Podcast: JPM connects to French funds community Cartes Bancaires

Whitney McDonald 10:09:05
Music, good day and welcome to The Buzz a financial institution automation information podcast. This episode of The excitement is delivered to you by financial institution automation summit Europe 2024 which takes place October 7 and eighth in Frankfurt, Germany. This occasion is tailor-made to resonate with monetary providers professionals centered on enterprise optimization by expertise and automation discover ways to overcome implementation challenges by listening to first hand from C stage executives from establishments together with JP Morgan, Barclays, Starling financial institution and extra. There’s no higher place to get a learn on the competitors than at Financial institution automation summit Europe 2024 on October 7 and eighth. Register now at Financial institution automation summit.com my identify is Whitney McDonald and I’m the editor of financial institution automation Information. As we speak is August 20, 2024 becoming a member of me from JP Morgan is Mike lozenov. He’s right here to debate his international efforts within the service provider buying enterprise at JP Morgan, together with tapping right into a French community and boosting in retailer providers. Thanks for becoming a member of us, Mike

Mike Lozanoff 10:10:01
first. Thanks Whitney, for having me on I’m excited to be right here with you at the moment. I’ve a little bit little bit of distinctive story. In all probability, at the moment, I began my profession out of faculty with JP Morgan, I assume it was financial institution one, and there have been mergers alongside the best way. And I spent, like, the primary 12 years in engineering in our bank card issuing enterprise, you understand, from working second shift as a as an operator, to writing code in our card issuing enterprise, after which moved over to our Service provider buying crew about eight years in the past, and now have run lots of the engineering platforms for our card issuing and service provider buying so I bought, like, a deep engineering background, however over the past 5 years, bought the possibility to run product and engineering for our enterprise enterprise, after which lately, simply was elevated to be the worldwide head of service provider providers for JP Morgan. In order that remit contains main the technique and execution and full PNL accountability of our enterprise right here that gives service provider buying options to a number of the largest international purchasers, after which additionally small companies by our Chase department community.

Whitney McDonald 10:11:09
Nice. Nicely, thanks once more for being right here along with your background in engineering after which, after all, management as properly. You’ve gotten an awesome form of mixture of background right here that I’m positive helps you with innovation. So earlier than we get into new expertise and what you’re centered on proper now. Perhaps you might inform me a little bit bit about who you’re main, what your crew is made up of, and form of give us a little bit glimpse into what your crew appears to be like like.

Mike Lozanoff 10:11:32
Positive, positive. So, you understand, we’ve got being a worldwide service provider purchase we’ve got a crew that focuses on worldwide markets, and I’ve a crew there centered on on our gear up and Asia. Now we have groups within the US which are centered on our small enterprise distribution and the options there, in addition to our enterprise phase, which will be fairly advanced in enterprise funds, whether or not you’re promoting on to the biggest retailers on the planet or distributing to companions and cost service suppliers that you understand, supply their providers as an middleman. it’s a must to handle these relationships, and plenty of of them have relationships with the financial institution. So fairly should navigate that. Fairly advanced on occasion, groups centered on industrial gross sales. So how can we get the product and the way we wish to promote it? How can we wish to value it? We speak to purchasers about it, a crew very a lot centered on that. After which a crew that will get lots of work as of late is targeted on our cost networks and authorities relations. So much can so much can occur on this trade and regulation differs by by nation and area. And so must have a crew there that additionally focuses on that. After which clearly, you understand, my my consolation in engineering, I’ve that crew as all as properly centered. However of late, that’s form of the place I grew up and have a consolation zone. So I’m attending to study much more of the enterprise aspect, which really has me actually invigorated.

Whitney McDonald 10:12:57
Yeah, I’m positive that there’s by no means a uninteresting second from the innovation to maintaining with shopper wants, after which the regulation piece of the puzzle, I’m positive, is simply the the cherry on prime, making an attempt to bail it completely. Um, properly, on the subject of what you’re engaged on, what you’re innovating, possibly you might give us a little bit perception into what you’re centered on proper now. How’s the service provider, buying enterprise evolving? What are you centered on? What are the shopper wants? And the way do you form of innovate round that. What’s the main focus?

Mike Lozanoff 10:13:25
No, so we’ve one of many issues we’ve been we’re an extended standing service provider acquirer, operated underneath the model, and plenty of of our purchasers, you understand, nonetheless use the model cost tech. That’s what our contracts nonetheless state. And, you understand, being a long run processor, it’s a must to reinvent your self on occasion, and we’ve been doing that now over the previous few years, placing some huge cash into the platform and re skinning our providing as a commerce resolution. And we’ve got that on the market the place we’re actually going deep into our API and digital channels. Shoppers want various things in at the moment’s day and age, and how briskly they should stand up and working their. Pace of entry to information and giving it to them in a kind issue that’s extra fashionable has been a giant funding space for us. We’re additionally going into it a little bit bit deeper into in retailer funds. We’ve been a energy participant in E commerce and, you understand, in on-line and on-line retailer recurring funds, however getting deeper as a financial institution processor within the in retailer, funds is a giant funding for us. There’s there’s nonetheless an amazing quantity of spend in retailer, despite the fact that most of us, you understand, could store on our telephones, however there’s loads of issues that that chat that approach you purchase on-line, decide up in retailer, and the options are fairly sophisticated, and retailers like our model, in order that they wish to do enterprise with us.

