Latest / Leaders In Payments / Vinodh Swaminathan, President & CEO of Cybersettle | Episode 288

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Vinodh Swaminathan, President & CEO of Cybersettle | Episode 288 · Leaders In Payments

• 0:01
  Speaker 1: Welcome to the Leaders in Payments podcast, where we talk to C-level leaders from across the payments landscape.
• 0:06
  Speaker 1: We'll be discussing the products and services that impact the payment space today, as well as trends and predictions for the future of payments.
• 0:14
  Speaker 1: We will also hear stories from our guests about their journeys to the top.
• 0:18
  Speaker 2: So, whether it's an insurance company, right embedding CyberSettle as a SaaS capability within their existing claims management process, right.
• 0:27
  Speaker 2: So imagine now instead of a back and forth that typically is done over email, which is digital, but still email, which is analog, actually you now have the equivalent of CyberSettle button that sits in the claims management portal, that initiates the digital negotiation on the trusted CyberSettle platform and, at the conclusion of the negotiation, returns it back to the claims management system to complete the whole process.
• 1:01
  Speaker 3: That was Fanode Swaminathan, the president and CEO of CyberSettle, and he's my special guest on this episode, episode 288 of the Leaders in Payments podcast, and I'm your host, greg Myers.
• 1:10
  Speaker 3: Cybersettle expedites resolutions and reduces the cost associated with the process of settling financial transactions.
• 1:18
  Speaker 3: They change the win-lose paradigm in financial negotiations to a win-win for both parties.
• 1:23
  Speaker 3: Vinod and I discussed the company, the value they bring to the market and the journey from managed services to SaaS based software.
• 1:30
  Speaker 3: We also discussed Vinod's focus on keeping it simple, both professionally and in his personal life.
• 1:35
  Speaker 3: We've got a great episode ahead, so let's get started.
• 1:38
  Speaker 3: Hi, vinod, thank you for being here and welcome to the Leaders in Payments podcast.
• 1:47
  Speaker 2: Great, thank you for having me.
• 1:48
  Speaker 2: I'm excited to be here today with you.
• 1:50
  Speaker 3: Great.
• 1:50
  Speaker 3: Well, let's dive right in.
• 1:52
  Speaker 3: If you don't mind, tell our audience a little bit about yourself, maybe where you grew up, where you went to school, where you currently live, a few things like that, and then we'll circle back to your professional journey in a few minutes.
• 2:00
  Speaker 2: Absolutely.
• 2:01
  Speaker 2: I live in the Northeast part of the United States.
• 2:03
  Speaker 2: I grew up in India.
• 2:04
  Speaker 2: I came to this country about God.
• 2:06
  Speaker 2: I lose track now.
• 2:07
  Speaker 2: About 30 years ago Came here for grad school, studied materials engineering.
• 2:12
  Speaker 2: Although what I do today has little to do with what I studied, I suspect that's the case for most of the people in the audience here today.
• 2:19
  Speaker 2: I'm married, have two lovely young girls and every day I look in the mirror.
• 2:24
  Speaker 2: I tell myself I'm so happy I have girls.
• 2:26
  Speaker 2: They're the best investment one can make.
• 2:28
  Speaker 2: I assure you from personal experience.
• 2:31
  Speaker 2: Went to Drexel University for my master's degree.
• 2:34
  Speaker 2: I studied engineering in India again undergraduate degree in engineering.
• 2:38
  Speaker 2: Live in Greenwich, connecticut.
• 2:40
  Speaker 2: Have lived in Connecticut for 27 out of the 30 years that I've been in this country.
• 2:46
  Speaker 2: I tell my friends who live in Silicon Valley that I have come to appreciate the Four Seasons and never want to go to a place that does not have Four Seasons.
• 2:55
  Speaker 3: Nice, nice.
• 2:55
  Speaker 3: Well, let's talk about Cyber Settle.
• 2:58
  Speaker 3: Tell the audience what Cyber Settle does.
• 3:00
  Speaker 2: Fantastic.
