The Scalepoint Podcast

In this episode, Martin is joined by Orly Stern Izhaki, a seasoned product leader with a deep track record of building platforms for small businesses — from her time at Wix Restaurants to leading business applications at Payoneer.They explore what SMBs really need from the products they use, and how to earn their trust when it matters most. The conversation covers product strategy, pricing, PLG execution, internal culture change, and the evolving role of AI in driving value and insight for busy SMB operators.Whether you’re scaling a SaaS platform, building a fintech product, or leading a cross-functional product team, this episode is packed with practical insights.About Orly Orly is a global product leader with 20+ years of experience across fintech, SaaS, and digital platforms. She previously served as GM of Business Applications at Payoneer and led key business units at Wix.com, including Wix Restaurants and monetisation. Her expertise spans product, engineering, design, and GTM, with a focus on building impactful, scalable tools for SMBs around the world.Connect with Orly on LinkedIn: linkedin.com/in/orly-stern-izhaki-705b3444Resources & LinksLearn more about the podcast: scalepointpartners.comConnect with Martin: linkedin.com/in/koderischSubscribe and follow for future episodes

In this episode, Carlos Del Valle, Co-founder and CEO of Tonder, shares the story behind building one of Latin America’s emerging payment infrastructure platforms. Born out of a first-hand pain point in his previous startup, Tonder was created to address the challenges of low card approval rates, fragmented payment systems, and the lack of reliable, unified solutions across the region.We explore how Tonder is navigating the complexity of cross-border settlements, why composability is central to its platform architecture, and how stablecoins now power a significant portion of its operations. Carlos also reflects on what it takes to scale across multiple markets in LatAm, the reality of building remote-first teams, and the regulatory and cultural barriers that still need to be addressed to accelerate digital payments in the region.From on-the-ground experience to future ambitions, this conversation is a deep dive into what it really takes to build resilient, regionally attuned fintech infrastructure in Latin America.Links: https://www.linkedin.com/in/cdelvalleg/https://tonder.io/

In this episode of The Scale Point Podcast, Martin is joined by José Manuel Peral Cortés, co-founder of FinTK Consulting. José reflects candidly on his entrepreneurial journey—starting with Easy Payment Gateway, which he helped build from scratch and eventually exited to Global Payments.From bootstrapping and building early product-market fit, to navigating investor misalignment and watching competitors outpace on valuation and visibility, José offers hard-won insights into what it really takes to grow and exit a fintech startup in Europe.He recounts building one of the earliest orchestration platforms before “orchestration” was even part of the industry’s vocabulary—serving high-risk merchants and solving for complex routing and integration challenges that many didn’t yet know they had.“We were too early. Back in 2012, no one in Europe was talking about orchestration—except maybe gambling and forex companies. They had the pain and they understood it. That’s who we went after.”As the company scaled, José shares the highs and lows of fundraising in a market where venture capital lacked fintech expertise—and how chasing valuations came at the cost of long-term strategic alignment.“We raised around €25 million, but lost control along the way. Our investors had capital but not the right context. They didn’t understand that fintech is a long game—you get to profitability in year eight, not year three.”The sale to Global Payments was a milestone, but also a cautionary tale. José and his co-founder exited the company just as they had secured an acquiring licence—missing what he believes could have been their breakthrough moment.“We were competing with Checkout at the same size. Imagine what could’ve happened if we’d had the right backers with the right vision.”This is a must-listen episode for founders, fintech operators, and investors alike—especially those thinking seriously about the trade-offs between bootstrapping, strategic capital, and sustainable growth in payments.00:00 – Intro and welcome01:00 – José’s early career and the founding of Easy Payment Gateway03:00 – Bootstrapping, MVP building, and early product-market fit in high-risk verticals05:00 – Explaining orchestration before it was mainstream07:00 – The challenges of raising VC in Spain and early-stage Europe09:00 – Exit dynamics: dilution, board control, and investor misalignment13:00 – What went wrong: missed opportunities, license timing, and reflections on valuation17:00 – Life after exit: from Cabify to co-founding FinTK Consulting20:00 – What FinTK does and why they remain senior and selective23:00 – Future ambitions: branding, M&A, and expanding expert-led services25:00 – Rise of the expert “virtual bench” in consulting26:00 – Payments innovation: instant rails, stablecoins, and new protocols30:00 – BEUM explained: Spain’s instant A2A success story31:00 – Wrap-up and final thoughtsResources & Mentions:https://fintkconsulting.comGuest: José Manuel Peral Cortés on LinkedIn

