From Manny to FinTech CEO: Joe Keeley Shares Justifi's Unique Approach to Monetizing FinTech for SaaS Platforms

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:00

you don't have to invest,

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:02

millions and millions of dollars and, you know, wait to really harness the power of,

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:09

embedded FinTech tools.

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:10

I think technology in so many areas, including in especially

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:13

this area, has accelerated to a point where it really can favor

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:21

Not just the large companies being able to have big teams, but even

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:25

the, the vertical SaaS startup,

Joe Keeley CEO & Co-Founder Justifi:

: 00:00:27

and so there's a tailwind behind you.

Tedd Huff - FinTech Confidential:

: 00:01:00

Joe, welcome to the show.

Joe Keeley CEO & Co-Founder Justifi:

: 00:01:03

Thank you, Tedd.

Joe Keeley CEO & Co-Founder Justifi:

: 00:01:04

Great to be here.

d Huff - FinTech Confidential: 00:01:06

So embedded payments is one of my favorite

d Huff - FinTech Confidential: 00:01:08

topics, and I've led a number of companies to create ISV ISO PayFac programs over

d Huff - FinTech Confidential: 00:01:14

the years, and Justifi has a unique approach to helping vertical software

d Huff - FinTech Confidential: 00:01:18

as a service platforms accelerates our potential and add value to their company.

d Huff - FinTech Confidential: 00:01:23

But before we dive into just how Justifi is activating these additional

d Huff - FinTech Confidential: 00:01:28

revenue streams with payments and other FinTech solutions, I wanna kind of dive

d Huff - FinTech Confidential: 00:01:32

into a little bit of your background.

d Huff - FinTech Confidential: 00:01:36

Uh, I find it interesting because you founded College Nannies and Sitters

d Huff - FinTech Confidential: 00:01:41

and Tutors, which was a, a large in-home childcare and tutoring company.

d Huff - FinTech Confidential: 00:01:47

Tell me, how did you fall into this FinTech journey?

Joe Keeley CEO & Co-Founder Justifi:

: 00:01:51

Yeah, I, you know, so said, said more

Joe Keeley CEO & Co-Founder Justifi:

: 00:01:54

realistically, Tedd, I'm remarkably unqualified to run a FinTech

Joe Keeley CEO & Co-Founder Justifi:

: 00:01:58

company is, is probably the reality.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:00

But,

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:01

everyone's entrepreneurial journey is, is different.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:03

And, um, I did, I started a.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:07

uh, a childcare company that then when, when I was in undergrad university and

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:13

it was, uh, I was a college hockey player and I answered an ad that perhaps only

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:17

exists in Minnesota that said, looking for a hockey player to watch our two boys.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:21

So I was a, I was a Manny, but I was, I was interested in business and starting

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:25

things, and I, it, it, I think it's, it's.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:29

It's related to, you know, everyone, everyone has a

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:33

entrepreneurial journey that's in entrepreneurship and, and platforms

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:36

and others have a FinTech journey.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:37

But it started as a staff, small staffing company.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:41

Then it moved into, well, let's franchise that.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:43

And then we built our own vertical SaaS platform for all

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:46

of our franchises that, and then ultimately a mobile booking system.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:50

So when, when the journey ended we had 200 locations in two countries

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:55

with 10,000 employees, and we were helping build stronger families.

Joe Keeley CEO & Co-Founder Justifi:

: 00:02:59

So that was a, that was a great journey and, um, and a hard one.

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:05

It took me a decade and a half with the team and we sold to a

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:08

public company out of Boston.

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:09

But then when I took a sabbatical year and some change, I decided,

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:13

well, what do I wanna do next?

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:15

Like, what, what am I, what were some of the things I was uh, good

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:20

at that helped grow that company?

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:22

What are some things I was less good at and what are some of the

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:24

things I just were terrible at?

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:26

So, um, ultimately how we got, I got into running Justifi and having that

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:30

privilege was, uh, friends of mine who built a vertical SaaS company to

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:35

be, uh, in the sports tech space that got to be sort of industry leaders.

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:40

They were processing 4 billion dollars a year and they, they

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:44

too sold to a public company.

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:45

So they're head of payments, their ceo, their cto and I got together

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:50

and said, you know, there has to be a better way than they had.

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:54

They too had a 15 year journey of, you know, stabbing at apples

Joe Keeley CEO & Co-Founder Justifi:

: 00:03:58

and oranges in the dark, trying to figure all this out, and they needed

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:01

someone, uh, to, to lead the team.

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:05

And those fortunately just happened to be in the category of some things that I

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:10

was, you know, maybe not so terrible at.

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:13

So we got together and I have a, a wonderful group of technical

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:16

co-founders that are, you know, far better at math than I am.

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:19

But, uh, but that, that's how I went from being a, you know, hockey

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:23

playing nanny to leader of a, you know, FinTech orchestration platform.

Tedd Huff - FinTech Confidential:

: 00:04:29

So what has been like the biggest

Tedd Huff - FinTech Confidential:

: 00:04:31

lesson you've learned about payments and FinTech so far in this journey?

