Agenda

All Days
Wednesday, November 29
11:30 a.m.
Registration Opens
Sponsored by
12:15 p.m. - 1:30 p.m.
Workshop A: Myth or Reality: Can Financial Institutions Find Profitability in Small Businesses?
Capturing new, profitable small business customers is like hunting for Sasquatch. Everyone says these customers are out there, but for most financial institutions, the quest has been elusive. Small Business owners are seeking sophisticated capabilities and offerings—and they are willing to pay for them. The need for better tools is driving them to consider changing their financial institution at twice the rate we have seen historically. Financial institutions looking to capture small business customers need to first solve for their cash flow needs since many small businesses report cash flow issues are a bigger problem than attracting new customers.
Workshop B: How Fintech Can Collaborate With Banks And Credit Unions To Make The Small Business Lending Process More Efficient and Profitable
Most financial institutions leverage a manual loan origination process to determine financing eligibility for SMB loan applicants. This results in slow cycle times in processing loan applications and small loan transactions being unprofitable events. Come hear how Findata providers like Credibly help FIs increase commercial and industrial lending without assuming incremental credit risk.
12:15 p.m. - 3:00 p.m.
Credit Union Summit @ The Small Business Banking Conference
We’re excited to bring back the CU Summit, for small business, business banking, retail/consumer and lending professionals of credit unions. This half-day program is tailored to provide you with insight from industry leading experts. The Credit Union Summit is your best opportunity to position your small business operations for growth and success in 2017. The Summit features a variety of formats designed to provide maximum interaction and an experience that will equip you with practical strategies you can execute upon when you return to the office.
3:00 p.m. - 3:15 p.m.
Conference Welcome
3:15 p.m. - 3:45 p.m.
Keynote: Small Business Customers, the Forgotten Users
Alex Carriles, EVP and Head of Mobile and Online channels at BBVA Compass will talk about digital solutions tailored specifically for the small to business customers. Alex will share his insights around these customers having bigger needs than Consumers, but not as big or complex as Commercial customers. What do they really need?
3:45 p.m. - 4:30 p.m.
Keynote Panel: The Evolving Small Business Payments Ecosystem
The payments space is evolving rapidly and there is no shortage of newcomers and fintechs on the scene. What should banks and solution providers be focused on as they work towards meeting small business payment needs? There is a lot of noise in this rapidly changing space and it’s critical to zero in on what matter most. This panel discussion will explore a wide range of emerging payments themes that are relevant to small businesses and financial institutions. Topics to be covered include innovative fintech startups, the solution provider landscape, the future of POS, digital banking payments and much more.
4:30 p.m. - 5:00 p.m.
Keynote Address: Driving Small Business Growth in an ever changing payments world
5:30 p.m. - 6:30 p.m.
Opening Reception
Thursday, November 30
7:00 a.m.
Registration Opens
Sponsored by
7:15 a.m. - 8:00 a.m.
Breakfast Briefing: The C&I Strategy for 2018
This session lays out a new framework for planning and operating the bank. You’ll see that successful banks have figured out ways to generate decent returns even during tough economic, regulatory, or technology cycles. And they survive through the cycle because they have acquired a diversified set of assets. A snapshot of the commercial & industrial (C&I) business on a national basis will be presented first, followed by a case of how Bank of Interest (a composite of banks) could approach its C&I business differently, and finally recommendations and implications for bank strategy.
Sponsored by
7:30 a.m. - 8:30 p.m.
Coffee in Foyer
8:00 a.m. - 8:15 a.m.
Chairman’s Opening Remarks
8:15 a.m. - 8:45 a.m.
Keynote Address: Leveraging the Branch Network to Drive Business Household Acquisition
During the session, I will discuss the key strategies we have implemented to acquire new business households throughout our Branch network.
8:45 a.m. - 9:15 a.m.
High Impact Results from an End-to-End Challenge to Business-As-Usual
Lori and Jim will discuss high impact results that can be achieved by a comprehensive challenge to business-as-usual:
9:15 a.m. - 10:00 a.m.
Networking Breakfast
10:15 a.m. - 11:15 a.m.
Demos
11:15 a.m. - 11:45 a.m.
