet


SEPA

Payment
Banking Schemes Processors Regulatory / Leasing /
Associations fleet

Outsourcing


Corporate
Coaching &
Investment
Payment Solution E- Services
Schemes providers Invoicing providers


Outsourcing
RFP support

Outsourcing RFP support


New solutions

E-Invoicing Payment Acquiring Identification Mobility
Schemes domain

E-Communities


TeleTech
THE COMPANY
 Customer care management company
 25 years old, 33,000+ staff in 16 countries Business
 Broad set of solutions for customer care, covering netware, Development
software, consultancy, on demand services, training,
channel integration, etc… Strategic
Consulting

THE JOB SEPA
 Strategic consultancy business development Europe

Outsourcing


Touch
THE COMPANY
Clarity
 Content targeting and software for the creative
optimisation in the on-line channel
 5-20% overall increase in sales or revenue through targeting-enabled pages
 Management of sales targets on-line by product
 Flexibility to accommodate business constraints and acquisition
values for online channel
 No politics - decisions of what product to serve are objective
and commercial
 Campaign management and scheduling tool Strategic
 Valuable learning about successful creative attributes Consulting
 Strategic component of CRM
(integration of online visitor profiles) Business
Development

THE JOB
 Strategic consultancy
 Business Development Plan Benelux

Archivas
THE COMPANY
 Solutions for a more efficient management of your digital information
 Solutions compliant with new regulation, new marketing needs, and new
archiving technologies (both software and hardware)
 Integrated security and destruction mechanisms
 Think of the impact of Basel II, Sarbanes-Oxley, the Patriot Act, etc… on your
data storage requirements

THE JOB
 Strategic consultancy business development Europe Strategic
Consulting

Business
Development


ABN AMRO
PRIVATE
BANKING
THE COMPANY
 Top 10 global private bank :
– 20 countries
– 142 billion € assets

THE JOB
 Propose a strategy for a global payment system SEPA
 Integrating cards, credit lines and payment systems
Strategic
 Offering competitive solutions superior to Consulting
7 global competitors


LeasePlan
Belgium
THE COMPANY
 LeasePlan Belgium :
– Car leasing market leader in Europe
– Market leader in Belgium with over 6,000 customers, using 55,000 cars
New
THE JOB solutions
 LeasePlan EasyCard project Belgium :
– Creation of an authorisation network for maintenance, repair, and RFP support
tyres
– Increased automated approvals to 90%
– Driver approval via card and PIN SEPA
– Flexible petrol card functionality, integrated in the
LeasePlan EasyCard Strategic
Consulting
 E-invoicing project Belgium
– Automation of 200,000 incoming invoices : staff cost reduction by 25%
– Automation of outgoing invoices for over 3,600- customers

Travelcard
THE COMPANY
 Travelcard only has Dutch clients, approx.:
– 4,000 ‘direct’ clients
– 70 Leasing Companies
New
 > 200,000 Fuel Cards, 440 million litre, 4% market share solutions
 Fully owned by LeasePlan, one of the biggest
Leasing Company in the world :
– Approx 30 countries SEPA
– 1.2 million cars
Strategic
THE JOB Consulting
 Strategic consultancy business development Brasil Business
 Strategic consultancy business development Europe Development


PayLife
THE COMPANY
 Former Europay Austria : New
– Issuer of 1 mio MasterCard (35 mio transactions) solutions
– Issuer of 7 mio Maestro cards (240 mio transactions)
– Acquirer of 100,000+ merchants Outsourcing

RFP support
THE JOB
 Advise on a post-SEPA payments strategy
 Analyse current / future card processing requirements
SEPA
 Clusteranalysis payment opportunities versus processing needs
 Coach RFP-team for outsourcing of transaction processing Strategic
Consulting


FINTRAX
THE COMPANY
 Innovative financial services company, based in Ireland, specialising in Payment
Solutions for banks, merchants and tourists.
 Offers Dynamic Currency Conversion in 8 countries

THE JOB
 Advise on a post-SEPA payments strategy
 Analysis of major trends in European banking, payment systems,
and processing, and impact assessment SEPA

Strategic
Consulting


Securex

THE COMPANY
 Belgian market leader in Social Management Services
 1,350- employees
 69,000 associated companies
 100,000 associated individuals

THE JOB
 Advise on a strategy to create new local offices and the
management of business development in new
geographical area’s Strategic
 Create a new operating model, inclusive new profiles for Consulting
recruitment, for the local offices


