Faster. Riskier. Shouldn t Mean. How to underwrite faster without assuming more risk. PRESENTER: Peter Fitzpatrick

Transcription

1 Faster Shouldn t Mean Riskier How to underwrite faster without assuming more risk PRESENTER: Peter Fitzpatrick

2 Peter Fitzpatrick Director, Market Development Agreement Express is the leading software platform in the United States for merchant application, underwriting, and onboarding automation. Peter works with payment service providers across the spectrum from ISVs to acquirers to achieve digital transformation and a competitive growth potential. His clients include Visa, Cayan, WorldPay, Ingenico epayments, TSYS, and First Data.

3 If you want someone at Agreement Express to walk you through these slides, call

4 What impact has payment facilitation had on our industry?

5 Risk and underwriting is now a source of competitive advantage

6 Future State Sponsor Bank Processor Acquirer Gym Management System Omni-Channel Marketing Automation Software B2B, Healthcare, Education, Municipality, Not for Profit, Property Management, Retail, Hospitality Doctor s Office Management Software Global ecommerce

7 In the three months ended March 31, 2015, we recorded a loss of approximately $5.7 million related to fraud - Square * *Square s file to the Securities and Exchange Commission on October 14, 2015

8 A challenging future state for acquirers 1 Acquirers need to provide oversight on hundreds or thousands of payment facilitators 2 Traditional oversight models are unlikely to succeed 3 Acquirers must defend traditional distribution channels from payment facilitators

9 A challenging future state for acquirers the solution Provide payment facilitators with modern tools to combat fraud Build automated oversight into tools provided to payment facilitators Implement the same tools for direct channel to maintain competitiveness

10 Automated applications, underwriting, and onboarding platform. CUSTOMER ENGAGEMENT LAYER AUTOMATED WORKFLOW AUTOMATED RISK DECISIONING & OVERSIGHT API

11 Automated applications, underwriting, and onboarding platform. CUSTOMER ENGAGEMENT LAYER AUTOMATED WORKFLOW AUTOMATED RISK DECISIONING API

12 How competitive is the merchant experience? THINK How much time does it take the merchant to complete their application? How many times did the merchant have to come back to provide information? DO Collect as little information from the merchant as possible Validate information as it s being entered

13 How to measure: Time it takes to fill in application (in minutes) 1. How long applications take to be completed # of times ( application is returned due to errors or missing information + x = Time it takes to make each correction (in minutes) ( 2. How long customers take to return applications Time to complete application (in minutes) Minutes (or hours) it takes a customer to return a complete application after a salesperson has sent it to them

14 Automated applications, underwriting, and onboarding platform. CUSTOMER ENGAGEMENT LAYER AUTOMATED WORKFLOW AUTOMATED RISK DECISIONING & OVERSIGHT API

15 Binary Complex Simple to achieve Rules must be simple to automate No retrospective learning to improve over time Pro Complex rules and decisions can be applied to automation Retrospective learning to improve over time Difficult to achieve

16 Amalgamated Scores: Merchant Risk Score Weight Score: 71 Business and Owner Identity Business Profile and Risk Indicator Processing Profile Exposure Score Financial Acceptability Score

17 Amalgamated Scores: Merchant Risk Score Weight Score: 82.5 Business and Owner Identity Business Profile and Risk Indicator Processing Profile Exposure Score Financial Acceptability Score

18 Score each merchant. Needs underwriter review and decision Too risky to do business with Not at all risky to do business with

19 2017 System Decisions Automated Recommended

20 Industry-specific scoring Travel Companies Clothing Stores

21 Automated applications, underwriting, and onboarding platform. CUSTOMER ENGAGEMENT LAYER AUTOMATED WORKFLOW AUTOMATED RISK DECISIONING & OVERSIGHT API

22 Captures five pieces of information upfront from the merchant. Once Continue is clicked, a lead is generated.

23 The merchant completes the form and accepts terms and conditions

24 Payment Facilitator Scorecard

25 Scorecards from each Partner showup in the Acquirer s queue.

26 Underwriter at the Acquirer is prompted to address those exceeding a risk score or having been flagged.

27 Underwriter can approve, conditionally approve, or decline the merchant. Kicking off a workflow to notify the Partner and close or limit the account.

28 Automated applications, underwriting, and onboarding platform. CUSTOMER ENGAGEMENT LAYER AUTOMATED WORKFLOW AUTOMATED RISK DECISIONING & OVERSIGHT API

29 Thank you Questions? Or want to see a demo? Call: