Uncategorized

By Amir Sarhangi, VP Product at Ripple

The global pandemic is having an unprecedented impact across industries around the world. Remote working, in particular, has rapidly become the ‘new normal’ for workforces globally, enabling many employees to carry out their daily roles — albeit from their own homes.

As companies transition to remote working environments and increase their reliance on digital services and modern technology, FinTech simply can’t remain in stasis. To date, a large part of the industry’s lockdown-induced holding pattern stems from its reliance on outdated technology that can’t keep up with customers’ fast-evolving needs brought about by the pandemic’s impact.

On top of that, The World Bank has now classified remittances as an essential service — signalling the need for faster adoption of digital financial services, which can make remittances cheaper and more convenient during these uncertain times.

Keeping services modern and accessible
It’s with this in mind the financial services industry should continue driving innovation to improve the cross-border transactions that are so key to keeping the wheels of the global economy turning. Notorious for being late to the game, FinTech and banks need to recognize the importance – and urgency – of modernizing their offerings or risk falling behind at a time when their customers are relying on them most.

Fortunately, cloud-based solutions can help payments technology keep in-step with the remote workforce. For example, cloud removes the pain for financial institutions having to procure and maintain their own hardware, install and operate the software, and employ a dedicated team for 24/7 monitoring — an important factor in these socially distant times. On top of that, cloud technology enables the ability for these firms to update their systems remotely and regularly, removing the physical hurdles companies now face with on-prem management and ensuring faster upgrades to new features. Additional benefits include businesses’ cost savings on on-premise hardware and staffing costs to maintain those systems, as well as reduced cost of doing business by removing the need to maintain its own hardware and planning investment for scaling.

RippleNet Cloud is one such solution that has been particularly beneficial in helping businesses navigate the ‘new normal’ of working from home. RippleNet Cloud is delivered to customers as a service, allowing customers to connect to more than 300 financial institutions in Ripple’s global blockchain payments network without the need to install on-premises software or onerous internal processes to procure new hardware and databases. It is also upgraded every three months, so updates and new features can be delivered quickly and reliably.

Maintaining a competitive advantage
Yet despite the obvious benefits of the cloud, many of the top global banks continue to fall behind in its adoption — missing out on its advantages to their business and the economy. Some of their reticence comes from the concern about moving customer-sensitive data to the cloud, but well-managed cloud infrastructure is equally as secure as on-premises. In fact, cloud-native software vendors subject themselves to regular external audits and have deep security expertise on their staff.

The need to modernize with solutions like cloud will supercharge the competitive advantage of innovative banks over their slower-moving rivals — now more than ever. The more agile and innovative players that are already using banking-as-a-service tech platforms to revolutionise their cost-to-serve and cost-to-change are ideally placed to easily and cheaply plug into emerging blockchain networks, AI engines and other generation-defining FinTech capabilities. Incumbent and legacy banks who are still relying on ‘museum’ banking technology will be delayed in effectively tapping into this valuable innovation. What is more, the longer that big banks dally with implementing cloud processes, the more out of step they are with today’s customer expectations.

The COVID-19 pandemic has underlined an already compelling use case for the cloud in our industry — and it will provide a lifeline for helping businesses and economies thrive and remain competitive in this new and challenging world of work. It’s important that key players across the FinTech sector use this moment to bring their own services up to scratch to ensure they aren’t left behind.

By Amir Sarhangi,
VP Product at Ripple

CEO letter from Klaus Holse at SimCorp

In the next decade, asset management M&A will be an important trigger in containing cost growth, but this alone will not create scale and efficiency. Clear operating models and integrated systems are critical to supporting success.

Key to providing this, are vendors who can take up the role of trusted partners, to expand their services and open up platforms, for long-term scale and AUM growth.

