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IBS Journal October 2017


39


Sunguard had strong infrastructure services around its Telemach platform and its treasury management systems, Jennings says. “So, when you look at our new combined offering it’s a real strength – now that doesn’t mean to say that we are the best at everything – but it does mean that we have an opinion, a capability and a view across the entire financial supply horizontally and vertically. I think this is a real differential in the marketplace. And a lot of organisations see it.”


He continued: “We’ve gone through a couple of cycles with a couple of financial customers recently where we have seen that they are buying for tomorrow, not for today. They are recognising that consolidation around financial services in the supply chain is going to happen. It has happened in every other market and every other segment across transportation, across health where the smaller players are going to slowly disappear. Now, if I had the prediction abilities of Bill Gates I would be able to tell our customers exactly where the market is going but I don’t, and they don’t either. But they know this shake-out is going to happen.”


However, anyone who is worried about the future would be calmed by Jennings’ quiet and confident assessment of the short- term perspective. “We are going through a period of exclusion, but I think scale does matter and does count. We are exceptionally well-positioned from a macro point of view to service our customers and also attract some new brands into the fold as well.”


Bundling services to add value


FIS is doing some interesting things around bundling says, Jennings. “Bundling is interesting,” he claims: “If you think about it in terms of transactions you reconcile payments, you reconcile


payment accounts, you reconcile people, you reconcile data – reconciliation is very generic. Now Telemach – which came with SunGard – is a platform which, if we plug in to our portfolio and add the services which came with the acquisition of Clear2Pay, delivers real value as a bundle.”


“What we can do is start to produce a real end-to-end product on a hosted basis that enables value. As an ex-consultant – I worked for Yorkshire Bank and Clydesdale for 10 years in their transformation strategy department – one thing you are always asked if they are going to bring a new solution or service into my department is – ‘what am I going to switch off?’ It’s essential.”


“One of my old Scottish colleagues used to say: ‘Is there never an opportunity when you bring in something new for me to


positioned from a macro point of view to service customers





switch something off?’ So, when we are looking at the question of bundling for our customers, let’s ask the question – examining the banking landscape of our customers - what platforms can they turn off? What intellectual property can they not own anymore since they’re already doing it? And that’s the maturing of this space from providing components on a run-time basis to providing an end-to-end solution.


For example, payments as a service – that is on everyone’s list including API Gateways, anti-money laundering, securities,


We are exceptionally well-


www.ibsintelligence.com


jaroszpilewski/iStock


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