In the complex and often turbulent world of global finance, few areas are as dynamic as cross-border payments. We’re joined by an expert in the field to unravel the strategies that top fintech players are using to navigate today’s landscape of geopolitical shifts, regulatory changes, and technological disruption. Our conversation will touch on how firms can maintain stability by focusing on controllable factors amidst market volatility, the intricate balance of building a “highly local” presence on a global scale, and the cautious yet deliberate exploration of transformative technologies like stablecoins and artificial intelligence. We will also explore the practical steps and strategic thinking behind integrating these innovations into established financial ecosystems.
You’ve emphasized focusing on what can be controlled during volatile times. Can you share a specific example of how Payoneer adapted its financial strategy to an uncontrollable external factor last year, and what key metrics you used to measure the success of that adaptation?
In a ‘stop-start’ macro environment, the core principle is to insulate the business by focusing inward. The strategic adaptation was to double down on supporting the ambitions of business owners who were looking to diversify and de-risk. Instead of reacting to every external shock, the company focused on strengthening its core ecosystem—its tech stack and money movement capabilities. This is a deliberate, controllable action. The success of this adaptation wasn’t measured by a single metric, but by the resilience of global trade on its platform and the continued investment in its own infrastructure. The focus shifted from chasing unpredictable market trends to enhancing the value provided to clients, which in turn fosters stability and loyalty during uncertain times.
With a network spanning 7,000 trade routes and a core strategy of being “highly local,” what are the main financial and operational trade-offs you face? Please walk me through the key steps involved in entering a new market, like India, while maintaining global consistency.
The primary trade-off is complexity versus customization. Maintaining a globally consistent tech stack while catering to hyper-local needs is a constant balancing act. Financially, it means significant investment in compliance and partnerships; operationally, it requires deep, on-the-ground expertise. Entering a market like India isn’t just about flipping a switch. The first step is deep regulatory engagement, which culminated in receiving a license from the Reserve Bank of India to operate as a payment aggregator. Next is forging local partnerships, integrating with the nearly 100 banks and payment providers that form the backbone of the network. Finally, you tailor the platform to local payment methods and business practices, all while ensuring it connects seamlessly back to the 7,000 other trade routes. It’s a resource-intensive process that prioritizes long-term access over short-term ease.
Payoneer is exploring a stablecoin-enabled strategy, starting with internal treasury processes via a partnership with Citibank. Beyond internal efficiency, what specific value do you believe stablecoins will unlock for your customers, and what is your step-by-step plan for navigating the current regulatory barriers to entry?
The internal treasury application with Citibank is really the first, crucial step—a sandbox to perfect the mechanics. The real prize for customers will be speed and cost-efficiency in cross-border payments. Imagine a freelancer or small business receiving international payments nearly instantly, without the typical delays and high fees of the correspondent banking system. The value is tangible: improved cash flow and lower operational costs. Navigating the regulatory landscape requires a deliberate, step-by-step approach. First, you partner with a globally respected, regulated institution like Citibank. Second, you start with internal, low-risk use cases like treasury management to demonstrate control and security. The final step, which is ongoing, is to actively engage with regulators, using the success of these initial phases to build a case for broader customer-facing applications as regulatory clarity emerges from initiatives like the Genius Act.
You mentioned finding promising use cases for agentic AI in support and relationship management. Could you describe a specific application you are developing? Please detail how you anticipate it will improve the customer experience and what metrics you will track to evaluate its ROI.
One of the most promising applications is an AI-powered relationship manager for high-value clients. This isn’t just a chatbot. Think of an agent that can proactively analyze a client’s transaction patterns, identify potential growth opportunities or friction points, and provide tailored advice in real-time. For example, it could flag a recurring payment that could be optimized for a lower fee or suggest a new local receiving account to speed up payments from a specific region. This will dramatically improve the customer experience by making support proactive rather than reactive, making clients feel truly understood and valued. To measure ROI, we would track metrics like customer satisfaction scores, a reduction in support ticket volume and resolution times for these clients, and, most importantly, an increase in customer lifetime value and retention rates.
What is your forecast for the adoption of digital assets like stablecoins in cross-border B2B payments over the next three to five years?
Over the next three to five years, I predict a phased but significant adoption of stablecoins in B2B cross-border payments, moving from internal experiments to mainstream application. We won’t see a complete overhaul overnight, but a steady integration where stablecoins become a complementary rail alongside traditional systems. The initial wave, which is happening now, is focused on internal treasury and inter-company settlements to prove the technology’s efficiency and security. The next phase will see them used for specific B2B payment corridors where traditional banking is slow or expensive. As regulatory frameworks solidify, confidence will grow, leading to wider adoption for everyday business payments. The key driver will be tangible benefits—speed, lower cost, and 24/7 settlement—which are too compelling for the global business community to ignore for long.
