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Sumup Says Hi! SumUp says Hi! Tobias Janiesch VP Product How I navigated into SumUp Moved to Berlin, didn’t know anyone here. Start at SumUp as VP Master of Economics Product Management Took a plane and flew to Loved being in start-ups and Australia work on products 2001 2007 2010 2011 2014 2020 2 About us Global payments company We are the leading mobile point-of-sale (mPOS) company in Europe and Latin America. We started out in 2011 and built our payment service from scratch to shake up the industry and wake up the entrepreneur within anyone. We created a unique device that with the smartphone that’s in your pocket, allows small merchants to accept card payments anywhere. “ Accept all Transparent & Sign Up in debit & credit simple fee 5 minutes cards structure With SumUp’s UK merchants pay 100% online. proprietary card 1.69% flat per No fixed contract. readers, merchants transaction.* No paperwork. can accept cashless payments. SumUp – A better way to get paid. * Example pricing 3 SumUp in numbers Founded 2011 and constantly growing: • Over 2,900 employees globally, 700 in Berlin • Serving merchants across 34 countries • 1,600,000 live merchants using SumUp monthly • Adding thousands of new businesses every day • More than 200m EUR of revenues in 2020 • 750m EUR debt facility secured in the last financing round from leading financial institutions • backed by the most prestigious equity investors Live markets (Klaus Hommels) SumUp – A better way to get paid. 4 17 offices around the world Berlin, DE Customer Support, Tech, Management, Business Boulder, US Development, Operations, CEO, Marketing, Marketing, Design, New Operations, Businesses Support Sofia, BG Tech, Operations Further offices in: São Paulo, BR Amsterdam, Barcelona, Bogotá, Cologne, Tech, Management, Copenhagen, Dublin, Kiev, London, Luxembourg, Business Development, Milan, Paris, Santiago, and Warsaw Customer Support Our vision A world where small businesses can be successful doing what they love. SumUp – A better way to get paid. 6 Exemplary SumUp Merchants Brazil Coconut Dream SumUp – A better way to get paid. 7 Exemplary SumUp Merchants Germany VinoKilo SumUp – A better way to get paid. 8 Exemplary SumUp Merchants UK Dude’s Doughnuts SumUp – A better way to get paid. 9 SumUp’s is exploiting a massive and attractive market opportunity • SumUp serves the long-tail of merchants undeserved by Taxis Delivery Small POS Services Mobile Seasonal traditional card Services (e.g., cafés, (e.g., Sales Sales processors shops) trainers) (e.g., fairs) Card Transaction Volume Card Transaction • Unique business model which allows for Number of Merchants compelling unit economies Card acceptance with Underserved by traditional traditional solutions card acceptance providers SumUp is one of the fastest growing companies in the world with wide international footprint Monthly evolution of SumUp active merchants since 2012 3,000,000 2013 2014 2015 2016 2017 2018 2019 2020 SumUp – A better way to get paid. 11 PRODUCT VISION Consumer Interactions Loyalty Programs Promotions Invoicing Accounting Virtual Appointments Bank Transfers Terminal Card Present ATM Insurance Consumer pmts Withdrawals Loans MCA’s Gateway Closing Payments The Loop Consumer Peer-to-Peer Payments Installments Factoring Online Shops Merchant Consumer Card Card Issuing Integrations FX trading? POS B2C Payments Issuing Register Crypto trading? Merchants Consumers Auxiliary products launched so far towards reaching the Product Vision Mobile Gift Cards Invoices Online Cash Advance Payments Store Experience building unicorns 10 good advices to create an Unicorn 1. Speed beats perfection almost every time 2. Most decisions are of "revolving door" nature. Don't waste time overanalyzing 3. Being yourself is always better than a loosy copy of someone else 4. Focus on gradual improvements rather than step change 5. It's rarely too late to enter a market with better customer experience, see Zoom vs Skype or Google meets. 6. Hire people with heart. Heart really matters. It's not just about talent. 7. Getting 1 thing right can compensates for being wrong 10 times. 8. Almost always better to let teams try, fail and learn than stop them from trying 9. Have the courage to follow your heart and intuition. 10. Stay down to earth. Your success is driven by a ton of luck, coincidence and amazing people around you. by Niklas Östberg (Source: Linkedin) Same challenges when my companies scaled ● Internationalization - be truly local ○ turning point when you want to take this globally and leave the home market ○ be local in that market, and serve them when they want to get served with account, sales, service in proximity ○ deal with vat, tax, services charges etc. ● As you are scaling, analyze your Leadership and Mgmt ○ Make sure team is growing with you ○ identifying early when you need to hire external leadership, get them before you desperately need them ● Shift left on ○ Security ○ Quality ○ Planning ● Antifragility Shift Left Antifragility Antifragility ≠ Robust / Resilient Fragile Robust Antifragile Handle with care. Indifferent Please mishandle. Suffers from stress I suffer when left and disorder alone or with order Our Org. Structure ● Markets: Responsible for commercial growth and include amongst other areas: Marketing, Operations, Support & Sales ● G&A: includes People teams, Finance and Legal - most are what we called “tribalised” i.e. embedded within Markets or Tribes ● Tribes: responsible for Product, Product Marketing, Product Growth, Engineering and Design All part of our Agile Journey: ● Cross-functional teams ● Becoming a true innovative company ● Every new initiative is run by small teams (like a startup) Our values The values that grew along our journey so far SumUp – A better way to get paid. Founders Mentality Team First We Care Do More with Less Autonomy & Empowerment Humble We think and act like founders and We strive for decentralized, parallel, We are selfless, optimizing for invest wisely, as if with our own fully empowered, autonomous teams. sumup, not ourselves. We time or money. We trust them to make decisions and acknowledge our weaknesses and get the job done. mistakes and learn from each Decisive Pragmatism other. We use a pragmatic approach and Teams over individuals, No Silos avoid overthinking. We roll up our We believe magic happens when Transparency & Candor sleeves and get things done. groups of people become true teams We go out of our way to give full – and the whole is much greater than context and share transparently. Self-Driven the sum of the parts. We go out of our We strive for radical candor – even We find motivation within way to break silos. if uncomfortable. ourselves. Are pro-active, anticipate problems and come up Servant leadership Enjoy the Ride with solutions. Have a “can-do” We believe leaders’ main role is to We truly enjoy spending time with attitude. inspire, enable, develop and support each other. Don’t take yourself too their teams. We are not afraid to hire a seriously and have fun! "boss" for ourselves. SumUp – A better way to get paid. … Let’s open our Q&A session! Any questions? Explore our open roles!!.
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