What Separates Sustainable Neobanks From Those That Fail To Reach Profitability? | Brian Muse-McKenney, CRO at Episode Six
With 400 Neobanks globally raising $300 billion but only a few achieving profitability, the industry faces a critical question about sustainable business models.In this episode, I speak with Brian Muse-McKenney, Chief Revenue Officer at Episode Six, and we answer the big question: What separates sustainable Neobanks from those that fail to reach profitability?Brian brings deep expertise from over 16 years in global payments, having led PayMe to become Hong Kong's #1 payments app and now helping fintechs build modern payment products at global scale in Episode Six. He shares insights on the fundamental shift from growth obsession to economic discipline and reveals the specific metrics and strategies that actually drive profitability.We explore the critical importance of unit economics over vanity metrics, the power of the 80/20 rule in customer focus, and why multi-product revenue strategies are essential beyond interchange fees. We also discuss the infrastructure decisions that can make or break scaling economics, the culture shifts needed for sustainable growth, and practical frameworks for identifying and nurturing profitable customer segments.🔑 Key Highlights:The shift from growth at all cost mentality to disciplined economics in Neobank’s strategyWhy LTV matters more than downloads and monthly active usersHow the 80/20 rule transforms customer acquisition into profitable growthThe infrastructure partnerships that enable or destroy unit economics at scaleWhy saying "I was wrong" creates winning cultures that drive profitabilityFollow for more discussions on building FinTech products with customer and commercial impact and to stay updated on the latest episodes.Socials👉 Follow Brian Muse-McKenney:LinkedIn: https://www.linkedin.com/in/brian-muse-mckenney-1423a21aa/Website: https://episodesix.com/👉Follow Monica:LinkedIn: https://www.linkedin.com/in/monicamillares/YouTube: https://www.youtube.com/@moni_millaresTimestampsWe cover:[00:00:00] Neobanking profitability state : 400 companies, 15 profitable[00:02:00] From growth at all costs to economic discipline mindset shift[00:03:00] Unit economics that actually matter for sustainable growth[00:09:00] Revenue diversification beyond interchange fees[00:11:00] FX, lending, and subscription models that drive margins[00:16:00] The 80/20 rule: Why power users beat customer acquisition[00:19:00] Customer research strategies for identifying profitable segments[00:24:00] Low-hanging fruit for struggling Neobanks[00:26:00] The courage to say "I was wrong" and cut unprofitable customers[00:29:00] Psychological safety and winning culture fundamentals[00:32:00] Global profitability patterns: Asia vs Europe vs North America[00:39:00] The 10X innovation doctrine for market differentiation[00:45:00] Infrastructure partnerships that enable profitable scaling[00:51:00] Three key takeaways for sustainable Neobank successSearch QuestionsWhat separates profitable neobanks from failing ones?How many neobanks are actually profitable in 2025?What unit economics metrics matter most for neobanks?How to build revenue beyond interchange fees in fintech?Why do most Neobanks fail to reach profitability?What is the 80/20 rule for Neobank customer growth?How to...
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How Neobanks Can Use Bitcoin & Stablecoins for Competitive Advantage | Richard Green, RootstockLabs
Neobanks are struggling with differentiation, rising costs, and intense competition - but what if Bitcoin and stablecoin infrastructure could be your competitive advantage?In this episode, I speak with Richard Green, Director of Ecosystem and Rootstock Institutional at RootstockLabs, the largest and longest-running Bitcoin sidechain, and we answer the big question: How can neobanks strategically integrate Bitcoin and stablecoin infrastructure to create competitive advantages?Richard leads GTM for strategic partnerships and growth across cross-border remittance, DeFi, institutions and stablecoins clients, bringing deep expertise from Bloomberg, Circle, and now RootstockLabs. He shares practical insights on building crypto-enabled products that solve real customer problems.We explore the fundamentals of stablecoins, cost considerations for implementation, user experience challenges, security and fraud protection, partnership selection strategies, and practical frameworks for getting started. Richard breaks down complex technical concepts into actionable strategies that Neobank founders can implement without breaking their budgets.Follow for more discussions on building FinTech products with customer and commercial impact and to stay updated on the latest episodes.👉 Follow Richard Green:LinkedIn: https://www.linkedin.com/in/richard-thomas-green/Website: https://www.rootstocklabs.com/👉Follow Monica:LinkedIn: https://www.linkedin.com/in/monicamillares/YouTube: https://www.youtube.com/@moni_millaresTikTok: https://www.tiktok.com/@moni_millaresWe cover:[00:00:00] Welcome and key question introduction[00:01:00] The most overlooked competitive advantage for neobanks[00:06:00] Stablecoin basics: What they are and how they differ from Bitcoin[00:09:00] Top use cases: Global payments and remittances[00:13:00] Cross-border payment infrastructure and partnerships[00:18:00] Real-world application and user adoption challenges[00:20:00] Cost considerations: Custodial vs self-custody models[00:24:00] Security and fraud protection in blockchain systems[00:29:00] Product design and user experience considerations[00:31:00] Customer education and trust building strategies[00:34:00] Partnership selection and evaluation criteria[00:39:00] What RootstockLabs does and Bitcoin sidechain benefits[00:41:00] Practical implementation roadmap for neobanks[00:45:00] Security advantages of Bitcoin-backed infrastructure[00:49:00] Common implementation mistakes to avoid[00:50:00] Three key takeaways for neobank foundersSEARCH QUESTIONSHow can neobanks use Bitcoin for competitive advantage?What are stablecoins and how do they work for neobanks?How to reduce cross-border payment costs with crypto?What are the security risks of Bitcoin in banking?How to choose stablecoin partners for neobanks?What is custodial vs self-custody in crypto banking?How to implement Bitcoin infrastructure on a budget?What user experience challenges exist with crypto payments?How does blockchain fraud protection work?What is RootstockLabs and Bitcoin sidechains?How to educate customers about crypto banking features?What compliance requirements exist for crypto integration?How to build crypto products without technical expertise?What revenue streams do Bitcoin features create?How to differentiate neobanks with crypto infrastructure?What are the costs of implementing stablecoin...
