This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
FMS East Coast Conference 2019 trump_RedactedMona Ashour
This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
BHCA Spring Seminar _ Trump 2019 RedactedMona Ashour
This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
This A-political, non-partisan, entertaining yet serious presentation will feature President Trump as the lead negotiator against Core & IT legacy suppliers such as Fiserv, FIS and Jack Henry.
Wake Up and Smell the New M&A Imperative_ May 2019 FBA CFO SymposiumMona Ashour
The industry is shrinking by 5-6% annually through M&A. Meanwhile, Core & IT suppliers' revenue and profits grow as their quietly act as silent shareholders in every deal no matter the situation - sell or buy. Institutions can restructure their current contracts to prosper before M&A rather than be punished. Hear real life case studies where bankers wisely took matters into their own hands and gained greatly.
About DSLBD
Mission
The Department of Small and Local Business Development (DSLBD) supports the development, economic growth, and retention of District-based businesses, and promotes economic development throughout the District's commercial corridors.
Vision
DSLBD envisions a business environment in which: DC businesses are connected in real-time with local, federal, and global business opportunities; businesses navigate government quickly, confidently, and effectively; and, every entrepreneur and business with a great idea and a great plan has the capital to make it happen.
FMS East Coast Conference 2019 trump_RedactedMona Ashour
This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
BHCA Spring Seminar _ Trump 2019 RedactedMona Ashour
This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
This A-political, non-partisan, entertaining yet serious presentation will feature President Trump as the lead negotiator against Core & IT legacy suppliers such as Fiserv, FIS and Jack Henry.
Wake Up and Smell the New M&A Imperative_ May 2019 FBA CFO SymposiumMona Ashour
The industry is shrinking by 5-6% annually through M&A. Meanwhile, Core & IT suppliers' revenue and profits grow as their quietly act as silent shareholders in every deal no matter the situation - sell or buy. Institutions can restructure their current contracts to prosper before M&A rather than be punished. Hear real life case studies where bankers wisely took matters into their own hands and gained greatly.
About DSLBD
Mission
The Department of Small and Local Business Development (DSLBD) supports the development, economic growth, and retention of District-based businesses, and promotes economic development throughout the District's commercial corridors.
Vision
DSLBD envisions a business environment in which: DC businesses are connected in real-time with local, federal, and global business opportunities; businesses navigate government quickly, confidently, and effectively; and, every entrepreneur and business with a great idea and a great plan has the capital to make it happen.
ICBA 2019 - Negotiate Core Contracts Like a Boss - redactedMona Ashour
Learn how Massachusetts-based BayCoast Bank ($1.6B) strategically attacked their highest non-payroll expense and most critical legacy fintech relationships-core and IT services-to reduce costs to the tune of $4.5+ million without switching vendors! Learn how this bank intelligently negotiated against its "partners" to reduce spend, restructure its contracts and align their vendors with its strategy-not the other way around. Session ideal for banks $35M - $15B in size.
CU Connect: 10 Things Your Core IT Supplier Will Not Tell You - RedactedMona Ashour
When it comes to negotiating and renewing these multi-million dollar relationships once every five to seven years, community banks and credit unions are at a distinct disadvantage negotiating against their Core and IT service providers – bankers have to know what to demand in advance. Suppliers protect these secrets within a team of highly skilled negotiators, contract writers and lawyers who negotiate hundreds of contracts each year with different institutions – never sharing with you what they negotiated differently with any other institution nationwide. To make matters worse these core vendors have formed a market oligopoly, controlling 93 percent of the industry, effectively blocking community institutions from the chance to receive a fair deal through any lack of formidable competition.
VBA 2019 Secrets Revealed: 10 Things Your Core IT Supplier Will NOT Tell You-...Mona Ashour
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P3 Conference - 10 Things Your Core IT Supplier Will Not Tell YouMona Ashour
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As the saying goes... if you're not making mistakes, you're probably not trying hard enough. That philosophy works in most businesses, but can you afford to blow a multi-year, multi-million dollar core, IT or fintech contract negotiation? ...even a little bit? Most bankers can strike a winning loan deal any day of the week because you own that domain, but when it comes to technology contracts, let's face it - you're outgunned.