• 3:01
  Speaker 2: There's a couple of things I caught my attention as I was getting involved in this, as we look across the spectrum of commercial transactions that happen.
• 3:09
  Speaker 2: Let's just take the US market A good $3 trillion of these commercial transactions are actually driven by one-to-one financial negotiations and settlement.
• 3:20
  Speaker 2: That's a huge number, probably a conservative number.
• 3:24
  Speaker 2: When I say transactions driven by financial negotiation and settlement, this is not buying stuff off of Amazon.
• 3:32
  Speaker 2: Those are all fixed price.
• 3:34
  Speaker 2: So really, looking at whole bunch of money flows that are driven by two parties sitting across virtually or physically from each other, digitally from each other, and do you get out on what the perceived value of those goods or services are?
• 3:49
  Speaker 2: Right, that's a pretty large number and it's all around us to be financial disputes, legal disputes, insurance claims, hell, even buying and selling homes or any kinds of goods and services, like I said, where the two parties don't believe there is a fixed price or an agreed upon value, right.
• 4:07
  Speaker 2: So it's all around us.
• 4:08
  Speaker 2: People don't realize that in these kinds of transactions, once the context and rationale for valuation or established by each party, most parties enter these negotiations with a pretty clear picture of the floor and ceiling.
• 4:24
  Speaker 2: But as you look at the situations, have you ever wondered why it still takes so long to negotiate and settle?
• 4:31
  Speaker 2: You already know, going in, this is your floor and this is your ceiling.
• 4:35
  Speaker 2: Yet sometimes it takes days, hell, even years to financially negotiate and settle these transactions.
• 4:42
  Speaker 2: So enter cyber.
• 4:43
  Speaker 2: So when a fin tax platform that delivers a faster, better and cheaper financial negotiation and settlement outcome for both parties.
• 4:53
  Speaker 2: In such situations, cyber settle does not get involved in helping the parties develop the rationale for their financial positions, obviously based on a lot of facts and human emotions.
• 5:04
  Speaker 2: What we do is we simply meet them when they're ready to negotiate and quickly start and finish that negotiation settlement journey digitally, obviously with better outcomes, in an entirely digital process.
• 5:17
  Speaker 2: Our clients today are largely in the insurance, legal and healthcare provider segments, hospitals, but we have ambitions to Expand the use of the platform into real estate, auto hold sale recommers, which is really portion of the e-commerce business with returns and liquidation and things like that, really into many segments, like I said, where two parties need to agree over a dollar figure quickly and efficiently.
• 5:45
  Speaker 2: So that's cyber settle, where a fin tax company that focuses exclusively on the financial negotiation and settlement process, and our value proposition is largely to lower the cost in the burden for companies who have to drive commercial transactions using this methodology.
• 6:03
  Speaker 3: Okay, what would you say?
• 6:04
  Speaker 3: Differentiate your company from your competitors that's a great question.
• 6:08
  Speaker 2: Look, our focus is only on the financial negotiation and the settlement piece, so one of the things we pride ourselves on is we're very good at that one thing that we do.
• 6:19
  Speaker 2: We obviously encountered a lot of people in the marketplace do a whole lot of other things.
• 6:24
  Speaker 2: A great example our company specialized in arbitration and mediation, but as you can imagine, just using that as an example they do a lot more than enabling the financial negotiation.
• 6:37
  Speaker 2: So one of our key differentiators is the fact that we're good at the one thing and we do it really really well.
• 6:43
  Speaker 2: Second thing is our track record of having created value through a very unique double blind negotiation process.
• 6:50
  Speaker 2: What this is is, you know, essentially the source of the trust we bring to the process.
• 6:57
  Speaker 2: Anytime two parties are using our platform to negotiate and settle a dollar figure, at no time do either of the parties ever get to know what the other parties position.
• 7:08
  Speaker 2: That's what the sense of the double blind negotiation processes.
• 7:11
  Speaker 2: That's one of our key differentiators in that we're committed to that kind of process.
