Workshop – Understanding Opportunities in B2B Payments

 Calling all B2B product strategists!

The huge and famously complicated B2B payments domain continues to intrigue payments professionals. Opportunities in such a large and lucrative market exist, but unlocking them can be challenging – there are plenty of failed B2B initiatives to prove just how difficult this is.

Yet we remain optimistic – new technologies, (particularly the “payments platforms”)  and hints of interoperability rather than proprietary solutions, fueled by increasing frustration with the status quo, seem to indicate that the future of B2B payments may be radically different than what some one at BofA once fondly called “The Atari of Banking”.

Drawing on years of work in commercial payments, Glenbrook has designed a special focus workshop on the topic. The first half of the workshop will explore topics Glenbrook has researched, including:

The second half of the workshop will focus closely on new players, products, and developments that are coming to market.

Who Should Attend?

  • B2B product managers
  • Payment strategists focused on commercial opportunities
  • Cash Management product and sales managers at banks
  • Management team members from B2B startup companies
  • Investors in B2B payments
  • Technologists and payment service providers focused on commercial payments

Agenda

  • B2B Payments – Status Quo and Trends
    • ePayment Adoption
    • Market Size & Segmentation
    • Mobile, Global, SaaS, and Payment Platforms
  • Market Requirements
    • Large Enterprises
    • SMB Companies
    • Buyers vs. Suppliers
  • Challenges: Why Progress Has Been Slow
  • The time value of money vs. the relative power of buyers and suppliers
  • Push vs. Pull payments and the Supplier Directory Challenge
  • Remittance data: What’s this payment for?
  • The B2B ePayments Mix
    • ACH vs. Cards vs. Wires
    • Card Opportunities Beyond Procurement Cards
  • Use Cases
    • The Special Demands of Cross-Border B2B
    • The Little Known World of B2B Cash Payments
    • Payouts to Consumer-like Entities
    • Subscription Services and Recurring Billing
  • Solutions and Players
    • Incumbents: banks, B2B networks, ERP and Accounting
    • Challengers: non-bank providers, cross-border specialists, niche solutions, enablers, etc.
  • Glenbrook’s B2B Rules of Engagement

 Logistics

Glenbrook’s small group workshop format allows time for interaction with other participants and in-session Q&A with the workshop leaders, Glenbrook Partners Erin McCune and Carol Coye Benson.  It will run from 8:00AM – 3:00PM on Friday, May 18th at the Palo Alto Golf and Country Club.  There is an optional dinner the night before with Glenbrook partners (location TBD).

The workshop is offered as an extension of Glenbrook’s two day Payments Boot Camp, held at the same location on May 16th and 17th, or as a stand-alone course.  The workshop fee is $699.  Because of the special nature of this workshop, no client or multiple attendee discounts apply.

Registration

Register for the B2B Workshop only

Register for the Payments Boot Camp and the B2B Workshop

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