Kate Cordell，Expleo客户总监
在英国国际贸易部门之后UK FinTech State of the Nation Report今年5月，来自Expleo的Kate Cordell在与传统银行合作时，Expleo的建议是最佳实践。
Banks and FinTechs are increasingly in need of each other. For incumbent banks, the adoption of new technology is business critical in the face of changing customer expectations and increased competition from more agile challengers. For start-ups, limited audiences and market consolidation is making partnership more attractive than going alone. But integration is rarely straightforward, especially when it brings two such different cultures together.
The FinTech industry has matured in recent years, creating new business dynamics that call for a more peaceful approach. Meanwhile, banks are building their own technology to get ahead of competition and fast-track innovation, with 56% of traditional financial institutions having put disruption at the heart of their strategy, according to the UK Department for International Trade’sUK FinTech State of the Nation Report在2019年5月出来了。
Nonetheless, banks still face limitations that FinTechs can solve. FinTechs can help banks engage younger audiences as well as deal with the challenges presented by re-architecting both the technology stack and their operating models. FinTechs that help banks to navigate regulation and monetise their customer data may enjoy considerable success themselves.
For FinTechs, the security of partnering with an incumbent has become more attractive, given the growing number of start-ups and the shrinking number of opportunities. FinTechs are also finding their ambitions curbed by the dominance of the big high street banks. By joining forces with the banks, FinTechs are better positioned to access the global mass market.
Are we therefore moving into the era of共破坏？
82％的现任银行expect to increase FinTech partnerships in the next three to five years.Lloyds’决定与思想机器（TM）合作，加速和缓解数字转型的痛苦，是市场领导地点的有趣指示。Lloyds将在Vault，TM的云原生核心银行技术迁移500,000名客户。
ClearBank, the UK’s first new clearing bank in more than 250 years , aims to compete on price, because its cloud-based tech platforms are unencumbered by labyrinthine legacy systems. FinTechs that can offer the golden combination of lower cost and reduced friction to banks will find a willing partner.
然而，合作的实用性不太清晰。鉴于许多金融金作为传统银行的替代品，这些潜在的竞争对手如何聚集在一起？
Expleo has identified five major hurdles that need to be crossed before FinTechs can reach the finishing line:
Challenge #1:如何提高生态系统
随着竞争增加，它可以通过参与加速器和创新实验室来帮助迎接合适的人。与与银行密切合作的组织的合作可以帮助获得潜在合作伙伴的特权访问，并对他们的紧迫问题表示洞察力。
Challenge #2:如何在银行文化中取得进展
Slowed down by legacy systems and bureaucracy, banks can lack the internal processes to fast track the embedding of new solutions. In the eyes of the FinTech, they are following a more convoluted route than necessary, but this is due to the complexities of scale. This is frustrating, but also largely unavoidable – FinTechs should prepare to reset their watch.
Challenge #3:How to tackle regulation, compliance and cybersecurity
银行对控制的需求可以感到官僚主义，但这些限制是在那里提供高质量，稳定的产品。金融金，低估了里程碑的巨大性或需要展示适当调查的正确深度，冒着失去监管机构和市场的信心的风险。Fintechs必须提供强大的证据表明他们的技术适合目的，差异化，并将解决客户需求。
挑战＃4：How to manage change with structure and agility
Capability modelling, target operating models and process mapping can be low on a FinTech’s to-do list, but they provide valuable infrastructure for smoother progress. For example, a lack of governance of the ecosystem and processes can lead to poor visibility on the project. The right management consultants will be able to help both sides to prepare for the business change impacts from merging two very different cultures.
挑战＃5：如何准备缩放
扩大成功飞行员的压力并尽快证明价值证明可能会导致快速增长，导致您的架构在接缝处吱吱作响。专注于设计阶段的质量将为银行提供信心，即您的技术将在规模中取得成功。设计中的质量意味着仔细关注解决方案如何进行测试和证明 - 如果这被忽视，但实施团队可能很困难，以证明在生产之前解决方案的质量。
Learn from experience, not your own mistakes
Disciplines such as stakeholder management, compliance, quality management and change management are critical to a successful partnership with a bank. For FinTechs without expertise in these areas the right third-party support can save considerable time and effort.
企业家自然倾向于承担一切。当事情出错时，他们最终可以呼吁一个“白骑士”来骑自动救援，并在赛道上恢复交易。
Therefore, it may prove more cost effective to engage a ‘black knight’ that can help you navigate the most common pain points in a proactive way. Why learn from your own mistakes, when you can benefit from another’s experience?
