Agenda

If you are interested in becoming a speaker, please contact Melissa Sefic at melissasefic@economist.com.

Overview

Mid market growth: post-pandemic and post-election

  • 8:55am PST
    11:45am EST
    Welcome & introductions
    Melissa Sefic

    Melissa Sefic, SVP, Head of Commercial Payments International, The Economist Group

    Melissa Sefic
    Melissa Sefic The Economist Group SVP, Head of Commercial Payments International

    Melissa Sefic is SVP, Head of Commercial Payments International which is an organization that produces educational networking events for professionals in the commercial card and payments industry. With over 15 years’ experience in the conference and events business, Melissa comes from American Banker where she oversaw sales and business development initiatives acting as a consultant to many organizations looking to expand their brand and thought leadership presence in the U.S. She is based in New York City.

  • 9:00 - 9:45am PST
    12:00 - 12:45pm EST
    Pandemic fallout in the middle markets

    Markets have changed in the pandemic and are unlikely to ‘normalise’ until mid-2021, when we hope vaccines and treatments enable business to be conducted safely again. But the mid market landscape will be altered. Firms that have weathered the Covid-19 crisis intact are few, attrition in headcount and revenues is palpable and return to growth will be uneven across industry verticals. Will banks step up credit to mitigate against NPLs? Will bankruptcies increase? Will firms find working capital when needed? And how can digitisation help in post-pandemic markets? In this opening session, we look at how the US mid-market has changed in 2020 and the outlook for the future of the B2B payments ecosystem in this sector.

    Tom Stewart

    Tom Stewart, Executive Director, National Center of the Middle Market

    Tom Stewart
    Tom Stewart National Center of the Middle Market Executive Director

    Joe Brusuelas

    Joe Brusuelas, Chief Economist , RSM

    Joe Brusuelas
    Joe Brusuelas RSM Chief Economist

  • 9:45 - 10:30am PST
    12:45 - 1:30pm EST
    Mapping growth in the evolving mid-market card landscape

    As the pandemic hopefully recedes, which sectors and verticals in the mid-market are expanding and which are contracting in 2021? How will commercial card providers develop solutions for growth market segments now that growth is uncertain? How do you make a ‘stand out’ proposition that meets the growth needs of a specific vertical? In this session we hear how issuers are preparing to navigate the challenges of mid market sectors post-pandemic, the new challenges of go-to-market in uncertain markets, and how specific verticals will play out in 2021.

    Bradley Matthews

    Bradley Matthews, , US Bank

    Bradley Matthews
    Bradley Matthews US Bank

    Bradley Matthews leads the strategic development and marketing of commercial purchasing and travel card programs for U.S. Bank’s middle market business-to-business customers in North America. He assumed the position in February 2015 after having previously led the bank’s strategic travel payment product team. Bradley has been in the financial services and payments business since 1998. His experience includes 13 years leading strategy, development and operations for financial services technologies at American Express. Bradley earned a bachelor's degree from the University of Cincinnati, where he majored in Computer Science, with an emphasis on robotics and artificial intelligence. Bradley is an accomplished public speaker who has presented at numerous professional forums, including the Association for Financial Professionals (AFP), the National Association of Purchasing Card Professionals (NAPCP) and Commercial Payments International (CPI)’s Middle Market Commercial Cards and Payments Summit. He serves on CPI’s Middle Market Advisory Board. His on-camera experience includes the Killer Innovations podcast and Middle Market Executive On Location, among other programs.