Open
Channel
THE COMPANY
 Leading global provider of software subscription
Solutions
and e-business management solutions that enable
software-as-a-service.
 The company’s self-service offerings help organizations
increase software renewal revenues, extend their reach and
manage sales in the growing SMB market through multi-tiered
channels, effectively distribute electronic software and content,
and eliminate costly, inefficient e-business IT processes.
 OCS is headquartered in Norwood, MA, and has offices in Utah,
the Netherlands, Japan and Australia.
Strategic
Consulting
THE JOB
 Strategic consultancy business development Europe Business
 Facilitated contract with major mobile phone Development
manufacturer


Antwerpse
Waterwerken
THE COMPANY
 Belgian market leader in Water Management Services
(collection & distriubtion of drinking-water, collection &
purification of waste water)
 500- employees
 156,000 customers

THE JOB RFP support
 Advise on new strategies for the Customer Contact Center
 Coach the Project Management Team in describing the
requirements, needs and targets for the new Customer
Contact function Outsourcing
 Counsel on the construction of a Request for Information /
Request for Proposal for the Call Center, and the evaluation
matrix to be applied on the different solution suppliers

CETREL
THE COMPANY
 Card issuer & acquirer, and processing company
for the Luxembourg banks :
– Owned by 11 Luxembourg banks
– 1.1 million cards issued
– 12,000 merchants in Luxembourg and Belgium
– 100 million transactions per year
SEPA

THE JOB
Strategic
 Advise on a post-SEPA payments strategy Consulting
 Analyse Unique Selling Proposition and map versus
European market interest Business
 Business Development Plan Belgium Development


FIRST DATA
INTERNATIONAL
THE COMPANY
 Global leader in electronic commerce and payment
solutions, servicing 5 million merchants and 1900 card issuers
worldwide

THE JOB
 Advise on their proposed Solution Offering Catalogue
(or Product Matrix) in the context of a post-SEPA SEPA
payments strategy
 Provide strategic consultancy for 14 key markets in the Strategic
EMEA Region Consulting
 Define a limited set of options within 9 subject categories,
which would enable the full set-up and running of a credit,
debit, retail or loan card portfolio

Visa Europe

THE COMPANY
 Provides the brand, systems, services and rules that enable electronic
payments between millions of European consumers, businesses and
merchants.
 Association of 4,500 European banks in 36 countries

THE JOB
 Assist Visa Europe in entering into new market niches
Business
Development


Keesing
Reference
Systems
THE COMPANY
 Specialist provider of verification tools and solutions to authenticate ID
documents and banknotes, since 1923.
 More than 6000 clients in 120 countries.

THE JOB
New
 Advise the Board of Directors & the Management Team on solutions
a strategic business development plan for Europe, integrating
the newest legislation regarding identity control for corporations Strategic
and public services, and the different regulations and Consulting
recommendations of the different trade associations into a
new tool for identity management and control.


MasterCard
Europe

THE COMPANY
 Provides the brand, systems, services and rules that enable electronic payments
between millions of European consumers, businesses and merchants.
 Association of 25,000 member banks in 210 countries worldwide

THE JOB
 Advise the Chip Centre of Excellence about the chip
personalisation utility business & functional requirements
and business case, competitive advantages and delivery Strategic
& distribution methods. Consulting


Keesing
Reference
Systems
THE COMPANY
 Specialist provider of verification tools and solutions to
authenticate ID documents and banknotes, since 1923.
 More than 6000 clients in 120 countries.

THE JOB
Strategic
 Formulate a U.K. Business Strategy following new identity Consulting
management legislation and create a U.K. Business
Development Plan. Business
Development


Total Systems
Europe

THE COMPANY
 Market leader in electronic payment services to financial
institutions and companies.
 More than 300 clients in 75 countries worldwide.
 6,700 team members in 15 countries.
SEPA

THE JOB Strategic
 Strategic market entry plan for Turkey. Consulting
 Business development Turkey. Business
Development


PaySquare

THE COMPANY
 Issuer of MasterCard and Visa credit cards in the Netherlands
 Dutch national acquirer of MasterCard, Visa, JCB,
China Unionpay, Maestro, American Express.

THE JOB
 Advise the Management Team as to the international expansion
of PaySquare, in e-commerce and POS acquiring by identifying
prospect markets and sectors, outlining market entry strategies, Business
defining commercial strategies and high level sales Development
implementation plans.