Whitney McDonald 10:14:47
Perhaps we might take that concept of being a financial institution processor a step additional. What’s the distinction between being a financial institution processor and a cost processor? What’s the profit there? I do know that you simply form of simply talked about you will have the shopper interplay piece. Shoppers are acquainted with the JP Morgan model, however possibly speak by the variations there and the advantages and why that will be the trail that service provider takes. Nicely,

Mike Lozanoff 10:15:09
I believe it’s whether or not it’s a profit or the way you wish to body it. The factor I believe is exclusive with us is, you understand, it’s our model, our methods, our engineers, our service all operating it. We don’t outsource any of that relationship to a 3rd occasion. We don’t white label another person’s expertise. It’s all us. And I believe a little bit bit that the gross sales crew differentiation there may be, proper when you will have an issue, we stand behind it, and our corporations been round for a very long time, and can, will climate any storm. So I believe one which’s an excellent level of simply belief, proper there a trusted identify, a trusted model, and we’re going to place, you understand, the agency’s popularity behind something we put in market. At occasions, it can be a troublesome factor, as a result of the agency popularity or model can be utilized in opposition to you. So I wish to say funds is a really passionate subject. When corporations have any difficulty, they wish to leverage their agency, broad relationship in opposition to us, in order that there’s all the time an excellent aspect and a nasty aspect to to what you will have as a being a processor,

Whitney McDonald 10:16:12
yeah, however I like what you stated there about proudly owning the entire journey. You’re not outsourcing any of it. I imply, we do lots of protection, and we see on a regular basis, there’s completely different partnerships. There’s completely different somebody owns this a part of the journey. Somebody owns this, who owns this half? And if there’s points with the cost, it might form of get a little bit bit messy. So having all of it in home permits for that to all be in a single place. , you’re, you’re liable for the entire journey. When issues are going nice, or if there’s a hiccup, you’ll be able to,
Mike Lozanoff 10:16:41
yeah, completely. And it’s. It’s a posh factor. I believe the the merchandise I’ve, I’ve realized extra as I converse with retailers or massive purchasers, is, you understand, they aren’t, they aren’t funds specialists or transaction specialists, proper? They only wish to run their enterprise. So the extra we are able to deliver options to them which are, are extra complete, is one thing that they’re they’re listening to. And once more, when you’ve got one particular person or one crew to name, and the factor I’ve seen is, what’s stored me at JP Morgan for thus lengthy, you understand, if there is a matter, we swarm to it and we’ll repair it. And that’s the factor, I believe, that’s, you understand, additionally resonates with purchasers which have an extended standing relationships. They know we’ll be there.

Whitney McDonald 10:17:21
Now, talking of getting the the power to drawback remedy. You’ve been at JP Morgan a very long time. You’ve seen the completely different, I don’t know, the completely different improvements come out. You’ve seen how the journey has developed at JP Morgan, simply from being on the completely different groups that you’ve been on. However possibly you’ll be able to speak us by a little bit little bit of some tasks that you simply’ve been concerned with as of late. What options are you bringing to market? What are you engaged on? What are you investing in to form of meet a few of that shopper want Positive.

Mike Lozanoff 10:17:49
Let’s see the place to start out. I believe a number of the issues which are most fascinating these days, we spent lots of time simply maintaining with the regulation and ongoing cost reg. However that’s not the good stuff. I believe the newer issues now are one. I’m enthusiastic about how we’ve been digitizing our enterprise after which taking lots of insights and information property that we’ve got the place we are able to see one of many different benefits of being a serious financial institution processor. Now we have an enormous client set of knowledge. How are all of the chase clients which have bank cards or debit playing cards, spending their cash, even when they don’t course of with us, we’ve got entry to have a look at these sorts of issues and assist purchasers see how they might be evaluating their spend in opposition to different demographic clients in that very same phase. Or the instance I like to make use of is possibly serving to small companies, the place we are able to current them as a comparability device that, and I believe we name shopper Insights, the place we are saying, let’s say you’re a barber store and also you wish to open a second location. Nicely, the place are others spending cash in numerous geographic areas round you? And might even show you how to perceive the place it’s possible you’ll wish to open your subsequent door. These are various things. Issues that we’re utilizing to in a position to make use of information to assist in giving purchasers the power to develop their enterprise. The opposite one, I see that we’re having to actually problem ourselves about not simply being a part of the transaction circulate, however of the shopper’s journey. So the extra we’re getting capable of spend in areas round serving to them take different elements of their enterprise, whether or not that’s payroll and constructing a payroll service that’s built-in for our small enterprise resolution, or giving them one thing to assist them with their Let’s see your subscription shopper. We’re placing logic in to say we can assist handle your subscription billers, that you simply be your purchasers, that you simply invoice or your clients, and in the event that they get declined, we are going to retry in your behalf and do various things that will help you not lose that buyer. These are issues that was once simply, you understand, assume issues {that a} shopper must handle, or a buyer would handle, and now we’re making an attempt to construct software program on behalf of them.