    Mahendra Gupta

    Mahendra Gupta, , RPMG

    Mahendra Gupta
    Mahendra Gupta RPMG

    Jon Beckstrom

    Jon Beckstrom, VP Business Development, Mastercard

    Jon Beckstrom
    Jon Beckstrom Mastercard VP Business Development

    Steve Murphy

    Steve Murphy, Director, Commercial & Enterprise Payments Advisory Group, Mercator Advisory Group

    Steve Murphy
    Steve Murphy Mercator Advisory Group Director, Commercial & Enterprise Payments Advisory Group

  • 10:30 - 11:15am PST
    1:30 - 2:15pm EST
    Integrating SMEs customers in B2B card programs

    Onboarding SMEs in the mid-market sector is the first step to enabling suppliers to transact with each other in corporate AP programmes and supply chains using B2B payment solutions. Persuading CFOs and CPOs to move beyond ACH and aligning with the card value proposition in terms of cost and benefits, is the next challenge. In this session we hear how payment solution providers engage SMEs in enablement programmes and the challenges for SMEs in moving away from check and executing B2B card solutions.

    Ray Champ

    Ray Champ, SVP, Head of Commercial Products, Citizens Bank

    Ray Champ
    Ray Champ Citizens Bank SVP, Head of Commercial Products

    Ray joined Citizens Financial group in December 2017 and leads the Commercial Card product strategy encompassing core product management, development, and payables. Ray leads a number of initiatives to drive competitive differentiation for Citizens and more importantly, value for its Commercial Banking customers. Ray’s team is also responsible for strategic product roadmaps across traditional card, virtual card, spend reporting tools, and supplier enablement. Previously, Ray served as the lead of Commercial Products at Mastercard in North America managing Product development and management initiatives for the small business, mid-market, large market and public-sector segments. Ray was charged with developing a differentiated product strategy across a host of Commercial Card assets. In addition to Product, Ray also led Mastercard’s relationships with a number of issuers including JPMorgan, WEX, HSBC, and Citizens spanning credit, debit, prepaid, cobrand, and commercial card portfolios. Ray lives in Connecticut with his wife and 2 daughters.

  • 11:15am PST
    2:15pm EST
    Virtual Networking Break

    Attendees are invited to schedule meetings with peers, visit sponsor booths, checkout the library for industry resources and much more.

  • 11:45am -12:30pm PST
    2:45 - 3:30pm EST
    Mid-market challenges in B2B payment solutions adoption

    Whilst the pandemic might have highlighted the inefficiencies of paper based invoicing and reconciliation, the fact is that thousands of companies are still using paper checks to pay suppliers, in over 50% of B2B transactions. The challenge for card providers is to migrate companies to electronic payments. So what factors are required to accelerate mid market adoption of B2B and what obstacles do companies face in embracing B2B card solutions? How can companies be motivated to move beyond legacy procurement systems and processes into the new world of digital B2B payment technologies, including virtual cards? In session we explore corporate challenges to onboarding new payment solutions and the internal resources, including ERP challenges, required to implement change in AP.

    Rosemary Susalla

    Rosemary Susalla, Head of Strategic Accounts, Fifth Third Bank

    Rosemary Susalla
    Rosemary Susalla Fifth Third Bank Head of Strategic Accounts

    Tony Yazzolino

    Tony Yazzolino, SVP, Commercial Card & Merchant Director, Umpqua Bank

    Tony Yazzolino
    Tony Yazzolino Umpqua Bank SVP, Commercial Card & Merchant Director

    Tony came to Umpqua Bank through the Sterling Bank merger in 2014 and has been with the combined companies for 12 years leading and growing the bank’s card based payments business. He currently oversees the bank’s credit card programs and includes a combination of in house and agent programs to support the bank’s commercial and consumer banking units. Tony began his career in 1992 with West One Bank and has held various roles at US Bank, Wells Fargo, and local community banks and has over 20 years of experience in payments, cards, and acquiring business lines. Tony graduated from University of Oregon, Northwest Intermediate Banking School, and the ABA School of Bankcard Management. Tony lives in Portland Oregon with his wife and 3 daughters.