Lessons From The Best: Earning Small Business Customers’ Satisfaction And Loyalty
Small business satisfaction and loyalty is driven by solid execution across all channels, a strong value proposition, a trusted relationship manager and a quick and easy problem resolution process. The top ranked banks in J.D. Power 2015 Small Business Banking Satisfaction Study are showing the way and will share insights and best practices around delivering a superior experience to its small business customers. Hear first-hand from the top performers what makes them successful in business banking. In addition, J.D. Power will also present key takeaways and trends from the 2015 study with a focus on understanding changing needs, perceptions of technology prowess, expectations, and winning strategies for different customer segments.
11:45 a.m. - 12:30 p.m.
Driving Profitability in Small Business Banking
What is the value of a small business customer? Can banks make money in small business lending? Drawing on new benchmarks, Oliver Wyman will share perspectives on how banks can overcome revenue/cost challenges spanning processes, pricing and digitization to increase profitability. This will set the context for a spirited dialogue with a panel of some leading small business bankers addressing the current state of the market and future directions for small business lending.
12:30 p.m. - 1:30 p.m.
Advancing the Digital Roadmap – Fundation and Citizens Bank’s Approach to Small Business Lending
Part 1 - The Digital Lending Ecosystem - 1 Year Later
Sponsored by
Industry Innovation Lunch: Credibly: An Alternative Lender's Approach to Managing Risk for Small Businesses
Although a vital part of our economy and often a substantial component of the SMB customer base of FIs, lending to restaurants, auto repair shops, neighborhood retailers, and a series of other neighborhood businesses has proven to be challenging for traditional institutions for years in favor of larger more established small businesses. Come hear Credibly's approach to serving the sector as a profitable alternative lender that believes in the power of data science to enable capital delivery.
Sponsored by
Luncheon for all Participants
1:30 p.m. - 2:00 p.m.
Dessert in the Exhibit Hall
2:00 p.m. - 2:30 p.m.
Customer Engagement
How ANZ Bank Drives Small Business Customer Engagement
ANZ Bank in New Zealand and Australia have captured the small business segment with coordinated marketing and content strategies to position as the best bank for small business.
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
Case Study: Beyond the Buzz – Getting Real Results from Your Technology Transformation
FinTech buzz is at an all-time high and the race is on for traditional banks to transform their dated processes by implementing the next generation of technologies. The frenzy of innovation is exciting – until reality hits. Stalled decisions, disastrous implementations, and failed integrations are all too common. Using real examples, we will address the important questions banks are asking, including: Who is the right partner? What is the right technology for us? How do we spot ‘vaporware’? How will the new solutions work with our existing systems and processes? When is the right time to take this on? And how do we get adoption to realize the promised results?
Profitable Financing
Changing Credit Culture in a Dynamic Regulatory Environment
Regulatory expectations continue to increase, including credit management challenges like concentrations, CRE, CECL and other proactive risk management practices. A healthy credit culture can more easily adapt to meet these challenges. When an institution establishes their credit and data management processes properly, they are able to fulfill their regulatory requirements and establish a robust credit culture that will help them thrive.
2:30 p.m. - 3:15 p.m.
Customer Engagement
Network Roundtables
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
Digitization of the Financial Supply Chain: Whole is Greater than the Sum of the Parts
A new era of collaboration and partnerships is seen across the board from the bleeding edge of technology to the transformation of traditional workflows. It is clear that the whole is greater than the sum of the parts of banks, digital giants, and fintechs. Banks and third-party providers need each other to realize the full potential of powerful technological advances and scale them. A prime example is seen in the digitization of the financial supply chain (from procurement and financing to payment and reconciliation). Two trends are converging and accelerating progress. First, numerous ecosystem players from fintechs, ERP, and accounting software providers to banks recognize the operational pain along the chain and are striving to remove it. Second, software as a service, cloud computing, and APIs are facilitating partnerships along the chain. Being a leader in digitizing the financial supply chain is a powerful value proposition. Not only does it enable a bank to migrate from being product-centric to being customer workflow-centric, it also generates new revenue sharing opportunities as well as the potential to attract new customers.
