This document discusses opportunities to improve payments performance and increase revenue in key markets like Germany, Netherlands, and Belgium. It finds that bank transfer and credit card success rates are lower than expected, leading to lost players and deposits. Strategies proposed include optimizing routing to reduce declines, improving supplier integrations, and promoting alternative payment methods to rescue struggling markets. Implementing these changes could result in over $50 million in additional annual revenue.
The article reflects upon the importance of data analytics in insurance/takaful industry especially for motor/car and medical business. Effective use of analytical tools can help in improving profitability of the motor business. Alongside, that can enhance customer experience in addition to cross/up sale opportunities.
This presentation talks about key strategies to create awesome dashboards. You can check out next webinar here: http://www.perceptive-analytics.com/excel-dashboard-reporting/#finance & www.p2w2.com/excel-dashboard-reporting.php
The article reflects upon the importance of data analytics in insurance/takaful industry especially for motor/car and medical business. Effective use of analytical tools can help in improving profitability of the motor business. Alongside, that can enhance customer experience in addition to cross/up sale opportunities.
This presentation talks about key strategies to create awesome dashboards. You can check out next webinar here: http://www.perceptive-analytics.com/excel-dashboard-reporting/#finance & www.p2w2.com/excel-dashboard-reporting.php
Discover eye-opening solutions at IBM Vision 2015IBM Analytics
What are organizations investing in that is returning $13 for every dollar spent? What is creating lost opportunities equal to 5 to 10 percent of total sales? Learn this and more at IBM Vision from May 17th-20th. Don't miss out: http://ibm.co/1JlhkoE.
Capitalizing on analytics in finance: Creating trusted insights for the enter...Spencer Lin
A recent IBM study of 337 CFOs and senior finance executives found that about 90% are implementing analytics solutions. However, analytics adoption is happening in pockets and isn’t pervasive across finance activities. With investment in analytics poised to double in the near term, how can Finance better capitalize on these new capabilities? To answer that question, we looked at the most effective Finance organizations and learned three important lessons from their success.
When you need tighter controls and maximum spending visibility, the way your company pays is key. Try these five tactics for sharpening your use of company credit cards.
Automating Payables for the SME Market: Diving Head First into AP AutomationAnybill
This Technology Insight report is for small and mid-sized enterprises with an interest in payables automation. The report includes the latest adoption statistics, current thinking, best practices, strategies, and key performance indicators for evaluating and selecting the solution that meets your needs.
If your current onboarding process is chock-full of errors, backlogs, and zero visibility, you're losing valuable market share to your competition. Learn how automated onboarding can help you overcome today's challenges in merchant acquiring.
Working Capital Management: The Missing Link in Payables and P2PSarah Fane
While automation is widely adopted across the Procure-to-Pay (P2P) process, many companies are not leveraging technology to the full extent, and therefore not capturing the full range of benefits.
There is one area in particular where organizations are missing important opportunities. When it comes to working capital management, many still follow traditional approaches that don’t leverage digital innovation for business advantage.
This report will examine where companies are falling short and how to make the most of your investment in your P2P process.
The Playbook for Achieving Revenue Growth with Cross-Border PaymentsNorma Mushkat Gaffin
Learn about the impact cross-border payments can have on your business as BlueSnap experts walk you through the impact of cross-border payments with 5-Action Software, a fictional company. Plus, get 5 actions you can take to make your own cross-border payments profitable and beneficial for your company's bottom line.
Virtual card payments are a great way to pay suppliers while reducing expenses and generating revenue. If you already use a purchasing card or electronic payments through your bank to pay your suppliers and vendors, you may be missing the big picture in supplier payments optimization.
The fact is, most treasury bank programs fall short in supplier conversion success rates. Store Financial is a full-service provider, encompassing the entire process chain, which ensures maximum supplier conversion to card payments. Plus, Store Financial has the most secure B2B payment solution available – more secure than check, credit card and ACH payments, and even other virtual card payments.