With a spell of new M&A deals already at play, it is safe to predict that in 2020 we will see the consolidation of the institutional investment industry continue at pace, in order to stem outflows and stay relevant in the long-term. In February alone, we saw the buyout of Merian Global Investors by rival firm Jupiter Asset Management and US fund giant Franklin Templeton acquire Legg Mason. Meanwhile, Morgan Stanley bolstered its wealth management business by purchasing E*TRADE.

M&A is no silver bullet
While global AUM growth, largely fuelled by Asia, may paint a positive picture, global asset management cost growth continues to exceed organic revenue growth, according to recent findings from Mckinsey & Company. Meaning on the other side, is a tale of falling profit margins, where fee compression and unsustainable operational leverage are joined by a growing assault of market pressures.

Beyond short-term AUM growth, M&A needs to take a good look under the hood, to first rationalize the high operating leverage impacting profit margins. Today, AUM growth no longer guarantees as much revenue as it once did. In fact, according to Bain & Co, it now takes more AUM to generate the same amount of revenue as it did 10 years ago, squeezing the spread from 15bps in 2007, down to an estimated 8bps by 2021. In this tough climate, the key to protecting margins will be tighter control over costs. Investment operations in particular are increasingly contributing to the overall cost base of an asset manager, with costs in North America growing twice as fast as Western Europe.

While M&A can be considered a good starting point in bolstering a firm’s defenses from these market pressures, on its own it cannot create the scale and efficiency needed for long-term success. To build true scale and address the market challenges standing in the way of future prosperity, will require a fundamental shift. Moving away from the traditional operational status quo, of costly legacy systems, fragmented point solutions and outsourcing, to a clear operating model that can streamline a firm’s architecture, and form an integrated backbone across operations. Ownership of data will be a core element to this, strengthening cost efficiency, scalability and delivering significant value to a firm, in a way that outsourcing simply cannot provide.

Delivering everything as a service
The bottom line is that asset managers will need to deliver more value at less cost. To achieve this effectively, we will inevitably see a significant shift in the way vendor services are consumed, and while many in the industry play catch up to a front-to-back way of service delivery for their clients, the goalposts are already moving. If we, as vendors, are to fully meet the needs of asset managers, both today and in the future, it will no longer be enough to simply provide a front-to-back platform in isolation.

While in the past, firms acted as fortified islands when it came to their operations, the future will necessitate open platforms supported by managed services and not tools and technologies alone, to truly aid M&A efforts and solve both industry and firm-wide challenges. Here, vendors in the industry have a significant role to play, demonstrating how greater value can be achieved, by delivering beyond their traditional remit. By forming trusted partnerships, vendors will need to manage a wider footprint of investment management operations, delivering everything as a service. Empowered by the cloud, vendors will need to take over the time-consuming maintenance of the systems, processes, and data owned by the asset manager, while also being more accountable for tangible business outcomes.

With the changing needs of institutional investors, the onus will be on vendors to provide a holistic, full-service approach, with proven faster time to value and reduced operational burden, risk and cost. This will not only require a higher degree of support but also responsibility from vendors if they are to increase efficiency and demonstrate additional value and expertise across the investment chain successfully.

Take, for example, data management, which continues to create significant cost and a drain on already burdened operations teams. Vendors can support firms in capitalizing on the mountains of data they hold, by utilizing an open platform, augmented by a host of managed services. The combination of which can rationalize the incredible volumes of market data that presently floods the front office. At the same time, it can liberate firms from arduous and costly data-driven reconciliation. Ultimately, this delivers one source of truth for all processes, enabling clients to move vital resources and manpower away from firefighting data and instead onto alpha-generating tasks.

The battle of ecosystems
As well as managed services that enable firms to focus on the core of their business, vendors will also need to facilitate the flexibility firms need, to differentiate from the competition and gain an edge. The creation of an open ecosystem is the way in which we believe vendors can deliver this flexibility, along with true optionality – choice without obligation. Doing so will provide long-term scalability and positive change, not just to the industry’s financial prosperity, but also its social and environmental contribution.