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:38

Well, I think it's, it's sort of the

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:41

obvious statement, but it, you know, when I was looking for how do I go

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:45

make an impact, how do I continue on with my entrepreneurial journey?

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:49

One of the things that, that I said is I want to be in sort of

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:54

a place of greatest potential.

Joe Keeley CEO & Co-Founder Justifi:

: 00:04:56

And one way to do that is to just simply be involved and in the middle of one

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:02

of the biggest markets on the planet.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:04

So I just continue to be surprised in how not only large this is,

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:09

large, an opportunity, large of an opportunity is for a platform,

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:12

but also, the great diversity in which falls under the term FinTech.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:19

Like what, you know,

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:20

when we think about financial technology, it's a buzzword we like to throw around.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:24

It's, but it can mean so many different things.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:27

And I also like, you know, when I was growing a company in franchising,

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:31

you could talk to all kinds of different folks that were franchising

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:35

restaurants to nanny agencies, and they all had some shared experiences.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:39

And I think FinTech is similar.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:41

Because it's not a zero sum game, meaning there isn't gonna be one winner.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:46

There hasn't been just one winner in this.

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:49

There can be thousands of winners because there's thousands of different ways to

Joe Keeley CEO & Co-Founder Justifi:

: 00:05:54

slice and dice that very large market.

d Huff - FinTech Confidential: 00:05:58

Well, you bring me to the next question,

d Huff - FinTech Confidential: 00:06:00

which is, you know, software seems to be eating everything and every

d Huff - FinTech Confidential: 00:06:04

vertical SaaS platform seems, seems to have become a FinTech company.

d Huff - FinTech Confidential: 00:06:10

You know, as you were talking about that, how big of a market are you

d Huff - FinTech Confidential: 00:06:13

seeing out there for the embedded FinTech for for SaaS platforms?

eley CEO & Co-Founder Justifi: 00:06:19

I, I mean, it, it feels to me, you know,

eley CEO & Co-Founder Justifi: 00:06:23

that it, it's flirting with the tr like into the trillions because when you

eley CEO & Co-Founder Justifi: 00:06:29

start magnifying if, if, If all small and medium sized businesses we can

eley CEO & Co-Founder Justifi: 00:06:36

envision in future in which they are using a system or systems of record to

eley CEO & Co-Founder Justifi: 00:06:40

manage their businesses and all funds flow, could find their way into that.

eley CEO & Co-Founder Justifi: 00:06:46

Not only money in, but money within a platform and then money out in

eley CEO & Co-Founder Justifi: 00:06:50

other words, like how they're paying vendors and that sort of thing.

eley CEO & Co-Founder Justifi: 00:06:54

It, it starts to be a pretty, uh, amazing number, you know, in terms of the market.

eley CEO & Co-Founder Justifi: 00:06:59

And now we could get into, you know, how many thousands of vertical SaaS

eley CEO & Co-Founder Justifi: 00:07:03

platforms exist today and how many new are gonna be coming into the market.

eley CEO & Co-Founder Justifi: 00:07:06

And I think that's all a good exercise to do.

eley CEO & Co-Founder Justifi: 00:07:08

But I think when we pull back and say, you know, yeah, it's pretty, you

eley CEO & Co-Founder Justifi: 00:07:14

know, this software's eating the world and you know, all companies are, a

eley CEO & Co-Founder Justifi: 00:07:18

FinTech company is not that far off.

d Huff - FinTech Confidential: 00:07:22

Wow.

d Huff - FinTech Confidential: 00:07:23

And, and what's interesting is as, as each one of those software companies

d Huff - FinTech Confidential: 00:07:28

makes their way into becoming a FinTech company, the current, current state of

d Huff - FinTech Confidential: 00:07:34

the ecosystem around payments, around finance, uh, the reg, regulatory side of

d Huff - FinTech Confidential: 00:07:41

the house, it's all severely disjointed, disconnected and fragmented from how

d Huff - FinTech Confidential: 00:07:48

people want to engage with their, their finances, and whether it's they want

d Huff - FinTech Confidential: 00:07:55

to get paid or how they want to pay.

d Huff - FinTech Confidential: 00:07:58

What is Justifi doing to enable these, enable better experiences

d Huff - FinTech Confidential: 00:08:04

for the software as a service platform as well as their customers?

eley CEO & Co-Founder Justifi: 00:08:09

Sure.

eley CEO & Co-Founder Justifi: 00:08:10

Um, well, I think for the software as a platform, I mean, it, it,

eley CEO & Co-Founder Justifi: 00:08:14

I've been in a lot of these, these meetings where, um, you know, let's

eley CEO & Co-Founder Justifi: 00:08:19

say that a software entrepreneur who's passionate about, you know, a vertical,

eley CEO & Co-Founder Justifi: 00:08:25

could be sports tech.

eley CEO & Co-Founder Justifi: 00:08:27

It, I talk, it could be.

eley CEO & Co-Founder Justifi: 00:08:28

I talked to a great group of software, uh, entrepreneurs that were building

eley CEO & Co-Founder Justifi: 00:08:33

software for the funeral home industry.

eley CEO & Co-Founder Justifi: 00:08:35

Okay, like that makes sense.

eley CEO & Co-Founder Justifi: 00:08:36

We, we, I talked to folks in venue management, just every vertical.

eley CEO & Co-Founder Justifi: 00:08:40

Someone's passionate about that.

eley CEO & Co-Founder Justifi: 00:08:42

And they're passionate and knowledgeable about the vertical.

eley CEO & Co-Founder Justifi: 00:08:44

They're also passionate oftentimes about solving real problems with

eley CEO & Co-Founder Justifi: 00:08:47

soft software for that vertical.

eley CEO & Co-Founder Justifi: 00:08:50

So what they often lack though, is how to respond and execute on things that

eley CEO & Co-Founder Justifi: 00:08:59

they read where they say, well, every company should be a FinTech company.

eley CEO & Co-Founder Justifi: 00:09:02

Or sometimes even more pointed, they're in a board meeting cuz

eley CEO & Co-Founder Justifi: 00:09:05

they've chosen to raise money from venture capital or something and

eley CEO & Co-Founder Justifi: 00:09:08

they say, what you need to do is X.

eley CEO & Co-Founder Justifi: 00:09:10

And it's like, okay.

eley CEO & Co-Founder Justifi: 00:09:12

And you know, so their investors said so, so they go out and say,

eley CEO & Co-Founder Justifi: 00:09:15

well who do we have at the on the team that knows how to do that?

eley CEO & Co-Founder Justifi: 00:09:18

And because it's so fragmented being the industry and there's alot of old

eley CEO & Co-Founder Justifi: 00:09:23

ways of thinking that still haven't flushed through the, you know,

eley CEO & Co-Founder Justifi: 00:09:26

they're on, all of a sudden you have a software platform that's starting

eley CEO & Co-Founder Justifi: 00:09:30

to be a payment facilitator and they only have Fifty million dollars

eley CEO & Co-Founder Justifi: 00:09:33

flowing through the system, or even only Five-Hundred million dollars.

eley CEO & Co-Founder Justifi: 00:09:36

And it's like, whoa, they should not be doing that.

eley CEO & Co-Founder Justifi: 00:09:39

So I think that what we do at Justifi is try to simplify and be a, a, you

eley CEO & Co-Founder Justifi: 00:09:46

know, a humble expert and a partner for them to get on how to do this.

eley CEO & Co-Founder Justifi: 00:09:52

You know, because if you're an expert on barbershop software, that doesn't

eley CEO & Co-Founder Justifi: 00:09:58

mean that you're an expert on FinTech.

eley CEO & Co-Founder Justifi: 00:09:59

So like challenging and thinking about what is core.

eley CEO & Co-Founder Justifi: 00:10:05

And so we help them with the tech.

eley CEO & Co-Founder Justifi: 00:10:07

We have, you know, the payment and the FinTech orchestration platform

eley CEO & Co-Founder Justifi: 00:10:11

to process the payments, to bring insurance live, to bring lending

eley CEO & Co-Founder Justifi: 00:10:16

live, to bring all of these things.

eley CEO & Co-Founder Justifi: 00:10:17

But we also have what we call our engaged FinTech team.

eley CEO & Co-Founder Justifi: 00:10:21

So we have a team where we can be an extension of their team, and

eley CEO & Co-Founder Justifi: 00:10:25

if they don't have a chief payment officer, we have one for them.

eley CEO & Co-Founder Justifi: 00:10:28

Because I found in business, whether it's high tech or low tech, it

eley CEO & Co-Founder Justifi: 00:10:33

takes, it takes tools, which is often tech, and it takes a team.

eley CEO & Co-Founder Justifi: 00:10:38

It can't just be done sometimes with an API.

d Huff - FinTech Confidential: 00:10:43

So, as you just mentioned, Justifi has gone

d Huff - FinTech Confidential: 00:10:45

beyond just embedded payments and there are so many options, you hit on a few, uh,

d Huff - FinTech Confidential: 00:10:52

for SaaS companies to monetize FinTech.

d Huff - FinTech Confidential: 00:10:55

Can you walk us through a little bit more detail of the different models that

d Huff - FinTech Confidential: 00:10:59

are currently out there in the market?

d Huff - FinTech Confidential: 00:11:01

And you, you touched on a few items were Justifi's different, but let's

d Huff - FinTech Confidential: 00:11:05

go a little bit more deep into

eley CEO & Co-Founder Justifi: 00:11:07

Sure.

eley CEO & Co-Founder Justifi: 00:11:07

So we think that vertical SaaS should keep the lion share of, or at least

eley CEO & Co-Founder Justifi: 00:11:18

participate in the lion share of the value of the funds flow within their ecosystem.

eley CEO & Co-Founder Justifi: 00:11:24

So that's a very broad statement cuz we want them to bring some of the, the

eley CEO & Co-Founder Justifi: 00:11:28

transactions that are happening outside of their platform, inside of their platform.

eley CEO & Co-Founder Justifi: 00:11:32

So things like lending and others.