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As the saying goes... if you're not making mistakes, you're probably not trying hard enough. That philosophy works in most businesses, but can you afford to blow a multi-year, multi-million dollar core, IT or fintech contract negotiation? ...even a little bit? Most bankers can strike a winning loan deal any day of the week because you own that domain, but when it comes to technology contracts, let's face it - you're outgunned.
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The industry is shrinking by 5-6% annually through M&A. Meanwhile, Core & IT suppliers' revenue and profits grow as their quietly act as silent shareholders in every deal no matter the situation - sell or buy. Institutions can restructure their current contracts to prosper before M&A rather than be punished. Hear real life case studies where bankers wisely took matters into their own hands and gained greatly.
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“Our obligation is to serve Commercial Contractors in growing their business by providing credit line solutions to help them expand and solve cash flow issues. We welcome the oppourtunity to earn your business!”
CEO- Kurt Nederveld
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2. 2
AARON SILVA
CEO of Paladin fs & The Golden Contract Coalition
Professional Negotiator & Industry Disrupter
$108 Million in Merger
Value Accretion
$346 Million in
Cost Reduction
138 Wins / 0 Losses
Paladin Blue Book
Launched June 2016
Group “Offensive”
Negotiations
100+ Institutions
$500 Billion + 30 years
IT Contract Negotiations
877-746-4859 | info@paladin-fs.com
7. 7
10 YEARS OF NEGOTIATING:
THE DECK IS STACKED AGAINST BANKERS
1
Competitiveness
vs.
big bank Fintech
2
Overall Product
satisfaction
3
Overall SLA
satisfaction
8. WHY SO HARD
TO NEGOTIATE
CORE IT DEALS?
Market Penetration: OLIGOPOLY
93%
institutions ABOVE
$1 billions assets
85%
institutions BELOW
$1 billion assets
8
American Banker May 2018
9. 9
NEXT PHASE: VERTICAL OLIGOPOLY
1 2 3
Core IT supplier take over the “payment rails”
Non-interest Expense
Non-interest Income
10. 90%
2018
10
IT’S NICE TO BE THE OLIGOPOLY!
Market Performance, Penetration & Control
DOW, NASDQ, S&P
68%
2012
74%
2014
85%
2016
0%
50%
100%
150%
200%
2015 2016 2017 2018 2019
204.38%
164.42%
114.07%
96.24%
62.33%
55.90%
Launched in 2016
FISV 123.29
FIS 92.68
JKYH 102.38
Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
11. 11
2019 FINANCIAL CANTOR FITZGERALD, EVERCORE AND
CITADEL RESEARCH
FIS Fiserv Jack Henry
Free Cash Flow $1.5 Billion (+$37M) $1.2 Billion (-$20M) $230 Million (-$25M)
Capital Expenditures 1% of revenue 6% of revenue 4% of revenue
Product Development 6% of revenue 3% of revenue 8% of revenue
Focus • Data center consolidation
• Loud strategy
• Modernization of omnichannel
and digital banking solutions
• User experience updates
• Enhancements to platforms
• Payments integration
• Digital solutions
• Card Processing platform
migration
• Treasury management
• JHA Payments Hub
• Open banking strategy
877-746-4859 | info@paladin-fs.com
Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
12. 12
BARRIERS TO FINTECH ACCESS
Contractual and Financial Penalties designed by Core IT Suppliers
Your Data
13. Your Data
13
BARRIERS TO FINTECH ACCESS
Contractual and Financial Penalties designed by Core IT Suppliers
Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
15. DO YOU KNOW THE DIFFERENCE?
15
Service Level Objectives
(what you ACTUALLY have)
Service Level Agreements
(what you think you have)
Guaranteed performance standard.
Tied to meaningful defined processes or functions.
If a ‘miss’ occurs – a credit is issued.
If a ‘miss’ continues – buyer gains certain rights.
If a ‘miss’ occurs too many times – buyer may leave
the service or contract with no penalties.
Commitment to perform (subjective).
Processes or functions that are not necessarily critical
nor can be measured easily by bank.
Not defined or described.
If a ‘miss’ continues – buyer can ‘redial’.
They fix the problem using ‘best effort’.