If the introduction of managed services extends the reach and responsibility vendors will have inside a firm’s investment operations, then an open ecosystem is the means to connecting firms outside, to leverage innovation in the broader fintech space. This is fundamentally where we see the next race, beyond that of front-to-back platforms; The battle of ecosystems.

Put simply, open systems are increasingly overtaking those that are closed. Across both consumer and business domains, traditional business models are being put to the test. The creation of a highly networked industry ecosystem, one that enables real innovation, integration and co-creation, will in our view create greater flexibility and drive competitiveness, optimizing both sides of the coin; AUM growth and cost control.

We are already seeing this change towards openness, with the number of cross-vendor/custodian partnerships in the industry, including our own recent integration partnership with BNY Mellon. Today, SimCorp has over 50 partnerships within the industry, but we can easily predict this growing to a network of hundreds of partners, offering services, solutions and applications that are complementary to our core platform and managed services.

While these partnerships form a new co-dependency between service providers to offer something much bigger than themselves, it is ultimately the institutional investment industry that will be its biggest beneficiary. It is here, vendors can unlock further value for clients, taking away the research, development and integration work they would otherwise need to take on themselves, by delivering emerging technologies such as machine learning, in collaborations with a host of FinTechs and start-ups. An example is SimCorp’s recent announcement with New York start-up Alkymi[4], where we aim to solve the industry headache over processing unstructured data in alternative investments. It is here, we feel we can maximize the power and scale of FinTechs, RegTech, cloud and data providers around the world, and even clients themselves, to offer proprietary, third-party and co-created outcomes, via our platform.

2020 will see the institutional investment industry undergo a dynamic transition, as it continues to address the operational baggage that has shadowed its potential for so long. M&A provides a substantial opportunity in overcoming current heightened conditions, as well as reducing spiralling costs. However, it will be the role of trusted partnerships with vendors who can take on more operational responsibility and offer enhanced services, that will be vital in driving the freedom to focus on success. In the battle for ecosystems, the successful partners will be those vendors who can open up their platforms and architectures, to deliver a thriving ecosystem and abundant opportunities for long-term, sustainable growth.

Here, SimCorp is optimally placed, being neither asset manager nor custodian and with only the ambition to drive value and the outcomes that support our clients’ success.

Klaus Holse
CEO of SimCorp

By Bhavin Turakhia,Founder and CEO of Zeta

Are legacy banks operating on borrowed time?

At first glance, it may seem like banks and technology are in a warm relationship. In reality, there’s a great distance between both sides — so great, that both parties are missing out on what the other has to offer during these difficult times.

Banks are yet to optimize the full potential of technology. This pressure builds on as the tech industry is independently coming on board the financial services wagon with new-age fintech offerings even as the entire system has been disrupted due to the novel Covid19 pandemic. But, the good news for traditional or legacy banks — as they are known — is that they still lead the charge when it comes to owning the suite of exclusive banking services and products like accounts, cards, and regulatory features. It is something that FinTechs are still procuring.

But, the race has just begun. In the wake of these changes, how can banks revive their entire ecosystem without changing their core?

Moving with the Covid19 times:

Technology advancements, combined with consumers’ demand for digital banking experiences, are what’s pushing the banks towards a digitized future. According to global reports, it is inevitable for banks to modernize its processes to stay relevant and profitable rapidly. It could include SaaS or cloud-based services to boost the banks’ existing core technology.

While all this is lurking behind the balance sheets of banks, traditional banks are still bound by their legacy core systems. With few exceptions, most of the leading banks in India run their core banking operations on older platforms and several of their products on antiquated software. And, most of these cannot cope with the ever-evolving needs and demands of digital-native customers.

Often homegrown, these platforms lack the agility to adapt and can’t be quickly modernized as per the market needs. Banks can take on these changes by being proactive. It starts by creating products that meet the customized needs of the customers.