eley CEO & Co-Founder Justifi: 00:11:34

So, but today, what most folks are out there selling and what most folks are

eley CEO & Co-Founder Justifi: 00:11:39

out there shopping for is payments.

eley CEO & Co-Founder Justifi: 00:11:41

I wanna make more money on embedded payments.

eley CEO & Co-Founder Justifi: 00:11:43

And I agree they should, platforms should make more money on embedded payments.

eley CEO & Co-Founder Justifi: 00:11:48

I think I, we fundamentally, you know, Justifi, we've chosen our

eley CEO & Co-Founder Justifi: 00:11:51

name as you know, is a somewhat of a provocative name to say like, we think

eley CEO & Co-Founder Justifi: 00:11:56

there's something wrong out there.

eley CEO & Co-Founder Justifi: 00:11:58

We, we think that things could be a little bit more right.

eley CEO & Co-Founder Justifi: 00:12:02

So this notion that, you have to, you know, your payment at a billion

eley CEO & Co-Founder Justifi: 00:12:07

dollars should be less than the same payment at a at a million.

eley CEO & Co-Founder Justifi: 00:12:10

We don't agree with.

eley CEO & Co-Founder Justifi: 00:12:11

We think that it should be based on the cost of a payment.

eley CEO & Co-Founder Justifi: 00:12:14

So we think that others that are out there that are saying, you should

eley CEO & Co-Founder Justifi: 00:12:18

monetize more of the payment, you should be making more as a platform.

eley CEO & Co-Founder Justifi: 00:12:22

We agree.

eley CEO & Co-Founder Justifi: 00:12:22

And we think that that should, that probably lands somewhere in

eley CEO & Co-Founder Justifi: 00:12:26

the 80 to 110 basis points that someone should be capturing.

eley CEO & Co-Founder Justifi: 00:12:31

But that is only about a third of the story actually.

eley CEO & Co-Founder Justifi: 00:12:35

So our partner, my partners, um, started and grew, you know,

eley CEO & Co-Founder Justifi: 00:12:40

a large, large vertical SaaS company in the sports tech space.

eley CEO & Co-Founder Justifi: 00:12:44

And they started off on a journey a little bit by accident.

eley CEO & Co-Founder Justifi: 00:12:49

And this was sort of before embedded payments and FinTech was

eley CEO & Co-Founder Justifi: 00:12:51

cool and then very deliberate.

eley CEO & Co-Founder Justifi: 00:12:55

They were able to achieve 300, 400 basis points of keep.

eley CEO & Co-Founder Justifi: 00:13:00

I'm like, wow.

eley CEO & Co-Founder Justifi: 00:13:00

Like this is like apples and socket wrenches.

eley CEO & Co-Founder Justifi: 00:13:02

We're not even talking about different kinds of fruit here.

eley CEO & Co-Founder Justifi: 00:13:05

So it's with, it starts oftentimes with payments, and then you think

eley CEO & Co-Founder Justifi: 00:13:10

about how can you go on this FinTech journey where it's maybe there's

eley CEO & Co-Founder Justifi: 00:13:16

insurance, lending, card issuing.

eley CEO & Co-Founder Justifi: 00:13:19

They, they launched background screens, spend management, vendor management.

eley CEO & Co-Founder Justifi: 00:13:23

So it's a little crazy for some, but like for every dollar that's out in the, in the

eley CEO & Co-Founder Justifi: 00:13:31

world, it's up to 10, you know, a thousand basis points or ten percent of that dollar

eley CEO & Co-Founder Justifi: 00:13:40

is oftentimes leaked out in transaction fees, in vendor discounts in, you know.

eley CEO & Co-Founder Justifi: 00:13:47

So it's about building a strategy and having subsequent products that, and

eley CEO & Co-Founder Justifi: 00:13:52

a team that can help a platform best monetize all of the different funds flow

eley CEO & Co-Founder Justifi: 00:13:59

in, within and out of their platform.

d Huff - FinTech Confidential: 00:14:05

Wow.

d Huff - FinTech Confidential: 00:14:05

I, I guess I wasn't even thinking of it as payments only being a third.

d Huff - FinTech Confidential: 00:14:09

In my mind it was half.

d Huff - FinTech Confidential: 00:14:11

But now that you've broken down all the other pieces, yeah, it does

d Huff - FinTech Confidential: 00:14:14

really feel like it's, it's a third.

d Huff - FinTech Confidential: 00:14:17

And, you know, you mentioned all these moving parts.

d Huff - FinTech Confidential: 00:14:19

You talk about all the different areas, uh, that Justifi's helping bring together.

d Huff - FinTech Confidential: 00:14:27

There are so many places that could go wrong and it jeopardizes the

d Huff - FinTech Confidential: 00:14:32

profitability of the embedded FinTech.

d Huff - FinTech Confidential: 00:14:35

If you were to boil it down, we, we have a third and third and a third.

d Huff - FinTech Confidential: 00:14:39

What are the top three mistakes that software companies are making

d Huff - FinTech Confidential: 00:14:43

when they decide to move forward with monetizing with FinTech?