Profitable Financing
High-Tech Meets Higher Standards
Banks have the credibility and experience that come with hundreds of years of processing loans, along with a low cost of capital, which represents a tremendous resource for the small businesses counting on them. But they must adapt. If banks take a cue from disruptors and incorporate technology and automation into a more efficient lending process while they digitally connect with borrowers, they can better serve their small business customers today and well into the future.
3:15 p.m. - 3:45 p.m.
Networking and Refreshment Break in the Exhibit Hall
3:45 p.m. - 4:15 p.m.
Customer Engagement
Why Talk To A Human?
While it’s still an article of faith and some research that business owners want to meet with bankers, we hear more frequently, “Can I do that on line or through the app?” or “I’ll call you if I need anything.” Why? While they’ll say “convenience” they mean, “the humans don’t add much value to what I can do on line, so why talk?” Most banker sales call conversations can be accomplished in less time and with more thorough recommendations through well-designed on line questionnaires. Why talk to a human? This session will focus on five “talk to a human” conversations that clearly add value to business owners and the practical considerations in implementing them.
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
AI and Small Business Banking
Profitable Financing
Peering Through the Haze
Marijuana and Other Oddities of Credit Policy - More and more banks are going places (or being taken places) where they have seldom, if ever, been before in the small business banking arena. This session will focus on policy considerations for some of those non-traditional activities, such as marijuana, leveraged lending and franchisees. In addition, there will be an opportunity to discuss policy considerations for other emerging areas that are of interest to participants.
4:15 p.m. - 4:45 p.m.
Customer Engagement
Leveraging Digital Banking to Improve the Small Business Customer Experience
As financial institutions seek new and innovative ways to expand their reach to small businesses owners while keeping costs in line and meeting customer satisfaction expectations, many are looking toward digital banking to augment their branch capabilities. Many of these institutions are looking to replicate the shift toward the increased use of online and mobile banking in their small business lines of business. This shift means opportunities – and challenges – for today’s financial institutions, as they strive to get the right balance of touch and technology.
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
Network Roundtables
Profitable Financing
Small Business Lending – Latest Trends in Underwriting Small Business Loans
Are banks centralizing their operations to increase efficiency or are they keeping decisions local and close to customers? Here about these and other issues facing Small Business lending leadership.
4:45 p.m. - 5:15 p.m.
Customer Engagement
Creating The User Experience Your Small-Business Customers Expect
This session will highlight:
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
From Cross-Selling to Value Selling: Digital Banking for Small Business
The majority of bank customers are single-product owners. To motivate buying behaviors, banks are tapping digital channels to increase cross-holdings and revenue generation. This presentation will discuss the science behind human decision-making and the design of digital value-selling processes. We will hear about innovative approaches to increasing average product holdings of its customer base. We will also share results from the Simon-Kucher & Partners survey of US-based small business managers on their day-to-day banking activities including wilingness-to-pay, feature utility scores and online banking usage behaviors.
Profitable Financing
Network Roundtables
5:15 p.m. - 6:30 p.m.
Networking Reception
5:15 p.m.
Conference Concludes for the Day
Friday, December 1
7:30 a.m.
Registration Opens
Sponsored by
8:00 a.m. - 8:15 a.m.
Chairman’s Recap of Day One
8:15 a.m. - 8:40 a.m.
Featured Address; Empowering Small Businesses With The Financial Tools To Participate In The Economy
As Head of Square Capital, Jacqueline Reses will discuss Square's approach to expanding access to capital, empowering more small businesses to participate in the economy and continuing to build financial products for small businesses and the underserved. Square Capital uses data to effectively facilitate access to loan sizes that have largely been previously unavailable to small business owners in a way that focuses on simplicity, flexibility and transparency. With millions of small businesses using Square, Jacqueline will also share insights into the pain points many small businesses face when it comes to financial products and how we can continue to make the financial system more inclusive.
8:40 a.m. - 9:20 a.m.
Breakfast and Networking in Exhibit Hall
9:20 a.m. - 9:55 a.m.
Picking Partners: New Rules for Being the Best at Vendor Selection and Due Diligence
Bankers are working more extensively with Fintech vendors in the small business space. While the opportunities are great, so too are the risks. Bank management needs to develop a rigorous approach to choose the right partner and, at least as important, manage Fintech relationships as they develop and change. This panel discusses the major quantitative and qualitative criteria that banks should consider in vetting a vendor and highlights some of the hidden surprises and issues critical for a successful and ongoing due diligence process.