In this episode of the Scalepoint Podcast, I sit down with Parijat Banerjee, Global Head of Financial Services at Latent View Analytics, to discuss the transformative role of APIs and AI in the banking, financial services, and insurance (BFSI) sector, as well as the healthcare insurance ecosystem. They explore the shift of APIs from backend technical enablers to crucial front-end commercial products and delve into case studies illustrating their impact on open banking, regulatory compliance, and customer experience. They also discuss the challenges and benefits of AI in healthcare, focusing on data fragmentation, predictive analytics, and personalised care. The episode concludes with practical advice for organizations looking to leverage AI and data-driven strategies, highlighting the importance of robust data architectures and collaborative partnerships.⁠https://www.linkedin.com/in/parijat-banerjee-752a318/⁠00:00 Introduction to the Scale Point Podcast00:25 Meet Perri Jets Banerjee: Global Head of Financial Services at Latent View Analytics01:15 The Evolution of APIs in Financial Services02:48 Open Banking and Regulatory Compliance04:14 APIs: Enhancing Customer Experience and Market Competition06:39 Geographical Differences in API Commercialization08:23 The Unbundling and Rebundling of Financial Services12:49 Challenges of Legacy Technology in Banking15:25 Introduction to Healthcare Insurance Ecosystem18:11 Data Flow Challenges in Healthcare18:58 AI and APIs: Transforming Healthcare20:13 Case Study: Data Integration in Healthcare22:17 The Role of APIs in Data Transformation23:10 AI's Impact on Data Consolidation23:48 Improving Digital Adoption and Reducing Costs26:00 Creating a Comprehensive Member DNA27:26 Leveraging AI for Faster Data Processing29:22 Practical Advice for AI Transformation31:08 The Importance of Data Foundations38:07 Balancing Build, Buy, and Partner Strategies43:00 The Future of AI and Partnerships45:09 Final Thoughts and Closing Remarks

In this episode of The Scalepoint Podcast, Martin is joined by Panagiotis Kriaris, Director and Head of Business & Corporate Development at Unzer.  We explore:The evolution of fintech partnerships: from competition to collaboration with banksWhy partnerships have become a key accelerator for innovation—and why execution mattersDifferent partnership models: strategic alliances, acquisitions, and standalone digital innovation centresThe shift from high-growth-at-any-cost to sustainable, profitability-focused fintech modelsThe critical role of software in payments, embedded finance, and vertical ecosystemsLessons from the Banking-as-a-Service (BaaS) boom—and the new compliance pressures reshaping the modelHow embedded finance and the rise of vertical SaaS are changing SME bankingThe growing importance of data, AI, and platform strategies in financial servicesWhat startups can learn about sustainable growth, pivoting, and building capital-efficient businesses02:17 Understanding FinTech Partnerships05:32 Challenges and Evolution in FinTech11:54 The Role of Software in Financial Services17:08 Banking as a Service: Current Trends and Challenges18:51 Understanding Embedded Finance19:45 The Role of Regulatory Scrutiny20:52 Comparing US and European Regulatory Models22:11 The Rising Cost of Compliance22:22 Fintechs and Compliance Challenges24:37 Emerging Trends in Fintech27:01 Balancing Innovation and Sustainability30:00 Pivoting for Sustainable Growth34:13 AI's Role in Fintech36:18 Conclusion and Final Thoughts 

