MARIE STEINTHALER - GROWTH & REGULATION: STRIKING THE BALANCE

Growth & Regulation: Finding the balanceMarie Steinthaler | Zopa | @marmarlade

2

We’re Zopa. Smart loans. Simple Investments.

Lending PlatformLender Borrower

£££ to lend out

£££ repayments£££ interest + capital

£££ loan

Growth & Regulation | @marmarlade

3

Driving growth of a global £100bn industry

Source: Peer-to-Peer Finance Association (P2PFA); AltFi.com (as of October 15, 2015)1 As of October 15, 2015

2011 2012 2013 2014 2015 YTD Annualised¹

£89m £179m£462m

£1,341m

£2,667m

Early Adopters Mainstream



4

We’ve built growth on three pillars

Consistently great customer

experience

Great value, easy to understand

products

Exceptional, prudent risk management

Create a richer life for everyone by making money simple and fair

Aside from customers, three actors can make or break you

5

6

Investors Employees Regulators


Guardians of an ecosystem with a huge audience of consumers

Cares about high-quality, reliable, consistent, clear services

Provides guidelines for what is and isn’t acceptable

Can enable you to become a billion dollar business… or not!

Guess who…


8Growth & Regulation | @marmarlade

Move fast and break things?10

11https://xkcd.com/1428/ Growth & Regulation | @marmarlade

https://xkcd.com/1428/

12

Some recent examples of when things go “wrong”

Uber employment tribunalFacebook fake news Lumosity fined $2m


“Succeeding because of civil society, rule of law & institutions, not despite of them”

13Quote from “On Uber, workers, and regulation”, Azeem Azhar

15

Engagement with policymakers benefits us all

Harriett Baldwin MP, Economic Secretary to the Treasury, LendIt Europe Oct 2015

“I am proud of the fact that the UK has the largest P2P and alternative finance sector in Europe.”


16

2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016£m£100m£200m£300m£400m£500m£600m£700m

Total Loans

What’s happened to our growth under regulation?

Received interim FCA license

to date


>60% CAGR

Act your way into thinking, compliant.

Strictly Private & Confidential 17

19

Doing this needs a special structure

1. People who do the right thing (and know what that actually is)

2. The right level of autonomy and alignment for every project

3. Transparent controls procedures that don’t stifle work



20

Every single joiner gets culture-vetted

21

Our organisational structure moved from this…


22

… to something more like this



23


24

The proof points are the impacts

Borrower Tribe UX, pricing, risk optimisation: 30% growth in £loans, >50% growth in revenue, >400% growth in contribution, NPS >85

Lender Tribe Complete lender product re-launch: 100% growth in new lenders, 100% growth in amount of retail money into the platform, NPS >40

Pioneers Tribe 4 months to go from ideation to launch of Car ReFi, UK’s first online car re-financing tool

Growth & Regulation | @marmarlade 25

MARIE STEINTHALER - GROWTH & REGULATION: STRIKING THE BALANCE

Business

Transcript of MARIE STEINTHALER - GROWTH & REGULATION: STRIKING THE BALANCE