• 7:16
  Speaker 2: So our focus is on driving the better outcome and we actually eliminate a lot of the human posturing in the games mentioned that goes In typical financial negotiation.
• 7:26
  Speaker 2: So that's our second big differentiator unique double blind negotiation process.
• 7:30
  Speaker 2: And the third really is our commitment to use I responsibility to change what is usually a win lose paradigm in financial negotiations.
• 7:40
  Speaker 2: We've all been through this.
• 7:41
  Speaker 2: We always walk away from such a transaction, you know like you were the winner, or sometimes you left money on the table and a loser.
• 7:51
  Speaker 2: So we use a I responsibility to sort of change that when lose paradigm into a win win paradigm for both parties.
• 7:58
  Speaker 2: Ultimately that's how we enable a faster, cheaper, better outcome for a lot of our enterprise clients.
• 8:04
  Speaker 3: Okay, so just curious.
• 8:06
  Speaker 3: So obviously it takes two parties to do this, so does typically one side bring this solution to the table and the other has to use it or adopt it, or how does that work it?
• 8:17
  Speaker 2: does take two parties to play.
• 8:19
  Speaker 2: However, the access to our technology is really two formats Right.
• 8:25
  Speaker 2: Our primary clients are enterprise clients, right, whether they're large enterprise or mid-sized enterprise clients.
• 8:31
  Speaker 2: But we also have many parties that participate in negotiations that are already aware of our platform and our offerings, that sometimes sort of bring it to the table Very similar to good analogy I always like to use, like Venmo or Zell gets used these days, right.
• 8:50
  Speaker 2: So there is an element of that network effect.
• 8:53
  Speaker 2: We've had lawyers who are very familiar with our platform and have successfully used it to negotiate deals for their clients right.
• 9:01
  Speaker 2: Look at other lawyers who come into similar situations and ask them the question hey, are you guys familiar with CyberSettle?
• 9:08
  Speaker 2: Have you used it before?
• 9:09
  Speaker 2: It's really easy.
• 9:10
  Speaker 2: That's my preferred way of sort of doing this process right.
• 9:13
  Speaker 2: So we get customers and we get users primarily on the enterprise side right, where an insurance company, a hospital, sort of says look, this is our preferred way to negotiate and settle.
• 9:25
  Speaker 2: But sometimes we do have the network effect playing out as well, where users that have used CyberSettle in similar contexts right, are able to sort of invite and ask other people to use the same platform right for these kinds of transactions.
• 9:40
  Speaker 3: Okay, makes sense.
• 9:40
  Speaker 3: So where do you see this heading in, say, the next three to five years?
• 9:45
  Speaker 3: What are the trends?
• 9:46
  Speaker 3: What's going on?
• 9:47
  Speaker 3: Where do you see it in five years?
• 9:49
  Speaker 2: Well.
• 9:49
  Speaker 2: So we believe we are an integral part of the broader FinTech space and certainly see a lot of opportunity for growth.
• 9:59
  Speaker 2: You know, as I step back and look at sort of the tech and digital landscape within different parts of the finance value chain, right, sort of broadly FinTech, we still think there are lots of significant parts of that value chain that are fairly untouched.
• 10:14
  Speaker 2: Right for a rethink.
• 10:15
  Speaker 2: A great example is what we're doing with CyberSettle, right, and the broader FinTech space, the payment space, right.
• 10:22
  Speaker 2: A lot of that is the adoption of these kinds of technology, certainly driven by the evolution of the new tech itself.
• 10:29
  Speaker 2: Right, whether it's blockchain or AI.
• 10:31
  Speaker 2: But I think not enough is being said about the evolution of the customer behavior preferences.
• 10:37
  Speaker 2: Look, I've been in the tech industry long enough to believe that tech is always going to lead the curve.
• 10:43
  Speaker 2: If you will right, it's never about tech, it's always been about the use cases that bring life to the tech.
