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Cgap - banking on mobiles webinar - oct.01.2008
1.
Banking on Mobiles:
Why, How, for Whom? Kabir Kumar Ignacio Mas CGAP ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
2.
Table of Contents
1. Why: The logic of branchless banking 2. How: Developing and managing branchless banking channels break 3. For whom: customers, banks, operators 4. Summary: The good, the bad, the ugly of m-banking ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
3.
Table of Contents
1. Why: The logic of branchless banking 2. How: Developing and managing branchless banking channels 3. For whom: customers, banks, operators 4. Summary: The good, the bad, the ugly of m-banking ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
4.
The logic of
branchless banking 1. Use existing 2. Deliver trust 3. Use existing retail through deployed infrastructures technology technology Agent Real-time account- to-account transfers Customer ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
5.
Any store can
potentially be an agent ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
6.
The power of
using existing infrastructure ~3bn Philippines Panama 1,000 branches Largest bank has 65 7,000 ATMs branches 25,000 POS 850 shared ATMs terminals in stores (many in branches!) 1.1 million prepaid 12,000 prepaid ~25m airtime resellers airtime resellers Worldwide points of presence ~1m 500k 600k 250k Western Bank Post ATMs POS Mobile Union branches offices Phones ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
7.
Status of branchless
banking COUNTRY PROVIDER MODEL Afghanistan Roshan (mobile operator) M-banking Brazil Caixa Economica Federal (bank) Banco Card-based Bradesco (bank) Card-based Chile BancoEstado (bank) Card-based Colombia Banco Caja Social (bank) Card-based DR Congo Celpay (bank) M-banking India SKS Microfinance (MFI) M-banking State Bank of India (bank) M-banking Kenya Safaricom (mobile operator) M-banking Equity Bank (bank) M-banking Mexico Banamex (bank) Card-based Mongolia XacBank (bank) M-banking Pakistan Tameer Bank (bank) M-banking Russia Beeline (mobile operator) M-Banking Tavrichesky Bank (bank) Senegal Ferlo (third-party) Card-based ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
8.
Worldwide âleague tablesâ
Status of agent deployments Status of âtransformationalâ m- banking Country # of agents PHILIPPINES: Smart Money +Gcash, Brazil 55,000 9m registered, 3m active. (+66,000) KENYA: M-Pesa, 3.6m registered S Africa 6,500 users (Âœ transaction/user/month at Kenya 2,600 average âŹ30). Peru 2,400 SOUTH AFRICA: FNB, MTN, ABSA, Wizzit, 4m registered, 1m active. Philippines 2,000 INDIA, PAKISTAN, MONGOLIA: Still Colombia 572 early days⊠(+3660) India 460 Ecuador 63 Pakistan 30 ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
9.
Table of Contents
1. Why: The logic of branchless banking 2. How: Developing and managing branchless banking channels Developing agent networks M-banking applications and usability Data security Regulatory issues and responsibilities 3. For whom: customers, banks, operators 4. Summary: The good, the bad, the ugly of m-banking ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
10.
Types of mobile
transactions Proximity Remote Personal / Social P2P payments In-store purchases Bill payment Commerce (merchant) E-commerce Cash in / cash out Banking (agent) A2A payments ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
11.
Setting up and
managing BB channels Agent networks for cash in / Mobile banking cash out Agent segmentation Usability: user interface Characteristics of âgoodâ agents Security: encryption Partnerships to scale up Nature of bank-operator Business model dependencies Online vs. offline usage ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
12.
Segmentation of agents
âHuman âBank âBranch âBranchless ATMâ offspringâ substituteâ bankâ Bankâs Offload Cater to âblue Extend Minimize fixed objective transactions skyâ segments geographic cost, faster roll- from branch coverage out Customers Existing People with Rural / remote Any targeted clients lower income populations Customer Convenience A proposition Proximity New concept benefits suited to their no-frills bank needs/means Key - Create & Cash Marketing & challenges market new management sales presence for the products at and selling bank viable prices Examples Bradesco thru Banco do Brasil Bradesco thru Lemon Bank in Brasil Bradesco through Banco Banco Postal Espresso Popular ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
13.
Strategic partnering for
growth Go for retail franchises? Use network manager Advantages: They can handle: Faster roll-out, more scale Agent selection, legal Prime locations contracting, setup & training Steady, loyal customer flow Monitoring and maintenance of POS/communications Easier to advertise locations equipment Single contract, consolidated Monitoring and reporting on line of credit agent performance Disadvantages: Harder to negotiate equipment Partner with distributors placement and branding arrangements Knowledge of individual stores More costly Cash collections ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
14.
M-banking applications
Nature of user experience (How user-supplied transaction details are captured) Interactive session, Interactive session, using menu on Single command network-based client Missed call dialing Telephone banking Voice e.g. Eko by IVR/tones Wireless bearer used SMS SMS to short code messaging e.g. G-Cash, STK on SIM card Obopay e.g. Smart Money, MTN Banking, USSD Single USSD to USSD session Celpay, M-PESA messaging short code e.g. WIZZIT e.g. Eko Data WAP session JAVA aplet on (GPRS/EDGE e.g. most phone /WCDMA) mainstream banks e.g. Obopay (US) ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
15.