Utilizing our Custom Loop™ platform, the highest level of payment security is achieved. Custom Loop™ is a controlled authorization process that keeps only your selected network of suppliers and vendors “in the loop” for the right payment, in the right amount, at the right time. We remove all the noise and clear the way to engage your suppliers in a one-on-one payment relationship, allowing you to strengthen ties – and your brand.
To find out how you can utilize Store Financial’s Custom Loop™ platform to emphasize your brand while servicing your customers and optimizing your payment process, see our presentation titled, Transform Accounts Payable Into a Revenue Center.
5 Things to Know About Retail Payments in 2015Nikki Baird
Apple Pay, NFC, mobile payments, digital wallets, EMV, payment security and fraud - retailers are being hit from all sides by a host of new challenges related to payments. Here are 5 things retailers - and the solution providers who serve them - need to know.
Choosing between raising money for a company or a secondary round giving liquidity to founders and investors or selling a company is a hard decision to make. A Dual-Track process of talking to potential investors and acquirors in parallel can optimize a transaction value and probability of success. Many aspects of a fundraising process are similar to those of a sale process: confidential information memorandum, detailed financial model, due-diligence materials and the use of an investment bank (fundraising advisor/ M&A advisor). The possibility of obtaining liquidity in a single transaction at a higher valuation generally makes a dual-track process appealing to shareholders in a company and can increase significantly the likelihood of a sale. Paul’s session will address the key issues using both his insight from over 13 years advising game companies as an investment banker but also as an investor in game companies in the past 3 years.
Think Global, Act Local: Global Payments Strategies for Digital BusinessesVindicia
“Think global, act local” is easier said than done when running a digital business across borders. This webinar discusses the pitfalls of accepting international payments, explains what’s working across different business models and industries, and shares insights and trends in global payments. Also, learn how the right billing solution can help mitigate challenges associated with processing these payments.
Data Driven Transformation for Sales - SMART Territory ManagementBarry Magee
Design, lead and implement framework to harness enterprise, organisational and external data to create a data driven territory management programme for IBM Digital Sales Europe.
The aim is to embed an end-to-end data driven approach to cleint engagement across all sales lines based on a prototype methodology that has undergone 4 iterations with significant user-led enhancements over 2 years in a pilot business unit.
The framework aggregates and collates data across a wide range of sources, integrates and delivers sales focussed insight back to end users. It uses both standard analytics models as well as innovateive sales expertise codification to rank clients for 'next best customer' selection.
Results consistently show that the data-driven approach delivers 4x the average lead conversion rate for traditional approaches within a sales environment and that 80% of new business opportunities come from clients and offerinsg that lie outside traditional 'hunting' approaches.
In doing so, the sales team reduce the risk within business forecasting by identifying and winning leads outside the traditional 'top' customers where sales tend to continually farm for revenue.
In this session we will discuss the business case for a proactive, real-time fraud prevention strategy which enables you to maximize revenue opportunities whilst minimizing fraud. During the session we will create a fraud management check list which combines People, Processes and Technology, underpinned by data, analysis and tailored rules.
Discover eye-opening solutions at IBM Vision 2015IBM Analytics
What are organizations investing in that is returning $13 for every dollar spent? What is creating lost opportunities equal to 5 to 10 percent of total sales? Learn this and more at IBM Vision from May 17th-20th. Don't miss out: http://ibm.co/1JlhkoE.
Capitalizing on analytics in finance: Creating trusted insights for the enter...Spencer Lin
A recent IBM study of 337 CFOs and senior finance executives found that about 90% are implementing analytics solutions. However, analytics adoption is happening in pockets and isn’t pervasive across finance activities. With investment in analytics poised to double in the near term, how can Finance better capitalize on these new capabilities? To answer that question, we looked at the most effective Finance organizations and learned three important lessons from their success.
When you need tighter controls and maximum spending visibility, the way your company pays is key. Try these five tactics for sharpening your use of company credit cards.
Automating Payables for the SME Market: Diving Head First into AP AutomationAnybill
This Technology Insight report is for small and mid-sized enterprises with an interest in payables automation. The report includes the latest adoption statistics, current thinking, best practices, strategies, and key performance indicators for evaluating and selecting the solution that meets your needs.
