Marketing Talk: Tearsheet interviews top fintech marketers

The Tearsheet podcast often explores the intersection of financial services and technology. What makes this exploration unique is its focus on emerging trends, like the connection of the Web3 technologies of crypto and blockchain with the traditional finance ecosystem. Today, Bam Azizi, the co-founder and CEO of Mesh, joins me on the podcast.

Founded in 2020, Mesh is an embedded financial platform designed to simplify crypto transactions by enabling real-time connectivity and asset transfers. Previously, Azizi co-founded the cybersecurity company, No Password. Azizi has a strong background in robotics and software engineering. 

He is now leading Mesh towards a future focused on tokenized assets.“Everything will be tokenized because it’s easier to transfer and build,” says Azizi. He emphasizes the importance of addressing market gaps. Mesh integrates exchanges and enables crypto payments.

The Evolution of Crypto & Embedded Finance

Embedded finance has emerged as a pivotal market structure in fintech. It allows financial services to be seamlessly integrated into non-financial platforms. Azizi sees Mesh as a connection aggregator, not a data aggregator. This sets it apart from competitors like Plaid. “Plaid is the right solution for traditional assets,” Azizi explains. “We are the right solution for the crypto industry.” Traditional platforms focus on aggregating banking data -- Mesh enables transactional capabilities. This includes transferring assets between exchanges and using crypto for payments.

Crypto Payments and Practical Use Cases

Mesh’s offerings have evolved from enabling cryptocurrency deposits to powering crypto payments. Azizi describes the creation of MeshPay, which is a comprehensive solution that addresses the unique challenges of crypto payments within a commercial setting. “Imagine paying at a coffee shop with crypto through Apple Pay,” says Azizi. This vision stems from a real-world use case where a small business embedded Mesh to accept crypto as a payment method. For regions grappling with hyperinflation, functionality like this offers real practical advantages.

Tokenized Assets: The Future of Finance

Azizi strongly advocates adopting tokenized assets. He predicts that “everything will be tokenized” in the coming decade. Tokenization can simplify asset transfers, improving accessibility and mirroring the digitization wave of the past two decades. Azizi believes traditional processes are inefficient. He points to asset transfers between brokerage accounts as an example. These processes are often cumbersome. Tokenized systems promise to end these inefficiencies. They pave the way for streamlined financial operations.

Challenges and Opportunities with Regulation

Discussing regulatory frameworks, Azizi underscores the importance of clarity. “Healthy regulation benefits everyone,” he notes. Azizi emphasizes how clear guidelines could boost cryptocurrency adoption and innovation. Mesh’s non-custodial model aligns with the crypto community’s ethos of decentralization. It resonates with users who prioritize privacy and control over their assets.

Building the bridge between crypto and coffee shops: A chat with Mesh's Bam Azizi

Banks have a challenging time responding to technological leaps like AI primarily because of their compliance-comes-first approach. Financial institutions must also manage the technological debt of their legacy systems when approaching modernization. 

On this episode of the Tearsheet Podcast, Temenos Chief Product and Technology Officer, Barb Morgan, offers a refreshing perspective on how financial institutions can embrace technology while maintaining their human touch. Her insights reveal how banks, particularly regional institutions, are balancing innovation with customer service and regulatory compliance.

Morgan's approach emphasizes "augmented intelligence" over artificial intelligence, positioning AI as a collaborative tool for these firms. Her view of AI’s potential in this industry stems from her deep experience working with regional and large banks at Temenos, as well as her time at firms like FIS and Capital One. 

The conversation highlights how Temenos is helping banks modernize at their own pace by  offering flexible solutions that can be implemented module by module. It also dives into how these firms are measuring their ROI on modernization initiatives, a must-have in this market. Lastly, Barb shares how her firm partners with its banking clients to work on unique ideas.

Temenos CPTO Barb Morgan on measuring ROI, step by step modernization, and AI-enabled banking

In this episode of the Tearsheet Podcast, I sit down with Frank Chaparro, the host of The Scoop and Director of Special Products at The Block. He has years of experience at the intersection of digital assets and Wall Street. Frank offers a unique perspective on blockchain technology and tokenization, highlighting their early impact on financial markets and projecting out where Web3 may lead for financial services.

“When you’re managing trillions of dollars, offering new, innovative products isn’t just risky. It’s a massive operational challenge,” says Chaparro. His insights explain why tokenization, stablecoins, and blockchain technology are growing in popularity. These innovations overcome challenges faced by traditional financial institutions, offering new solutions and efficiencies in the financial sector. Frank explores how stablecoins bridge decentralized finance and traditional systems. For example, he explores the challenges of institutional investment in crypto ETFs. His analysis covers the complexities of this fast-evolving space.