In this episode of The Scalepoint Podcast, Martin sits down with Martin della Chiesa, CEO of Skaleet - a next-generation core banking platform that’s reshaping how financial institutions approach digital transformation.In a market often paralysed by too much choice and too little clarity, Martin stresses the importance of guidance and execution. Banks aren’t making routine procurement decisions—they’re taking on high-stakes, long-cycle investments that define their future architecture and customer experience. As he puts it, “Banks don’t buy core banking systems every morning. This isn’t a baguette—it’s a once-in-a-generation decision. Our job is to show the ‘how’ and de-risk the journey.”Despite spending billions annually, the industry remains mired in frustration. “Sixty to seventy billion dollars are spent on core banking every year—and still, everybody’s complaining,” he notes. The issue isn’t just outdated technology, but entrenched complexity, rigidity, and risk. Skaleet offers an alternative to the monolithic legacy stack: a modular, API-native platform built for speed, control, and real-world results. “You cannot be the best in everything you do,” he adds, advocating for composable architectures that allow banks to integrate best-of-breed solutions—without having to reinvent the wheel. “Every time someone has to write code in a project, it’s a risk.”Topics Covered:Martin’s journey from investor to operator: From his days at Long Arc Capital to becoming CEO of Skaleet, Martin shares how his background in strategy, private equity, and board governance led him to step into the role and drive the company’s next phase of growth.What is core banking anyway? Martin offers a clear explanation of core banking platforms and why they serve as the nervous system of any financial institution—from account management to payments and loans.The legacy paradox: Banks globally spend billions on IT—yet dissatisfaction with core systems remains high. We unpack the “fear of what’s next” and the inertia holding back transformation.Modern vs legacy architecture: Real-time capabilities, modular design, and open APIs are no longer optional. Martin breaks down why traditional, batch-based, monolithic systems can’t keep up—and how modern platforms like Skaleet offer a better way.Transformation pathways: From greenfield digital banks to modular renovation strategies and speedboat models, Martin shares practical approaches for institutions looking to modernise without sinking the ship.Growth strategy at Skaleet: Focus is the name of the game. Martin outlines Skaleet’s approach to scaling in Europe and Africa, combining modern tech with pre-integrated, best-of-breed ecosystems and a delivery model built for predictability and speed.The build vs buy dilemma: We explore the pros and cons of DIY banking platforms versus more guided solutions—and why too much choice can paralyse decision-makers.People as the API: Martin emphasises the need for cross-functional talent to bridge the gap between bankers and technologists, and how Skaleet is building its team and partner ecosystem accordingly.What’s next for banking in Europe? With PSD3, FIDA, and DORA on the horizon, regulatory pressure is rising. Martin shares how modern infrastructure is becoming a necessity, not a luxury, and why localisation, data sovereignty, and ecosystem collaboration will define the next five years.Connect with Martin della Chiesa:Website: www.skaleet.com 00:00 Introduction and Guest Welcome00:44 Martin's Professional Journey03:59 Overview of Skaleet05:41 Challenges in Core Banking Systems13:57 Transformation Pathways for Banks18:04 Growth Strategy and Future of Open Banking29:27 Market Evolution and Regulatory Impact33:41 Conclusion and Contact Information

In this episode of the Scalepoint podcast, Martin interviews Gautam Pillai, head of FinTech at UK Investment Bank Peel Hunt. Gautam discusses the current state of the UK IPO market and shares his experiences and strategies as an investment banker adapting to market changes. He provides an overview of his career journey, from starting as a programmer at Cognizant to his role at Goldman Sachs and eventually leading a FinTech franchise at Peel Hunt. The conversation delves into the cyclical nature of IPO markets, the impact of the 2022 market shift, and the exciting innovations in the UK FinTech sector. Gautam also touches on the challenges and strategies for UK companies considering IPOs, the importance of scalable and disruptive business models, and the potential for UK pension fund investment reforms. He concludes by discussing the dynamic nature of the private sector and the readiness of late-stage companies for IPOs. This episode is packed with valuable insights for investors, founders, and anyone interested in the FinTech landscape.00:00 Introduction and Guest Background00:56 Career Journey in FinTech03:27 State of the UK IPO Market03:48 Impact of Market Cycles on IPOs06:10 Challenges and Opportunities in FinTech IPOs08:12 Considerations for Listing in the UK vs. US15:13 Innovation and Growth in UK FinTech18:58 Market Recovery and Founder Sentiments19:39 Private Sector Activities and FinTech Universe20:10 Neobanks and Payment Innovations23:45 Cross-Border Payments and FinTech Infrastructure25:57 WealthTech and Emerging Companies28:48 Evaluating Business Models and Scalability32:08 Trends in IPOs and Private Markets35:44 Conclusion and Contact Information