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How AI-Powered FinTech is Solving the £4B UK Energy Debt Crisis | Fliss Berridge & James Sharpe
In today's episode, we explore how innovative fintech partnerships are tackling the UK's massive £4 billion energy debt crisis through compassionate collections and flexible payment solutions.I speak with Fliss Berridge, UK Managing Director and Co-Founder at Ordo, and James Sharpe, Sales Director, Digital Native Business at Eviden. We talk about their groundbreaking partnership creating an intelligent recommendation and notification engine that helps consumers manage utility payments in a way that matches their actual income patterns, not arbitrary monthly billing cycles.Their solution combines open banking, AI, and a deep understanding of customer behavior to transform how utilities collect payments while making financial management more accessible and humane for consumers struggling with the cost of living crisis.🔑 Key Highlights:The UK energy debt crisis £4 billion challengeThe concept of "compassionate collections with kindness" that benefits both consumers and utilitiesUsing AI and open banking to create payment schedules that match actual income patternsThe importance of designing financial services around people's lives, not forcing people to adaptHow partnerships between large corporations and agile fintechs can drive purpose-driven innovationWe discuss how traditional payment methods like direct debits are failing vulnerable customers, particularly those with irregular income streams or in the gig economy. The solution recognizes income patterns and suggests appropriate payment amounts at the right times, providing relief for consumers while improving collection rates for utilities.This collaboration demonstrates how fintech innovations can address significant social challenges while creating commercial value, proving that compassion and profitability can coexist in financial services.Follow for more discussions on building FinTech products with customer and commercial impact and to stay updated on the latest episodes.👉 Connect with Fliss and James: LinkedIn: https://www.linkedin.com/in/fliss-berridge-07a05b84/Website: https://ordopay.com/ LinkedIn: https://www.linkedin.com/in/jamesrnsharpe/Website: https://eviden.com/👉 Follow Monica: LinkedIn: https://www.linkedin.com/in/monicamillares/ YouTube: https://www.youtube.com/@moni_millares TikTok: https://www.tiktok.com/@moni_millaresWe cover: [00:00:00] Introduction to the UK's £4 billion energy debt crisis[00:03:00] Breaking down large bills into manageable chunks[00:07:00] Compassionate collections: How kindness can coexist with effective payment solutions[00:11:00] Preventing late payments through early intervention and intelligent recommendations[00:15:00] Designing financial services around people's lives, not the other way around[00:19:00] Partnership for purpose: How Eviden and Ordo collaborate effectively[00:25:00] How startups and large corporations can work together effectively[00:32:00] The six-week proof of concept: How rigor and discipline drive innovation[00:37:00]...
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A Conversation About Rebuilding Trust in Digital Assets | Natalya Thakur and Kevin Hoang
In this episode, I speak with Natalya Thakur, CEO of Knova, and Kevin Hoang Founder of EQ Exchange (EQX), two innovative founders who are tackling the fundamental issue of trust in the digital assets space🔑 Key Highlights:How EQX aims to become the first company in the world to disclose financial statements in real-timeThe critical difference between "compiled" vs "generated" financial statements for transparencyHow technology can play a central role in creating new trust frameworks for financial services👉 Follow Natalya and KevinNatalya: https://www.linkedin.com/in/nthakur9/Kevin: https://www.linkedin.com/in/kevinh5/https://www.eq.exchange/Press release of their partnership: https://www.eq.exchange/blog/building-a-new-era-of-trust-in-digital-assets-with-knox-network👉Follow Monica:LinkedIn: https://www.linkedin.com/in/monicamillares/YouTube: https://www.youtube.com/@moni_millaresTikTok: https://www.tiktok.com/@moni_millaresWe cover:[00:00:00] Introduction and defining trust in financial services[00:04:00] Exploring the components of trust: what is transacted and who is transacting[00:06:00] Knox's purpose: creating a multi-asset ledger as a unified source of truth[00:08:50] Natalya's background in traditional finance and digital assets[00:12:30] EQX's purpose: rewriting the script on crypto exchanges[00:15:00] How Knova and EQX collaborate to solve trust problems[00:18:30] Kevin's background and entrepreneurial journey[00:21:30] EQX's innovative approach to real-time financial statements[00:24:00] Product thinking behind building a trust-based moat[00:28:45] Translating radical transparency into user-facing features[00:32:00] How companies can help customers trust the crypto space[00:36:00] Challenges of applying design thinking with institutional users[00:39:00] Obstacles financial institutions face with crypto adoption[00:42:00] Why crypto remains too complex for mainstream adoptionSEARCH QUESTIONSWhat is the definition of trust in financial services?How did FTX collapse affect crypto exchange trust?What does transparent financial reporting in crypto look like?How to build trust in cryptocurrency exchanges?Why do we trust traditional banks over crypto platforms?What are real-time financial statements for crypto exchanges?How can crypto exchanges improve user experience?What is a multi-asset ledger in cryptocurrency?How to manage both traditional and digital assets together?What challenges do financial institutions face with crypto adoption?Why is crypto still too complex for mainstream users?How can design thinking improve crypto user experience?What's the difference between compiled and generated financial statements?How can technology build trust in financial services?What is radical transparency in financial services?How do you establish trust as a new financial services company?What are best practices for crypto custody and security?How to...