Joe Keeley CEO & Co-Founder Justifi:

: 00:14:50

I would say the first mistake

Joe Keeley CEO & Co-Founder Justifi:

: 00:14:52

would be waiting to begin.

Joe Keeley CEO & Co-Founder Justifi:

: 00:14:59

You know, the, the, the, the second best time to start this journey is today.

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:07

The first, best time was yesterday.

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:09

So I would say just starting and you, and it's not about

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:12

boiling the ocean right away.

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:14

It's about starting on this journey.

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:16

Um, number two I would say is that not looking into the future around

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:26

and trying to see around the corner, which is really, really hard if you

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:29

don't have wisdom in that experience.

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:31

But that's hopefully one things that our FinTech team is trying to bring to

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:36

platforms is that because if you single thread with one provider, if you, if you,

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:42

you know, infrastructure today may not be what's going to, uh, be the optimal

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:51

infrastructure set up five years from now.

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:54

So really looking into the future, you know, at my, uh, my co-founders,

Joe Keeley CEO & Co-Founder Justifi:

: 00:15:58

um, SaaS company, they switched infrastructure providers five different

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:03

times, searching for the right situation, which ultimately led us to

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:07

say, there, there's a better way and let's build it cuz we couldn't find it.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:11

So I would say, you know, waiting to start two, you know, making you know,

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:17

integration decisions today that don't contemplate, you know, the future.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:22

Right?

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:22

And then three, thinking that they need to build it and build it all themselves.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:30

I think we in inside of a company, that used to be the case.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:33

You used to have to go and be a payment facilitator and you used

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:36

to have to build all these things.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:38

And today that's about as logical as you know, I'm gonna go build out my

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:44

own server farm to host all my data.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:46

Like we would all, but that's what companies used to do.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:49

You know, have servers in the closet and now we have, you know, AWS and

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:54

Azure and Google and all the rest.

Joe Keeley CEO & Co-Founder Justifi:

: 00:16:56

So I think really looking at what's core and that's their vertical SaaS platform

Joe Keeley CEO & Co-Founder Justifi:

: 00:17:01

and that yes, they should take full advantage of the power of FinTech, but

Joe Keeley CEO & Co-Founder Justifi:

: 00:17:07

they don't need to be building all that.

Joe Keeley CEO & Co-Founder Justifi:

: 00:17:09

That that doesn't make a lot of sense.

Tedd Huff - FinTech Confidential:

: 00:18:00

Well, you mentioned, uh, one big

Tedd Huff - FinTech Confidential:

: 00:18:02

piece in that is, is look around the corner, look, be a little bit more

Tedd Huff - FinTech Confidential:

: 00:18:06

forward facing and forward thinking.

Tedd Huff - FinTech Confidential:

: 00:18:08

And when you look at the way your clients are approaching their FinTech

Tedd Huff - FinTech Confidential:

: 00:18:12

problems, what are some of the opportunities you're seeing ahead in

Tedd Huff - FinTech Confidential:

: 00:18:16

the next 3, 5, 10 years for not only Justifi, but for the clients as well?

eley CEO & Co-Founder Justifi: 00:18:24

Yeah.

eley CEO & Co-Founder Justifi: 00:18:25

So I, I think that, um, we look at the different ways that folks

eley CEO & Co-Founder Justifi: 00:18:34

are going to want to transact.

eley CEO & Co-Founder Justifi: 00:18:37

And I think the, the stored payment values, you know, in some

eley CEO & Co-Founder Justifi: 00:18:41

of the payment methods today are, are really exciting because they

eley CEO & Co-Founder Justifi: 00:18:45

start to be a lower cost payment.

eley CEO & Co-Founder Justifi: 00:18:48

So I think that's a really big part of like, what are the different ways

eley CEO & Co-Founder Justifi: 00:18:51

that their customers, the vertical SaaS platforms customer's, customers

eley CEO & Co-Founder Justifi: 00:18:55

are gonna wanna collect money?

eley CEO & Co-Founder Justifi: 00:18:56

And then how to get that larger share of, you know, different

eley CEO & Co-Founder Justifi: 00:19:01

dollars that are out there?

eley CEO & Co-Founder Justifi: 00:19:02

Now

eley CEO & Co-Founder Justifi: 00:19:03

it's really a mindset shift, so, you know, it's very easy and I, I, you

eley CEO & Co-Founder Justifi: 00:19:09

know, really pound on strategy and stay focused, and that's important.

eley CEO & Co-Founder Justifi: 00:19:14

But if your focus is having a maniacal collection of every basis point,

eley CEO & Co-Founder Justifi: 00:19:20

then you're looking at it through the monetization of funds flow rather and

eley CEO & Co-Founder Justifi: 00:19:25

then, then, you know, this insurance offering that you could provide or

eley CEO & Co-Founder Justifi: 00:19:30

this, you know, customer lending, which really also should be viewed

eley CEO & Co-Founder Justifi: 00:19:36

through a, you know, user experience.

eley CEO & Co-Founder Justifi: 00:19:38

How can you benefit you know, your customers or your customer's customers?