If your current onboarding process is chock-full of errors, backlogs, and zero visibility, you're losing valuable market share to your competition. Learn how automated onboarding can help you overcome today's challenges in merchant acquiring.
Working Capital Management: The Missing Link in Payables and P2PSarah Fane
While automation is widely adopted across the Procure-to-Pay (P2P) process, many companies are not leveraging technology to the full extent, and therefore not capturing the full range of benefits.
There is one area in particular where organizations are missing important opportunities. When it comes to working capital management, many still follow traditional approaches that don’t leverage digital innovation for business advantage.
This report will examine where companies are falling short and how to make the most of your investment in your P2P process.
The Playbook for Achieving Revenue Growth with Cross-Border PaymentsNorma Mushkat Gaffin
Learn about the impact cross-border payments can have on your business as BlueSnap experts walk you through the impact of cross-border payments with 5-Action Software, a fictional company. Plus, get 5 actions you can take to make your own cross-border payments profitable and beneficial for your company's bottom line.
Virtual card payments are a great way to pay suppliers while reducing expenses and generating revenue. If you already use a purchasing card or electronic payments through your bank to pay your suppliers and vendors, you may be missing the big picture in supplier payments optimization.
The fact is, most treasury bank programs fall short in supplier conversion success rates. Store Financial is a full-service provider, encompassing the entire process chain, which ensures maximum supplier conversion to card payments. Plus, Store Financial has the most secure B2B payment solution available – more secure than check, credit card and ACH payments, and even other virtual card payments.
Utilizing our Custom Loop™ platform, the highest level of payment security is achieved. Custom Loop™ is a controlled authorization process that keeps only your selected network of suppliers and vendors “in the loop” for the right payment, in the right amount, at the right time. We remove all the noise and clear the way to engage your suppliers in a one-on-one payment relationship, allowing you to strengthen ties – and your brand.
To find out how you can utilize Store Financial’s Custom Loop™ platform to emphasize your brand while servicing your customers and optimizing your payment process, see our presentation titled, Transform Accounts Payable Into a Revenue Center.
5 Things to Know About Retail Payments in 2015Nikki Baird
Apple Pay, NFC, mobile payments, digital wallets, EMV, payment security and fraud - retailers are being hit from all sides by a host of new challenges related to payments. Here are 5 things retailers - and the solution providers who serve them - need to know.
Choosing between raising money for a company or a secondary round giving liquidity to founders and investors or selling a company is a hard decision to make. A Dual-Track process of talking to potential investors and acquirors in parallel can optimize a transaction value and probability of success. Many aspects of a fundraising process are similar to those of a sale process: confidential information memorandum, detailed financial model, due-diligence materials and the use of an investment bank (fundraising advisor/ M&A advisor). The possibility of obtaining liquidity in a single transaction at a higher valuation generally makes a dual-track process appealing to shareholders in a company and can increase significantly the likelihood of a sale. Paul’s session will address the key issues using both his insight from over 13 years advising game companies as an investment banker but also as an investor in game companies in the past 3 years.
Think Global, Act Local: Global Payments Strategies for Digital BusinessesVindicia
“Think global, act local” is easier said than done when running a digital business across borders. This webinar discusses the pitfalls of accepting international payments, explains what’s working across different business models and industries, and shares insights and trends in global payments. Also, learn how the right billing solution can help mitigate challenges associated with processing these payments.
Data Driven Transformation for Sales - SMART Territory ManagementBarry Magee
Design, lead and implement framework to harness enterprise, organisational and external data to create a data driven territory management programme for IBM Digital Sales Europe.
The aim is to embed an end-to-end data driven approach to cleint engagement across all sales lines based on a prototype methodology that has undergone 4 iterations with significant user-led enhancements over 2 years in a pilot business unit.
The framework aggregates and collates data across a wide range of sources, integrates and delivers sales focussed insight back to end users. It uses both standard analytics models as well as innovateive sales expertise codification to rank clients for 'next best customer' selection.
