这是Payoneer中国的第2部。我们会着重探索Payoneer在中国建立护城河的一些方法。第一部在这里

关键要点:

1. 使用以下护城河作为框架来发现和分析Payoneer China的竞争优势。应用的护城河有:(i)无形资产(ii)网络效应(iii)成本优势(iv)高转换成本。

2. 对于无形资产,考虑不同级别的奖励积分和福利。网络效应,可以利用Payoneer的国际影响力。成本优势,集成并整合相关服务商。高转换成本,考虑利用数据和多功能软件。

跨境支付跨境支付公司如何进入中国,到跨境支付成功的公司Payoneer。这是我深入探讨Payoneer的第二部。

在第1部中,我对行业进行了总体概述,在本文​​中,我将尝试用框架进行进一步分析。

注意:我不隶属于Payoneer。但是,我对它成功进入艰难的中国市场表示敬佩,特别是对于一家金融科技支付公司而言。我认为,这种成功值得进行案例研究

经济护城河

来自奥马哈的先知沃伦·巴菲特(Warren Buffet)曾使用“经济护城河”一词著名:

“在大多数企业中,随着竞争的进入,随着时间的流逝,高回报率会下降。但是,只有极少数的企业享有多年的高回报率。他们是少数。他们打破了经济循环效应。问题就变成了他们是如何办到的?在我看来,这是因为它们创造了结构性优势,经济护城河–一种自我隔离,自身免受竞争影响的方式–使他们能够保持超过学术理论的超常的资本回报率。”

Dorsey Asset Management的Pat Dorsey描述了公司建立经济护城河的四种主要方法:(i)无形资产(ii)高转换成本(iii)网络效应,以及(iv)成本优势。

接下来,让我们看看如何将这些护城河应用于Payoneer。

将经济护城河应用于Payoneer


Payoneer 盈安派 绝对是一家非常值得敬佩的金融科技公司,因为在中国的激烈竞争环境中,巨人(Ebay, Amazon,Visa, Mastercard, Paypal)都倒下或并没有太好成绩下,他成功的打入了这个市场。但是在面临新来竞争的挑战,他该如何维持他的成功呢?

Source: Payoneer

关键要点:

  1. 身为少有成功进入中国的金融科技公司Payoneer面临着来自新来者的挑战。
  2. Payoneer应该把重心摆在中国,投入更多资源,并连接其全球资源,以创造更多的增值服务和护城河。
  3. 令人兴奋的跨境支付革新才刚刚开始。

从上一篇文章 “外国跨境支付公司如何进入中国” 延伸,今天我们将探讨其中的成功案例:Payoneer。此外,我们还将探讨Payoneer所处的正在蓬勃发展和创新中的B2B跨境支付行业,以及两个新的后起之秀挑战者:Airwallex和WorldFirst。

注意:我不隶属于Payoneer。但是,我对它能成功进入艰难的中国市场表示敬佩,特别是对于一家金融科技支付公司而言。我认为,这种成功值得一个专门的案例研究。

行业

我一直都喜欢用第一性原理以及 jobs-to-be-done 方法论来分析及研究问题。所以我们在我们进入主题前,先理解行业的基本。

Payoneer 是从跨境收款(global payout)开始。电商平台(like Amazon)让电商无边际的卖商品。而跨境收款公司让电商无边际收款(在各国卖商品所得转换为他们所在本地的货币)。对从跨境电商来说,这是个刚需。而中国在跨境电商占得举足轻重的地位。以数量来说,应该是全世界最多的一个国家。下图一就显示美国亚马逊前10,000 卖家中,中国就佔了50%。当然,这跟中国作为世界的工厂有很大的关系。


“The shiny new tech in payments tends to be in the retail space, but the opportunities are actually behind the scenes in the B2B space.”

Key Takeaway

  • Retail payment technology is most talked about as it’s most visible. However retail payment has the least opportunity
  • The most opportunity is behind the scenes with B2B payment as it’s the largest sector of payment and the technology is the most behind.