M-banking UI: SMS
(G-Cash) Send SMS to REG 1234 / 5082882: From 5082882: Aurora Reyes/ REG M-PIN/ Thank you July Santos for Register July/ Santos/ 5 Motherâs Maiden registering to G-Cash on Name/ First 08/12/04 at 10:30 a.m. You Santol St., Project Name/ Last may now use G-Cash. For 4, QC/ 024261001 Name/ Address/ more info, reply to this msg Landline with INFO. Ref. . 13131 Transfer Send SMS to money 500 1234 5082882: From 5082882: 9175880309 Enter amount to You have received 500 of <space> PIN G-Cash from 958345254 another <space> 11 digit on 8/12/04 at 10:30 a.m.. mobile mobile number Ref. #13134. number of recipient ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
16.
M-banking applications
Nature of user experience (How user-supplied transaction details are captured) Interactive session, Interactive session, using menu on Single command network-based client Missed call dialing Telephone banking Voice e.g. Eko by IVR/tones Wireless bearer used SMS SMS to short code messaging e.g. G-Cash, STK on SIM card Obopay e.g. Smart Money, MTN Banking, USSD Single USSD to USSD session Celpay, M-PESA messaging short code e.g. WIZZIT e.g. Eko Data WAP session JAVA aplet on (GPRS/EDGE e.g. most phone /WCDMA) mainstream banks e.g. Obopay (US) ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
17.
M-banking UI: USSD
(Bharti Telesoft) Balance inquiry Enter *211# to receive Menu appears auto- Press âAnswerâ to Press âAnswerâ the USSD menu matically on screen select choice â1â Response message Select choice of account Press âAnswerâ Enter your PIN ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
18.
M-banking applications
Nature of user experience (How user-supplied transaction details are captured) Interactive session, Interactive session, using menu on Single command network-based client Missed call dialing Telephone banking Voice e.g. Eko by IVR/tones Wireless bearer used SMS SMS to short code messaging e.g. G-Cash, STK on SIM card Obopay e.g. Smart Money, MTN Banking, USSD Single USSD to USSD session Celpay, M-PESA messaging short code e.g. WIZZIT e.g. Eko Data WAP session JAVA aplet on (GPRS/EDGE e.g. most phone /WCDMA) mainstream banks e.g. Obopay (US) ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
19.
M-banking UI: SIM
Toolkit (M-PESA) ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
20.
M-banking applications
Nature of user experience (How user-supplied transaction details are captured) Interactive session, Interactive session, using menu on Single command network-based client Missed call dialing Telephone banking Voice e.g. Eko by IVR/tones Wireless bearer used SMS SMS to short code messaging e.g. G-Cash, STK on SIM card Obopay e.g. Smart Money, MTN Banking, USSD Single USSD to USSD session Celpay, M-PESA messaging short code e.g. WIZZIT e.g. Eko Data WAP session JAVA aplet on (GPRS/EDGE e.g. most phone /WCDMA) mainstream banks e.g. Obopay (US) ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
21.
M-banking UI: WAP/Java
(Bharti Telesoft) Log in Transfer money to another mobile number ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
22.
Data integrity: Confidentiality
of data Encryption E-security vulnerabilities Quality of encryption protocol Security of key placement Private key versus public key Preloaded encryption Embedded in hardware (chip) Length of encryption key (e.g. vs. software 128bit) Terminal security: Keystroke Scope of encryption capture / viruses End-to-end (SIM-based) = SIM replacements need collaboration of operator Broken chain (SMS, USSD) = need to trust the operator ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
23.
Regulatory landscape
Outsourcing client contact AML / CFT Who can be an agent, licensing Know Your Customer (KYC) process Reporting of suspicious Bank-agent relationship: roles & transactions responsibilities, permitted & Maintenance of transaction banned activities, contract terms records Sharing agents among banks Data & financial integrity Account issuance E-security, data privacy Account issuance & e-money Transaction authorizations Competition issues Consumer protection Commitment / business continuity ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
24.
What can go
wrong? Who is responsible? Customer shares his mobile phone and PIN⊠and is used malevolently Fraudster manages to electronically intercept the clientâs PIN Client is robbed inside or near agentâs store The agentâs store is robbed and the cash is stolen The agent is robbed on his/her way to/from the bank branch Client makes a deposit, and value credit to his account is less than what he paid in and also less than what is shown on the receipt Client makes a deposit, and value credited to his account is less than what he paid in but same as what is on the receipt Using P2P transfer capability on mobile phone, the client sends money to the wrong phone number (= bank account number) Client makes a deposit, but the account is empty when the customer goes to withdraw (bank goes, normal prudential regulations apply) Fraudulent agent is set up ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
25.
