apidays London 2022 - The Path from Open Banking to Embedded Finance October 26 & 27, 2022 Maximising the Commercial Outcomes of your Investment Kevin Guest, Independent Commercial Advisor at MKG Procurement Ltd ------ Check out our conferences at https://www.apidays.global/ Do you want to sponsor or talk at one of our conferences? https://apidays.typeform.com/to/ILJeAaV8 Learn more on APIscene, the global media made by the community for the community: https://www.apiscene.io Explore the API ecosystem with the API Landscape: https://apilandscape.apiscene.io/ Deep dive into the API industry with our reports: https://www.apidays.global/industry-reports/ Subscribe to our global newsletter: https://apidays.typeform.com/to/i1MPEW

1. Maximising the Commercial Outcomes of
your Investment
Agenda
• Speaker Bio
• Speed to Market
• Typical Approaches
• Lets build it!
• A cost–effective approach
• Test, Fail, Iterate
• Determine Value
• Examples of Value
• Other challenges
• Future Ecosystems
• Q&A
Kevin Guest – Financial Services Commercial Advisor

2. 2022 SERIES OF EVENTS
New York
JULY
(HYBRID)
Australia
SEPTEMBER
(HYBRID)
Singapore
APRIL
(VIRTUAL)
Helsinki & North
MARCH
(VIRTUAL)
Paris
DECEMBER
(HYBRID)
London
OCTOBER
(HYBRID)
Hong Kong
AUGUST
(VIRTUAL)
JUNE (VIRTUAL)
India
MAY
(VIRTUAL)
APRIL (VIRTUAL)
Dubai & Middle East
JUNE
(VIRTUAL)
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3. Bio – Kevin Guest MCIPS
• 25 years operating as a Commercial Leader
• 15 years as a Commercial Payments, Banking and Data Advisor within Financial Services
• 2 major UK high street banks
• Leading commercial transformation initiatives across Data, Payments and Fraud
• Last 2 years worked for the largest payment acceptance institution in the UK
• Developed the Financial Services strategies that enabled public sector to maximise value through innovation and
regulatory changes.
• Delivered and implemented the world first public sector open banking tender
• Rapidly scaled, adapted and expanded upon the initial use case
• Created a simple framework that encourages innovation from all sectors
• Currently working with a private sector client determining the optimum strategies to enable greater customer
outcomes using Open Finance / Open Data
Kevin Guest – Financial Services Commercial Advisor

4. Speed to Market
Kevin Guest – Financial Services Commercial Advisor
“We want to take advantage of Open Banking
and Embedded Finance”.
“We must follow Internal processes”
• The Transformation Approach
• Project Management Approach
• The Procurement Approach

5. Typical Transformation Process
Kevin Guest – Financial Services Commercial Advisor

6. Typical Project Management Process
Kevin Guest – Financial Services Commercial Advisor

7. Typical Procurement Process
Kevin Guest – Financial Services Commercial Advisor

8. Lets build it!
Kevin Guest – Financial Services Commercial Advisor
General first thoughts
• Most CTO thinks they have the technological
capability in-house
• Others consider it is beyond their core
competence so opt to buy from external
suppliers.
• Consideration must be given to how Open X
aligns to strategic goals and objectives
Pros v Cons
Typical words we hear are:
• Cost, Resource, Control, Compliance, Security.
Its important to consider these key words:
• Proven expertise, ever changing landscape,
regulation.

9. A cost-effective approach
Kevin Guest – Financial Services Commercial Advisor
Concept Discovery POC Prototype Scale
Define the
need
Determine
Value
Build without
Conditions
Test - Small
Amend and
Augment

10. Test, Fail, Iterate
Proof of Concept
• Technical evaluation
• Mimics environment to which it
may operate in
• Purpose is to satisfy success
criterion pre-launch
• Proof that it can address
customer pain points
Proof of Value
• identifies the value of products or
services
• lighter method of proving
• works best in controlled environments
• value proven through use cases.
• POV doesn’t require large investments
or production environments
• POV shows in basic form id a client
problem can be solved.
Kevin Guest – Financial Services Commercial Advisor

11. Determine Value
Kevin Guest – Financial Services Commercial Advisor

12. Examples of Value
Kevin Guest – Financial Services Commercial Advisor
• A new way to pay
• Enables less or no data entry
• Less mistakes
• Customer driven buy-in
• Better data security
• Increases access to services
• One click set up
• Better UX
• Ability to use via smart devices
• Reduced call wait timescales
• Immediate settlement
• Higher availability appeal
• Simple one click setup

13. Other Challenges
Kevin Guest – Financial Services Commercial Advisor
Internal considerations:
• Investment Committee Process
• Business case development
• Procurement Process
• Tendering and onboarding
• Timeframe
Macro change considerations:
• Regulatory
• Economy
• Socially
• Technologically

14. Open X
Credit Profiling
Payment Architecture
Connected Society
Blockchain / DLT
Global Awareness
Digital Identification
Fraud
Future Ecosystems
Kevin Guest – Financial Services Commercial Advisor

15. Q&A
Kevin Guest – Financial Services Commercial Advisor
• There is a growing community within Open Banking that believes in
giving 110% to improve awareness and adoption.
• There are some excellent advisory services that understand how to
maximize value using the latest technologies but very few that have
delivered and to scale.
• My focus is to help businesses grow and expand their existing
commercial strategies, embracing new technologies as they evolve.