eley CEO & Co-Founder Justifi: 00:19:43

But always not just doing it, it's not an either or, it's an and how

eley CEO & Co-Founder Justifi: 00:19:48

can you monetize and participate in that and also add value while also

eley CEO & Co-Founder Justifi: 00:19:53

adding value in the user experience?

eley CEO & Co-Founder Justifi: 00:19:55

So, um, it, it starts to open up the aperture quite a lot when you start

eley CEO & Co-Founder Justifi: 00:20:00

thinking not only what is being transacted in our platform today, but what is

eley CEO & Co-Founder Justifi: 00:20:06

being transacted by the players on our platform outside or around our platform.

eley CEO & Co-Founder Justifi: 00:20:13

And, and it starts to be pretty specific for each vertical, but you know it, once

eley CEO & Co-Founder Justifi: 00:20:19

you shift that focus, that perspective, the right answers keep coming.

eley CEO & Co-Founder Justifi: 00:20:24

It seems like.

Tedd Huff - FinTech Confidential:

: 00:20:26

You, you've mentioned a couple things

Tedd Huff - FinTech Confidential:

: 00:20:28

in there and, and it has me curious.

Tedd Huff - FinTech Confidential:

: 00:20:33

At what point you, you said get start.

Tedd Huff - FinTech Confidential:

: 00:20:35

I'm gonna go back, uh uh, a little bit earlier where you said the

Tedd Huff - FinTech Confidential:

: 00:20:38

first thing is to get started today.

Tedd Huff - FinTech Confidential:

: 00:20:41

How As a software, as a service platform do I know that it's the right time for

Tedd Huff - FinTech Confidential:

: 00:20:47

me to start getting involved in this?

Tedd Huff - FinTech Confidential:

: 00:20:49

Uh, what is the right, like, do I need to be a certain size?

Tedd Huff - FinTech Confidential:

: 00:20:52

Do I need to have a certain skillset?

Tedd Huff - FinTech Confidential:

: 00:20:54

Do I need to have so many customers?

Tedd Huff - FinTech Confidential:

: 00:20:56

Like what is, what are like the determining factors for me to, to

Tedd Huff - FinTech Confidential:

: 00:21:00

know it's time for me to, to start getting into embedded FinTech?

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:06

Well, I think that's what's kind

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:07

of very exciting about this is that it, it used to be a gating factor.

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:12

It used to be, well, if you really wanna monetize payments and monetize it well,

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:17

which is a very big difference between, you know, if we just start there.

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:22

You know, you had to pay your dues, you had to get to, first it was

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:26

250 million of volume, then it was 500 million, then it's a billion.

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:30

And okay, now we'll go through the year's worth of work and hire the, you know, all

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:34

the team to do underwriting and risk and we're gonna become a payment facilitator.

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:39

Today I don't know if that ever makes sense for a platform.

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:45

So if you could monetize at a world class level, from dollar

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:51

one, I would say do that.

Joe Keeley CEO & Co-Founder Justifi:

: 00:21:56

Because it's going to help with, let's say a, a vertical SaaS platform is

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:01

choosing to go a typical fundraising route of, you know, you know, bootstrapped

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:06

and then series seed, and then A, and they go on through the alphabet.

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:10

You get some credit for the vision that you're gonna go on, certainly.

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:16

But what if you could get full credit for it because you're already doing it?

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:21

So I would say, you know, from dollar one if possible.

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:25

And then you know, going on that FinTech journey, because it's actually

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:30

gonna reduce the amount of money that you'll have to raise because

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:35

you'll raise at higher valuations and you'll also be, it's producing real

Joe Keeley CEO & Co-Founder Justifi:

: 00:22:40

cash flow inside of the platform.

Tedd Huff - FinTech Confidential:

: 00:22:42

So how do you, how do you make the

Tedd Huff - FinTech Confidential:

: 00:22:45

argument for a software company that says, Hey, you know what?

Tedd Huff - FinTech Confidential:

: 00:22:50

Payments is important, but I wanna do it fast.

Tedd Huff - FinTech Confidential:

: 00:22:53

So I'm gonna go and leverage a company like Stripe, for example,

Tedd Huff - FinTech Confidential:

: 00:22:57

and that'll get that embedded in there and that'll be in there.

Tedd Huff - FinTech Confidential:

: 00:23:00

I may not be able to monetize it now, but I'll eventually get to it.

Tedd Huff - FinTech Confidential:

: 00:23:04

What do you say to a company that that decides that they, that

Tedd Huff - FinTech Confidential:

: 00:23:07

they think that's the best route?

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:10

Um, I would say I get it.

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:12

We all have to prioritize and if it's, if it's, um, If it's not today, because I

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:19

mean, look, I've ran very small companies.

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:21

I understand that you are ceo and chief garbage taker outer guy and

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:26

gal, and so, you know, let's not be, you know, flippant about it.

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:31

But I think that if, if you're talking about like, if, if it's a very simple

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:38

Stripe integration, you're probably talking about less than a week

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:43

worth of work to, if it's a young company to integrate and migrate.

