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Mastercard Sales

To connect and power an inclusive digital economy through safe, simple transactions that accelerate global financial inclusion beyond cash

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To connect and power an inclusive digital economy through safe, simple transactions that accelerate global financial inclusion beyond cash

Strengths

  • NETWORK: Global payment network with 3.3B cards & 100M+ merchants
  • BRAND: 90% global brand recognition drives consumer preference
  • TECHNOLOGY: Advanced fraud detection securing $2T+ transactions
  • DATA: Rich transaction insights from 125+ billion transactions
  • DIVERSIFICATION: 75% revenue beyond core consumer payments

Weaknesses

  • PRICING: Premium fee structure vulnerable to cost pressures
  • COMPETITION: Market share battles with Visa in mature markets
  • REGULATION: Exposed to interchange fee caps in multiple regions
  • DIGITAL: Lower penetration in emerging alternative payments
  • MERCHANT: Limited direct relationships with small businesses

Opportunities

  • EMERGING: Untapped 1.4B unbanked population potential market
  • B2B: $120T B2B payment market largely using legacy methods
  • ANALYTICS: Monetizing transaction data insights for merchants
  • CYBERSECURITY: Growing demand for fraud prevention solutions
  • OPEN BANKING: New payment rails through account-to-account

Threats

  • FINTECH: Disruptive payment startups bypassing card networks
  • REGULATION: Cross-border fee scrutiny from global regulators
  • TECH GIANTS: Big tech encroaching on payment ecosystem
  • SOVEREIGNTY: National payment schemes reducing dependency
  • CRYPTOCURRENCIES: Blockchain alternatives gaining adoption

Key Priorities

  • B2B EXPANSION: Accelerate penetration into $120T B2B space
  • DATA MONETIZATION: Scale analytics offerings across segments
  • DIGITAL INNOVATION: Counter alternative payment competition
  • EMERGING MARKETS: Drive financial inclusion for growth
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To connect and power an inclusive digital economy through safe, simple transactions that accelerate global financial inclusion beyond cash

CONQUER B2B PAYMENTS

Become the leading digital B2B payment network globally

  • ACCOUNTS: Onboard 250,000 new B2B-focused merchants to our network with 80% activation
  • VOLUME: Increase B2B payment volume by 35% YoY reaching $500B quarterly GDV
  • PLATFORM: Launch enhanced B2B payment platform with 15 new features for cross-border
  • PARTNERSHIPS: Secure 5 major ERP/accounting software integrations reaching 40% of businesses
UNLOCK DATA VALUE

Transform transaction data into high-margin revenue streams

  • INSIGHTS: Deploy merchant analytics platform to 50,000 businesses with 70% weekly active use
  • REVENUE: Grow data analytics services revenue by 45% reaching $750M quarterly
  • PRODUCTS: Launch 3 new data-driven products with $50M+ ARR potential each
  • ADOPTION: Achieve 35% penetration of data services within existing merchant base
LEAD DIGITAL FUTURE

Pioneer next-gen payment experiences beyond traditional cards

  • CONTACTLESS: Expand contactless payments to 65% of transactions across all markets
  • BLOCKCHAIN: Scale blockchain-based cross-border solution to process $10B monthly volume
  • BIOMETRICS: Deploy facial/fingerprint authentication for 100M cardholders reducing fraud 40%
  • INTEGRATION: Launch embedded payment APIs with 25 leading digital platforms
CAPTURE NEW FRONTIERS

Accelerate growth in emerging markets and unbanked segments

  • INCLUSION: Bring 50M previously unbanked consumers into digital economy with basic accounts
  • MARKETS: Achieve 30%+ market share in 5 high-priority emerging markets
  • INFRASTRUCTURE: Deploy payment acceptance infrastructure to 500K new rural merchants
  • EDUCATION: Implement financial literacy programs reaching 10M first-time cardholders
METRICS
  • Gross Dollar Volume (GDV): $2.8T quarterly
  • Transaction Count: 35B quarterly
  • Value-Added Services Revenue: $2.5B quarterly
VALUES
  • Trust
  • Partnership
  • Agility
  • Initiative
  • Inclusion
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Align the learnings

Mastercard Sales Retrospective

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To connect and power an inclusive digital economy through safe, simple transactions that accelerate global financial inclusion beyond cash

What Went Well

  • GROWTH: Cross-border volume surged 27% driving revenue above target
  • DIVERSIFICATION: Value-added services grew 39%, exceeding expectations
  • DIGITAL: Contactless penetration reached 54% across major markets
  • EXPANSION: Added 97 new fintech partners to Mastercard network
  • EFFICIENCY: Operating margin improved 180 basis points year-over-year

Not So Well

  • COMPETITION: Lost 2.3% share in key European markets to local schemes
  • REGULATION: New interchange fee caps in Brazil impacted regional margins
  • CRYPTO: Stablecoin partnership initiative fell below adoption targets
  • TALENT: 22% turnover in technology roles above acceptable threshold
  • SECURITY: Three major data breaches impacted merchant confidence

Learnings

  • LOCALIZATION: Regional payment preferences require tailored strategies
  • PARTNERSHIPS: Fintech collaborations deliver faster innovation cycles
  • SEGMENTS: SMB segment shows highest growth potential with right tools
  • INNOVATION: Internal product development cycle too slow for market
  • EDUCATION: Merchant and bank education critical for new product adoption

Action Items

  • ACCELERATION: Compress innovation cycle from 12 to 6 months for releases
  • INTEGRATION: Consolidate acquisitions technology stacks by Q3 deadline
  • TALENT: Implement comprehensive AI training for 5000+ employees by Q4
  • SECURITY: Upgrade fraud detection systems for 100% real-time screening
  • PARTNERSHIPS: Expand open banking ecosystem by 50+ new partners
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To connect and power an inclusive digital economy through safe, simple transactions that accelerate global financial inclusion beyond cash

Strengths

  • INFRASTRUCTURE: Robust AI-ready data processing capabilities
  • SCALE: Massive transaction dataset for AI model training
  • TALENT: Strong data science team with 500+ specialists
  • SECURITY: Advanced AI fraud detection systems in production
  • INVESTMENT: Dedicated $100M+ annual AI R&D budget

Weaknesses

  • INTEGRATION: Legacy systems slowing AI deployment velocity
  • REGULATION: Compliance constraints on AI model applications
  • SKILLS: Gaps in specialized AI expertise across business units
  • ADOPTION: Inconsistent AI implementation across regions
  • EXPLAINABILITY: Challenges with AI decision transparency

Opportunities

  • PERSONALIZATION: Hyper-targeted offers driving merchant ROI
  • AUTOMATION: AI streamlining 65% of manual business processes
  • PREDICTION: Advanced risk models reducing fraud by 35%+
  • CHATBOTS: AI assistants enhancing customer service at scale
  • PARTNERSHIPS: Strategic AI collaborations across ecosystem

Threats

  • COMPETITORS: Fintech AI-first challengers gaining traction
  • TALENT: Fierce competition for limited AI specialist talent
  • BIAS: Potential for discriminatory outcomes in AI models
  • PRIVACY: Increasing regulations limiting AI use of data
  • DISRUPTION: Generative AI enabling new payment paradigms

Key Priorities

  • INTELLIGENT AUTOMATION: Scale AI across business processes
  • PREDICTIVE ANALYTICS: Expand fraud prevention capabilities
  • PERSONALIZATION: Deploy hyper-relevant merchant solutions
  • TALENT ACQUISITION: Build specialized AI expertise globally