Rise of digital finance:

In this banking game of thrones, banks are no longer competing with each other, but with everyone offering financial services. Digital experience has set a new benchmark for banking products and services. It stems from the growing digital-native customers, who are critical of new products that are led by speed, transparency, convenience, and security.

All this builds up to modern banking experiences, where understanding the customer is critical. Thus, leading to trust and customer retention.

The critical equation that banks need to solve is how can they revamp their complex legacy systems and make way for modern experiences without leaving what’s core to them.

Encompassing the digital core:

A bank cannot go completely digital without the renewal of its core systems as it requires advanced banking intelligence that’ll help in altering their strategy, to cope up post Covid19 crisis: Things they need to keep in mind:

• Own their customer experience: Designing the right experience to meet current customer expectations is critical for success in today’s open banking era. For instance, when a customer approaches a bank for a savings account, he/she is already in the know-how of what they want. To further enhance this ask, banks could proactively offer banking experiences for the whole family and not just the individual. It could include looking at offering add-on experiences in the value chain like a spending tab for children, setting monthly expenses tab, and so on. It can be done by understanding the full scope of customers’ needs, making the whole experience inclusive and complete.

• Enhance their core competencies: Building a digital core also requires banks to ease their employees’ tasks, so that they can focus more on the consumer. It means assisting employees in breaking down the context behind banking transactions, simplifying control centers, and more. It will help employees get a complete overview of what customers need and the ability to deploy solutions faster. Thus, focus on the end-to-end customer retention cycle.

• Offer integrated services: With a robust digital core, banks can provide integrated services to both its internal and external base. Thus, helping them to own the complete banking ecosystem; while making way for new business opportunities. A digital core has the potential to help banks mould their offering with simplicity and speed. It includes managing regulation changes, operational enhancements, and more.

The best way forward would be to adopt a low risk, transformation model that keeps banks through the core functionalities, while offering modern banking experiences. The critical thing to watch out for during this change is scale, personalization, and time for delivery.

It is no secret that banking and finance are leading a frenzy of change. What was once dominated as services from banks and other traditional financial institutions, is now coming back to bite the whole finance sector. The winner in this game will be those who can shake this inertia at the earliest.

(Disclaimer: The views and opinions expressed in this article on COVID19 are those of the author and do not necessarily reflect the views of  IBS Intelligence.)

By Krzysztof Pulkiewicz
CEO and Co-Founder of banqUP, a Polish-Belgian API aggregator connected to 78 banks in 10 European countries.

On 14 September 2019, PSD2 went into full effect all over Europe. It made possible for a third party to connect to banking APIs to obtain the history of clients’ accounts, make a payment or check the availability of funds. In theory, it would cause a new generation of banking apps that will bring new quality to banking clients. However, the development of new solutions is not as fast as many would like to.

The UK, with its Open Banking Directive that came into force in January 2018, is far more evolved than the rest of Europe. Therefore many Open Banking solutions (like Revolut’s account aggregation) are only available in the UK.

Even the most innovative banking players, like KBC or ING, are locally connected with 4-5 different banking partners at most.

Why is it hard to get into Open Banking as a new player? banqUP – a platform that aims to create ‘one API to connect all banking APIs’, similarly to what Plaid is doing for the US Market, and already connected to over 50 banks from 8 countries in their aggregator platform, has some interesting views on this subject.

Lukasz Chmielewski, banqUP’s CTO, says that the APIs provided by banks are pretty different across different API standards, but not only – “each bank has a different approach to how it complies with PSD2 directive. There are a number of pain-points that we observed across very different national and multinational API standards and their implementations in Europe”.

Too little sand in the sandboxes
Very often sandbox/test APIs provided by banks significantly differ from the final API.

“We have encountered sandboxes that, by design, offer around 10 per cent of the functionalities of the production API. When asked – the bank’s response was ‘it’s to make it easier for third-party providers (TPPs)’. Not sure in which way,” Chmielewski says.