• 10:50
  Speaker 2: Right, and a great example is CyberSettle, right, it's not the tech, it's the fact that post-COVID people see room for digital capabilities like that to do things which they have normally kind of defaulted to doing it in a pretty archaic or legacy type of fashion, right?
• 11:07
  Speaker 2: So, as I look at financial negotiation and settlement, it is such an intrinsic part of so many industries.
• 11:15
  Speaker 2: It underpins right commercial transactions.
• 11:19
  Speaker 2: We see a tremendous runway here for taking what we've done to date and really growing it into an integral part of the FinTech infrastructure, if you will.
• 11:29
  Speaker 2: I envision, probably in the next five years.
• 11:31
  Speaker 2: Just like we understand how payment gateways work right it's pretty easy, everybody takes a shredded card or the way payment systems of themselves evolve, like Mo and Zell, we're going to see people basically saying, hey, listen, I don't want to do this kind of negotiation and settlement like I did before.
• 11:49
  Speaker 2: I'm just going to adopt a platform that makes it so easy for me to attempt to negotiate, settle and move on.
• 11:56
  Speaker 2: It's such an integral part of how people drive commercial transactions and it's so ripe for change.
• 12:02
  Speaker 2: That's where we see a lot of growth.
• 12:04
  Speaker 3: Yeah, makes a lot of sense.
• 12:05
  Speaker 3: Well, let's switch gears a little bit and talk about you.
• 12:08
  Speaker 3: Tell us about your journey to your role there as the president and CEO.
• 12:12
  Speaker 2: So, greg, I've been a corporate intrapreneur all my life.
• 12:16
  Speaker 2: I've always worked for large and mid-sized organizations, my focus is being to incubate and scale many new businesses.
• 12:24
  Speaker 2: Lots of different industries.
• 12:25
  Speaker 2: I've been in manufacturing, I've been in consulting, I've been in big tech.
• 12:29
  Speaker 2: I mean, the one thing I've learned about myself, apart from being a sucker for punishment, I thrive in the word of known unknowns and unknown unknowns.
• 12:37
  Speaker 2: I've worked with some great minds along the way who've schooled me in ways to work through these situations.
• 12:44
  Speaker 2: I've worn a lot of different hats sometime at the same time.
• 12:47
  Speaker 2: I've been the white person, a strategist, and I've been a how guy product manager, general manager, the finance person, marketing, sales and I've also sometimes had to be a who guy.
• 13:00
  Speaker 2: I've been a recruiting manager, I've been a coach, mentor.
• 13:03
  Speaker 2: So I've worn a lot of these different hats through many of these different opportunities that I've been lucky to have Great training, grateful for my time at IBM, kpmg, etc.
• 13:14
  Speaker 2: And the many mentors I've had.
• 13:16
  Speaker 2: Early this year I got to sit down with the board at CyberSettel.
• 13:19
  Speaker 2: I've known them for about 10 years.
• 13:21
  Speaker 2: I'm very familiar with all their past avatars and what they've attempted to do in the marketplace, and I started talking to them about a plan to transform right CyberSettel from what used to be a managed service company that was struggling to scale and through a bunch of corporate restructurings that they went through.
• 13:40
  Speaker 2: But there was alignment around trying to scale this business as a software business Quickly evolved into alignment of the objectives between some of the keyboard members, the founders and I, and I really jumped at the opportunity to lead the growth of this company in this new avatar.
• 13:58
  Speaker 2: I sort of look at my job today as being in charge of our coming out party in the word of FinTech, and I'm really looking forward to quietly carving a dominant space for us and a chance to sort of again wear many hats at the same time and try to build this company.
• 14:14
  Speaker 3: Okay, so you mentioned something there that I think is intriguing is kind of the switch from sort of managed services to this kind of SaaS software positioning.
• 14:22
  Speaker 3: So maybe, if you don't mind, tell the audience a little bit about how you did that and what was the thought process and what was the process.
• 14:29
  Speaker 2: Well, the capability and the concept and the technology has been around for a while in the form of CyberSettel.
