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Jumpstart Fraud and Payments

Jumpstart Fraud and Payments. David Backshall. David Backshall. Joined Sage Pay in July 2008, Head of Sage Pay’s Sales department. Responsible for strategic partnership, direct sales, banking relationship and relationship management.

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Jumpstart Fraud and Payments

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  1. Jumpstart Fraud and Payments David Backshall

  2. David Backshall • Joined Sage Pay in July 2008, Head of Sage Pay’s Sales department. • Responsible for strategic partnership, direct sales, banking relationship and relationship management. • Experience in the payments industry whilst with PayPal and, global credit card processing and authentication company, 3C International.

  3. UK e – retail £138 £121 15% Average Growth UK e-retail market was worth £49.8 billion, up from £43.8 billion in 2008 £132 Million 2008 2009 Source: IMRG, Capgemini

  4. UK e – retail 17p Spent Online 83p Spent on High Street Source: IMRG Capgemini

  5. All good news However.... • What are the risks? • What are the big opportunities? • How to achieve the best result?

  6. Can be a little confusing...

  7. What are the risks?

  8. Source: APACS Fraud the Facts 2009

  9. How can merchants protect themselves Tools used to combat online fraud Source: BRC Crime Survey 2009

  10. A question of.. £ Brand £ Customer

  11. Pain points “Reducing our online fraud to less than 0.1% has allowed us to manage our business without the fear of fraud . It’s important to listen to the needs and wants of our customers, especially when developing fraud prevention systems.” Antony Comyns, Hawes and Curtis

  12. Pain points “PCI compliance was one thing that we have always been concerned about. Everyone we’ve spoke to seemed to know less than we did about our PCI requirements and have been less than helpful with any request we’ve made to clear things up.” Pat Wood Truffleshuffle

  13. Risk mitigation check list • PCI DSS • Fraud tools • Super charge your tools • Rule base system • Review and control • Outsource

  14. What are the big opportunities?

  15. What are the big opportunities for UK e-retailers? • Online retail and travel in Western Europe is projected to grow to €203 billion by 2014 Source: Forrester

  16. European opportunity €129 billion €203 billion 2009 2014 Source: Forrester

  17. European opportunity The typical online shopper will spend €1,086 per year online by 2014 More than 54% of adults will shop online by 2014 2014 Source: Forrester

  18. Credit card penetration is low across EU Source: European Technographics 2008

  19. European payments are fragmented across Europe Source: European Technographics 2008

  20. European payments are fragmented across Europe Source: European Technographics 2008

  21. European payments • Checkout process • Specific local payment options • Pan European coverage • Consider local tax implications • Local settlement

  22. How to achieve the best result?

  23. Satisfaction Stage Cycle Begins Again Complete Satisfaction Some Discontent Emerges Unhappy and Significant Issues are Realised Strong Dissatisfaction Change Recognition Evaluation Process is Created & Decision Criteria are Formed Results Phase The route to success Reality Phase Alternative Options are Reviewed Against Decision Criteria & Criteria is Revised Execution Stage Shopping Stage Moderate Enthusiasm Cycle Begins Alternative Choices are Narrowed (to one or two options) Low Apprehension High Apprehension Solution is Selected Commitment “Yes” Apprehension Stage

  24. Game plan / / Village Control Budget People Time

  25. Account management • ‘The service that Swiftcover received from the account management team is prompt, efficient and delivered to a very high standard.  Helen Richardson, Finance Manager, Swiftcover.com

  26. Summary • Short & medium term goals • Fraud screening & risk profiling • Referrals / credentials • Case study • ROI • On-going account management

  27. Food for thought...

  28. Thank you Any questions? David Backshall Sage Pay david.backshall@sagepay.com 0207 685 3306

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