9:55 a.m. - 10:15 a.m.
Crossing the Chasm - How Banks are pivotal to bringing innovation to SMBs
The last decade has seen the upheaval in industries that haven’t experienced meaningful change in decades. Cloud-based, collaborative technologies combined with slick and effortless customer experiences have resulted not only in mass adoption of applications to shop, order transport, and pay for goods, but also started a movement that has implications beyond the much-hyped “millennial” consumer.
10:15 a.m. - 10:45 a.m.
Capturing the Operating Account and Selling TM Services
While conversation about small business typically emphasize bank loans and many business bankers and small business bankers see themselves as lenders, most banks’ small business banking profits are driven by deposits. The critical jewel is the operating account, supported by fees from “money in” and “money move” and “money out” bank services. In many banks, treasury management penetration is less than 30%. This panel will discuss what they’ve learned about redirecting sales teams to capturing operating accounts and selling suites of TM services. Questions include: How do we position our value proposition? What should the small business TM product set include? How do we redirect bankers toward operating accounts and payment products? When and how do we deploy TM specialists in the small business space?
10:45 a.m. - 11:15 a.m.
Community Bank CEO Panel
What do bank CEOs think about the state of small business lending? Our panel will address that question, providing their perspective on current and emerging trends. Topics will include SBA lending, regulation and tactics for bringing in loans and deposits. This is a session you will not want to miss.
11:15 a.m. - 11:30 a.m.
Banking Marijuana Businesses: Is It Just a Pipe Dream?
More and more states are allowing marijuana businesses to operate for medical and other purposes. But even when properly licensed and compliant under state laws, because of federal laws, these businesses face challenges to obtaining banking services – and financial institutions that would like to serve them face challenges as well. Can banks or credit unions provide services to these businesses and the people who work for them? This session will discuss the interplay of federal and state law that makes the banking situation so challenging, and analyze ideas that some have tried to use to deliver banking and payments services to this industry.
11:30 a.m.
Conference Concludes
Wednesday, November 29
11:30 a.m.
Registration Opens
Sponsored by
12:15 p.m. - 1:30 p.m.
Workshop A: Myth or Reality: Can Financial Institutions Find Profitability in Small Businesses?
Capturing new, profitable small business customers is like hunting for Sasquatch. Everyone says these customers are out there, but for most financial institutions, the quest has been elusive. Small Business owners are seeking sophisticated capabilities and offerings—and they are willing to pay for them. The need for better tools is driving them to consider changing their financial institution at twice the rate we have seen historically. Financial institutions looking to capture small business customers need to first solve for their cash flow needs since many small businesses report cash flow issues are a bigger problem than attracting new customers.
Workshop B: How Fintech Can Collaborate With Banks And Credit Unions To Make The Small Business Lending Process More Efficient and Profitable
Most financial institutions leverage a manual loan origination process to determine financing eligibility for SMB loan applicants. This results in slow cycle times in processing loan applications and small loan transactions being unprofitable events. Come hear how Findata providers like Credibly help FIs increase commercial and industrial lending without assuming incremental credit risk.
12:15 p.m. - 3:00 p.m.
Credit Union Summit @ The Small Business Banking Conference
We’re excited to bring back the CU Summit, for small business, business banking, retail/consumer and lending professionals of credit unions. This half-day program is tailored to provide you with insight from industry leading experts. The Credit Union Summit is your best opportunity to position your small business operations for growth and success in 2017. The Summit features a variety of formats designed to provide maximum interaction and an experience that will equip you with practical strategies you can execute upon when you return to the office.
3:00 p.m. - 3:15 p.m.
Conference Welcome
3:15 p.m. - 3:45 p.m.
Keynote: Small Business Customers, the Forgotten Users
Alex Carriles, EVP and Head of Mobile and Online channels at BBVA Compass will talk about digital solutions tailored specifically for the small to business customers. Alex will share his insights around these customers having bigger needs than Consumers, but not as big or complex as Commercial customers. What do they really need?
3:45 p.m. - 4:30 p.m.