• 14:37
  Speaker 2: Many of the industries we've operated in probably have significantly evolved over the last three to five years, right in their embracing of all things digital.
• 14:49
  Speaker 2: So, when the digital literacy or the digital penetration and many of these companies were, relatively speaking, lower than what it is today, I think CyberSettel was forced to operate as a managed service, in that he used the technology and the capability, but they delivered the outcomes as a service, largely because the recipients of this capability were not digitally savvy enough right to embed these processes and these capabilities into their existing systems.
• 15:19
  Speaker 2: Right, and I can tell you a simple example is the insurance space.
• 15:22
  Speaker 2: Right, claims management has come a long way, but claims management is largely focused on I'll call it evidence management from a digital perspective.
• 15:33
  Speaker 2: Right, for example, but a useful example the auto insurance space.
• 15:37
  Speaker 2: As you can see, much of the emphasis has been around leveraging the mobile phone as a camera and digital capabilities to capture information and submit it.
• 15:48
  Speaker 2: Right, in order to streamline and speed up the claims management process.
• 15:53
  Speaker 2: Right, however, when it came to actually settling a claim and this time, auto is not a good example.
• 15:59
  Speaker 2: But if you go to the personal injury space, right, actually settling a claim involved lawyers from the insurance firm working with lawyers from the claim inside and going back and forth, and all of these were not right for digital activity just because of where people were right.
• 16:19
  Speaker 2: So cyber settle still operated in that space.
• 16:22
  Speaker 2: I mean, we have a track record of settling a billion and a half dollars worth of claims for a lot of big insurance companies, couple of hundred thousand claims, right.
• 16:29
  Speaker 2: But we delivered this as a managed service because those clients were not ready to embrace the technology but were keen to have the outcome right.
• 16:39
  Speaker 2: So we would take the claims right, we would run them through our system, we would set up two people to negotiate digitally.
• 16:45
  Speaker 2: When it was done, we would communicate it back to the insurance firm right.
• 16:49
  Speaker 2: Now, post COVID I think the word is sort of woken up to the fact that we did a lot of things during COVID digitally that we never thought we would do this right.
• 17:00
  Speaker 2: So just at the same time we realized, the board realized and the founder realized that scaling a managed service company means lots of arms and legs to work the back office and the call center and the help desk, kind of a classic managed service business, very, very people dependent, but technology enabled.
• 17:18
  Speaker 2: We could not scale it beyond a certain point in.
• 17:22
  Speaker 2: You know, we felt the way to scale it is to sort of get out of some of those people base processes, capitalizing the fact that all of our target industries are beginning to adopt digital for things that they traditionally kind of put aside and set that's always gonna be done the old way and really use software and sass particularly as a model to deliver the service that we're talking about, right?
• 17:47
  Speaker 2: So that was the conclusion of sort of our rat strategy we think and really are positioning.
• 17:55
  Speaker 2: So where we are right now in our evolution is essentially delivering that digital negotiation and financial negotiation settlement capability, largely as a configurable sass product.
• 18:09
  Speaker 2: But, frankly, anybody could easily embed into their existing operational systems, right?
• 18:15
  Speaker 2: So, whether it's an insurance company, right, embedding cyber settle as a sass capability within their existing claims management process, right.
• 18:25
  Speaker 2: So imagine now, instead of back and forth right, that typically is done over email, which is digital, but still email is analog, actually, right?
• 18:36
  Speaker 2: You know I have the equivalent of a cyber settle button that sits in the claims management portal that initiates the digital negotiation on the trust of cyber settle platform and, at the conclusion of the negotiation, returns back to the claims management system right to complete the whole process.
• 18:55
  Speaker 2: Similar case in health care receivables right on your patient portal.
• 18:59
  Speaker 2: You owe the hospital some money.
• 19:01
  Speaker 2: You've not paid it for a long time.
• 19:03
  Speaker 2: Hospitals continue to send you bills, right.
• 19:05
  Speaker 2: You can either ignore it or you don't know what the hell is going on.
