BTC Service Offerings to Banks and FinTech companies

1. 3
“If you are a FinTech company and need revenues from US banking customers, then you must get
Graham Seel of BankTech Consulting on your team. Graham connects real banking business problems
and potential Fintech solutions. He knows how banks buy technology.”
WORKING WITH FINTECHS
• Thought leadership – publications, events, and
customer briefings
• Product strategy advisory
• Lead generation and introductions
• Banking SME for sales and product teams
• Deal coaching / banking advisory for sales executives
Based upon 30-plus years of experience implementing technology solutions, BTC
• Matches solutions to real banking business problems
• Harmonizes Bank and FinTech cultures and organizations
WORKING WITH BANKS
• Technology scout for FinTech solutions
• Business case analyst
• Solution strategist and architect
• Partnership facilitator
• Implementation advisor
TECHNOLOGY
INTEGRATION
RISK AND
COMPLIANCE
OPERATIONS
AND SERVICING
PRODUCT
AND SALES
IMPLEMENTATION
AND SUPPORT
• Advises FinTechs on partnering with banks
• Co-develops solution strategies that match fintech vendor capabilities with bank challenges:
Solution
focusing
Marketing
strategy
Sales
strategy
Target
bank
engagement
Business
case
collaboration
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grahamseel@banktechconsulting.com +1-925-349-4025 +1-925-914-7389
BTC DELIVERS A COMPELLING AND PROVEN METHODOLOGY FOR
CREATING PARTNERSHIPS BETWEEN BANKS AND FINTECH COMPANIES
Melissa Craig, CEO, FinTech Ecosystem
https://www.linkedin.com/in/grahamseel @grahamseel
Implementation
strategy
FinTech
integration
strategy
Tech
scouting
Internal
briefings
Partner
selection
Funded
solution
strategy
Business
case
development
Leading Expert in FinTech-Banking Partnerships

2. Why is Selling to Banks So Hard?
FinTech companies offer innovation to prospective banking customers. However, their lack of banking
industry experience makes it difficult for FinTech co-founders to identify, and then engage, those
prospective banking customers who are ready to buy.
This results in unrealistic expectations of FinTechs and unavoidably long buying decisions.
In addition, most banks lack experience in partnering with startup companies.
Funding
Organization
ALIGNMENT OF SELLING PRACTICES WITH THE WAYS BANKS PREFER TO BUY
WILL CUT THE SALES CYCLE
FINTECH - BANK CULTURE CLASH
BANKS FINTECH
Converting legacy infrastructure
Large number of existing customers
Focus on risk
Organizational inertia to overcome
Siloed organization with many levels of
management and process
Striving for agility and innovation
Massive downside risk from innovation
Creating from scratch
Small number of customers
Focus on customer experience
Ability to jump into action
Simple, flat organization with minimal bureaucracy
(no formal processes)
Striving for scale and trust
Limited downside risk (close & restart)
While large banks have internal protocols for acquiring technology, most banks do not. This raises the need for
Alignment of FinTech
sales and marketing
resources and
practices with the
bank’s investment
decision-making
process
An inspired change
catalyst within the
bank with a vision
and career ambition
to deploy innovative
solutions
A crisp FinTech value
proposition that
internal stakeholders
will recognize and
support
Integration strategy
that reflects the
bank’s technology,
operations, risk, and
change
management
practices
Implementation plan
reflecting agreed
upon milestones
and funding levels,
including prototypes,
proofs of concept
and pilots.
A third-party Customer Success Executive can speed investment decision-making, working with FinTech
leadership to align selling practices with the ways that a particular bank customer prefers to buy.
BTC SERVES AS A FRACTIONAL CUSTOMER SUCCESS EXECUTIVE, CUTTING
THE SALES CYCLE OF FINTECH FIRMS.