Keynote Panel: The Evolving Small Business Payments Ecosystem
The payments space is evolving rapidly and there is no shortage of newcomers and fintechs on the scene. What should banks and solution providers be focused on as they work towards meeting small business payment needs? There is a lot of noise in this rapidly changing space and it’s critical to zero in on what matter most. This panel discussion will explore a wide range of emerging payments themes that are relevant to small businesses and financial institutions. Topics to be covered include innovative fintech startups, the solution provider landscape, the future of POS, digital banking payments and much more.
4:30 p.m. - 5:00 p.m.
Keynote Address: Driving Small Business Growth in an ever changing payments world
5:30 p.m. - 6:30 p.m.
Opening Reception
Thursday, November 30
7:00 a.m.
Registration Opens
Sponsored by
7:15 a.m. - 8:00 a.m.
Breakfast Briefing: The C&I Strategy for 2018
This session lays out a new framework for planning and operating the bank. You’ll see that successful banks have figured out ways to generate decent returns even during tough economic, regulatory, or technology cycles. And they survive through the cycle because they have acquired a diversified set of assets. A snapshot of the commercial & industrial (C&I) business on a national basis will be presented first, followed by a case of how Bank of Interest (a composite of banks) could approach its C&I business differently, and finally recommendations and implications for bank strategy.
Sponsored by
7:30 a.m. - 8:30 p.m.
Coffee in Foyer
8:00 a.m. - 8:15 a.m.
Chairman’s Opening Remarks
8:15 a.m. - 8:45 a.m.
Keynote Address: Leveraging the Branch Network to Drive Business Household Acquisition
During the session, I will discuss the key strategies we have implemented to acquire new business households throughout our Branch network.
8:45 a.m. - 9:15 a.m.
High Impact Results from an End-to-End Challenge to Business-As-Usual
Lori and Jim will discuss high impact results that can be achieved by a comprehensive challenge to business-as-usual:
9:15 a.m. - 10:00 a.m.
Networking Breakfast
10:15 a.m. - 11:15 a.m.
Demos
11:15 a.m. - 11:45 a.m.
Lessons From The Best: Earning Small Business Customers’ Satisfaction And Loyalty
Small business satisfaction and loyalty is driven by solid execution across all channels, a strong value proposition, a trusted relationship manager and a quick and easy problem resolution process. The top ranked banks in J.D. Power 2015 Small Business Banking Satisfaction Study are showing the way and will share insights and best practices around delivering a superior experience to its small business customers. Hear first-hand from the top performers what makes them successful in business banking. In addition, J.D. Power will also present key takeaways and trends from the 2015 study with a focus on understanding changing needs, perceptions of technology prowess, expectations, and winning strategies for different customer segments.
11:45 a.m. - 12:30 p.m.
Driving Profitability in Small Business Banking
What is the value of a small business customer? Can banks make money in small business lending? Drawing on new benchmarks, Oliver Wyman will share perspectives on how banks can overcome revenue/cost challenges spanning processes, pricing and digitization to increase profitability. This will set the context for a spirited dialogue with a panel of some leading small business bankers addressing the current state of the market and future directions for small business lending.
12:30 p.m. - 1:30 p.m.
Advancing the Digital Roadmap – Fundation and Citizens Bank’s Approach to Small Business Lending
Part 1 - The Digital Lending Ecosystem - 1 Year Later
Sponsored by
Industry Innovation Lunch: Credibly: An Alternative Lender's Approach to Managing Risk for Small Businesses
Although a vital part of our economy and often a substantial component of the SMB customer base of FIs, lending to restaurants, auto repair shops, neighborhood retailers, and a series of other neighborhood businesses has proven to be challenging for traditional institutions for years in favor of larger more established small businesses. Come hear Credibly's approach to serving the sector as a profitable alternative lender that believes in the power of data science to enable capital delivery.
Sponsored by
Luncheon for all Participants
1:30 p.m. - 2:00 p.m.
Dessert in the Exhibit Hall
2:00 p.m. - 2:30 p.m.
Customer Engagement
How ANZ Bank Drives Small Business Customer Engagement
ANZ Bank in New Zealand and Australia have captured the small business segment with coordinated marketing and content strategies to position as the best bank for small business.
