The challenge

Our client, one of Europe’s leading online travel retailers, had partnerships with regulated providers to offer various pay later finance options for flights& holidays, and saw PSD2 (Payment Services Directive 2) as an opportunity to become more involved in travel finance including:  

·       Combining PSD2 AISP model with existing internal analytical capabilities to further drive personalisation of travel services

·       Partnering more closely with Credit Brokers -or becoming one - to have greater control over packaging and offering personalised pay later options to consumers

·       Potentially developing a travel finance B2Bmarketplace platform for trade customers such as OTAs, travel providers and other travel players

How EDC helped

The client engaged EDC to conduct an in-depth analysis, evaluation and prioritisation of the various opportunities for both B2C and B2Bcustomers.  

EDC identified and developed detailed roadmaps of viable AISP operating and go to market models - including buy, build and partner options, and a further hybrid strategy that would lead to the internalisation of key capabilities. Each option was carefully examined, compared and evaluated. EDC then developed a recommended Target Operating Model (TOM), a roadmap towards the target the TOM and identified key components and capabilities required for the TOM and provided high-level analysis of each. In addition, EDC conducted a focused gap analysis of the TOM  versus the current state.

EDC conducted a further focused market scan to identify potential partners and vendors including end-to-end PISPs and AISPs with specific solutions such as API integration layers, and provided an evaluation of the most promising options.

EDC worked with the client to develop an overarching commercial strategy and supported the client in the execution and implementation of the strategy to deliver transformation and realise the full financial benefits of the strategy.

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