In partnership with Accenture’s FinTech Innovation Lab London, this year’s FINTECH Circle Summer Drinks was more than a celebration—it was a strategic deep dive into what it takes for fintech startups and scaleups to succeed with financial institutions.
Held in the heart of London and attended by founders, investors, and banking leaders, the event focused on one crucial question: How can fintechs get their foot in the door—and scale—inside large financial organisations?
Welcome by Susanne Chishti : Celebrating Growth & Innovation
Susanne Chishti, Founder & Chair of FINTECH Circle, opened the evening by celebrating the incredible energy across the UK fintech ecosystem—including FCA’s announcement of a new AI sandbox in partnership with NVIDIA.
As a mentor at the FinTech Innovation Lab and former Accenture alum, Susanne shared her journey from Vienna to London, highlighting how FINTECH Circle’s investor network, corporate partnerships, and global community of 260,000+ fintech professionals support startups at every stage of growth.
Keynote by Tom Graham: The Truth About Fintech Partnerships
Tom Graham, Managing Director at Accenture and Head of the Innovation Lab, delivered an insightful keynote on what truly defines successful fintech partnerships. He encouraged founders to be brutally honest about whether their solution solves a real problem and to avoid the fantasy of “partnership” if the enterprise is only looking to explore—not act.
Accenture’s lab model, he shared, focuses on helping startups identify product-market fit, iterate quickly, and connect with 40+ financial institutions without giving up equity or paying fees.
Panel Discussion: Selling into Financial Institutions—What Works?
A powerful panel discussion followed, moderated by Susanne Chishti, featuring:
- Richo Strydom, CTO at Crown Agents Bank (CAB Payments PLC)
- David Harding, CEO of MagicOrange and former CTO at Morgan Stanley
- Christian Nentwich, PhD, Founder of Duco, serial entrepreneur with two exits
Each speaker brought their unique lens on what it takes to succeed in B2B fintech sales.
What Banks Build vs. What They Buy
Richo Strydom explained how Crown Agents Bank uses a hybrid approach: building internally where agility and control are needed, and buying externally for specialised or commoditised solutions.
He noted that for fintechs to succeed, they must address operational resilience, data security, and regulatory standards early. Certifications like ISO 27001 or SOC 2 aren’t optional—they’re prerequisites.
The Dangers of “Happy Ears” in Sales
David Harding shared a crucial lesson for founders: be careful of “happy ears”—when someone at a financial institution is enthusiastic but has no purchasing power. While interest may feel promising, it doesn’t mean a deal is near. David stressed the importance of identifying the real budget holders and decision-makers early in the process, and not wasting resources on prospects that lack internal alignment.
Founders: You Have the Power—Use It
Christian Nentwich offered a founder’s perspective, emphasizing the importance of staying focused. Early in his journey with Duco, he pivoted away from Tier 1 banks to target hedge funds and early adopters—only returning to the big players later with strong traction.
His advice? Don’t chase big names at the expense of survival. Instead, focus on where you can win today. And always lead sales conversations yourself in the early years—your credibility as a founder opens doors that sales reps can’t.
From Pilot to Paid Contract: Navigating Procurement
All panelists agreed that procurement is a minefield for fintechs. Banks will often entertain pilots or POCs without the intention or ability to scale. Christian shared that their win rate for paid pilots was far higher than unpaid ones, suggesting that fintechs should consider charging even a modest fee to ensure buy-in.
David added that while sales cycles can feel slow, with the right champion and strategic alignment, large contracts can be secured in under six months.
Final Tips: What It Really Takes to Win
As a takeaway, the speakers offered these hard-won insights:
- Understand the buying process inside financial institutions—don’t just focus on your own sales funnel.
- Know who holds real decision-making power and tailor your message to their top 3–5 priorities.
- Be ready with operational and security credentials—risk is non-negotiable in banking.
- Build trust and stay persistent. Deals may take time, but relationships matter.
Thank You to Our Community
FINTECH Circle would like to thank Accenture for their partnership and ongoing support through the FinTech Innovation Lab. A special thanks to keynote speaker Tom Graham, our brilliant panelists Richo, David, and Christian, and to the founders, investors, and fintech enthusiasts who made the evening such a success.
We look forward to continuing these vital conversations and supporting fintech scaleups through curated networking, strategic guidance, and high-impact events.
Make sure you check out the Gallery below:
Thank you once again for bringing your positive energy, laughter, and fellowship to the Summer Drinks event. Your enthusiasm and genuine connections truly made the occasion a success.
Looking forward to more gatherings and shared moments in the future. Until then, cheers to the wonderful memories we created together!