If buyer is harmed you must beg for compensation
or pay great penalties to leave the service or contract.
Information redacted due to confidentiality
limitations. Please request full version by filling
out the form or contact Paladin
info@paladin-fs.com
16. 16
AVOID BUYING PRODUCTS ALONE
MONOPOLY MONEY
1
A supplier quoted $100,000 as
setup fee for 3 new products.
The bank needed the products to
compete, even without the budget.
1
The Compromise:
bank extended their agreement
by 3 years. Supplier reduced
setup fee by 50% ($50,000).
17. 17
AVOID BUYING PRODUCTS ALONE
1
Already overpaying
$17,000/month
(processing fee)
2
An extension cost of
$625,000
3
The same 3 products
were installed across the
country for a setup fee
< $10,000
RESULT: BANK PAID 6X FAIR MARKET VALUE
Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
18. 18
CLAWBACKS
Resulting from a Merger:
A $700m bank planned to terminate their agreement three months early
2
Why?
To allow conversion after 9 years
with FISERV
Estimated Termination Fee
$120,000 at 80% value X
remaining term
19. 19
CLAWBACKS
Result:
Hidden “Golden Handcuff” Provision
1
$1.1 Million Termination Penalty
(+ conversion, de-conversion and
integration fees)
Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
20. 20
2
$1,860,000
PAID TO FISERV
(Termination, de-conversion
expense)
$960,000
PAID TO FIS
(Conversion, programming
and interface fees)
THE PROBLEM WITH SILENT SHAREHOLDERS
An FIS bank buys a bank processed by Fiserv
FIS FISERV
BANK PROCESSED BY FIS BUYS AN INSTITUTION PROCESSED BY FISERV
21. 21
THE PROBLEM WITH SILENT SHAREHOLDERS
An FIS bank buys a bank processed by Fiserv
1
Supplier Revenue
doubles as competitor
eliminated
2
No Customer
acquisition cost
3
Shareholders Pay
a bonus for supplier
conversion effort
RESULT: $2.5B Merger
FIS Unfairly Rewarded
BANK PROCESSED BY FIS BUYS AN INSTITUTION PROCESSED BY FISERV
$2x $0 $$Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
22. 22
2
Bank 1
36 Months
Remaining on Contract
Bank 2
24 Months
Remaining on Contract
THE PROBLEM WITH SILENT SHAREHOLDERS
Wake up to being punished for lowering their operating costs
Jack Henry Jack Henry
BANK PROCESSED BY JACK HENRY BUYS AN INSTITUTION PROCESSED BY JACK HENRY
23. 23
THE PROBLEM WITH SILENT SHAREHOLDERS
Wake up to being punished for lowering their operating costs
1
Pay 24 Month
Termination Expense
(even with same
supplier!)
2
Pay Jack Henry
for all “lost profit”
3
Extend Agreement
by a term equal to value
of lost profit
RESULT:
Combined Entity Must Do Either of the Following
BANK PROCESSED BY JACK HENRY BUYS AN INSTITUTION PROCESSED BY JACK HENRY
1 2 3Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
24. 24
THE PROBLEM WITH SILENT SHAREHOLDERS
Termination, Conversion and Integration Revenue
0%
50%
100%
150%
200%
2015 2016 2017 2018 2019
204.38%
164.42%
114.07%
96.24%
62.33%
55.90%
FISV 123.29
FIS 92.68
JKYH 102.38
$223M
to
$261M
$281M
to
$320M
$360M
to
$410M+
Bank shareholders will pay Core IT
Suppliers more than $410M in 2019
for services they will never provide.
Information redacted due to confidentiality limitations.
Please request full version by filling out the form or contact
Paladin @ info@paladin-fs.com
26. $0 COST REDUCTION AND CONTRACT ASSESSMENT
26
3 Current Invoices
+ Contracts
Completely
Confidential
No Cost
No Obligation
EMAIL US
Call Us: 877.746.4859
info@paladin-fs.com
28. Thank you!
Donald Trump
President of the United States
202-456-1414
@realDonaldTrump
Aaron Silva
CEO of Paladin fs & Golden Contract Coalition
877-746-4859 x 704
asilva@paladin-fs.com
asilva@goldencontract.com