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
Case Study: Beyond the Buzz – Getting Real Results from Your Technology Transformation
FinTech buzz is at an all-time high and the race is on for traditional banks to transform their dated processes by implementing the next generation of technologies. The frenzy of innovation is exciting – until reality hits. Stalled decisions, disastrous implementations, and failed integrations are all too common. Using real examples, we will address the important questions banks are asking, including: Who is the right partner? What is the right technology for us? How do we spot ‘vaporware’? How will the new solutions work with our existing systems and processes? When is the right time to take this on? And how do we get adoption to realize the promised results?
Profitable Financing
Changing Credit Culture in a Dynamic Regulatory Environment
Regulatory expectations continue to increase, including credit management challenges like concentrations, CRE, CECL and other proactive risk management practices. A healthy credit culture can more easily adapt to meet these challenges. When an institution establishes their credit and data management processes properly, they are able to fulfill their regulatory requirements and establish a robust credit culture that will help them thrive.
2:30 p.m. - 3:15 p.m.
Customer Engagement
Network Roundtables
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
Digitization of the Financial Supply Chain: Whole is Greater than the Sum of the Parts
A new era of collaboration and partnerships is seen across the board from the bleeding edge of technology to the transformation of traditional workflows. It is clear that the whole is greater than the sum of the parts of banks, digital giants, and fintechs. Banks and third-party providers need each other to realize the full potential of powerful technological advances and scale them. A prime example is seen in the digitization of the financial supply chain (from procurement and financing to payment and reconciliation). Two trends are converging and accelerating progress. First, numerous ecosystem players from fintechs, ERP, and accounting software providers to banks recognize the operational pain along the chain and are striving to remove it. Second, software as a service, cloud computing, and APIs are facilitating partnerships along the chain. Being a leader in digitizing the financial supply chain is a powerful value proposition. Not only does it enable a bank to migrate from being product-centric to being customer workflow-centric, it also generates new revenue sharing opportunities as well as the potential to attract new customers.
Profitable Financing
High-Tech Meets Higher Standards
Banks have the credibility and experience that come with hundreds of years of processing loans, along with a low cost of capital, which represents a tremendous resource for the small businesses counting on them. But they must adapt. If banks take a cue from disruptors and incorporate technology and automation into a more efficient lending process while they digitally connect with borrowers, they can better serve their small business customers today and well into the future.
3:15 p.m. - 3:45 p.m.
Networking and Refreshment Break in the Exhibit Hall
3:45 p.m. - 4:15 p.m.
Customer Engagement
Why Talk To A Human?
While it’s still an article of faith and some research that business owners want to meet with bankers, we hear more frequently, “Can I do that on line or through the app?” or “I’ll call you if I need anything.” Why? While they’ll say “convenience” they mean, “the humans don’t add much value to what I can do on line, so why talk?” Most banker sales call conversations can be accomplished in less time and with more thorough recommendations through well-designed on line questionnaires. Why talk to a human? This session will focus on five “talk to a human” conversations that clearly add value to business owners and the practical considerations in implementing them.
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
AI and Small Business Banking
Profitable Financing
Peering Through the Haze
Marijuana and Other Oddities of Credit Policy - More and more banks are going places (or being taken places) where they have seldom, if ever, been before in the small business banking arena. This session will focus on policy considerations for some of those non-traditional activities, such as marijuana, leveraged lending and franchisees. In addition, there will be an opportunity to discuss policy considerations for other emerging areas that are of interest to participants.
4:15 p.m. - 4:45 p.m.
Customer Engagement
Leveraging Digital Banking to Improve the Small Business Customer Experience
As financial institutions seek new and innovative ways to expand their reach to small businesses owners while keeping costs in line and meeting customer satisfaction expectations, many are looking toward digital banking to augment their branch capabilities. Many of these institutions are looking to replicate the shift toward the increased use of online and mobile banking in their small business lines of business. This shift means opportunities – and challenges – for today’s financial institutions, as they strive to get the right balance of touch and technology.
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
Network Roundtables
Profitable Financing
Small Business Lending – Latest Trends in Underwriting Small Business Loans
Are banks centralizing their operations to increase efficiency or are they keeping decisions local and close to customers? Here about these and other issues facing Small Business lending leadership.
4:45 p.m. - 5:15 p.m.