The focus in payment is not totally aligned with where the opportunity is! I often hear people talk about the payment disruption or the amazon effect of payments, but when I look closer…


Part 2 of Payoneer China. Explore some of the ways Payoneer can build moats in China. Part 1 is here

Key takeaways:

  1. Use the following moats as a framework to find and analyze competitive advantage for Payoneer China. The moats applied are : (i) Intangible Assets (ii) Network Effects (iii) Cost Advantage (iv) High Switching Costs.
  2. For intangible assets, consider reward points and perks for different status. For network effects, consider leveraging Payoneer’s international presence. For cost advantage, consider integration cost advantage. For high switching cost, consider leveraging data and software build out.

I started this journey from cross border…


Payoneer is a fintech with rare China entry success. It is facing challenges as new disruptors are offering faster and cheaper services. How can Payoneer sustain its success in the super competitive China market?

Source: Payoneer

Key takeaways:

  1. Payoneer, a fintech wiht rare successful China entry is facing challenges from new comers.
  2. Payoneer should put in more resources into its China operation and connect its global resources to create more value added services and moats.
  3. The exciting cross border payment disruption is just started.

Extending from my last article, How Foreign Cross Border Payment Companies can Enter China, today we will look…


template for how cross border payment companies can enter the tough, but lucrative China market.

How Chinese pay by scanning QR code

key takeaway:

  1. China is a very tough market to enter for cross border payments companies, but for those who can crack the puzzle, it can also be very lucrative
  2. Before jumping in, one should have a clear view of: 1. market competition, 2. customer segment, 3. value proposition, 4. distribution, 5. and regulation

Intro

My previous article, international payment paint points and solution, has explained that cross border payment is ripe for disruption despite current advances. Today we will look at the biggest market for cross…


look into the pain points in international payments and solutions both at application and infrastructure level.

Key takeaways

  1. Pain points in international payments are: 1. cost, 2. speed, 3. no transparency, 4. ease of access. Root cause is lack of international payment rail.
  2. A number of fintech start-ups have sprung up to address these problems, but true disruption would require both at the infrastructure level as well as business level.

Intro

International payment is an area that I am really passionate about. As a practitioner and consultant to international businesses, I experienced the frictions in international payment first hand. …


What is wholesale banking? What is transaction banking? How are wholesale banking and transaction banking related to cross-border payments.

Intro

I am passionate about cross-border payments. As a fintech nerd and working on international trade with SMEs, I know that cross-border payments is a space that we will soon see disruption. This is another primer for my cross-border payment and B2B payment discussion.

Wholesale banking

The area in wholesale banking that’s related to cross-border payments is wholesale payments. But doesn’t hurt to know more of the basics.

What is wholesale banking?

To put simply, wholesale banking is regular banking, but done at much larger scale.

It’s termed…


Explains how FX works, how FX settles, and root cause of the pain points in cross-border payments

Key takeaway: Start with simple concept what is foreign exchange (FX), then introduce different parts of FX, and we will see how it all comes together to explain the pain points in cross-border payments.

Intro

There is a joke that while you can receive an email instantly, but the fastest way to receive cross-border payment is to get on an airplane, and delivered that money. With so much going on in fintech, sadly this is still true today. Cross-border payments still remain one of…


deep dive on fintech startup product

Intro

This is the first of a series of fintech startup product reviews. Every week I look at a number of fintech newsletters and will pick a company that I learned to do a deep dive on its product. To start, we will look at Truebill.

What is Truebill

Truebill is a app in the personal financial wellness area. It helps customers save money by analyzing unwanted subscription and helping customers lower existing bills. Other features include setting budgets and creating reports on spending.

How it works

Truebill uses Plaid to connect customers’ bank and credit card accounts. …

Ming-Chieh Lee

passion for #fintech #payments #RTP real time payment #Banking as a Service #digital strategy #blockchain

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