facilities to reinvent the design and efficiently of bank account-based payments flows. An additional sub-product, NuaShield was introduced in 2017 to provide Merchants with protection against payment fraud. In August 2017, SEPA B2B was made available on Nuapay.
Partnerships
As well as the Tieto partnership, Sentenial has forged a few others, particularly for Europe, over the past few years. An agreement was signed with CSC with the intention of providing an SDD-based payment solution to the European banking market. The offering combined CSC’s Payment Transaction System with EuroDebit. There was also an historical partnership with ACI Worldwide which appeared to trail off, as no banks were attracted by the proposition. In late 2010, a partnership with Steria was also announced, again for the European market. Steria was to provide consulting
services and set up regional hosting facilities to bring Sentenial’s SDD solutions to banks and corporates across Europe. Steria and Sentenial also worked to deliver an SDD online service, with an initial focus on the French market. Based on a SaaS model, the solution, branded Ready4Sepa by Steria, is an SDD service that is intended to allow banks and their corporate customers to take a relatively straightforward approach to SDD adoption. It is provided on a pay-per-use basis and allows customers to scale their use as SEPA adoption rates grow.
Other partners include Capgemini and IBM. PwC was added as a ‘Sentenial Knowledge Partner’ in October 2013 to assist the
supplier’s prospective customers with their SEPA readiness. It was the latest and broadest of a number of partnerships signed in 2013, as Sentenial sought to ramp up ahead of the SEPA deadline. Two Netherlands-based partners were also added during the year, ITON Business Consultancy and the Payments Advisory Group. In February 2016, Alpha Payments Cloud that provides access to payment, risk and commerce solutions to international banks
and merchants partnered with Nuapay . The partnership included the addition of SEPA Direct Debit functionality to the AlphaHub Payments as a Service platform, whilst also serving to expose the functionality offered on the Nuapay platform to merchants and developers through the AlphaHub’s comprehensive Solution Library. In November 2016, Sentenial entered in a strategic partnership with Docdata Payments to design an affordable payment method for the Cloud Marketplace. Sentenial and Docdata joined resources to develop a new cost effective payment solution and an effective SEPA B2B Direct Debit solution as per the European proposition guidelines. In January 2017, Nuapay by Sentenial and docdata payments introduced a One-Stop-Shop for a complete European payments and collections solution. This follows the collaboration between the two companies for E-mandates.
Strategy
By early 2010, Sentenial was primarily focused on the hosted version of its offering. It was felt that large banks had, by this stage, already invested in their SDD infrastructure, so it would now be mainly smaller players that needed to be SEPA-ready but would not have sufficient resources. This is where it was thought the cost-effective option of hosted software would come into play. Sentenial was also expecting interest from domestic banks in countries like Germany, France, the Netherlands, the UK and Spain, which needed to ‘defend their business from large regional players’, according to Fitzgerald. There has been a particular focus on France in recent years, with claims for some time that there were a couple of French banks holding discussions with the vendor (principally via the CSC partnership), the 2010 opening of a Paris office and Fitzgerald’s general sense that there was particular activity in France at this time. Initially slow to embrace SEPA, France was nevertheless believed to have certain ‘idiosyncracies’ that ‘reactivated’ the market. One of these was the move from the old X.25 bank-to-corporate connectivity to XML/EBICS, with some banks looking to combine this with the introduction of
SEPA solutions. There are also some benefits of SDD over the legacy French direct debits, Fitzgerald said, particularly the fact that there was previously no specific mandate number, which caused administrative headaches. There are some large corporates in France that are relatively far ahead in their thinking around using SEPA to centralise payments, he said. In early 2013, a relatively prominent figure in the industry, Jean-Pierre Arens, was recruited from Logica/CGI to become Sentenial’s deputy director general, sales, France. It was hoped Arens would work to leverage new business with existing clients in the country. By early 2012, Hanrahan claimed that Sentenial was
processing ten to 15 per cent of current SDD volumes, ‘which isn’t a huge number but is a good share’. Momentum was growing, but differed by country, he said, helped by a firming up in late 2011 of the deadlines. ‘For example France and Germany are well down the road in terms of impact assessments, and the consulting community has been called in to assist with the implications of SEPA, in terms of assessing whether it should be viewed as a strategic opportunity or a compliance project. So there is quite a lot of activity going on which will manifest in tenders and RFPs.’
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