Results consistently show that the data-driven approach delivers 4x the average lead conversion rate for traditional approaches within a sales environment and that 80% of new business opportunities come from clients and offerinsg that lie outside traditional 'hunting' approaches.
In doing so, the sales team reduce the risk within business forecasting by identifying and winning leads outside the traditional 'top' customers where sales tend to continually farm for revenue.
In this session we will discuss the business case for a proactive, real-time fraud prevention strategy which enables you to maximize revenue opportunities whilst minimizing fraud. During the session we will create a fraud management check list which combines People, Processes and Technology, underpinned by data, analysis and tailored rules.
In the crowdsourcing business model, attraction and retention of your crowd is core to your business success and this only becomes more critical as you scale and go global (and get more distant from your partners). Given that payments to your freelancers, sellers, talent, etc is likely the most important touchpoint in your partner experience, this session will cover the 4 areas that must be accounted for when setting up a global payables operation for your crowd ecosystem.
Participating in the Wave of European Games M&A | Paul GardnerJessica Tams
Delivered at Casual Connect Europe 2016
A historic M&A cycle will be cresting from early 2016 into 2017. With two multi-billion dollar pieces taken off the board (and the opening moves for a third such acquisition already in play), acquirers across all global territories are preparing to change the landscape of the games industry in Europe by scooping up a selection from small studios through the next cohort of leading publishers. This session will explore the drivers behind this coming change; how to position for advantage; and what the resulting landscape might look like. The London-based speaker has 20 years experience in the games industry and his firm has been involved in a wide range of investment, M&A and commercial transactions in the industry.
Mortgage Efficiency Survey 2016 - Henry WoodcockIRESS
Hi-lights from IRESS Mortgage Efficiency Survey 2016.
This industry survey, now in its fifth year, tracks the developments in the mortgage industry over the past 12 months. It enables lenders to benchmark their mortgage sales and originations systems and processes against the mortgage market as a whole, their peers and the sector they operate in across a variety of key performance indicators.
For the full report view www.iress.com/mes2016
Dealers often share two complaints about buying auction cars: it’s tough to find the right cars, and even tougher to buy them on the money. The problem’s getting worse as more wholesale supplies come on the market. Find out how dealers can turn wholesale challenges into competitive advantage.
See how market intelligence and new technologies help dealers easily find the “right” cars, guide the “right” bids and buys, and drive faster, more profitable retail sales. Take home best practices to help you increase your wholesale sourcing effectiveness and efficiency.
Review this slide deck to:
- Develop a technology-aided sourcing plan to save time and buy the right cars on the money
- Identify current auction vehicle sourcing inefficiencies
- Create buyer parameters to ensure the right acquisitions at the right price
Payments: From a commodity to a fundamental driver of eCommerce successCheckout.com
The founder of Checkout.com, Guillaume Pousaz, spoke at eCommerce Expo 2015 on how data from online payments can help drive growth for online businesses. Checkout.com - Online Payments.
Studies show that top performing companies are using “touchless” (or straight-through) processing to process invoices in 1-3 days, compared to more than 15 days for the average company. This enables them to maximize discount capture and “best pricing” through spend analysis and contract management.
Every invoice that is processed in a touchless manner saves a tremendous amount of time, resources and money. Many top performing companies have implemented touchless processing and they continue to reap the benefits and improve year after year.
This 45-minute session with industry expert David Hay will discuss:
-How touchless processing can be achieved
-Process change and automation
-Collaborating with procurement to achieve touchless transactions
-Usage of cloud and mobile technologies
Customer Acquisition Strategies for Subscription Based Businesses_Albert LukPerformanceIN
Subscription-based businesses are growing exponentially. Search and display strategies still continue to dominate as digital customer acquisition strategies. However, affiliates are primed to work with businesses like Hello Fresh via the pay-on-results model.
Albert Luk of affiliate network Jumbleberry will lead a discussion on customer acquisition strategies using CPC and CPA pricing models, outlining the advantages and disadvantages of each, including the regulatory and legal risks to advertisers and publishers.