The Big Ideas

Tokenization could revolutionize industries by making processes more efficient. Frank highlights its application in property transactions. He says, “Tokenizing deeds could bring unprecedented efficiency to a traditionally slow process.”

Stablecoins are enabling seamless transactions between traditional and decentralized finance. “It’s just so damn easy to send stablecoins compared to alternatives like PayPal,” says Frank.

Despite regulatory and operational hurdles, major banks are inching closer to crypto adoption. Frank predicts, “By 2025, we’ll see wealth management portals opening up to these assets.”

Regulatory clarity remains a double-edged sword. Frank explains, “Banks fear the potential repercussions of engaging with digital assets. Even when there’s no explicit rule against it.”

Meme coins and NFTs hint at a future where culture and finance intersect. Frank calls it “extracting value out of humor,” a concept that could reshape how we view digital assets.

‘Lightning in a Bottle’: Frank Chaparro on Stablecoins and Tokenization’s Promise

I recently sat down with Dan Snyder, CEO and co-founder of Lower, to discuss the evolving landscape of mortgage lending. Lower was founded in 2014 and has grown into one of the largest venture-backed home lenders in the United States. Dan is driven by a commitment to simplifying the home financing process through technology.

“We’re not just building a mortgage company,” says Snyder. “We’re creating a comprehensive platform. It will make homeownership more accessible, especially for younger buyers.” Fresh off its acquisition of NeatLabs, Lower’s new proprietary platform, LowerOS, promises to reduce the cost and complexity of mortgage origination. Snyder bootstrapped his startup and went on to raise Ohio’s largest Series A, showcasing resilience and vision. His journey offers valuable lessons in leadership and innovation. It also highlights how to navigate the challenges of a volatile housing market. The conversation explores key topics like the role of venture capital in professionalizing a business, the strategic importance of owning a full tech stack, and the opportunities presented by serving next-generation home buyers.

The Big Ideas

Venture Capital as a Catalyst for Growth. “Raising money allowed us to professionalize the business and access top talent,” says Snyder. He highlights the impact of Accel’s investment.

The Strategic Importance of Owning Technology. “We didn’t want to rely on third-party software that didn’t align with our goals,” Snyder notes. LowerOS is the result of this strategic decision.

Challenges in Serving Next-Gen Buyers. “The average income for first-time buyers is over $200,000. We’re working to bring that down by improving affordability,” Snyder explains.

Adapting to Market Volatility. Snyder highlights that inventory and interest rates are major challenges. But, technology can help reduce costs and improve efficiency.

Combining Tech with Human Expertise. “Even with digital tools, a 15-minute conversation can save hours of back-and-forth,” says Snyder. He emphasizes the value of human interaction.

How Lower uses technology and humans to simplify mortgage lending ft. Dan Snyder

Student debt is a major financial challenge, with U.S. borrowers owing over $1.8 trillion in total. This ongoing debt burden affects millions of individuals. Traditional financial institutions are looking for ways to solve this issue. Meanwhile, fintech innovations are providing solutions. These new technologies are helping to address the problem.

Michelle Tran is the head of commercial at Summer and founder of NYC Fintech Women. She joins the Tearsheet podcast to discuss how fintech is streamlining student loan repayment. The conversation focuses on the improvements fintech brings to the process, highlighting how fintech is powering a new generation of financial wellness programs.

“For many borrowers, navigating student loan repayment is like filing taxes on their own,” Tran explains. “The process is complicated. And a simple mistake can lead to missed opportunities for debt relief.”

Tran highlights how fintech platforms like Summer act as a “TurboTax for student loans,” helping borrowers complete complex federal student loan relief applications accurately. There is a growing demand for employer-sponsored loan repayment benefits. Fintech solutions are helping connect employees with the right programs. These solutions play an essential role in meeting that demand.

The Big Ideas
* Employers Are Becoming Key Players in Student Debt Relief. “Graduates are considering job offers carefully. They are looking for companies that offer student loan repayment assistance. This benefit is becoming a key factor in their decision-making.”
* Federal Loan Forgiveness Programs Are Underutilized. “Many borrowers don’t realize they qualify for loan forgiveness. Fintech is helping them access these benefits more efficiently.”
* Technology Reduces Errors in Loan Applications. “Automation ensures borrowers submit accurate applications, increasing approval rates for federal programs.”
* Fintech Solutions Are Expanding Beyond Student Loans. “Managing debt holistically creates a more secure financial future. The debt includes credit cards and retirement savings.”
* Personal Finance Education is a Critical Component. “Helping borrowers understand their financial options leads to better decision-making and long-term stability.”

