© 2013 ECC International

“Mobile Payment –

The race is heating up”

Deutsche Telekom: „Mobile Solutions Day 2014“

Darmstadt, 24th June 2014

Thomas Lerner

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Proximity Payments still the biggest piece of the pie

Core Segments Mobile Payment

Questions / Opinions / Quotes

Lessons from the leaders

Mobile Ready Enterprise

Who will deliver the “Blockbuster”?

Facts

The next entrants to watch

Current Mistakes

Agenda

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Leave me alone with your Mobile Payment stuff. This is a dead horse. (German Publisher)

„There no need for Mobile Payment in Germany. We have ATMs, Credit cards,

Branches. (Bain / FAZ April 2014)

Mobile Payment is a Game Change where the infrastructure for banking is missing

„Mobile Payment is one of the biggest markets. Good for business to be in!“

„The End of monopoly“ (The Economist, May 2014)

„Mobile is the future“ (Eric Schmidt, Google)

„Mobile Payment via Touch ID is on the way.“ (Tim Cook, Apple)

“Mobile us not the future, it is now. Meet your customer, in the environment of their choice,

not where it´s convinient for you.” (Cyndie Shaffstale)

“If you are not in mobile (payments) you are out!” (Thomas Lerner)

Questions/ Opinion / Quotes

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Facts: Mobile Payments

• 2016: 50 Mill. Europeans use Mobile Payments, 175 Mill

Asians (Gartner). We reach the Asians figures this year

• Smartphone growth between 15-20%, tablets 35% every year till 2017

• Mobile Money accelerates; 70% MNOs; > 150 Services

• Biggest Market : China:

• 1,6 Trillion US-Dollar, transaction growth: 213%, value of

transactions 317%, 500 Milliion Mobile Internet User

• Facebook access market; Apple´s start will be expected soon

• Banks (“Barclays, Paym…) awakening

• Retailers (“MCX”) join forces

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Proximity Payments the biggest piece

of the pie

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Core Segments Mobile Payment

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

The next entrants to watch (examples)

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Deutschland

30

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Current Mistakes

• Mobile Payment isn´t a competition of technologies

(NFC, BLE, Beacons, HCE….)

• Missing homework

• Understanding of essential pieces / Mobile Payments

• Offering a platform; hope for customers and retailers

• Missing solving real needs / service differentiation

• Everybody believes to be NTT Docomo / M-PESA

• Value Proposition

• „Wait and see-approach“ leads to the end of status-Quo

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Lessons from the leaders (I)

• Mobile Payment: Business decision follows clear strategy

• Business Model cristal clear

• Precondition: Mobile-ready enterprise

• Mobile Research + Management of Innovation

• Flexible / extensible Business eco system (Partner-/

Alliance-Model)

• Platform-Strategy (Product-/Multi-side-strategy)

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Mobile-ready Enterprise

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Lessons from the leaders (II)

• Integration Stakeholder

• Countyspecific habits, laws, regulation, market

• Check Solving Chicken – Egg Dilemma

• Enterprise – Joint Venture – Cross Sector / country

• First Lesson: Start with customer / Retailer

• Solve their not your problems („Need seeker concept“)

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

Who will deliver the „Blockbuster?“

© 2013 ECC International

“One more thing” (Apple´s Schachzüge im Mobile Payment)

Thomas Lerner

© 2013 ECC International

LMC

Wilhelm-Schrohe-Straße 10

55128 Mainz / Germany

Thomas Lerner

Author, Management Consultant

(Mobile Banking/Payment/Marketing)

Tel. +49 (0) 6131 337569

Mobil. : +49 (0) 170 8327849

E-Mail: tk.lerner@web.de

Linkedin: 1312mainz1979

Twitter / Xing

Internet: www.thomas-lerner.de

Contact

© 2013 ECC International

Consultant, author, Economist (Johannes Gutenberg University /

Mainz) attended in 2000 „E-Commerce Executive Masterclass“

at Haas-Business School, University of California Berkeley.

More than 15 years in Mobile Business and Payments. Various

projects in this area for banks, MNOs, media and IT- companies.

Speaker, Trainer, advisor in Europe, Asia (Kuala Lumpur/Manila)

and soon Africa in Mobile Marketing, Banking and Payments.

The latest of his books „Mobile Payment“ was published in

December 2013 It is read in more than 30 countries and the

world´s leading universities. At the end of his next book "Mobile

Marketing + Mobile Banking" will be published.

Together with Thomas Geiss he was awarded in 2003 for UMTS-

Innovation by Vodafone and the state Hessen.

Currently he offers exec coaching in mobile, staff training,

strategy advisory and project support.

Next 2-days workshops are: Kuala Lumpur 1-2. Sep. / Singapore

4-5. Sep und Cape Town 18-19. Sep.

Contact