Digital banking is ready to take off in Latin America

Digital banking is ready to take off in Latin America

Digital is the new reality in Latin America. In a recent Celent survey 100% of the participants recognized that a scenario where all financial products get digitized needs to be addressed sometime in the next 7 years and 59% of them believe it needs to be addressed immediately. There is also a general consensus that most banks are entering into Digital late, despite some are already moving in that direction. Threat of fintechs is also a reality. Over 80 fintechs in Brazil and 60 in Colombia are a good sense that the industry is already being challenged beyond incumbents.

In other geographies Banks have responded to this threat by becoming extremely digital and also neo-banks have been launched to attract those customers seeking for a more friendly and digital relationship with its financial institution. Atom Bank in the UK, Fidor Bank in Germany, and mBank in Poland are only a few to mention. In Latin America the major milestones in Digital development we had seen were Nubank (Brazil – Market Cap $500M) and Bankaool (Mexico – ~$142M in assets), until March of 2016 when Banco Original (~$1,67Bn in assets) launched in Brazil.

While Nubank is focused entirely in offering a credit card with a customer friendly personalized real-time view of expenses and modern contact channels (email, call or chat), Bankaool is mainly focused in a checking account with a debit card, SME loans and investment vehicles.

Banco Original is the 3rd step in this digital only bank strategy in the region, becoming the 1st universal digital only bank in Latin America.  As part of its strategy to position the bank as different and innovative they launched this advertising campaign featuring Usain Bolt. As part of a strategic definition in 2013 the bank started a ~$152M investment over the period of 3 years to become a digital bank. They launched in March of this year . The bank has no branches and the interaction is 100% through digital channels and a call center. This move was central to its strategy of becoming a universal bank moving away of being solely focused in agribusiness.

While most of neo-banks and fintechs looking to change the customer experience in financial services have adopted in-house development to support their digital strategy, this is not the case of Banco Original which relied in a 3rd party Open API solution. Commercially available solutions that can support a digital only bank means that as an industry we are ready to take off. There is no reason now why other banks should not follow, and software vendors will do their part pushing their offering into banks of all sizes.

I believe that we are in a tipping point were banks in Latin America will need to re-think their investments and strategies towards digital: the threat is now real.

Two upcoming reports will be covering Digital and a couple of disruptive scenarios in the banking industry in Latin America, so expect to have more information soon if you are a Celent customer. If you would like to become a Celent customer please contact Fabio Sarrico (fsarrico@celent.com).

 

Unbundling, Fidor, and the model for approaching financial startups

Unbundling, Fidor, and the model for approaching financial startups
I´ve recently had multiple conversations with financial institutions about the trend of unbundling financial services by FinTech startups. In fact, it’s hard to discuss the future of the industry without touching on it. Articles from Tanay Jaipuria, Tech Crunch, and CBInsights speak openly about inexorable disruption. They all tell a fairly similar story. Unbundled products and services disintermediate financial institutions by improving on traditional offerings. Banks lose that value chain. Banks become a utility on the back end, essentially forced by the market to provide the necessary regulatory requirements and accounts for nonbank disruptors. With images like this (see below), it’s hard to argue that it isn’t happening—at least at some level. Unbundling-of-a-bank-V2 There are plenty of reasons to be skeptical about the hype surrounding disruption by FinTech players (shallow revenue, small customer base, etc.), but even if only a few manage to become sizable competitors, that still represents a significant threat to banks´ existing revenue streams. There’s also data pointing to higher adoption in the future. A study from Ipsos MediaCT and LinkedIn showed that 55% of millennials and 67% of affluent millennials are open to using non-FS offerings for financial services. This number is surprisingly high, and the largest banks in the world are paying attention. The threat of losing the customer-facing side of the business is a legitimate risk that banks face over the next 5-10 years. But there´s a possible solution that could enable banks to remain relevant even as they begin to see some of their legacy products or services fall to new entrants: be more like Fidor Bank. Fidor Bank is a privately held neobank launched in Germany. It has a banking license and wants to transform the way financial institutions interact with their customers by creating a sense of community and openness. The bank views its platform, fidorOS, as a key differentiator that allows it to offer customers services from start-ups or new financial instruments. For example, it offers its customers Currency Cloud for foreign exchange as well as the ability to view Bitcoin through its platform. Going forward, it may make more sense for financial institutions to take this approach. Banks can´t be everything to their customers, and there´s a healthy stream of market entrants trying to chip away at the banking value chain. A middle way is that banks become an aggregator for popular nonbank FinTech offerings as they become popular. This would preserve the benefits of traditional bundling by aggregating offerings and re-bundling them alongside its home grown services. Some benefits include:
  • Maintain the consumer facing side of the business by letting customers access these service through your platform
  • Increase cross-selling and marketing opportunities
  • Preserve a convenient and frictionless experience by reducing the fragmentation of unbundling
These benefits would provide value to both the FI and the FinTech partner, and it´s not a new concept. Netflix is effectively an aggregator of content from a variety of production companies (along with creating great content of their own). The music industry has been offering bundled services for more than a decade. Banks are loath to forfeit parts of the business, but as other industries have seen, the longer they wait the more disruptive the change will be.