3. How Can Banks Innovate More Effectively?
Banks need to enhance customer experience, improve operational efficiencies, and manage risk more effectively.
BTC can help them to exploit the burgeoning FinTech industry to achieve specific business goals.
Banking partners of BTC can speed delivery of innovative solutions, starting with a structured partnering and
integration strategy.
PROBLEM
SOLUTION
SET
PROTOTYPE PROOF OF
CONCEPT
PILOT PRODUCTIONPHASE
PURPOSE
BUYER
BANKTECH
SELLER
Define concept
Business case
Solution strategy
State need
Desired results
Issue RFI/RFP
Offerings
Business case
RFx response
Visualize
Explore Confirm
Use Case Design
Look & Feel
Visualize solution
Define prototype
Define scenarios
Facilitation
Adapt use cases
Enhancements
Integration plans
Value validation
Verify Solution
Modify and Scale
Desired outcomes
Capture data
Validate results
Facilitate/plan
Banking concepts
Cross-functional
Create benchmark
Cleanse data
Present results
Real-World Test
Customer Feedback
Identify pilot user
Define objectives
Review and validate
Pilot definition
Problem translation
Onsite support
Update docs
Support planning
Full Volume
All Customers
Go-aheaddecisionfrom
risk,compliance,etc.
Final processes
Support structure
Support structure
Add-on sales
Exit
Secure revenue
Turn over
Ongoing suppor
A powerful, vivid
vision of desired
future capabilities
A vetted business
case with which all
stakeholders agree
and will support
A detailed Integration
strategy outlining
key milestones and
resources
A vendor
management culture
that manages risk
but embraces
agility
BTC, AS YOUR INNOVATION STRATEGIST, ASSISTS IN RAPID IMPLEMENTATION
OF PROMISING NEW TECHNOLOGIES, BY FOLLOWING A PROVEN AND EFFECTIVE
FINTECH ENGAGEMENT PROCESS.
Banking Concepts
Problem framing
Solution framing
RFx response

4. BTC ASSISTS BANKS IN IMPROVING OPERATIONAL EFFICIENCY AND CUSTOMER
ENGAGEMENT, SPEEDING IMPLEMENTATION OF PROMISING FINTECH SOLUTIONS.
“Graham builds strong relationships with his business partners.” (Mike Collis, Banking Executive)
“Graham shows amazing versatility, especially at the strategic planning and ‘big picture’ level …“ (Banking industry executive)
“Graham connects real banking business problems and potential Fintech solutions. He knows how banks buy technology … and
how to make specific banking-FinTech partnerships work.” (Melissa Craig, FinTech Ecosystem)
Graham has 30 years of varied in-depth banking industry experience. He has worked in executive management and
leadership roles for several banks, across Technology, Operations, Product Management, Risk, and Compliance.
Executives throughout the banking industry know Graham for a deep and broad knowledge of the industry.
Graham excels in making connections others don’t see and arriving at creative, strategic, and practical solutions to very
complex problems.
Graham has extensive public and corporate presentation experience, and is available for Webinars and onsite executive
briefings sponsored by Financial Technology firms.
BankTech Consulting (BTC) provides a deep connection between the critical and intractable business problems of banks,
and technology companies who offer innovative and powerful solutions.
BTC recognizes that selling to banks is hard. Bank cultures, decision-making processes, and conflicting priorities all need
to be navigated. Bankers decide on software investments through a complex mix of bottom-line value, risk management,
technology architecture, and personal preferences. BTC helps financial technology companies to shorten the sales cycle
and increase lead conversion
SELECT PUBLICATIONS (ON LINKEDIN)
Customer Expectations
Can Banks Ever Meet Customer Expectations?
What Do Customers Expect From Banks?
Banks Spend Billions on Digital Initiatives.
Why Aren’t They Winning?
Emerging Technologies
Blockchain Beyond the Hype – Real Banking
Applications?
Blockchain For Financial Inclusion
Booking a Taxi and Payments (R)evolution
How Can Industrial Operations AI Help with Banking Risk
Management?
Engaging With Banks
Advice to FinTech Firms: How to Partner with Banks
Proof of Concept: FinTech’s Best Friend?
5 Insider Tips on Selling Technology to Banks.
Financial Inclusion
FinTech Can Solve Basic Liquidity Problems for the Poor
Digitization of Banks and Financial Health
TESTIMONIALS
ABOUT GRAHAM SEEL
ABOUT BANKTECH CONSULTING
SELECT FINTECH PARTNERS
Information Builders
Amberoon
Currency Cloud
Ventura
SELECT BANKING PARTNERS
Bank of America
Wells Fargo
First Republic Bank
Silicon Valley Bank
SELECT INDUSTRY PARTNERS
iValley Innovation Center
Silicon Valley Innovation Center
IPSA International
FinTech Ecosystem