More Related Content Similar to From Intent to Expression: The Meaning of Payments in the Web 2.0 World (20) From Intent to Expression: The Meaning of Payments in the Web 2.0 World1. From Intent to
Expression
#w2eExpression
Web 2.0 Expo/NY
October 11, 2011
Ben Saren - Vice President, Marketing - Litle &
Co. www.litle.com - @bsaren
2. What Have We Been Hearing?
Forbes
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
3. Leading to a Revolution
• In addition to the many digital revolutions
happening, there’s another kind of revolution
happening.
• It’s not just the Middle East, Greece, Spain - it’s
in the US too, the entire financial industry is
facing a revolt - a shift of power.
• A Financial Services Revolution has begun.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
4. Taking it to the streets...
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
5. The Data Frame
- From Web 2.0 Summit 2011 blog: The Data
Frame
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
6. The Data Frame
• The theme of next week’s Web 2.0
Summit in SF is “The Data Frame.”
- From Web 2.0 Summit 2011 blog: The Data
Frame
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
7. The Data Frame
• The theme of next week’s Web 2.0
Summit in SF is “The Data Frame.”
• In his “What is Web 2.0” paper, Tim
O’Reilly said, “Data is the next Intel
Inside.”
- From Web 2.0 Summit 2011 blog: The Data
Frame
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
8. The Data Frame
• The theme of next week’s Web 2.0
Summit in SF is “The Data Frame.”
• In his “What is Web 2.0” paper, Tim
O’Reilly said, “Data is the next Intel
Inside.”
• “Data is not only the web’s core
resource, it is at once both
renewable and boundless.”
- From Web 2.0 Summit 2011 blog: The Data
Frame
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
9. The Winning Field Goal
• “We know that those who best leverage
data will win.”
• “Consumers now create and consume
extraordinary amounts of data. Hundreds of
millions of mobile phones weave infinite
tapestries of data, in real time. Each
purchase, search, status update, and
check-in layers our world with more of it.
How our industries respond to this
opportunity will define not only success and
failure in the networked economy, but also
the future texture of our culture.”
- From Web 2.0 Summit 2011 blog: The Data
Frame
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
10. Subscription Revolution
Consumer
(personal life)
Enterprise
(work life)
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
11. The Lines are Blurring
Consumer
(personal life)
Enterprise
(work life)
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
12. The Lines are Blurring
Consumer
(personal life)
ProSumer
Enterprise
(work life)
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
13. dis-ruhp-shuhn
• There’s increasing disruption in the
traditional payments industry.
• There’s increasing disruption in digital
payments.
• PayPal really shook things up years ago.
Square is doing the same thing today.
But this is just the beginning.
This disruption is not only changing the traditional financial services industry,
it’s altering how businesses look at the real value behind each consumer
payment.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
14. The Democratization of Finance
Just as Web 2.0 democratized the web,
threatened and changed the media industry
forever, the democratization of finance has
just begun.
It’s a revolution.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
15. Payments Intelligence
• The faceless nature of e-commerce gives payments a level of meaning
previously undiscovered - they’re not intentions, as with a click - they are
expressions, the most meaningful statements about your buyers.
• The most disruptive opportunity facing e-commerce today is leveraging
purchase and payments data to better optimize a business’ top line and
bottom line, optimize marketing, optimize competitive strategies.
• I call this Payments Intelligence.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
16. Redefining “Know your customer”
It’s incumbent on Web 2.0 businesses,
particularly those with heavy reliance on
recurring revenue and recurring digital
payments, to look through a payments
intelligence lens to both derive and apply what
payments say about their relationships - past,
present, and future - with consumers.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
17. Mission Critical
• Understanding and measuring information
about your buyers is the single most
important thing you can do for your
business.
• Payments Intelligence is the closest and
most critical touchpoint you have with your
buyers.
• Privacy is more critical than ever.
• Not all merchants are created equal. Those
who embrace these realities will not only
survive the revolution, but they’ll thrive.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
18. What’s the Intel?
• Payments Intelligence allows online merchants to understand...
• Who are the profitable customers? What’s their profile?
• How do you acquire those customers most effectively, inexpensively?
• How do you avoid the unprofitable customers?
• Once acquired, how do you increase the annual profits those
customers generate for the business?
• How can you keep them longer as customers (CLV)?
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
19. Payments Value Chain
!"#$%&&'()*+,-./#(01+2-3%#+45-'(
!"#$%&%'() *+,+)'() !-.%'()
4056+),3 *+,$.)&83
/0.1+')23
!""+7,0)"+3 *+"$..%)234056+),&3 9;0.2+<0"1&3
90)"+::0'()3
Various levers need pushing and pulling at each of these
stages.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
20. Levers
• What are you trying to achieve with these levers?
• Increase revenue
• Decrease cost
• Decrease risk
• Do “what is right” for customers, employees
• Optimize marketing
• Develop competitive strategies
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
21. Battle Ready
Compete in the new payments economy with
Payments Intelligence as your secret weapon.
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
22. Thank you
Ben Saren
Vice President, Marketing at Litle & Co.
www.litle.com
@bsaren
#w2eExpression
© Copyright Litle & Co., LLC. 2011. All rights reserved.
Editor's Notes \n \n \n \n \n \n \n \n Chris Anderson&#x2019;s FREE and The Long Tail. The Subscription Economy is here. And its digital.\n \n \n \n This revolution has huge implications for consumers, how we spend our money, how we are charged, how we store.\n \n \n \n \n \n \n \n \n