Post on 18-Jan-2016
The NetPay PartnershipMaking Card Payments
IntelligentCarl Churchill – Managing Director
The Card Payments Utility
• The ability to pay and get paid by card is an expectation, its an essential business utility
• The core capability should not be the start and finish of the service experience
• It should also not be the start and finish of the expectation for businesses• It is this core capability that should and could fuel the real value
“Multi-channel card payments data is the goldmine that’s only just begun to be discovered. It’s the
opportunity for acquirers and card payment services providers to differentiate but importantly is it what empowers business to increase performance, drive
sales, reduce costs and improve customer experience”
What’s the value?
• 23% of UK retailers feel they can quickly make sense of the data available to them to take the right business decisions
• Nearly 50% of retailers believe their current business intelligence tools fall short of their needs
• Only 16% are confident that their data analytics tools provide the organisational visibility they require.
Source: eCommera
The Challenges
• Acquirers are typically operating 20+ year old networks• The understanding of the potential of big data analytics
and the capability to make it happen• The identification of the opportunity and the investment
in developing it• “This is the way we have always done it”• Businesses have become increasingly concerned with
compliance• In EPOS environments providers are becoming
increasingly “hands-off” with card data• Perception of value
What’s the Opportunity?• The right infrastructure performs the
“laundry” for you• Proper customer insight; spend, time of
spend, type of spend• Track customer loyalty natively, repeat
purchase and cohort analysis• Identify and respond to emerging
trends• Non-intrusive, don’t rip out your CAPEX• Multi-channel analytics in 1 view• Spot potential fraud risk and patterns• Real time empowerment
“We have to focus on a shift in mentality. Negotiating the cost of processing cards should change – its
shouldn’t be driving for a reduction of bps, its about what can your provider do to enhance your sales and increase your efficiency? That way the cost is almost
secondary – its not about being the cheapest, its about the best tangible value”
Understanding the process
Multi-channel transaction
Process and Store
Analyse and summarise
Consolidate and present
Build a picture, real time
Long term success is about unlocking the opportunity;• Who was the purchaser?• How much did they spend? • What did they buy? • Have they bought something from us before?• How many times have they spent with us?• Do they purchase online as well as in store?• How does that purchase compare with others?• What is the overall picture of performance?
The Bigger Picture
Purchasing Behaviour- Frequency- Volume- On/Offline
Customer Feedback- Social Media- Surveys- Reviews
Marketing Campaigns- Inc in ATV- Inc in footfall- ROI
“ Get closer than ever to your customers. So close that you tell them what they need well
before they realise it themselves.” – Steve Jobs, Apple
Creating a high performance engine
Make data work for you;• Change your expectation• Challenge your provider on “tangible
value” over and above the core capability
• Embrace the benefits of big data analytics
• Shift your focus from price to value• Focus on using the data to drive
growth and improve efficiency
Questions?
• Thank you for your time.