Table of Contents
1. Why: The logic of branchless banking 2. How: Developing and managing branchless banking channels 3. For whom: customers, banks, operators Customer adoption insights and uncertainties Role of mobile operators M-banking scenarios for banks Making it work for MFIs 4. Summary: The good, the bad, the ugly of m-banking ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
26.
What providers think
of adoption # People in developing countries using mobile phone primary channel for financial services 2 million 5 million 10 million 30 million 29% 50% 7% 14% 0% 50% 100% How many are poor (< $3/day) 300,000 500,000 1.5 million 3 million 7% 21% 36% 36% 0% 50% 100% # Years for 100 million to use cell phones for payments+ 2 years 5 years 10 years 21% 50% 29% 0% 50% 100% ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
27.
Early adopters of
m-banking South Users Non Users Demographic Indicators African (n=215) (n=300) adults Personal Income < USD 135 / month 30% 71% 64% Household Income < USD 270 / month 43% 50% 39% âDestituteâ (LSM 1 and 2) 6% 23% 16% Financially âunsophisticatedâ (FSM 1 and 2) 28% 93% 45% Own or borrow mobile phone 100% 65% 49% At least high school education 63% 31% 29% Unemployed 15% 45% 27% Male 71% 50% 49% ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
28.
Products used
Airtime purchases and non-transactional services are used most ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
29.
Attitude to m-banking ©2008
CGAP. All rights reserved. http://www.cgap.org/technology
30.
Key customer adoption
uncertainties Can mobile banking substitute for the human touch? Can mobile banking appeal to more segments than the young and technologically more sophisticated? Can providers walk the tightrope between reliability and customer convenience? Will customers value ubiquity more than credibility? Will government develop practical risk-based approaches to know your customer? What level of financial literacy will be needed? Will interoperability increase adoption? ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
31.
Role of banks:
m-banking scenarios ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
32.
Service delivery roles
for mobile operators Telecoms Account hosting Financial Secure Account operator & transaction institution communications issuance authorization WIZZIT (+ Bank of Smart Money (Smart G-Cash (Globe, Athens + all telcos, Comms + Banco de Philippines) S Africa) Oro, Philippines) M-PESA (Safaricom, Barclays India MTN Banking (MTN Kenya) Any bank doing + Standard Bank, S M-Paisa (Roshan, WAP Africa) Afghanistan) ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
33.
Access to finance
opportunity Strengths Weaknesses Well known, trusted brand Limited experience with controls Many unbanked customers on cash handling SIM card: security + user interface Unsophisticated, single product sales channels Large network of airtime resellers Experience with high volume, low value transactional platforms Threats Opportunities Loosing operational focus Less churn â customer stickiness âCreeping regulationâ â banking Branding â innovation regulation Drive data â beyond voice/SMS Breach in data security â liability & reputational risk Cheap distribution of prepaid Customer care burden Extra service revenues ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
34.
Policy issues
Account issuance Competition issues Bank account vs. e-money vs. Convergence of two oligopolistic prepaid markets: telecoms + banking Arguments in favor of operator: Risk of transfer of market power Store of value vs. means of by mobile operator payment Withholding service from banks Financial robustness of operators Commitment Arguments against operator: Mobile operatorâs core business Unfair competition (not subject is voice: to reserve or capital Everyone uses it, frequently requirements) High margin Precedent What if the operator decides to re-focus on core business? ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
35.
Making it work
for MFIs Issue Potential solutions No real-time accounting system Hosting of back-office (ASP) / inadequate IT platform Too costly / complex to set up Shared agent networks given resources and small scale Insufficient incentive for agents Individuals rather than shops as agents Potential disruption to group ? ethos Customer acceptance Usability vs. value proposition? Customer awareness? MFIs have strengths partners value (local knowledge, product development acumen, handle small loans) ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
36.
Mobile banking: Mixed
record for MFIs M-PESA with Faulu (Kenya) SKS Microfinance (India) Loan repayment via mobile, Partner w/ Andhra Bank to offer rather than group meeting m-banking to SKSâs 1.5 million Degraded joint liability clients Additional work for credit officers Clients can make deposits/loan repayment remotely Rural Banks with G-Cash SKS can offer deposits, (Philippines) reduces cash handling cost, Loan officers spent more time on LOs concentrate on marketing relationships, delinquency rather than meetings Not always a net gain for clients - costlier for some Working on automated interface from GCash to back office Processing 10,000 transactions / month ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
37.
Table of Contents
1. Why: The logic of branchless banking 2. How: Developing and managing branchless banking channels 3. For whom: customers, banks, operators 4. Summary: The good, the bad, the ugly of m-banking ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
38.
The good, the
bad, the ugly of m-banking ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
39.
Advancing financial access
for the worldâs poor www.cgap.org www.microfinancegateway.org ©2008 CGAP. All rights reserved. http://www.cgap.org/technology
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