2. 5/18/2015 2010 PartyGaming - Internal and Confidential 2
Payments Philosophy
RESPECT
Ourselves, Our Players and Our Partners
• What is good for the player is good for us!!!
• How many players did we insult today?
• What are we doing about our insult rates?
• If it happened to me, how would I feel?
• Do it yourself if you can, use a Wallet where you should
• Be a true partner to suppliers, and lose the suppliers that are not partners
• developing unique solutions with the payment suppliers to gain competitive
advantages over the rivals.
• Continually Optimize
3. 5/18/2015 2010 PartyGaming - Internal and Confidential 3
Methods and Markets – Status
Emerging
Existing
Endangered
Extinct
N/A for Method / Market
5. 5/18/2015 2010 PartyGaming - Internal and Confidential 5
Methods and Markets – Existing Player Success Rates
6. 5/18/2015 2010 PartyGaming - Internal and Confidential 6
Germany – Analysis
• Largest market based on revenue share which has been declining year on year
• Comparing decline rates with supplier's data shows Germany cashier
performance is sub optimal
• Bank success rates internally showed inflated success rate on new player
transactions (90%), however suppliers’ data shows only 45-50%
Overall cashier performance is poor based on relative performance of options
and player experience
Overall cashier performance is poor based on competitive advantage
assessment, and shows of potential to increase market share
Opportunity
$35 million in increased deposits (2009)
7. 5/18/2015 2010 PartyGaming - Internal and Confidential 7
Germany – Summary
Options Summary
• Volumes – Cards and Cash are relatively attractive than Banks, however going by German demographics, Banking options should be the
most preferred option
• Success Rates – Cards and Banking options are below expected success rate, relatively Cash have higher success rate and one of the
reason Cash has % share in German market
• Cards and Wallets are the tools for player acquisition going by their volumes and success rate
• Subsequent Deposit Success Rates on Cards and Bank – current performance effects player retention and result in lesser than expected
transactions per player – Cash (Vouchers) does not push player retention due to its discrete nature
• Transaction costs on Cash (Vouchers) – higher than any other options, hence higher transaction from Cash (Vouchers) also result in
higher transaction cost overall
• Chargeback and returns on Cards and Bank – respectively are higher than expected in Germany, ELV is not optimally used and result sin
higher return rates
• Due to the long list of options available on Cashier and low success rates, Cards and Banks are not user friendly but Cash is due to the
frictionless deposit path
• Wallets are relatively weak in Germany due to higher penetration and acceptability of Cards and Banks options – so Wallets availability on
main cashier page in Germany is more noise than value addition
Competitive Review
• We are at a competitive disadvantage and losing market share due to below par success rates on Cards and Banks bank options
require more push in terms of performance to gain market share
• Higher volumes from both new and subsequent players coming through Vouchers, Voucher gives advantage on acquisition however on
subsequent deposits Voucher volumes are too high to be normal ( lower player retention)
• Higher CB rates and return rates result in lesser push of Cards and Banking Options to players, resulting in disadvantage due to their high
adoption rate
8. 5/18/2015 2010 PartyGaming - Internal and Confidential 8
Germany – Strategy
Rescue Strategy
• Conversion – move players from using Vouchers (Cash) to Banks this will impact overall transaction cost for good
• Talk to suppliers, reduce integration issues, change supplier or reduce dependency
• Routing of transactions using BIN Optimization and Sort Code Optimization to reduce the decline rates
• Reduce the number of wallets and thin wallets from Cashier to reduce the noise and clean the cashier from user
perspective
• Use dynamic messaging in case of declines or Player facing transaction problems by switching options based on
performance and faster confirmations
Short Term Implementations
• Solve the problems with SIDs to allow more players to transact
• Discuss with Suppliers the integration issues on DirectPay24 and Giropay
• Primary BIN classification into hostile and friendly BINs
9. 5/18/2015 2010 PartyGaming - Internal and Confidential 9
Netherlands – Analysis
• Emerging Market, players with player values above $1,100, overall fifth largest market
for PG – we are losing market share in Netherlands
• Market requires good bank options, as banks are the preferred means of transaction
• Mistercash performance is poor, we lose more than 15% new players and minimum 2
to 3 transactions per players from this option’s underperformance
• Bank’s Success Rate internally showed inflated success rate on new transactions
(70%), however Suppliers data shows that Success rate are only 55%.