Whitney McDonald 10:19:57
Now, one of many issues that’s fascinating, after all, is the concept behind the information. And naturally, you guys have a ton of knowledge that you simply’re gathering. You simply talked by that, however having the ability to faucet the information and people insights, such as you stated, the geography or evaluating spending on the patron aspect or small enterprise aspect, that’s one thing that’s key proper now. Are you seeing elevated demand for that from the shopper base proper now? Are they utilizing these options? Are they tapping one thing like client insights.

Mike Lozanoff 10:20:24
They’re, they’re, you understand, they get, you understand, what you all the time discover if you current a brand new product or a brand new perception is, like, you get a little bit little bit of, you understand, click on by curiosity at first, after which it’s a must to watch it proper. What, you understand, what I what I believe could also be subsequent is, hey, that perception is neat, however now I’ve to show that perception into an motion. Perhaps I can inject a loyalty program or a advertising and marketing marketing campaign. I believe persevering with to drag the what’s subsequent? How will it assist the enterprise? Is the place we’ll proceed to innovate, make investments.

Whitney McDonald 10:20:53
I believe that’s the right segue to the following query, which is, what are you centered on proper now? I do know that you simply talked about that is, this can be a international enterprise. You’ve gotten your groups in Europe, you will have the groups in us. You’ve gotten a worldwide enterprise. You’re maintaining with completely different regulation. You’re maintaining with completely different funds, rails and networks. What are you centered on proper now? What has your consideration for? What has had your consideration in current months and in coming months that you simply’re centered on and prioritizing?

Mike Lozanoff 10:21:22
An fascinating one. Perhaps I’ll soar internationally for a bit. We, we did announce being a big European processor as properly, the place one merchandise we’re doing is we’re constructing connectivity right into a French native community known as carp on care. We’ll be the primary American financial institution, really, a part of the French banking system, the place we’ll be registered and have the ability to supply that, that card sort in straight in France. And I believe it’s, you understand, it’s, consider it as an area debit community of kinds, like we’ve got within the US. They’ve that in French, and has massive spend on it, because it’s very favorable to retailers, as the price of that cost is kind of low. We’re doing that with a number of the latest expertise that we’ve constructed. We acquired an organization a number of years in the past that was a cloud switching expertise that we’ve now included into our full platform. The corporate was known as renovate, and we’re doing it with that crew so it’s a full cloud resolution. It’s weaved into our goal commerce platform, and we hope to be promoting that in 2025 that’s bought a fairly a bit of labor. We’re additionally taking a number of the greatest property we’ve bought from actually making an attempt to sew in a powerful digital onboarding for small companies. We did lots of that, and have had that in other places throughout our our software program stack. We’re actually making an attempt to get all of it into this commerce platform. So taking all of the digital property and ensuring, whether or not you’re small, medium or massive, we’ve got a method in to get to our providers, the one one which I believe is form of a necessity. I discussed this in retailer piece. So you understand, simply coming from, you understand, a tech background, what I didn’t all the time notice, and it’s now ruined purchasing for me, being a part of a service provider buying enterprise, as a result of I’m going in and I have a look at the terminal and I’m wondering who the processor is, however that the complexity of what retailers should cope with, with that bodily in retailer system, their ERP methods and stock. So the funding we’re form of making, and you understand, our we’re calling it our omni channel funding, the place we’re going to begin to personal the software program functions on these terminals that can work natively with our on-line on-line interface will assist to take lots of that friction away from purchasers. So, you understand, that’s one I’m extraordinarily enthusiastic about we’re most likely a 12 months into software program growth and a number of the product growth we’ve been speaking about at numerous completely different conferences, however I see it actually going reside in 2025 and that’s going to be a brand new channel for us, as a result of we’ve all the time distributed service provider buying by lots of these retailers, and so they’ll proceed to be. Strategic companions of ours, however we’re additionally tiptoeing into it ourselves to see, you understand, can we play in that market as properly,

Whitney McDonald 10:24:10
to personal one more piece of that, that entire, the entire worth

Mike Lozanoff 10:24:14
chain and that and that headache for purchasers, how can we proceed to take that and see how we are able to deliver that increasingly in home?

Whitney McDonald 10:24:21
Yeah. I imply, that undoubtedly is sensible. So that you stated hopes for that to go reside 2025
Mike Lozanoff 10:24:27
That’s proper, we’re actively speaking to purchasers now and constructing a pipeline, however yeah, we’ll actually begin to get that introduced in North America subsequent 12 months.

Whitney McDonald 10:24:38
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