"It's the 'how' that has changed" in payments

Transcription:


Chana Schoenberger (00:12):

Okay. So what is it that your clients are asking for right now?

Elizabeth St. Onge (00:16):

I think that question, I think about it in separating it between the what and the how. And what I mean by that is the what that clients are asking for is not new. It's always been there. And so I work in the corporate and institutional space and the what is the same it's been when I started out my career 25 years ago working with corporate clients. And that is they want payments that are easy, frictionless, efficient, effective, no borders, real time. They want liquidity that is optimized and they want effective working capital. So the what hasn't changed. Those issues are always the same. And in fact, as an industry, we haven't been able historically having all the tools to fully be able to solve those issues. So if that's the what and the what hasn't changed, it's the how that has changed.

(01:10):

The tools, the products and the solutions that they need to address those goals or issues. And I think for that, my view to that is I don't want my clients to have to self-diagnose and ask me for the how. I think my role as a product person is to understand their needs, understand their goals and deliver to them the best solutions that are available given the technology that we have. And the technology we have now is fundamentally better and we can bring better value and better solutions for our clients. So in that way, things haven't really changed. The clients are still wanting the same things. It is up to us to understand how we can use this technology and mobilize with it to deliver better solutions to our clients. My view is if my clients start asking me for these solutions, I probably haven't done my job well enough in anticipating how I can solve their problems.

Chana Schoenberger (02:08):

That makes sense.