Overall cashier performance is poor based on relative performance of options
and player experience
Overall cashier performance is poor based on competitive advantage
assessment, and shows of potential to increase market share
Opportunity
$8 million in increased deposits (2009)
10. 5/18/2015 2010 PartyGaming - Internal and Confidential 10
Netherlands – Summary
Options Summary
• Bank’s success rates are poor resulting in huger opportunity losses in Netherlands, Banks performance needs to
be improved from its current levels
• Cards have good success rates but still below advantageous rate as declines are higher due to transaction velocity
problems
• Wallets in Netherlands are more of noise than advantages when we have very good Bank and Cash Options
Competitive Review
• IDEAL is one of the most used banking option in Netherlands has relatively poor performance on our system,
resulting in loss high value players from this country.
• Due to below par success rate on both Cards and Banks, results in competitive disadvantage and loss of market
share, especially bank options requires more push in terms of performance to gain market share.
11. 5/18/2015 2010 PartyGaming - Internal and Confidential 11
Netherlands – Strategy
Rescue Strategy
• Conversion – move players from using Credit Cards to Banks this will positively impact overall transaction cost
• Talk to suppliers, reduce integration issues, change supplier or reduce dependency
• Routing of transactions using BIN Optimization and Sort Code Optimization to reduce the decline rates
• Reduce the number of wallets and thin wallets from Cashier to reduce the noise and clean the cashier from user
perspective
• Use dynamic messaging in case of declines or player facing transaction problems by switching options based on
performance and faster confirmations
Short Term Implementations
• Discuss with Suppliers the integration issues on IDEAL performance
• Primary BIN classification into hostile and friendly BINs
• Increase the number of suppliers to reduce loss due to downtimes
• Add Direct Debits
12. 5/18/2015 2010 PartyGaming - Internal and Confidential 12
Impact Analysis
• Cards performance is based on sample data given by Optimal, Approval Rate comparison with Playtech Brands – Party approval ratios are 38% against
75% for Playtech brands
• Based on BIN Summary Analysis, overall decline rate is 25%, where 15% of total decline is due to hostile BINs and 12% is expected to be due to
transaction velocity and Integration problems
• Banks performance analysis based on data from Smart2pay shows that more than 40% of unique transactions are declined due to various reasons where
more than 20% are resultant of Integration issues, technicalities and lack of routing
• Neteller analysis shows that number of players lost on this wallet are far higher than what we report due to transaction velocity, routing, their gateway
restrictions etc
• Entropay success rate is almost 45% lower than what we see internally, only 30% of players which goes to their domain are successfully able to make
deposit, others are lost due to various CC error codes
• Analysing the Small Initial Deposit data for EFT, more than 45% of the players are lost during this process of bank account confirmation
• Moneybookers decline rate is more than 35% based on suppliers' information, indicating the huge declines we have on pending transactions
Opportunity Due Methods Underperformance Based on 2009 Volumes
Method
Actual
Success
Rate
Expected
Success
Rate
Unique
Player Failed
Avg Dep per
Txn # of Txn Opportunity Gross Revenue
Cards 80% 90% 80,000 85.00$ 6.9 46,920,000$ 23,460,000$
Banks 83% 90% 8,500 105.00$ 5.1 4,551,750$ 2,275,875$
Wallets 70% 80% 5,500 65.00$ 3.4 1,215,500$ 607,750$
Total 26,343,625$
Opportunity on New Players Due to Methods Underperformance Based on 2009 Volumes
Method Type
Success
Rate
Exp.
Success
Rate RMPs Loss
Avg Dep per
Tranx.