Smart Tech, Smarter Loans: Michelle Tran on fintech’s impact on student debt

Register to 4dFI's mailing list to stay updated on our investment opportunities, events, news: https://www.library.tearsheet.co/4dfi

Today I'm excited to introduce you to 4dFI Capital Partners — or as we call it, 4dFI — a new initiative bringing together the worlds of traditional finance and innovative fintech.

In this episode, we're diving into three key themes reshaping global financial services:

Hidden Innovations in Emerging Markets

As Russell Weiss points out, "There's some incredible innovations happening in emerging markets, and oftentimes investors and executives in the US and Europe are sort of missing it. They're not hearing those stories. They're not getting access to that technology." We'll explore how companies like Nubank are just the beginning of a wave of groundbreaking financial solutions coming from regions outside traditional financial centers.

From Fintech to Impact Investment

In regions where traditional credit infrastructure is lacking, services like earned wage access aren't just convenient—they're transformative. Josh Liggett explains how these solutions are "where a FinTech turns from a FinTech company to also an impact investment," creating both financial returns and meaningful change in consumers' lives.

Building a Value-Add Investment Community

Beyond just providing capital, Fortify aims to create a network of experienced professionals who can offer expertise, connections, and insights to emerging market fintechs. This collaborative approach benefits everyone involved—investors gain exposure to new models, startups receive valuable guidance, and ultimately, consumers get better financial products.

I'm joined today by my partners Russell Weiss and Josh Liggett, who bring complementary skills in data science, VC deal-making, and fintech expertise to this exciting venture. Whether you're a financial industry veteran looking for new horizons or simply curious about where global fintech is heading, today's conversation offers valuable insights into the future of finance beyond traditional markets.

Let's dive in.

Beyond Borders: The 4dFI fintech investment series, Part 1

Blockchain technology continues to bridge the gap between traditional finance and the digital asset ecosystem. Today, we're witnessing a fascinating convergence where decentralized finance protocols are being integrated into user-friendly platforms, making sophisticated financial tools accessible to everyday users.

One of the most significant developments in this space is the ability to leverage crypto assets without selling them—unlocking liquidity while maintaining exposure to potential appreciation. Coinbase has recently launched a groundbreaking product that allows customers to borrow USDC against their Bitcoin holdings in under a minute, all powered by onchain lending protocols.

I'm delighted to welcome Max Branzburg, Vice President of Product at Coinbase, to discuss this innovation. As a key architect of Coinbase's product strategy, Max has been instrumental in developing solutions that make crypto utility more tangible for millions of users. Today, we'll explore how Bitcoin-backed loans represent a pivotal step in Coinbase's vision for onchain financial services, the technical infrastructure making this possible, and what this means for the future of personal finance.

The financial system is moving on-chain: How Coinbase is bridging traditional banking and crypto

In late January, Upbound Group completed its acquisition of Brigit, a leading financial health technology company. This deal brings together Upbound’s established brands like Rent-A-Center and Acima with Brigit’s digital platform that offers earned wage access, credit building products, and financial wellness tools. The combined company now serves approximately four million active customers, including Brigit’s impressive base of over one million paying subscribers.

I’m thrilled to welcome Zuben Mathews, co-founder of Brigit, to our podcast today. Zuben continues to lead the Brigit team as they now operate as a business segment within Upbound Group, alongside his co-founder Hamel Kothari.

In our conversation today, we’ll explore the strategic vision behind this acquisition, how Brigit’s technology will enhance Upbound’s existing services, and what this means for millions of Americans who have been traditionally underserved by mainstream financial institutions. We’ll also discuss how Brigit’s proprietary cash flow underwriting technology and machine learning capabilities might change the landscape for accessible financial products.

From startup to acquisition: Zuben Mathews on Brigit's social impact journey

Joe Heck, CEO of Zip, joins me on the Tearsheet Podcast to discuss the evolution of alternative payment solutions in the US. Zip is a leading Buy Now, Pay Later (BNPL) company. Joe shares lessons from his 20 years of experience in consumer lending and fintech payment solutions. Heck brings insights from his previous leadership roles at Happy Money and TrueStage.

Heck’s background plays a role in his approach to financial services. Growing up in Flint, Michigan, he understands the challenges of paycheck-to-paycheck living. “There’s a consumer base largely ignored by traditional financial systems,” Heck explains. “FICO doesn’t serve them well, but they have a great ability to pay.”