Why is this a problem? Sandbox should be a tool for a TPP company to test their solution to later seamlessly connect to access real data. It should also allow any entity without a TPP license to build its solution.

“Before we got our TPP license in December we basically had no idea how accurate our connector is. Only after deployment to our TPP client, we have learnt about the scale of differences. And most third-party service providers are still in this inconvenient situation,” the banqUP’s CTO notes.

Sandbox stability may also be an issue. It seems logical that the sandbox environment may be less stable than the production one, but the banks are obliged to inform their partners about any changes to a production API that may cause failure to connected applications (usually a few months prior to their release) but not to the sandbox. However, some basic level of reliability is required to make sandbox useful.

Piotr Szyperski, banqUP’s Lead Developer, explains: “When it comes to sandbox change reports, we have had cases where the changes have been communicated to us 20 minutes before their release to the sandbox Automatic tests depending on sandbox APIs almost never work for a full set of banks. We had to design the process to automatically disable/enable sandbox tests based on health checks, as instabilities occur very often.”

Non-standard standards
Another issue TPPs face is the differences within a single API standard. Mostly stemming from different approaches to the guidelines. There are banks that only support most basic scenarios, ignoring the fact that according to their API standard they should support much more. For example, some of them allow only standard payment and neither recurring payment nor scheduled ones are supported. These seem minor issues but often whole business cases can be (or are being) built around those missing features.

“Some banks follow standard to the letter, some decide to add additional functionalities or features. Others decide to ignore some elements of the standard, claiming that they are not useful,” Szyperski says.

“Standards are usually treated by banks as guidelines or inspiration only. Even if they are strictly followed, they still leave a lot of room for interpretation. Multiple optional fields, a lot of alternative paths and missing elements that most REST APIs possess – all these make the banking APIs far from perfect,” he adds.

“However, there are standards with more precise requirements. One good example is the Polish API. It is precise enough to result in very similar implementations of both AIS and PIS services across the whole country.”

Growing pains
Chmielewski says: “From our perspective it seems that both people responsible for PSD2 standards and those implementing them have been focused either on maximizing the security of the API or minimizing the effort of implementation, having internal banking architecture in mind.”

“Moreover, it seems that in some cases, after the bank has addressed the minimum regulatory requirements regarding PSD2, they invest much less of their resources and focus on improving the quality of API, especially sandbox. It may be somehow understandable, but still may slow down changes related to Open Banking.”

On the bright side, most banks approach support very seriously. They have appointed contact persons to handle API reports or even set up small departments. There are only rare cases where the answers are not helpful or take longer than one day on average.

“Many of the issues we have described stem from the fact that we are often one of the first entities that connect to a given banking API. We are observing a steady increase in stability and usability of the APIs, even though it is not necessarily rapid,” Chmielewski says.

“Reactions from banks to our feedback are also usually very constructive and positive. We believe Open Banking, with a proper set of tools simplifying connectivity, might soon become a game-changer it was hoped to be,” the banqUP’s CTO concludes.

By PSE Consulting

In a global first, all the major UK acquirers have come together to show collective support for businesses impacted by the COVID-19 crisis and share their views on what businesses can do during the lockdown while protecting employees and maintaining social distancing. These top tips come from all the major UK acquirers/ISOs and are designed to help business who may not accept cards or operate online understand their options to adjust how they accept payments.

UK acquirers recognise their smaller business customers are facing an unprecedented set of challenges. “Whether you’re a business that has relied on face-to-face shops and you want help setting up a website, or you’re looking for advice on how to keep your business and its customers safe from fraudsters, we are here and ready to help,” Rob Cameron, CEO of Barclaycard Payments, who process almost 40 per cent of UK transactions, comments.

The following best practice list is based on suggestions from senior executives from across the UK’s leading card acquirers. They are designed to help those who cannot open their doors as well as those who can still provide takeaways and deliveries.