• 19:09
  Speaker 2: Hospitals are now very similar to how they have an x and v's on mastercard embedded into their patient portal right when bills don't get paid.
• 19:18
  Speaker 2: They have the ability to embed cyber settle and sort of invoke that sass platform embedded inside of their existing operational system, right.
• 19:27
  Speaker 2: So that's the transition we've been able to do.
• 19:30
  Speaker 2: In the past, we used to get right.
• 19:32
  Speaker 2: The company used to get files of data that said these are the claims or the bills that need to be acted on right, and we would then run it through our own managed service process.
• 19:43
  Speaker 2: Today, with a propensity to adopt digital capabilities like this post covid, we're now sort of delivering that same capability in a seamless sass integration into the system.
• 19:56
  Speaker 2: That's the transition that's happened.
• 19:57
  Speaker 2: Give us the opportunity to scale and, frankly, just focused on what we do really well and offer it through a p I integrations for other systems and clients to sort of embed into their process.
• 20:08
  Speaker 2: Does that make?
• 20:09
  Speaker 3: sense.
• 20:09
  Speaker 3: Yeah, makes a lot of sense in my mind, thinking like your health care example of the patient portal is like it's almost like visa, mastercard and name the ten others, but it's apple pay, it's mastercard, it's been mo, it's all of those things, right.
• 20:26
  Speaker 2: I mean the lawyer example I gave you.
• 20:28
  Speaker 2: I talked about how lawyers are talking to other lawyers saying, look, if you're gonna represent your client on this case, I don't wanna waste time, right, getting into an arbitration room or a mediation room.
• 20:39
  Speaker 2: Right, we all know what our clients need, so why don't you just sign on, use this, and we can kind of let this happen in the background, right, while we go do other things, right.
• 20:51
  Speaker 2: So it's like a little bit like bennbough, right.
• 20:53
  Speaker 2: Ourselves that matter, right.
• 20:55
  Speaker 2: And the cyber settled button embedded into right either.
• 20:58
  Speaker 2: The claims management system your claims portal right, we all have Portals for our insurance business is right.
• 21:05
  Speaker 2: It's very similar to an apple pay or a visa mastercard, right.
• 21:09
  Speaker 2: That's the vision we have and we're well on our way to starting to execute that.
• 21:13
  Speaker 3: Yeah, just so kind of a as we might call it a method of payment, but it might be a method of settlement or method, right.
• 21:20
  Speaker 3: So yeah, okay, gotcha makes a lot of sense.
• 21:22
  Speaker 3: Back to your personal journey and, kind of on the personal side, what are some things you're passionate about?
• 21:29
  Speaker 3: So maybe one work related passion in one personal passion.
• 21:33
  Speaker 2: Well, kinda transcends both work and life, right?
• 21:35
  Speaker 2: So I'm a huge fan of Occam's razor, or, as my favorite personality, terry Bradshaw, translated, the keep it simple, stupid month, right?
• 21:44
  Speaker 2: So both that work and that in life.
• 21:47
  Speaker 2: Right, I love and I rebel in simplicity.
• 21:51
  Speaker 2: And it's a research that we did test complexity and, as you heard, right, with some of the examples I gave you before, right, we're obsessed about creating a brand.
• 22:02
  Speaker 2: That's I was.
• 22:03
  Speaker 2: That exemplifies this commitment to some places.
• 22:06
  Speaker 2: Right, I want access to our offering to be simple.
• 22:08
  Speaker 2: It's a button, one click opens your world to a simple way to negotiate and settle with another party.
• 22:14
  Speaker 2: We love that.
• 22:15
  Speaker 2: It teams.
• 22:16
  Speaker 2: When we talk about onboarding our technology, they typically leave those meetings with their mouth wide open at the simplicity of integration with their existing system.
• 22:26
  Speaker 2: Right, I mean, I usually have Ten people from a large insurance company jumping at their bed right, coming into meeting saying we're gonna ask you all these different questions and we tell them this is how it works.
• 22:36
  Speaker 2: It's two lines of code.
