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Alex Sanchez 

OpenWay

Sales Director, Latin America 

Professional with 20+ years of experience in IT industry providing consultative selling and account management for high-ticket enterprise software in highly sophisticated customers in Latino America and other regions. 

What inspires you in the payment industry?

The payments industry is where various mega forces converge (retail and wholesale, banking and corporates, traditional and disruptive, analog and digital, etc).  I am thrilled about being in an ever-changing industry with new major challenges every single day where you and your colleagues are forced to be at the pace of the “digital world”.

What do you feel about the disruptions in the payment industry?

I feel that we all should have a higher degree of awareness and forced to conduct a profound analysis of what will really result in change and bring value to stakeholders. We should be focused on what´s relevant.

What recent event/innovation inspired or frightened you? 

Recently, I have learned about a project in a large Asian country where government is planning to use and combine existing technologies (such as biometrics, IA, credit record, health record, etc) to either authorize (or decline) access to some basic services (i.e. loan, being eligible for a job, etc) in a massive scale. From one side, this is amazing… from the other is scary! 

How do you envision the role of banking and processing companies in 5 years?

All parties within the payments industry should truly work on a collaborative approach beyond the traditional roles/sources of revenue. This means: technologies, protocols, and offerings are to allow traditional and new players to interact while focused on (and around) building value to customers/end users. Banking industry was inoculated against new players and disruptive models. As those barriers are being (if not done already) removed because of the “digital” process, the entire banking/payment ecosystem is being challenged. I see that the ones who master the “banking as a service” model will lead the race in the future 

What qualities of your strategic partners will make you feel confident now and in the future? 

From the corporate perspective: A customer concentric company. This is to engage with “customers” as real partners. At a product level: A flexible enough (while sustainable) product which would enable customers to run their business without having a major dependency of the technology provider. From the standpoint of the protocols of view: Having proven procedures to secure implementation/post-implementations activities intended to achieve business objectives. 

What do you think was the biggest lesson for payment industry in 2018?

Immediate payments implementation in some countries.

 What are the payment features that you use yourself on a day to day basis (for example, contactless, Apple Pay, p2p transfers etc)?

P2P / P2B transfer