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:46

So, um, I think then like it's really more about stepping back

Joe Keeley CEO & Co-Founder Justifi:

: 00:23:54

and saying, do we fully understand what is your economic engine?

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:01

Because if you think that the SaaS fees is your potential and just getting more and

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:09

more SaaS fees, then I would say you're about five x off because that's great.

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:15

You should get as much of that and get value for what you've created.

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:18

But the embedded payments and embedded FinTech is going to increase

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:25

your potential and increase your revenue and increase, you know, the

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:29

stickiness of your platform five x.

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:31

So I would really go back and say, you know, maybe we're not fully understanding

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:37

the, the magnitude of the value creation that this strategy has on their platform.

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:45

So that, that's how I would, how I would look at and then, and you know, once you

Joe Keeley CEO & Co-Founder Justifi:

: 00:24:51

really understand it, it, it very quickly moves up to the top of the priority list.

Tedd Huff - FinTech Confidential:

: 00:24:57

So you've been a lot been through.

Tedd Huff - FinTech Confidential:

: 00:24:59

Yeah.

Tedd Huff - FinTech Confidential:

: 00:25:01

You've learned a lot through your entrepreneurial journey.

Tedd Huff - FinTech Confidential:

: 00:25:06

What would you want to share with the audience to change their

Tedd Huff - FinTech Confidential:

: 00:25:09

perspective on business and or personal perspective on monetizing the software?

Tedd Huff - FinTech Confidential:

: 00:25:16

What would that be?

eley CEO & Co-Founder Justifi: 00:25:18

Well, I think that, you know, as a leader, as,

eley CEO & Co-Founder Justifi: 00:25:25

uh, you know, a specific vertical or, or whatever business we're in, I think it's

eley CEO & Co-Founder Justifi: 00:25:31

really important to sort of be self-aware.

eley CEO & Co-Founder Justifi: 00:25:34

You know, so let's make sure that the leader is self-aware, that

eley CEO & Co-Founder Justifi: 00:25:38

the team members are self-aware as best we can, and the company

eley CEO & Co-Founder Justifi: 00:25:40

is self-aware, so know thyself.

eley CEO & Co-Founder Justifi: 00:25:43

You know, and be that well is what I would say.

eley CEO & Co-Founder Justifi: 00:25:47

And um, so that's how I feel like I was able to successfully transition from what

eley CEO & Co-Founder Justifi: 00:25:52

on the surface looks like a remarkably different company to something else.

eley CEO & Co-Founder Justifi: 00:25:57

But I'm not trying to be our chief payments officer.

eley CEO & Co-Founder Justifi: 00:26:00

I'm not trying to write code.

eley CEO & Co-Founder Justifi: 00:26:02

I'm trying to lead a team that is very, very passionate about accelerating

eley CEO & Co-Founder Justifi: 00:26:09

potential, which is why we exist.

eley CEO & Co-Founder Justifi: 00:26:11

We exist to accelerate potential.

eley CEO & Co-Founder Justifi: 00:26:13

Now, quite specifically, it's to accelerate the FinTech potential

eley CEO & Co-Founder Justifi: 00:26:17

of vertical SaaS platforms.

eley CEO & Co-Founder Justifi: 00:26:19

So I would say like, know thyself.

eley CEO & Co-Founder Justifi: 00:26:21

What are you, what is core?

eley CEO & Co-Founder Justifi: 00:26:23

What are you really, really good at?

eley CEO & Co-Founder Justifi: 00:26:25

What is the economic engine in your business?

eley CEO & Co-Founder Justifi: 00:26:28

And then how can you surround yourself with partners, with employees, with

eley CEO & Co-Founder Justifi: 00:26:33

uh, you know, customers that are that are, when you, when you get alignment,

eley CEO & Co-Founder Justifi: 00:26:39

the the right answers keep coming.

eley CEO & Co-Founder Justifi: 00:26:41

You know, when you're aligned with your purpose and your values and

eley CEO & Co-Founder Justifi: 00:26:43

you have partners and vendors and customers that are more aligned than

eley CEO & Co-Founder Justifi: 00:26:47

they're not, it's a lot of fun, right?

eley CEO & Co-Founder Justifi: 00:26:50

Regardless of whatever business you're in.

eley CEO & Co-Founder Justifi: 00:26:52

So, um, you know, it's, it's interesting like how remarkably similar the purpose

eley CEO & Co-Founder Justifi: 00:26:59

statements of the largest babysitting employer in my last job was, and

eley CEO & Co-Founder Justifi: 00:27:06

you know, our FinTech company today.

eley CEO & Co-Founder Justifi: 00:27:08

Our first purpose was to build stronger families.

eley CEO & Co-Founder Justifi: 00:27:11

And as a parent that I'm passionate about that.

eley CEO & Co-Founder Justifi: 00:27:15

And our purpose today is to accelerate potential.

eley CEO & Co-Founder Justifi: 00:27:18

And in some regards, those are different flavors of the same thing.

eley CEO & Co-Founder Justifi: 00:27:24

We want to accelerate the potential, whatever passion, you know, in, in the

eley CEO & Co-Founder Justifi: 00:27:29

vertical that platforms, we want to help them do more and about that, cuz

eley CEO & Co-Founder Justifi: 00:27:33

building a great product, adding new customers, you know, isn't, isn't cheap.

eley CEO & Co-Founder Justifi: 00:27:37

So we gotta figure out a way to fund that.

eley CEO & Co-Founder Justifi: 00:27:39

And I think, you know, embedded payments and FinTech is a great answer to that.