• 22:38
  Speaker 2: It manifests visually as a little button, scott, the cyber settle logo on it and that's all you do to embedded.
• 22:44
  Speaker 2: We take care of the rest of the stuff, right?
• 22:46
  Speaker 2: So it's that simplicity.
• 22:47
  Speaker 2: We love it when clients look at us and go that simple huh, why haven't you ever thought about doing this so long ago, right?
• 22:56
  Speaker 2: So I'm a huge, huge Fan of that.
• 22:59
  Speaker 2: Keep it simple, stupid.
• 23:00
  Speaker 2: Try to implement that in my personal life.
• 23:04
  Speaker 2: It's still a work in progress.
• 23:06
  Speaker 2: I'm dependent on a lot of other factors, but I truly love the notion of right just keeping things uncomplicated.
• 23:14
  Speaker 2: Whether it's my golf game, whether it's my cooking or at work, we're obsessed about it, okay great thanks for sharing that.
• 23:22
  Speaker 3: So you've had, obviously, a career with some large companies and, like you said, wearing many hats.
• 23:29
  Speaker 3: So, curious to your answer to this question someone comes to you and maybe they're wanting to get into and I'll use the payments industry, we could call it fintech.
• 23:38
  Speaker 3: They come to you.
• 23:39
  Speaker 3: Maybe it's a new employee that comes to you and says, hey, what do I need to do to be successful in this space?
• 23:44
  Speaker 3: What would you tell them?
• 23:46
  Speaker 2: what I've learned in what I espouse every day to some of these people I met specially recently.
• 23:52
  Speaker 2: Right as I navigate this space, greg, I'm amazed by the number of opportunities to create value right within this finance value chain.
• 24:04
  Speaker 2: Right, if I can call it loosely that, I have shook my head at discovering nooks and crannies that are available right where Simple application of technology makes a huge difference and create a lot of value.
• 24:21
  Speaker 2: Even today, I just got off a meeting with one of my team members and we were talking about a particular process and I'm sitting there going really, that's what they do, that's how they do it, right, I mean, there are a lot of opportunities to create value.
• 24:38
  Speaker 2: So the one thing I always tell people is not to be carried away by the need to find the next big idea.
• 24:45
  Speaker 2: I mean, everything doesn't have to be about translating blockchain and cryptocurrency and Eliminating the need for dollars and pounds and euros, right, just an example.
• 24:56
  Speaker 2: But it's that search for that huge idea and fintech or payments.
• 25:00
  Speaker 2: My strong belief and my advice to people always is a lot of small crevices right offer an opportunity to build and execute successful fintech ideas, build amazing companies, create great value for clients and it kind of fits in with my simplicity month rise.
• 25:19
  Speaker 2: What right?
• 25:20
  Speaker 2: I think I think chasing these huge ideas and big ideas that are certainly out there, no question about it, but I think the opportunity in the finance value chain to create value using tech In a lot of these small looks and crannies are just as exciting and justice fulfilling right as any of these big ideas.
• 25:41
  Speaker 2: That's my advice to most people I encounter in this space okay, great.
• 25:45
  Speaker 3: Well, we've covered a lot of ground, obviously, about the company and you and your background, and a little about the industry as a whole.
• 25:51
  Speaker 3: Is there anything else you'd like to cover before we wrap up the show?
• 25:54
  Speaker 2: No, this is being a great conversation, greg, and I appreciate the opportunity to share some of my perspectives and talk a little about the great things we're doing at cyber settled okay, well, thanks so much for being on the show today.
• 26:04
  Speaker 3: I know your time is very valuable, so I really appreciate you being here.
• 26:06
  Speaker 3: Thank you, greg, and to all you listeners out there, I thank you for your time as well, and until the next story.
• 26:12
  Speaker 1: Thank you for joining us this week on the leaders in payments podcast.
• 26:15
  Speaker 1: Make sure you visit our website at leaders in payments dot com where you can subscribe to the show and where you'll find our show notes.
• 26:22
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