Emerging Trends and Challenges

Global Money Transfer
Gary McDonald, Cambridge Global Payments (cont.)
“Our business is
very much a scale
business. Having
established a solid
infrastructure to
facilitate the
efficient
processing of
cross-border
payments we are
always looking for
opportunities to
put more volume
through our back
office.”
You have a formed a number of strategic partnerships to both enhance your product and expand your customer base; please
discuss a few successful examples of these and how they are enhancing your business.
Our business is very much a scale business. Having established a solid infrastructure to facilitate the efficient processing of cross-border
payments we are always looking for opportunities to put more volume through our back office. By working with targeted strategic partners
who have business relationships at the front end we are able to provide the back end support to offer an end-to-end cross-border
payment solution. In many cases this helps the strategic partner extend the breadth of their product offering, and importantly create a
very “sticky” relationship.
When working with Strategic Partners we spend a fair amount of time accessing the best way to present our solution. In some cases we
simply integrate into their client-facing front end, or in other situations we provide a partner branded “white label” interface using our
online platform.
With one Strategic Partner we were able to enter the University market where they have a dominant position with their inbound foreign
student payment solution. By “white labelling” our online platform under their brand we are able to capture their University clients’
outbound payments. In this case our Strategic Partner brings in the client and we use our back office to process the payments. We have
also found success in several other verticals where a Strategic Partner is providing solutions in the finance area (as a domestic payment
providers) and by bringing together our two strengths we can extend the client relationship.
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