Tranx per
Player
Opportunity on
New Player
Deposits
Opportunity as
Existing
Players
Total
Opportunity Gross Revenue
Cards 70% 90% 81000 115.00$ 1.65 15,369,750$ 36,146,250$ 51,516,000$ 25,758,000$
Banks 55% 85% 4500 80.00$ 1.35 486,000$ 1,771,875$ 2,257,875$ 1,128,938$
Wallets 65% 80% 6500 70.00$ 1.15 523,250$ 950,625$ 1,473,875$ 736,938$
Total 27,623,875$
Expected Annualized Gross Revenue Opportunity Based on 2009 Volumes 53,967,500$
Annualized EBITDA Impact 16,190,250$
13. 5/18/2015 2010 PartyGaming - Internal and Confidential 13
Core Projects
• Transactional Profiling Payments Engine
• Least Resistance Routing
• Least Cost Routing
• Dynamic Cashier
• Smart Switching Capabilities
• Dynamic context sensitive messaging for retry strategies
• Conversion initiatives or pop up chat for specific issue resolutions
• Retry strategies with the engine constantly adjusting for optimization
14. 5/18/2015 2010 PartyGaming - Internal and Confidential 14
Payments Next Steps
• Finalize initial list of short term and core changes that we have identified for Payments
• Determine the expected financial impact for each item on the list and begin implementation of
items that are not dependant on external teams
• Work with Product and Dev to determine the resources required for each item that has
dependencies
• Prioritize the items internally and determine based on the current pipeline when they can be
launched
• Identify additional resources required to launch sooner, the timing of launches and ROI on any
additional cost
• Return to the Execs with the results and determine how to move forward
15. 5/18/2015 2010 PartyGaming - Internal and Confidential 15
Norway
Gaming Ban to be effective from June 1st 2010. The ban is to target Financial Services Providers who assist remote Gambling companies
who operate in Norway without a Norwegian Gaming licence.
Complete Across the Board 7995 Block: Issuers to decline all authorizations with MCC 7995 wallets would be impacted as Neteller and
MoneyBookers use MCC 7995 while funding via card
Possible actions to retain market share:
• Entropay to be used as card backup to address card demand
• Enhanced error messages educating customers how to proceed with the deposit
• Conversion initiatives to migrate customers from solutions that would become extinct
Credit Card Declines
• Entropay Promotion – Similar to the one running in Canada
• Promotion by emails to the customers proactively and reactively for failed deposits and failed conversions
• Event Detection System to strategically deliver a popup to the affected base of players
• Client marketing tool for RMP Norwegian players and one with previous credit card transactions when they log on promote our conversion
initiatives
• Campaigns for conversions via 2 methods currently in our cashier, Instant Banking for Bank Transfers and UKash vouchers for Cash
• Live agent (Push Chat) assistance
Short Term and minimal Development Required
• Process enhancements to existing solutions and addition of methods from existing suppliers
• Entropay to improve the conversion process and success rate overall
• Ewire (real-time bank and card transfer service): Currently offer in DKK. Integration of NOK and SEK for Deposits and enabling cash outs in
the 3 currencies
• Citadel Instant Banking: Refine the Instant Bank transfer process and once establish will require some protocol changes yet to be determined
on our end
• Paysafecard: Addition of this solution in Norway and with local currency (NOK)
• GluePay (real time bank transfer service) based in Scandinavia, allowing customers to pay and receive money to and from merchants
instantly and securely
It is important to note that is it is a Complete Across the Board 7995 Block, we need to prepare for the domino affect of the bank or
some of the banks in Norway becoming hostile for the alternative payments ultimately ending up at gaming sites
16. 5/18/2015 2010 PartyGaming - Internal and Confidential 16
Belgium – Analysis
• Emerging Market, players with player values above $1100, huge Casino potential – we
need to improve markets share
• Market requires good bank options, as banks are the preferred means of transaction,
MisterCash one of the dominant option is available with us.
• Mistercash performance is poor, we lose more than 15% new players and minimum 2
transactions per players from this options underperformance
• Banks Success Rate internally showed inflated success rate on new player transactions
(70%), however Suppliers data shows that Success rates are only 55-60%.