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The Bold Move: How I went from Banking to Building FinTech Startups | Monica Millares, CPO at BigPay & Purpose Driven FinTech Podcast Host
The financial industry is transforming rapidly, with traditional banking giving way to innovative FinTech solutions that are reshaping how people interact with money worldwide.In this solo episode, I share my personal journey from traditional banking to building FinTech startups and products across multiple continents, revealing the challenges, insights, and transformational lessons learned along the way. From my first steps into product leadership to scaling products to millions of users, I share the journey, what helped me succeed and the mistakes that taught me the most valuable lessons.What you'll learn:How I transitioned from traditional banking to the dynamic world of FinTechMy unexpected path into product leadership How I ended up in Malaysia - from startup to scaleupThe reality of building financial products across different markets and culturesKey insights from 10 years of FinTech product developmentFollow for more discussions on building FinTech products with customer and commercial impact and to stay updated on the latest episodes.👉 Follow Monica:LinkedIn: https://www.linkedin.com/in/monicamillares/YouTube: https://www.youtube.com/@moni_millaresTikTok: https://www.tiktok.com/@moni_millaresWe cover:[00:00] My journey into FinTech - why I left traditional banking[05:30] The catalyst moment that changed my career trajectory[10:45] Discovering product leadership and the early challenges[15:20] Building FinTech products from Mexico to Malaysia[22:10] The unique challenges of developing products across different markets[28:40] How purpose drives better product decisions[34:15] Balancing innovation with compliance and security[39:30] My framework for building high-performing product teams[45:10] The future of FinTech and where I see the industry heading[50:25] Critical advice for aspiring FinTech buildersSEARCH QUESTIONSHow to transition from banking to FinTech?What skills transfer from banking to FinTech product development?How to build FinTech products that solve real customer problems?What are the biggest challenges when building FinTech products?How to balance innovation with compliance in FinTech?How to build purpose-driven financial products?What does a FinTech product leader do?How to build FinTech products across different markets?What are the key differences between banking and FinTech product development?How to build high-performing FinTech product teams?How to create successful FinTech products with limited resources?What is the future of FinTech product development?How to build customer-centric financial products?What are the most important metrics for FinTech products?How to identify opportunities in the FinTech space?How to navigate regulatory challenges in FinTech?What does it take to be a successful FinTech builder?How to scale FinTech products globally?How to create inclusive financial products?What are the biggest pitfalls when building FinTech products?#FinTechBuilder #BankingToStartups #ProductLeadership #FinancialInclusion #PurposeDrivenFinTechDisclaimer: This episode does not constitute professional nor financial advice and does not represent the opinion nor views of my current, past or future employers.
Welcome to Purpose Driven FinTech!
I'm your host, Monica Millares - Product Leader and fellow FinTecher.
These days, with the rising cost of living, financial stress among customers, loss of trust in banks, speculation of crypto, and uncertainty, we're facing unprecedented challenges. But there is hope. We as FinTechers have the power to make a positive impact.
Our products, the how we do product, and our people can make a difference on customers’ financial lives - and as a result, in the quality of their lives.
However, more than ever Founders, CEOs, Leadership teams and all FinTechers have a ton of pressure to build solutions that actually solve customer problems, that people want, that are differentiated And profitable
Yes that's you and me too!
That's why I've created this podcast!
I speak with FinTech CEOs, Founders, and Csuites to uncover their stories, challenges, and lessons learnt in building products with impact.
You'll get to hear real-life conversations, and you’ll walk away with practical questions, frameworks and insights that you can apply to your own FinTech products. So, are you ready to make a bigger difference in FinTech?
Let's come together and discover how Purpose, Product, and People can help us create a future of better financial wellbeing while building sustainable and profitable FinTechs.
Follow me on LinkedIn, TikTok, and YouTube to stay connected and be part of the conversation.
Cheers to making better FinTech and making FinTech better!
Love, Moni
Colombia