MasterCard
Europe
THE COMPANY
 Provides the brand, systems, services and rules that
enable electronic payments between millions of European
consumers, businesses and merchants.
 Association of 25,000 member banks in 210 countries worldwide

THE JOB
 Advise MCE as to the key components their member banks
should know about SEPA – PSD compliance
SEPA
 Put together a detailed course curriculum regarding debit
SEPA compliance.


Trionis

THE COMPANY
 Processing company, formerly part of Eufiserv,
now joint venture between Eufiserv and First Data,
providing a unique offering in the issuer-to-acquirer services :
– 78,000 ATM’s
– 1.5 million POS
– 165 debit and credit cards as issuer processor

THE JOB SEPA
 Organise, lead and coach the Managing Board in
defining their strategy for the coming three years Strategic
Consulting


PayFair

THE COMPANY
New
 PayFair intends to launch a new instant debit payment solutions
scheme fully supported by the merchants community,
riding on the momentum created by the introduction Corporate
of the SEPA regulation. Coaching
 The company has recently gone through a first round of
financing and expects the first PayFair transaction to SEPA
happen first half 2009.
Strategic
Consulting
THE JOB
Business
 Advise the Board of Directors on key aspects of introducing Development
a new international payment scheme.


ING
THE COMPANY
 Global financial institution with more than
85 million private, corporate and institutional clients in
more than 40 countries, served by a diverse workforce of about 110,000 people.

THE JOB
 Advise the Senior Management on key aspects of cards &
payments, in particular regarding organisational structures,
product management, operational improvement, process &
procedural assessment, cost reduction, and commercial
SEPA
negotiations with schemes and suppliers
 Looked various aspects of card operations, in particular at
Strategic
the restructuring of identifiers (savings estimated at Consulting
4 million euro / year), investigated chargebacks, audited the
MasterCard billing, compliance…


Keyware

THE COMPANY
 Second largest Network Service Provider in Belgium.
 Created in 1996.
 Provider of Value Added Transaction Processing Services, New
with products and applications in the field of electronic payment, solutions
customer loyalty, e-identity, transaction processing and
multi-application payment terminals. SEPA

THE JOB Strategic
Consulting
 C-Management Team on new opportunities arising
from the implementation of SEPA and create new service Business
offerings for acquirers and banks in the Belgian market Development


BNP PARIBAS

THE COMPANY
 European leader in global banking and financial services
(one of the six strongest banks in the world).
 4 domestic retail banking markets (France, Italy, Belgium
and Luxembourg) : total of 16 million retail clients
 International networks with operations in 84 countries
(202,500 employees)

THE JOB SEPA
 Advise the Senior Management Team of the Group on
their future cards & payments strategy (2015-2020) and Strategic
Consulting
construct a Strategic White Paper


EMPIRIA GROUP

THE COMPANY
 Organiser of major conference in payments systems,
focusing on payment acceptance, e-commerce and mobile.
 Creating a platform to showcase major changes in the industry, to review
innovations, and to discuss issues
 Organiser of the yearly Merchant Payments Ecosystem conference

THE JOB Corporate
 Advise the Management Team of the Group regarding the Coaching
conference programme
Strategic
 Chairman of the Guiding Hand Awards : looking for the best Consulting
innovations in the payment acceptance industry


IDES
TECHNOLOGIES
THE COMPANY
 Start-up company specialised in risk management and
fraud detection tools.
 Unique solution based on statistical pattern recognition, converted from a
successful solution in the medical sector
Corporate
THE JOB Coaching
 Advise and assist the Board of Directors & Management Team Strategic
of the company in putting a business plan together, Consulting
search for investors, and set-up the organisation of the company
Business
Development


ADVALVAS

THE COMPANY
 Company specialised in complex e-invoicing
environments
 Solutions for various sectors : parts, leasing, telecom, payment cards

THE JOB Corporate
Coaching
 Advise the Board of Directors & Management Team
of the company concerning the payment card business
Strategic
 Business development plan banking Consulting

Business
Development


BUREAU EUROPEEN
DES UNIONS DE
CONSOMMATEURS
THE COMPANY
 Defending the interests of consumers at the regulatory
 Created in 1962
 42 independent national consumer organisations from 31 European countries

THE JOB
 Define the consumer requirements for payments
 Create a White Paper on consumer retail payments
for the regulatory
Strategic
Consulting


PAYMENT SERVICES
MARKET EXPERT
GROUP / EUROPEAN
THE COMPANY
 One of the main objectives of the Union is to ensure
COMMISSION
the proper functioning of the internal market, of which payment services are an essential part. In a
context of rapid innovation and technological progress, it is important for the internal market to have
sound, user-friendly, efficient and secure payment systems, for the benefit of service providers and
users alike
 Composed of individuals with the requisite expertise in the area of payment systems

THE JOB
 The task of the Group shall be :
– to assist the Commission in the preparation of legislative acts or policy initiatives Strategic
regarding payment systems, including fraud prevention issues related to the Consulting
payment industry and users;
– to provide insight concerning the practical implementation of that policy;
– to exchange views on up-to-date best practices and ensure monitoring of
potential issues of concern for the market.