Zip focuses on providing financial flexibility to these consumers. It offers structured repayment plans that don’t push them into revolving debt. According to Heck, “We win when the consumer wins. If they can’t pay us back, our model doesn’t work either.”

The Big Ideas

BNPL’s Growth Potential in the US – With only 2% of payments currently in BNPL, there is significant room for expansion compared to markets like Europe and Australia.

Financial Inclusion for Underserved Consumers – Zip is focusing on consumers who don’t fit traditional credit models but have strong repayment potential. “We provide access when and where they need it,” says Heck.

Strategic Partnerships Drive Accessibility – Integrations with Stripe and retailers like GameStop are making BNPL more available to consumers.

A More Transparent Alternative to Credit Cards – Unlike credit cards that encourage revolving debt, BNPL provides structured, predictable payments. “We’re not built in a way that traps consumers in debt,” Heck emphasizes.

The Role of Cash Flow Management in BNPL’s Future – Zip is investing in tools that help consumers manage unpredictable income streams, ensuring more repayment flexibility.

Zip CEO Joe Heck: Expanding financial inclusion through Buy Now, Pay Later innovation

Artificial intelligence is rapidly transforming the financial landscape, creating new opportunities for innovation while reshaping consumer expectations around speed, personalization, and security. As financial institutions and businesses race to integrate AI capabilities, we're witnessing a fundamental shift in how payments are processed, how fraud is detected, and how financial services are delivered.

Today, I'm delighted to welcome Davi Strazza, President of North America at Adyen, a global financial technology platform that's at the forefront of this AI evolution. Davi leads Adyen's North American operations, where the company is leveraging artificial intelligence as a strategic growth driver through initiatives like their recently launched Uplift platform.

In our conversation today, we'll explore how Adyen is implementing AI solutions to enable hyper-personalization, enhance fraud detection, and automate complex financial processes. Davi will also share his insights on the state of real-time payments in the US and what companies need to do to make instant payments a more fundamental part of our commerce and financial system.

"Taking the hardest path in payments": How Adyen's AI platform boosts conversion and reduces fraud

Welcome to the Tearsheet Podcast. I'm Zack Miller.

We're experimenting with an interesting new series on the podcast called Marketing Talk. We're talking to top finance and fintech marketers sitting on the front lines of their business, hustling to bring in the next cohort of customers. As much as TechCrunch makes this stuff look easy, it isn't and we want to hear from marketers — in their own words — what's working for them, how they're structuring their teams, and what channels are delivering.

I'm excited for this series and first up is Jonathan Metrick, head of marketing at PolicyGenius. If you ride the New York City subway like I do, for sure you've noticed last year when the usual poetry public service ads started promoting insurance and PolicyGenius. It did tick off a lot of New Yorkers but it won awards and contributed to a 100% lift in the business.

Jonathan talks about that campaign and also why he prefers to run campaings in-house and not via an agency. He describes his commitment to content marketing and the impact its had on the insurance marketplace's business. I hope you enjoy the show.

If you like this Marketing Talk series, let us know. You can hit me up on twitter at @newrulesinvest or via email at zack at tearsheet.co. Let me know what you think and if you'd like to nominate a marketer or growth guy or gal for the show.

You can access this episode of the Tearsheet Podcast and over 200 previous episodes in our archives: www.tearsheet.co

Without further ado, here's Policygenius' Jonathan Metrick.

Marketing Talk: Policygenius' Jonathan Metrick

Welcome to the Tearsheet Podcast. I'm Zack Miller.

We're experimenting with an interesting new series on the podcast called Marketing Talk. We're talking to top finance and fintech marketers sitting on the front lines of their business, hustling to bring in the next cohort of customers. As much as TechCrunch makes this stuff look easy, it isn't and we want to hear from marketers — in their own words — what's working for them, how they're structuring their teams, and what channels are delivering.

Today's marketer on the hot seat is Bill Walsh, Lending Club's general manager and head of marketing for personal loans. Bill brings an engineer's approach to marketing. The MIT grad began his tenure at Lending Club in an operations role, where rigorous problem solving was used to solve some of the biggest problems in the business. Now that he's leading marketing on the consumer side, he brings a similar approach.

We talk about how Lending Club defines marketing and approaches channels. We pay particular attention to a recent TV campaign you might have seen over the summer of 2018. Measuring and responding to the signal is core to Lending Club's approach and in the course of this 4 week broadcast campaign, Bill's team iterated twice. This puts ad agencies on notice  -- this is the new data driven fintech marketing world.

If you like this Marketing Talk series, let us know. You can hit me up on twitter at @newrulesinvest or via email at zack at tearsheet.co. Let me know what you think and if you'd like to nominate a marketer or growth guy or gal for the show.