Overall cashier performance is poor based on relative performance of options
and player experience
Overall cashier performance is poor based on competitive advantage
assessment, and shows of potential to increase market share
Opportunity
$5 million in increased deposits (2009)
17. 5/18/2015 2010 PartyGaming - Internal and Confidential 17
Belgium – Summary
Options Summary
• Volumes – Cards and Cash are relatively attractive than Banks, however going by Belgium customer preference, Banking options should
be the most preferred option.
• Cash (Vouchers) outweighs other options due to easy availability and no transaction friction result in higher success rate
• Cards and Wallets are the tools for player acquisition going by their volumes and success rate
• Going by subsequent deposit success rate on Cards and Bank, current performance effects player retention and result in lesser than
expected transactions per player. However Cash (Vouchers) does not push player retention due to its discrete nature
• Transaction Cost on Cash (Vouchers) is higher than any other options, hence higher transaction from Cash (Vouchers) also result in
higher transaction cost overall
• Wallets are relatively weak in Belgium due to higher penetration and acceptability of Cards and Banks Options. So Wallets availability on
main cashier page in Belgium is more of noise than value addition
Competitive Review
• MisterCash one of the most used banking option in Beligium has relatively poor performance on our system, resulting in loss high value
players from this country
• Due to below par success rate on both Cards and Banks, results in competitive disadvantage and loss of market share, especially bank
options requires more push in terms of performance to gain market share
• Higher volumes from both new and subsequent players coming through Vouchers, Voucher gives advantage on acquisition however on
subsequent deposits Voucher volumes are too high to be normal ( lower player retention)
18. 5/18/2015 2010 PartyGaming - Internal and Confidential 18
Belgium – Strategy
Rescue Strategy
• By Conversion initiative, move players from using Cards to Banks this will positively impact overall transaction cost
• Talk to suppliers, reduce integration issues, change supplier or reduce dependency
• Routing of transactions using BIN Optimization and Sort Code Optimization to reduce the decline rates
• Reduce the number of wallets and thin wallets from Cashier to reduce the noise and clean the cashier from user
perspective
• Use dynamic messaging in case of declines or Player facing transaction problems by switching options based on
performance and faster confirmations
Short Term Implementations
• Discuss with Suppliers on integration issues on MisterCash performance
• Primary BIN Classification into hostile and friendly Bins
• Reduce the number of wallets and thin wallets
• Add Direct Debits
• Improve our Bank Transfer offering
19. 5/18/2015 2010 PartyGaming - Internal and Confidential 19
Brazil – Analysis
• Emerging Market, largest market in South America
• Due to limitations on deposit options and unusually low Credit Cards Success
Rate, penetration rate is too low – market requires more Cash and Bank options
, where we have major competitive disadvantage
• Credit Cards including Entropay are not the solution for increasing penetration
as Entropay success rates are no different than CC deposits – Entropay data
shows that success rate through their option is not more than 30%
Overall cashier performance is poor based on relative performance of options
and player experience
Overall cashier performance is poor based on competitive advantage
assessment, and shows of potential to increase market share
Opportunity
$2.5 million in increased deposits (2009)
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Brazil – Summary
Options Summary
• Credit Cards and Entropay are no good in this market
• Banks are hostile as well to make any penetration in the market
• Overall Brazil is under severe competitive disadvantage from cashier perspective
Rescue Strategy
• Talk to suppliers, reduce integration issues, change supplier or reduce dependency
• Routing of transactions using BIN Optimization and Sort Code Optimization to reduce the decline rates
• Reduce the number of wallets and thin wallets from Cashier to reduce the noise and clean the cashier from user perspective
• Use dynamic messaging in case of declines or Player facing transaction problems by switching options based on
performance and faster confirmations
• We need Hybrid (Cards-Bank-Cash Mix) Solutions to penetrate in these markets
Short Term Implementations
• Primary BIN Classification into hostile and friendly Bins
• Increase options to facilitate Bank and Cash transactions
• Explain New Credit Card Alternatives to Entropay's MCC 6012
• Entropay Enhancements