RS/2
ADVISORY BOARD
THE COMPANY
 RS2 Software p.l.c., is a global provider of
Card Management Systems software, IT consultancy and related services to
international and domestic banks, service providers, and other financial
organisations.

THE JOB
 The Advisory Board will guide the company to expand further
its operations and to keep on enhancing
its BankWorks product in order to remain Strategic
competitive in the cards and payment industry Consulting


Analyst
Consultations
THE SERVICE
 “Analyst Consultations” are usually sessions, whereby specialists seek the
vision of experts regarding the future evolution in a sector, a market, a
business line, of even a particular, individual business or organisation
(corporation or association, or any kind of organisational form) or seek
recommendations regarding future business actions or business ventures;
mostly because of a particular business development or supporting the case
for a financial investment.

THE JOB
 Done Analyst Consultations for several capital venture or financial
investment groups on various subjects, such as SEPA, the Turkish
POS market, the German credit card industry, the acquiring
market in Brazil, meal voucher business, ….

Customers
Analyst
Consultations


Pan-European
Network
 NAOME is part of a Pan-European network,
using the common N2Finance network brand
 The main activities :
– Business Development
– Strategic Consultancy
– Solution-based Change Management
 Focus area’s :
– SEPA & innovative payment services (inclusive cards systems, credit transfer, direct debit)
– National payment systems & co-operative structures (inclusive fee structures & interchange)
– e-Communities
– e-Invoicing
– Mobility & leasing solutions
– Identification & security systems © 2010 N2Finance
CONFIDENTIAL
45 – Telco payment services
07/05/12

Facing the Future
THE TAGLINE
 Facing :
of Finance
– N2Finance experts are seasoned and experienced to face the problem of today’s
financial world
– Because of their experience and expertise, N2Finance experts can quickly identify the
key issues in the financial business, define and scope the problem, and propose
effective remediation
 Future :
– Key to the N2Finance expertise is a vision of the future of the financial sector, in
various business segments, geographies, technologies, products & services
 Finance :
– The activity domain of N2Finance is limited to the financial sector
– N2Finance experts reach out to the entire value chain of payment in the financial
sector, and all related support activities
© 2010 N2Finance
CONFIDENTIAL
46 07/05/12

Business
Development
 N2Finance is probably the first implementation of the concept of Network
Externalities in a European Business Development environment :
prospect corporations come to N2Finance because it’s Experts have a
large network of C-level contacts in the European financial sector
 Those contacts enable :
– To bring clients and customers effectively together
– To understand new trends and innovative solutions
– To assess the strategic direction of the European financial markets

© 2010 N2Finance
CONFIDENTIAL
47 07/05/12

Operating models
The operating model is based on the premise that
companies offering new solutions and companies based on …
needing new solutions are not in direct contact
with each other

Global In search
changing Strategic of new
economy vision on business
business Network
Innovators development externa- European
lity corporations
New solutions Solutions
in In search
to market
portfolio
of new
solutions
48 © 2004 N2€ May 7, 2012

Strategic Consulting

 N2Finance experts have a vision of the Future of the financial sector,
and constantly check this Vision versus new developments, innovations,
and trends (political, social, economic, geographical, cultural, …)
 N2Finance follows the strategic moves of it’s corporate network
closely : what does the sector need and what does the sector require
 N2Finance is at the heartbeat of new technologies, products &
services : what works versus what doesn’t work (yet)
 N2Finance has a massive expertise ingrained in it’s seasoned experts

© 2010 N2Finance
CONFIDENTIAL
49 07/05/12

Thank you for
your attention…

CONTACT :
Leon Dhaene
Managing Director - NAOME bvba
Chairman of the Board of Directors – IDES Technologies S.A.
Chairman – N2FINANCE
Member of the European Commission Payment Systems Market Expert Group /
Directorate General Internal Market and Services

E-mail :
leon.dhaene@skynet.be
leon.dhaene@ides-technologies.com
leon.dhaene@n2finance.com

Tel. +32-473-642249

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