    John Aprile

    John Aprile, SVP, Product Management, Mastercard

    John Aprile
    John Aprile Mastercard SVP, Product Management

    Steve Murphy

    Steve Murphy, Director, Commercial & Enterprise Payments Advisory Group, Mercator Advisory Group

    Steve Murphy
    Steve Murphy Mercator Advisory Group Director, Commercial & Enterprise Payments Advisory Group

  • 12:30 - 1:15pm PST
    3:30 - 4:15pm EST
    Engaging community banks in mid-market sectors

    Small businesses contribute an estimated $5.8 trillion to the US economy annually, much of which is spending in local communities, and community banks are ideally placed to extend commercial cards to SME customers. In offering a greater choice of payment products, community banks have potential to broaden commercial partnerships with issuers and deepen client relationships with business customers. After the current public health crisis and economic pain points felt by many small businesses, the extension of both payment and credit products to SMEs can provide essential working capital. In this session community banks, SMEs and issuers discuss the challenges and opportunities in local markets.

    Amy Whelan

    Amy Whelan, VP & Manager, Credit Card Sales, Commercial Banking, Stock Yards Bank & Trust

    Amy Whelan
    Amy Whelan Stock Yards Bank & Trust VP & Manager, Credit Card Sales, Commercial Banking

  • 1:15 - 2:00pm PST
    4:15 - 5:00pm EST
    Dicing with data: extracting value for providers and customers

    Payments generate a lot of data; supplier data, pricing data, purchase data, inventory data, transactional data, all of which is captured, stored, analyzed and shared in the B2B ecosystem, to determine specific purchasing trends and forecast future payment behavior. Data is also commoditized and highly valued by parties that aim to provide market intelligence and deliver value added products and services to companies. Yet data is also regulated and protected by external laws and internal governance procedures and protocols, to safeguard client confidentiality and protect consumers. So how can providers make sense and best use of B2B payment data analytics, that helps create intelligent value-add products and at the same time protects customers? In this session we hear from providers who dice with data daily. 

    John Thuma

    John Thuma, Managing Director, Data Solutions Group, Ethos

    John Thuma
    John Thuma Ethos Managing Director, Data Solutions Group

Overview

Digitisation and fintech solutions

  • 8:55am PST
    11:55am EST
    Welcome to day two
  • 9:00 - 9:45am PST
    12:00 - 12:45pm EST
    The rise and rise of virtual cards

    Pre-pandemic forecasts for virtual card market growth are pushing 12% in the middle market segment, where virtual spend is set to outstrip plastic spend by 2024. The drive to contactless and non-physical payments has also been accelerated in the coronavirus crisis. Overall, the mid-market is growing faster than the large corporate sector in B2B commercial card growth. The rise of virtual card spend in the mid-market and the expansion of corporate adoption, gives rise to the proliferation of products, platforms and channels to reach ever deeper into industries and verticals in the segment. As the fintech ecosystem for virtual cards evolves, this session explores customer trends in virtual card use, and how issuers and solution providers can collaborate for win-win.

    Richard Palmer

    Richard Palmer, , RPMG

    Richard Palmer
    Richard Palmer RPMG

    Reza Satongar

    Reza Satongar, CEO, Dataflexnet

    Reza Satongar
    Reza Satongar Dataflexnet CEO

  • 9:45 - 10:30am PST
    12:45 - 1:30pm EST
    Integrated payables - the 360 solution?

    The corporate adoption of an integrated payables programme that provides solutions for AP processes and supplier payments, as well as purchasing, is a holistic 360 solution that is a nirvana for B2B card providers. Implementation of integrated payment solutions in companies is a project that requires strategic resource planning, data gathering, risk assessments, technology investments, and careful evaluation of the cost benefits. In this session we hear how clients benchmark solutions in the AP process, and the internal challenges implementation and the benefits that accrue to the business.

