Matteo Boemi Ricerca Supernovae Labs

Interview with Matteo Boemi, Supernovae Labs research manager for Fintech

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Interview with Matteo Boemi, Supernovae Labs research manager for Fintech

Supernovae Labs, awarded Best Fintech Accelerator in 2019 and 2022 (CFI), supports the scale-up processes of its fintech clients and partners by providing targeted business development programs in Italy and abroad. To date, they have established an ecosystem comprising around 30 diverse fintech partners.

A vital aspect of any scale-up project is the analysis and understanding of target markets, which is necessary to gauge potential and evaluate competition. This allows decision-making on which markets to focus financial resources on, maximizing the results of business development activities.

In this interview, we speak with Matteo Boemi, Head of Research at Supernovae Labs, who explains how the Sales team utilizes research and market intelligence to assist fintech scale-ups seeking to enter the Italian and international markets, enabling them to compete in an increasingly crowded and evolving industry.

Interviewer: Matteo, why is it important for a fintech embarking on an international scale-up journey to invest in research?

Matteo Boemi: The Fintech market is highly dynamic and competitive. When a fintech company seeks to enter a new country, it encounters a multitude of entities standing between it and its growth objectives. These include local fintechs that have emerged from the fintech ecosystem, often backed by the very banks they aim to disrupt, foreign fintechs, advanced-stage scale-up unicorns, local banking providers, and system integrators offering platforms to address specific use cases typically handled by fintechs. Besides competition, it is essential to assess the technological and regulatory maturity of the financial market and determine the presence of an open finance culture and willingness to integrate third-party fintech solutions within individual banks and/or corporations targeted for collaboration.

In such a context, where venture capitalists and private investors seek maximum financial returns, the CEO and sales executives of a fintech company bear the responsibility of carefully selecting the most promising market(s). An investor withdrawing support due to poor commercial results can significantly impact the fate of a fintech, even if it possesses distinctive solutions and use cases compared to competitors.

In such a context, where venture capitalists and private investors seek maximum financial returns, the CEO and sales executives of a fintech company bear the responsibility of carefully selecting the most promising market(s). An investor withdrawing support due to poor commercial results can significantly impact the fate of a fintech, even if it possesses distinctive solutions and use cases compared to competitors.

Interviewer: Why is it important for Fintech Business Accelerator to have a dedicated research division?

Matteo Boemi: This relates directly to the reasons mentioned earlier. While Supernovae’s core business revolves around providing business development services to fintech scale-ups, thorough research and market understanding are vital for crafting successful commercial strategies. That is why Supernovae Labs has its own research department, which offers unique elements compared to research services provided by traditional research institutions:

1- Supernovae Labs possesses specific expertise in fintech and the financial institution market. Our senior managers are fluent in the language of fintech as they work in the industry daily, and they also understand the challenges faced by financial institutions from within, having held managerial positions in major national and international banks and insurance companies.

2- Supernovae Labs serves as a strategic consulting firm for banks and insurance companies, specializing in innovation. As a result, they have developed a network of decision-makers and budget owners that their sales consultants can approach to assess the market’s reception towards a fintech’s services before deciding to enter.

Thus, the research department of Supernovae Labs provides their fintech partners with the confidence that they are investing their resources wisely.

Interviewer: What results can be achieved through a research-supported approach to business development?

Matteo Boemi: From our perspective, there is no distinction between research and business development. Unless a fintech company has already studied the market and engaged with financial institutions before turning to us, market research serves as both a moment of understanding and the initial phase of a business development project. It involves qualifying the companies to approach and identifying buyer personas and decision-makers. Through research, we effectively anticipate the first part of lead generation activities.

In addition to supporting purely commercial decision-making, Supernovae Labs’ research team is also capable of assisting fintech companies in their feasibility and internationalization assessments. While scale-ups may already have tested and used products and services in other markets, scaling up sometimes requires validating ideas in the new market and adapting services to the local economic and regulatory context for fine-tuning before approaching the market to ensure success.

In this context, once again, the distinctive service model offered by the research department of Supernovae Labs comes into play. The team has the opportunity to interact with Opinion Leaders within or outside the Supernovae Labs network to validate ideas and help fintech companies align them with the needs of their target customers: banks, insurance companies, corporations, and investor banking providers that will enable the start-up to grow.

The service model offered by Supernovae Labs to fintech companies is, therefore, a win-win-win model. It’s a win for fintech companies as they can accelerate their matchmaking with desired leads by threefold through Supernovae Labs. It’s a win for banks, insurance companies, and corporations that gain a competitive advantage by engaging with fintech companies before their official scale-up launch. And it’s a win for Supernovae Labs, whose revenue model heavily relies on success fees, as they achieve the best results when a fintech company effectively meets the needs of a financial player by initiating an adoption and integration project.

To further explore the research programs and business development services offered by Supernovae Labs, please contact our sales team

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