Without further ado, here's Bill Walsh.

LendingClub's Bill Walsh: 'At its core, marketing is a data problem'

Welcome to the Tearsheet Podcast. I'm Zack Miller.

We're experimenting with an interesting new series on the podcast called Marketing Talk. We're talking to top finance and fintech marketers sitting on the front lines of their business, hustling to bring in the next cohort of customers. As much as TechCrunch makes this stuff look easy, it isn't and we want to hear from marketers — in their own words — what's working for them, how they're structuring their teams, and what channels are delivering.

Off a recent IPO in London, Funding Circle is doubling down on its growth strategies. Partnerships with financial institutions and other strategics play a big role in how the small business lender acquires new customers.

U.S. managing director Bernardo Martinez joins us on the podcast to talk about how partnerships fit into the firm's momentum and ambitions for the U.S. market. We use the firm's relationship with INTRUST Bank as a model for how financial institutions assist with Funding Circle's customer acquisition. We also look at the firm's partnership with Intuit and how it helps Funding Circle reach more small businesses in the United States.

Bernardo Martinez is my guest on the podcast today.

Funding Circle's Bernardo Martinez on the role banking partnerships play in customer acquisition

Welcome to the Tearsheet Podcast. I'm Zack Miller.

We're experimenting with an interesting new series on the podcast called Marketing Talk. We're talking to top finance and fintech marketers sitting on the front lines of their business, hustling to bring in the next cohort of customers. As much as TechCrunch makes this stuff look easy, it isn't and we want to hear from marketers — in their own words — what's working for them, how they're structuring their teams, and what channels are delivering.

On the startup side of things, branding is tricky. It's hard to put forward a strong brand when a company is still growing up, searching for its business model and target customer, and finding its voice. But there comes a time when a business matures and it can be intentional about who and what it is. 

Accounting software firm, Wave has grown up a lot since it launched in 2010. The company now has over 3.5 million customers.  It's always helped small businesses get control over their finances through simplifying things. But through the rebrand, the company wanted to convey the feeling that there's power in this process — Wave's new branding focuses on empowering small businesses and entrepreneurs. It's a nuanced change but makes a huge difference.

Director of marketing creative at Wave, Grace Marquez was the architect of Wave's re-launch and she takes us behind the scenes to see how the rebranding process was organized, how various teams across the company worked together on the project, and how the financial brand found its new voice and image.

Grace Marquez is my guest today on the podcast.

Wave's Grace Marquez: Behind the scenes of the re-brand

Welcome to the Tearsheet Podcast. I'm Zack Miller.

We're experimenting with an interesting new series on the podcast called Marketing Talk. We're talking to top finance and fintech marketers sitting on the front lines of their business, hustling to bring in the next cohort of customers. As much as TechCrunch makes this stuff look easy, it isn't and we want to hear from marketers — in their own words — what's working for them, how they're structuring their teams, and what channels are delivering.

I don't know about you but I consume a hefty amount of podcast content. I spend less time streaming music, less time watching videos and more time listening to recorded audio. It's estimated that 26 percent of all Americans over the age of 12 listen to podcasts. And we're not just drive-by listeners, either. We're listening to at least seven podcast episodes every week. This is a huge opportunity for financial marketers who made a living using television and radio to brand their products.

MasterCard has been an early rider on the podcast train. Last year, the payments firm launched Fortune Favors the Bold (https://www.mastercard.us/en-us/consumers/fortune-favors-the-bold.html), a podcast about the unique and changing role money plays in our lives, and about what happens when we take risks, take control and redefine our relationship with it. The podcast was well-received, both critically and among Mastercard's target audience. The podcast's audience grew by 55 percent between episode one and five, and the company is about to drop season two any day now.

Marcy Cohen, svp of digital content creation at Mastercard, joins me to discuss the genesis of Mastercard's podcast activities. She shares what's worked with the show and the firm's strategy to use the podcasting medium to market to the firm's own employees, in addition to acquiring new customers and branding in the market. She also explains how the firm used an agency to strategize and produce its great content.

Marcy Cohen is my guest today on the Tearsheet Podcast.

Mastercard's Marcy Cohen on launching and growing a podcast

Tearsheet is news, opinion, and analysis on the business of finance.

Candid conversations with senior executives, fintech entrepreneurs, investors, industry experts -- all weigh in on the trends impacting the industry and the disruptive impact technology is having on the business.

Where social media, technology and finance intersect.

Wave's Grace Marquez: Behind the scenes of the re-brand

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