In this podcast episode, Martin sits down with Bernard Reiterer, founder and CEO of ID Canopy. They discuss the evolution of the Austrian tech startup scene and its challenges, especially in terms of fundraising. Bernard shares insights into ID Canopy, a company focusing on digital identity verification and onboarding solutions for various industries like finance and telecom. The conversation touches on the difficulties of raising funds, the importance of finding the right investors, and the delicate balance between achieving compliance and maintaining high conversion rates. Bernard also reflects on lessons learned from his previous venture, the need for sector-specific investors, and the future plans for ID Canopy, including expansion and new funding rounds.00:00 Introduction and Guest Welcome00:48 Austrian Tech Startup Scene04:23 Venture Capital Environment in Austria05:27 Bootstrapping and Profitability10:26 ID Canopy Overview13:58 KYB and KYC Services18:19 Fundraising and Investor Relations21:38 Entrepreneurial Journey and Lessons Learned38:44 Future Plans and Team Growth41:53 Conclusion and Farewell

In this episode, Martin talks with Edy Bruinooge, co-founder and Chief Commercial Officer of IBANXS, a leading open banking platform based in The Hague in the Netherlands. The conversation covers the company's rapid growth from its beginnings in 2019 to connecting with over 2,500 banks across Europe. Edy provides insights into their bootstrapped, profit-focused approach, contrasting with heavily funded competitors. He discusses their latest developments in payment and information services, particularly in collaboration with accounting software providers. Edy highlights their progress and expectations with PSD2, upcoming PSD3 regulations, and the impact of AI on their business operations. Listen to learn how IBANXS is striving to become a major player in the European open banking market while maintaining efficiency and customer-centric innovation.Links:https://www.linkedin.com/in/edybruinooge/https://www.linkedin.com/company/ibanxs/00:00 Introduction and Guest Welcome01:24 Recap of IBAN Exus and Its Origins02:56 Understanding IDEAL and Open Banking06:12 Challenges and Maintenance of Bank Connections08:01 Competition and Bootstrapping Philosophy15:35 Growth and Partnerships in Account Information Services27:45 Future Trends and Innovations in Open Banking32:24 Impact of AI and Final Thoughts

In this episode, Martin speaks with  Suresh Vaghjiani, CEO & Co-Founder of CLOWD9, about the evolution of the fintech space and the challenges of building a payments infrastructure business without heavy reliance on venture capital. Suresh shares his extensive experience in the payments industry, explaining the difference between acquiring and issuing and how CLOWD9 is pioneering a fully cloud-native issuer processing platform. The conversation dives into the changing dynamics of venture capital funding, particularly in fintech, where investors are now focusing on revenue-generating businesses rather than high-growth, high-burn models. They discuss how down rounds have become the norm post-COVID and why VCs are now prioritizing clear paths to profitability over mere customer acquisition.Suresh also reflects on the challenges of bootstrapping in fintech, comparing it to SaaS businesses, and why B2B payments infrastructure companies require more upfront capital. He shares insights into CLOWD9’s funding journey, from seed rounds to an upcoming institutional raise, and the importance of choosing the right investors over just securing capital. The discussion touches on alternative funding options like crowdfunding, the role of family offices and angel investors, and the trade-offs between bootstrapping and raising VC money.Towards the end, they explore the impact of AI in fintech, discussing how it is being leveraged to automate development, improve efficiency, and enhance financial services, while also considering the challenges around data privacy and regulatory compliance. Wrapping up, Martin and Suresh reflect on the future of fintech funding, the importance of solving real problems, and how startups must balance growth, funding, and operational sustainability. Stay tuned for more inspiring bootstrap stories, and subscribe to hear more about building a tech business without big funding.