“It’s important that we work together to identify new ways in which customers can continue to trade,” Pete Bettles, UK & Ireland Chief Operating Officer of Global Payments, says. “We recognise that, for our customers, maintaining trade is critical both for cashflow and retaining consumers’ loyalty.”

1. Pay Online
Getting online, or extending your current website to take payments, has the advantage of tapping into a fast-growing area of the market both within the UK and abroad. If you have a website but don’t yet sell via this channel, many card acquirers such as Stripe or PayPal can get you taking payments within an hour. If you are not yet online there are services such as Shopify or WIX within which you can build your site and take payments.

Lola’s Cupcakes, a premium bakery with multiple outlets in South-East England, has completely repurposed its business during the lockdown. The company has worked with its payments provider Elavon to develop a new online buying process and transformed itself into preparing fresh grocery boxes for delivery within a 48-hour window.

Similarly, in the restaurant sector, Paymentsense has just launched a service called BiteBack. This allows restaurants to put takeaway menus online and reuse existing in-store acquiring contracts. “With BiteBack we want to help businesses operate as a takeaway almost instantly and keep them trading as a result,” Guy Moreve from Paymentsense says.

2. Pay via email
Emails can also be a useful way to take payments. Many card acquirers have products which allow you to embed a payment link into an email that presents a simple payment page with a value set by you. Emails can be generated after a customer has called, or after a visit to your website. The email should contain details of the order to allay any potential concerns about email phishing scams. This method also benefits from secure processing which can ensure the costs of any fraud are taken by the customer’s card issuer rather than you.

“Through our ‘Pay By Link’ product we allow merchants to offer a simple and effective facility for consumers to pay remotely without the need to build a website,” Pete Wickes, SVP Corporate at Worldpay by FIS, says.

3. Pay over the phone
If you already have a payment device, one quick and easy solution is to take orders and payment over the telephone. This approach is particularly relevant for businesses whose customers may not be online or who have concerns about using cards online.

“Most counter-top devices can be used to enter card details provided over the phone,” Simon Stanford, SVP Small Business at Worldpay by FIS, says.

Worldpay has been working with Aroma Coffee & Kitchen in Glasgow to turn their sit-in café into a delivery service. “The card terminal was activated remotely without us having to do anything. The next day we were up and running with telephone payments,” Heather Gilchrist, the owner of Aroma, says.

This approach does have its downsides. Taking orders over the phone can be time-consuming, there are additional fraud risks, and card details must always be typed directly into the terminal, never recorded anywhere else. However, acquirers can help mitigate these risks.

4. Use social commerce
Companies who have built up a following on Instagram, Facebook, Twitter or other social media should consider allowing these customers to buy via these channels. Global Payments is launching an app that enables small businesses to take payments online through their social networks but without the need to set up a separate website.

“Our social commerce solution is a hugely relevant and easy way for businesses to leverage the reach and engagement of social networks in an engaging manner,” Nick Corrigan, UK&I Managing Director & President at Global Payments, says.

5. Contactless for takeaway
If customers are still able to come into your shop to take away food or essential products, you should use your existing countertop contactless payment device. This helps you to protect those working in stores and maintain social distancing in line with guidance.

From 1 April 2020, the contactless limit of £30 was raised to £45 and as Guy Moreve from Paymentsense points out, “our data show the average purchase in segments such as hardware, pet or garden stores now falls within the contactless limits”. Encouraging your customers to use their Google Pay or Apple Pay also has the advantage of allowing them to make contactless purchases of any value rather than being constrained by bank card limits.

6. Payment on delivery
These principles can also be extended to home deliveries. In this case, a mobile terminal, or one linked to your mobile phone (called an mPOS) allows consumers to pay via cards on their doorstep. This can provide an alternative to cash where customers may have concerns about COVID-19 infections, or they have not been to an ATM recently. iZettle and Square are popular mPOS choices and Elavon is supplying mPOS terminals to help companies take payment upon delivery in the UK.

