PACIS 2022 Proceedings

Paper Number

1682

Abstract

Financial technology start-ups (FinTechs) need to scale quickly to become sustainable. One strategy is to collaborate with large banks with substantial customer bases and funds under management, which may supply a quicker path to scale than through organic growth. We engaged with FinTech entrepreneurs to understand their challenges in collaborating with banks. They report six key challenges: funding, human resources, proving the business model, managing stakeholders, market complexity and managing the bank. We explored a possible resolution involving more powerful relationship management and developing mutual value propositions.

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