Unlocking the Potential of the Cloud for IBM Power Systems
Frankfurt Workshop presentation, key takeways on Branchless Banking
1. Case studies, insights from some African
projects
Simon Priollaud – Mobile Banking Manager
Frankfurt , 2013/07/04
2. 2013/07/04 – Frankfurt - Simon Priollaud
PlaNet Finance – Technical assistance to the financial sector
1
PlaNet Finance provides in-depth
technical assistance to the whole
ecosystem of microfinance including
financial actors, public
sectors, telecoms, private funders…
PlaNet Finance In 2012 ….
3. 2013/07/04 – Frankfurt - Simon Priollaud
PlaNet Finance Group
2
PlaNet Finance mainly intervenes in
Africa, Asia, Latin America and relies
on a strong network of five
regional platforms: West and
central Africa, Middle East & North
Africa, South and East Africa and
Latin America
4. 2013/07/04 – Frankfurt - Simon Priollaud
Summary
Case studies
Implementation
1) Agent & loan repayment – Ivory Coast (2009 – 2010)
2) Interconnection with an e-wallet – Madagascar (2011 – 2012)
Studies
3) Business plan to develop a new MFI 100% on mobile – Eastern Africa (2013)
Global support
4) Tailoring ergonomics and marketing to the BOP segment – Morocco (2013)
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5. 2013/07/04 – Frankfurt - Simon Priollaud
101 on Mobile Banking / Mobile Money
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Transfers within
a same bank
Use of Mobile
Money products
“Doit
alone”
“Doit
with
them”
“Doit
through
them”
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4
2 3
-Scenarios “Do it alone” and “Do it through them” allow the client to conduct transfers within
accounts held at a same bank ( & )
- The scenario “do it with them” not only allow the client to use MM products ( ) but also
gives him the opportunity to conduct transfers from his MM account to his bank account ( )
and vice versa
6. 2013/07/04 – Frankfurt - Simon Priollaud
1) Agent & loan repayment – Ivory Coast
(2009 – 2010)
Context
- Commissioned by the Bill & Melinda
Gates Foundation
- Mobile Money was becoming more
and more popular at this time in
Western Africa
- Project took place in four countries
Description of the project
- Integration of First Generation mobile
money services – agent (cash in /
cash out & MM subscription)
- Development of second generation
mobile money services : loan
repayment interface using the e-
wallet functionality of the bill
payment.
Value proposition
- For clients of the MFI
- Possibility to remotely repay a loan
- For the MFI
- 1st Gen ; cross selling
- 2nd Gen : Competitive advantage towards
competition
- For the MNO
- Clients generating more revenue than
“classical” clients
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Overview
7. 2013/07/04 – Frankfurt - Simon Priollaud
1) Agent & loan repayment – Ivory Coast
(2009 – 2010)
Snapshot – usage rate
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Key takeaways
- It is important to
incentivize MFI’s staff
who conducts
transactions
- Training has to be
delivered to all the
staff (not only cashiers
but also loan officers)
- Integration of mobile
money with MFIs has
impacts on multiple
processes within the
MFI
- Management
performance System
is important
- Important to tutor
clients with “coaches”
8. 2013/07/04 – Frankfurt - Simon Priollaud
2) Interconnection with an e-wallet – Madagascar (2011
– 2012)
Context
- Funded by the MFI
- Mobile Money is more and more
used by Malagasy people (urban)
- Development of a partnership with a
MNO
Description of the project
- Originality of the project is the whole
integration ;
- possibility for the client to repay
and save
- but also to credit his e-wallet
through his bank account
- Value added of all mobile money
services
Value proposition
- For clients of the MFI
- May earn interests
- For the MFI
- Competitive advantage
- Less affluence in branches
- For the MNO
- Reduce churn
- Raise ARPU
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Overview
9. 2013/07/04 – Frankfurt - Simon Priollaud
Key takeaways
- Regulatory issues have to be carefully
addressed with on-going dialogues with the
regulation
- Technical developments are to be
monitored with skilled IT experts
- Developing such an interface can be
costly (link of e-wallets with MFI’s
MIS)
- Other alternatives may also worth the
shot (development of switches) if
willingness to develop partnership
with multiple Mobile Money Solutions
- Discussion between MNOs & MFIs take
time as their interests in the short term are
different
- ROI is not to be reached quickly
Snapshots – marketing & launch
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2) Interconnection with an e-wallet – Madagascar (2011
– 2012)
10. 2013/07/04 – Frankfurt - Simon Priollaud
3) Business plan to develop a new MFI 100% on mobile
Eastern Africa (2013)
Context
- Funded by an hedge fund
- Objective : to provide
selected microfinance
services through a highly
scalable model, supporting
entrepreneurship, through a
high technology approach.
Description of the project
- Feasibility study to assess
supply and demand in this
country in terms of financial
services, mobile money &
banking
landscape, regulatory level
- Definition of scenarios
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- Individual loan to farmers on the basis of an intensive
assessment by a loan officer
-No specific consideration of the agricultural sector or
risks
- Most commonly utilised model in Eastern Africa &
elsewhere
- Loans to different players in the same value chain
-Manage risk through providing an integrated solution
beyond just finance with other stakeholders
- Tested approach but not widespread
- Loans to individuals on the basis of their cell phone
utilisation and mobile money transaction history
-No specific enterprise link or relationship
-No existing model at retail level – current examples
exist for agent loans
Classical
enterprise
lending
Value Chain
Finance
Mobile
Scoring
“classical”
model
Innovative
model
11. 2013/07/04 – Frankfurt - Simon Priollaud
3) Business plan to develop a new MFI 100% on mobile
Eastern Africa (2013)
Snapshot – customer’s experience 2.0
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Analysis
Committee
Approval
Follow up CollectionsEvaluationPromotion
Loan Pre-Approval Loan Post- Approval
Promotion is
done with
traditional
means
SMS
campaigns
Rely on
intermediary
)
Data
collection is
done
manually by
loan officers
Tablets, PDAs
, POS will
gather data
entered in a
scorecard
Analysis is
done by the
loan officer
and
supervisor
Data
collected
during the
evaluation
will be
automatically
evaluated
Holding of
large
committees
Small
committees
Loan officer
visits
SMS
Rely on
intermediar
Clients go to
branches
Clients may
repay
through their
mobile
phones.
Classical
microfinance
InnovativeModels
12. 2013/07/04 – Frankfurt - Simon Priollaud
4) Tailoring ergonomics and marketing to the BOP
segment – Morocco (2013)
Context
- Most of mobile banking operators do
not test ergonomics before rolling it
out
- Marketing is not often tailored to
mobile banking the BoP segment.
Description of the project
- Development of usability testing
sessions (ergonomics)
- Organization of FGD during the
project to adapt marketing materials
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Key takeaways
- Marketing materials should be
tested through FGD
- Tariff has to be included in the
marketing leaflets
- It is important to indicate the
steps the client has to follow
- A hotline appears to be an
important need
- Important to reassure the client
on
- What to do if he looses
his mobile phone
- How to make sure that
the transaction
succeeded
13. 2013/07/04 – Frankfurt - Simon Priollaud
4) Tailoring ergonomics and marketing to the BOP
segment – Morocco (2013)
Snapshots - tested marketing materials
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