“We are helping businesses find new ways to provide food, pharmaceuticals and other essential supplies to people at home and those who are isolated or vulnerable,” Hannah Fitzsimons, President and Managing Director at Elavon Merchant Services, Europe, says.

7. Mobile commerce
Many people in the UK are already familiar with using their phones to order their food or other essential products and services. While platforms such as UberEats or Deliveroo generate attractive volumes of customers, they can be relatively expensive. You should therefore ensure your website is easy to read on a mobile or you may want to consider creating your own app.

“Mobile commerce is the fastest-growing channel for retail and generates over 30 per cent of revenues for some of our clients. The phone is becoming the most important customer engagement device because it is always to hand, even during a lockdown,” Chris Jones, Managing Director of PSE Consulting, who provide expert payments advice to both acquirers and merchants, says.

All of these measures offer a safer way to keep you trading and the economy moving. “Public health and safety during the pandemic remains the top priority,” Dr Jonathan O’Keeffe, Chief Medical Officer at London Health Systems, an international occupational and corporate health consultancy, says.

He adds: “The economy plays a major role in sustaining our health in the long term. Commercial enterprise and trade allow us to fund our health service and social care systems. Payment solutions that both support and respect the need for ongoing social distancing measures and facilitate cash flow to business are needed to enable us to resume productive, healthy lives.”

By PSE Consulting

#1 INNOVATE
The world is changing faster than you think. Being distinctive and innovative is key to your survival and success. Create a top 10 list of innovation ideas you can implement across all functions of your business in 2020 and get it done. As Nike says, Just Do It!

#2 FOCUS, FOCUS, FOCUS
Focus is everything is life. Nothing can be achieved without focus. Pick the areas you want to go after and then put all your resources behind them. The real challenge will be – can you stay disciplined and avoid the distractions? Sometimes it is better to have the blinkers on!

#3 DRIVE ENTERPRISE VALUE
Customer is king, and your human capital is valuable, but what about the shareholder? Time to give them some tender loving care. Listed or unlisted – track your enterprise value monthly. More importantly, for every main strategic initiative, ask the question – how will it drive enterprise value?

#4 IT’S ALL ABOUT THE CASH
Cash still remains king. Sometimes it good to learn some lessons from the often criticized PE industry. Measure your business on cashflow. Run it like a shop. When your shutter goes down at night – how much cash did you bring in?

#5 DISCARD & ADD
Too many companies sink under the weight of too many products they like to sell. 20% of products generate 80% of revenue. The tail is always too long. Have the guts to discard products that don’t generate revenue and add selectively to drive your innovation agenda.

#6 ONLINE IS KING
Your channels are changing as you sleep. While your office and stores are shut, the customers are at play. Fastest finger first on their favorite online sites. Make being a best-seller on the #1 online channel your priority. Getting online right could make the difference on whether you live or die.

#7 THE NEED FOR SPEED
Patience is out of style. Customers want everything now. Clients wanted it yesterday. If you can’t take care of them, somebody else will. Online has made the world flat. Crash the turn-around-times of every key process in your organization. Go Formula 1!

#8 UNLOCK YOUR HUMAN CAPITAL
People are important, but not at the price of success. Structure right, have the right headcount and competency, but more importantly create a performance oriented organization. Reward the performers and clean up the tail every year in a humane way – yes, it is possible to do both together.

#9 GO COOLTECH, GO DIGITAL
The world has gone digital. Maybe this time the trees can really be saved. Automate to the maximum. Word’s like AI, Machine Learning, Robotic Process Automation are not Latin anymore. Simple applications using these technologies are available for all businesses. Use them. The robots have arrived!

#10 WORK & LIFE CAN BE BALANCED!
It’s true. Starts with your cell phone. Look at it every hour or two during the work day and once every evening at the most. Twice on the weekend. Sorry I can’t be more generous. And focus your free time on your family and friends – not Netflix. It is possible to work hard and play hard.

Have a great 2020, and see you on the other side of the calendar!

 

Regards