Customer Engagement
Creating The User Experience Your Small-Business Customers Expect
This session will highlight:
Innovation and Partnerships
Sponsored by Moody's Analytics, Inc.
From Cross-Selling to Value Selling: Digital Banking for Small Business
The majority of bank customers are single-product owners. To motivate buying behaviors, banks are tapping digital channels to increase cross-holdings and revenue generation. This presentation will discuss the science behind human decision-making and the design of digital value-selling processes. We will hear about innovative approaches to increasing average product holdings of its customer base. We will also share results from the Simon-Kucher & Partners survey of US-based small business managers on their day-to-day banking activities including wilingness-to-pay, feature utility scores and online banking usage behaviors.
Profitable Financing
Network Roundtables
5:15 p.m. - 6:30 p.m.
Networking Reception
5:15 p.m.
Conference Concludes for the Day
Friday, December 1
7:30 a.m.
Registration Opens
Sponsored by
8:00 a.m. - 8:15 a.m.
Chairman’s Recap of Day One
8:15 a.m. - 8:40 a.m.
Featured Address; Empowering Small Businesses With The Financial Tools To Participate In The Economy
As Head of Square Capital, Jacqueline Reses will discuss Square's approach to expanding access to capital, empowering more small businesses to participate in the economy and continuing to build financial products for small businesses and the underserved. Square Capital uses data to effectively facilitate access to loan sizes that have largely been previously unavailable to small business owners in a way that focuses on simplicity, flexibility and transparency. With millions of small businesses using Square, Jacqueline will also share insights into the pain points many small businesses face when it comes to financial products and how we can continue to make the financial system more inclusive.
8:40 a.m. - 9:20 a.m.
Breakfast and Networking in Exhibit Hall
9:20 a.m. - 9:55 a.m.
Picking Partners: New Rules for Being the Best at Vendor Selection and Due Diligence
Bankers are working more extensively with Fintech vendors in the small business space. While the opportunities are great, so too are the risks. Bank management needs to develop a rigorous approach to choose the right partner and, at least as important, manage Fintech relationships as they develop and change. This panel discusses the major quantitative and qualitative criteria that banks should consider in vetting a vendor and highlights some of the hidden surprises and issues critical for a successful and ongoing due diligence process.
9:55 a.m. - 10:15 a.m.
Crossing the Chasm - How Banks are pivotal to bringing innovation to SMBs
The last decade has seen the upheaval in industries that haven’t experienced meaningful change in decades. Cloud-based, collaborative technologies combined with slick and effortless customer experiences have resulted not only in mass adoption of applications to shop, order transport, and pay for goods, but also started a movement that has implications beyond the much-hyped “millennial” consumer.
10:15 a.m. - 10:45 a.m.
Capturing the Operating Account and Selling TM Services
While conversation about small business typically emphasize bank loans and many business bankers and small business bankers see themselves as lenders, most banks’ small business banking profits are driven by deposits. The critical jewel is the operating account, supported by fees from “money in” and “money move” and “money out” bank services. In many banks, treasury management penetration is less than 30%. This panel will discuss what they’ve learned about redirecting sales teams to capturing operating accounts and selling suites of TM services. Questions include: How do we position our value proposition? What should the small business TM product set include? How do we redirect bankers toward operating accounts and payment products? When and how do we deploy TM specialists in the small business space?
10:45 a.m. - 11:15 a.m.
Community Bank CEO Panel
What do bank CEOs think about the state of small business lending? Our panel will address that question, providing their perspective on current and emerging trends. Topics will include SBA lending, regulation and tactics for bringing in loans and deposits. This is a session you will not want to miss.
11:15 a.m. - 11:30 a.m.
Banking Marijuana Businesses: Is It Just a Pipe Dream?
More and more states are allowing marijuana businesses to operate for medical and other purposes. But even when properly licensed and compliant under state laws, because of federal laws, these businesses face challenges to obtaining banking services – and financial institutions that would like to serve them face challenges as well. Can banks or credit unions provide services to these businesses and the people who work for them? This session will discuss the interplay of federal and state law that makes the banking situation so challenging, and analyze ideas that some have tried to use to deliver banking and payments services to this industry.
11:30 a.m.
Conference Concludes