Increase

Best customers are fintech companies building embedded banking products [7] and financial institutions seeking modern API infrastructure [8]. These clients require enterprise-grade reliability [9] with complex banking workflows including accounts, payments, and card services [7]. They typically have high transaction volumes and need custom product development partnerships with banks [9].

Common traits include API-first development approach [7], enterprise-scale operations requiring reliable infrastructure [9], and strategic partnership mindset for co-developing banking products [9]. They prioritize regulatory compliance and enterprise-grade security [8], while seeking reduced development timelines from years to months [6]. These customers value direct bank relationships for custom use case development [9].

Primary barriers include complex enterprise pricing not suitable for smaller fintech startups [6] and preference for specialized solutions like Plaid for data access [10] or Stripe for payments [10]. Some companies choose neobank-specific platforms like Synctera and Unit [10] or decide to build custom infrastructure in-house [6]. Regulatory complexity and integration challenges with existing banking systems can also drive churn [8].

Easiest expansion comes from existing fintech clients adding new banking products through API integration [7] and financial institutions expanding partner integrations [8]. Companies already using core banking APIs typically need additional embedded finance capabilities [7] as they scale. Growing neobanks particularly benefit from expanded API services as they target specific customer segments [14] and require more sophisticated banking infrastructure [15].

Competitor customers often prioritize specialized use cases over comprehensive banking infrastructure [10]. Plaid customers focus on financial data and account linking [12], while Stripe users need pure payments and card issuing [10]. Neobank platform customers prefer ready-made solutions over custom development [10]. Opportunity exists with enterprise clients frustrated by limited customization and those needing comprehensive banking API suites rather than point solutions [9].