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Payments - Reduced Costs but did you Increase Revenue?


We have seen, heard and acted a lot in the Payments space over last few years either to comply with new regulations like SEPA or to consolidate Payments Systems to reduce costs. Covering the obvious to 'reduce costs' and comply with EU regulations, banks are still not targeting enough to increase revenues in payments processing.

Definitely regulations like SEPA has opened up many areas wherein banks can rollout more products for thier FIs and Corporates. I have seen few Tier1 banks rightly targeting a centralised solution for thier Revenue Management requirement but Medium to small sized banks are still struggling to put a 'Revenue/Billing Management' System in thier Bank's Architecture roadmap.

Though the focus has been on bottomline, finding new, innovative and timely venues to increase the topline by having compelling offerings like bundled products, group discounts, relationship based pricing would truly show ROI on the current pile of payments spend.

Its not just Revenue enhancing techniques its also fixing revenue leakages, an important pattern to look at in this race for ROI. Products as small as fax reminders for payments can be charged back to corporates which may not be possible by manul/excel/standard invoicing solutions.

So would this years EBAday 2011 will look beyond the practical compliance requirements of operating in a Single Euro Payments Area or provide insights into how to make money for banks?



Comments: (1)

Ketharaman Swaminathan
Ketharaman Swaminathan - GTM360 Marketing Solutions - Pune 25 May, 2011, 14:08Be the first to give this comment the thumbs up 0 likes

Hi Siddharth:

You make a very valid point. Indeed, 'Revenue/Billing Management' is an excellent area for revenue enhancement for banks. What's more, banks have implemented FPS and many other technologies in the last couple of years. While these programs were triggered by compliance considerations, the resulting solutions now provide ample scope for banks to launch new products and services to tap additional sources of revenues. New commercial models with technology vendors might prove to be tipping points for banks to forge ahead with such initiatives. We've already started hearing stray cases of vendors developing solutions almost for free and agreeing to link a bulk of their compensation to incremental revenues generated from the products/services launched over the solution. As such models reach mainstream, we'd hopefully see greater traction for revenue enhancement technologies.  

Siddharth Udani
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Siddharth Udani

Client Partner


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28 Aug 2008



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