    Christina Wagner

    Christina Wagner, , Priority Commercial Payments

    Christina Wagner
    Christina Wagner Priority Commercial Payments

    Christina recently joined Priority Commercial Payments as senior vice president of strategic partnerships and commercial acceptance. Previously, Christina was senior director of partnerships and new initiatives at Visa Inc., where her leadership was instrumental in developing product strategy and building an ecosystem of strategic business to business partnerships in the accounts payable, accounts receivable and alternative lending segments. Prior to joining Visa, Christina spent 10 years at TSYS, a global payment processor, serving in various leadership positions within information technology, consulting and product management. As director of business and product development, Christina delivered solutions for financial institutions who support the small business, corporate and government sectors. Christina earned her bachelor of science in management information systems from Troy University and her master of business administration from Auburn University. Outside of work, Christina enjoys spending time with her husband and her five children, cooking and traveling. When she is not busy with her family, she enjoys yoga, reading and wine tasting.

  • 10:30am PST
    1:30pm EST
    Virtual networking break

    Attendees are invited to schedule meetings with peers, visit sponsor booths, checkout the library for industry resources and much more.

  • 11:00 - 11:45am PST
    2:00 - 2:45pm EST
    Building the custom digital experience: How US commercial card teams are approaching user experience

    The Covid-19 lockdown up-ended established practices in a dramatic way. Card usage dropped, but maintenance tasks spiked as administrators rushed to online ‘self-help’ tools to reduce credit limits. Online portals took pressure off banks’ physical branch networks and call center staff. Digital suddenly became a risk mitigation tool in the age of social distancing. Banks also spotted an opportunity to remind clients of other, often-overlooked benefits of a well-structured digitally enabled commercial card program. For business continuity, virtual cards were suddenly a viable replacement for physical cards or checks, and preserved precious cash flows. In this session, we reflect the views of leaders of commercial card teams at regional banks across the US on how they expect to improve the user experience in future. We also highlight the digital strategies of card leaders, how their implementation plans work in practice, and how they mesh with the broader digital visions of their banks.

  • 11:45am - 12:30pm PST
    2:45 - 3:30pm EST
    Supplier enablement - incentivising card program take-up

    Supplier enablement is frequently mentioned as a critical issue in B2B commercial cards. From a buyer and supplier perspective, cards can optimise DSO and DPO cycles that have lengthened in the pandemic. Without good traction in supplier adoption, card programs are not optimal. So what are the key challenges in supplier enablement and why is supplier enablement so hard to do? In this session we debate the pros and cons for suppliers in joining buyer programs, in the context of the competitive payments market, identifying the barriers to take up, incentives and solutions through real world citations in different use case scenarios.

    Stephen Cohen

    Stephen Cohen, SVP, Business Development, Boost Payment Solutions

    Stephen Cohen
    Stephen Cohen Boost Payment Solutions SVP, Business Development

    Teresa Meares

    Teresa Meares, Director of Operations, FIS

    Teresa Meares
    Teresa Meares FIS Director of Operations

    Paul Tarves

    Paul Tarves, Supplier Enablement, Citizens Bank

    Paul Tarves
    Paul Tarves Citizens Bank Supplier Enablement

    Mark Edwards

    Mark Edwards, Independent , Consultant

    Mark Edwards
    Mark Edwards Consultant Independent

  • 12:30 - 1:00pm PST
    3:30 - 4:00pm EST
    Mobile payments, smartphones and digital wallets: the end of cards?

    The pandemic has accelerated remote working and payment professionals are increasingly less likely to work from 9-5 at AR/AP office desks. Today mobile and remote working from any location at any time is becoming the norm; cloud computing and smartphone connectivity has enabled and empowered employees. As the shift to mobility accelerates, the adoption of mobile payments is fast developing to keep pace with the changes. Smartphone technology is transformational, with predictions that digital wallets will eventually replace physical cards. In this session we hear how providers are adapting to the world of payment mobility and how the mobile solutions segment will evolve in the B2B sector in 2021 and beyond.

    Chris Kangas

    Chris Kangas, VP, Account Manager, Mastercard

    Chris Kangas
    Chris Kangas Mastercard VP, Account Manager

  • 1:00pm PST
    4:00pm EST
    End of Thursday sessions