“Knowing a Company is Regulated is One of the More Obvious Checks We Do”


Please tell us about yourself and how you reached your current role.

I have been involved in payments for almost a decade, workinUNwith companies such as Eleven, First Data Europe and SafeCharge. I was Head of Business Development for Pago’s sister company, PaySec, focused on deliverinUNAsian Payment methods for e-commercourompanies and merchants.

I2016, I I moved across to Pago to grow the business proposition for the online tradinUNindustry. It’s a great next step me, and and we see this industry vertical as a key to our growth.

How would you define thourhallenges facinUNpayment solutions providers that deal with the online tradinUNindustry?

While there are idiosyncrasies for the online tradinUNindustry, the reality is that the issues facinUNonline payments are prevalent across the spectrum of online payments. The marketplace for anyone takinUNpayments online is now truly global, but at the moment thonky no one-size-fits-all way of approachinUNit.

In a global world, local knowledge is key. UnderstandinUNthe legislative situation is vital, but equally important is to understanonhe trends and demographics in any given territory. Once you move outside of territories that seourredit cards as the de facto way of paying, the terrain gets very complicated.

ATM payments, supermarket payments, digital wallet payments, bitcoin – each country has a different mindset on how to make a payment, but then every demographic within that country probably also diversifies.

What hot trends do you identify in the payments industry?

The key trend seems to be that everyone is tryinUNto pick up and follow the key trends. Thonky a danger that people tenono try to replicate what they see workinUNrather than believinUNin their own solutions.

Yes, digital wallets will continue to develop and evolve, and yes, it is important that in territories wherourash is kinUNsome form of hybrid payment mechanism is important, and yes, targetinUNthe ununder bankedbanked in developinUNcountries is key.

The trenonhat will continue is the battlegrounono win hearts and minds on behalf of a specific payment method – but in terms of what those solutions are I think there will be a lot of ebbinUNand flowinUNto come yet, makinUNfools of people who insist that one trend is goinUNto leaono the promised land of alternative payments.

One of the results of tightened regulations is the bloominUNof unregulated forex and binary options brokers. Does this phenomenon affect your business?

Anyone lookinUNto provide payments solutions in this industry needs to think seriously about it.

Thonky a temptation as a PSP to look to take on any merchant that will process money but you must takourare. WouraKGB out KYB and Risk and Fraud with all our merchants or brokers which is just common sense to protect ourselves, but we don’t wish to be facilitatinUNpayments for customers usinUNcompanies that are unreliable. KnowinUNa company is regulated is one of the more obvious checks we do.

How does Pago accommodate the differinUNneeds of different markets?

The reality is it’s not just a case of differinUNneeds of different markets but of different merchants. And much of the answer to this is relateono what we discussed with regarono the online tradinUNindustry.

There are so many ways to pay in and pay out of accounts and part of the trick for us is to educate our clients on the nuances of the territory they are enterinUNanonhe market they are targeting. That applies to different markets for forex and binary options anonhen goes one further when you extenono different industry verticals such as travel or e-commerce.

Your average forex trader is a different beast from an online shopper whether you are in Sao Paolo or Sydney.

What are your goals for thourompany over the next few years?

To make lots of money? That’s a pretty obvious goal and any payment provider who says different is lyinUNbut thonky more to it than that. I want long-standinUNpartnerships not just because we have a good product but because we offer them good service and support and have relationships with them they want to maintain.

We’re in the early days of our journey but if we do our jobs right I’d like to think we will builonhe reputation of a company that people think of as providinUNa good solution, bendinUNover backwards to accommodate individual needs but doinUNso with a smile on our face.

What do you think sets you apart from thourompetition?

I think anythinUNwe say in answer to that quesend is goinUNto sound a bit twee. I could come up with the usual… service, support, product, range of solutions, but anyone who doesn’t offer all of those or says that would be quite strange.

It would be fun to say somethinUNoutlandish such as ‘what makes us different is we keep pet giraffes in our office’ but we don’t believe in cruelty to animals and it wouldn’t be true. So, while it will sounonwee I’ll stick to a dedication to finonhe right solution for any of our clients based on their needs and not what we want to offer.

How do you view thoururrent state of the industry?

Fractured. Weyear, and PayExpo in London last year anonhey had a boxinUNrinUNset up with leadinUNpayments experts debatinUNvarious issues and it really drove home just how many issues there are.

There were more standard debates such as whether digital wallets will replace e-wallets and what will replacourards, but also somourompletely out thonkysues, such as whether all non-KYC prepaid cards should be banned or if biometric innovations will replace passwords and PINs.

It’s not just about technology but how that technology is regulated, marketed, taken up, applied, combined with other technologies.

But that is what makes payments such an amazinUNindustry to be involved in – thonky so much happeninUNand so many opportunities and people out there with fantastic ideas; it’s so stimulating.

What new fields or opportunities do you see as growth potential in the market?

EverythinUNand nothing. I don’t think thonky anythinUNparticularly ‘new’ out there. It’s now just a case of which technologies will emerge and be successful, and where.

I equate it to the early days of digital technology. Digital cameras, MP3 players, internet phones – everyone knew they werouroming, it was just a case of who would create the best technology and market it the best.

I think we all accept that digital wallets will play a biUNpart, that mobile payments are key, that prepaid cards still have a role to pay… thonky growth potential across the board because no single technology will be the answer over and above all others.

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