Tedd Huff - FinTech Confidential:

: 00:27:44

So we always use the phrase

Tedd Huff - FinTech Confidential:

: 00:27:47

hindsight is always 2020.

Tedd Huff - FinTech Confidential:

: 00:27:50

If you were to, to look back at the journey with Justifi, what would you

Tedd Huff - FinTech Confidential:

: 00:27:56

potentially have done differently to accelerate your own potential at Justifi?

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:04

Yeah, you know, it's early days, so

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:07

I think my answer will will change with time and wisdom probably.

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:12

But I would say an an aha for me.

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:15

And so whenever there's an aha, I think the hindsight would suggest that like,

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:19

Ooh, if I could have got that sooner, we would've been a little bit better off.

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:25

And the aha for me is, I wasn't coming at this through a lens of like decades

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:32

of analyzing, you know, interchange and, and, and, and being that payments brain.

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:36

But when I'm talking to entrepreneurs and, and co-founders and leaders in

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:40

these co vertical SaaS companies, the aha for me was we should, our job is

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:47

to not make them experts of interchange and infrastructure and payments.

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:51

Our, our job is to help them understand how they make their company more valuable.

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:56

Because these are just business people trying to be better at

Joe Keeley CEO & Co-Founder Justifi:

: 00:28:59

business to solve business problems, to attract and retain and add

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:03

value every day to their customers.

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:05

Because sometimes I felt like when you're talking about this space, you,

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:10

you, you can sometimes feel like a mad scientist jumping up and down, waving

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:14

your hands, saying you don't understand.

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:17

And if someone doesn't understand, that's not their problem.

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:19

It's your problem.

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:21

So when we sort of stopped trying to, you know, explain how all the sausage

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:27

was made and instead went to this sausage is delicious, don't you agree?

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:34

And you know then, then like conversations got a lot easier

Joe Keeley CEO & Co-Founder Justifi:

: 00:29:38

and they got a lot more fun.

Tedd Huff - FinTech Confidential:

: 00:29:40

I would say, especially in FinTech,

Tedd Huff - FinTech Confidential:

: 00:29:41

we, we always want to explain, how we're making it different.

Tedd Huff - FinTech Confidential:

: 00:29:46

not why, but, but how we're making it different and what we did

Tedd Huff - FinTech Confidential:

: 00:29:50

to make it different versus why it matters that it's different.

Tedd Huff - FinTech Confidential:

: 00:29:54

a, That's a big piece and I'm, I'm grateful that you,

Tedd Huff - FinTech Confidential:

: 00:29:57

you brought that piece up.

Tedd Huff - FinTech Confidential:

: 00:29:59

we're coming to an end today and

Tedd Huff - FinTech Confidential:

: 00:30:01

I just wanna ask you, what parting message do you want to give to us?

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:07

Well, I would say, um, you know, it.

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:12

As we talked about earlier, you know, you don't have to invest,

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:17

millions and millions of dollars and, you know, wait to really harness the power of,

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:24

embedded FinTech tools.

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:25

I think technology in so many areas, including in especially

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:29

this area, has accelerated to a point where it really can favor

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:36

Not just the large companies being able to have big teams, but even

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:40

the, the vertical SaaS startup,

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:42

and so there's a tailwind behind you and that there's a lot of different

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:46

ways to accelerate your potential.

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:48

And, and that's what we're trying to do each and every day when

Joe Keeley CEO & Co-Founder Justifi:

: 00:30:51

we, we come into the office.

d Huff - FinTech Confidential: 00:30:53

So for those who are listening or watching that

d Huff - FinTech Confidential: 00:30:57

want to figure out how Justifi can help them accelerate their potential, what's

d Huff - FinTech Confidential: 00:31:03

the best way to, to reach out to you or the Justifi team as well to learn more?

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:07

Joe Keeley, you can find me on LinkedIn.

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:10

I'm happy.

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:11

to to chat.

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:12

Um, we have a, a great team of people you can contact through, uh, Justifi.ai.

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:19

And what we typically like to do, I mean, is sit down and understand someone's

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:24

business, and then we'll build what we call, you know, a, a lighter version,

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:27

a, a free version of what our engaged team does every day, which is build

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:31

what we call a strategic FinTech map.

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:33

Which essentially says, where are you today?

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:35

And what, what's possible?

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:38

And then those are really the two of three most important questions in strategy.

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:43

Where am I today?

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:44

Where do I want to be?

Joe Keeley CEO & Co-Founder Justifi:

: 00:31:45

And then the third is what needs to happen for that to happen?

Tedd Huff - FinTech Confidential:

: 00:31:50

Fantastic.

Tedd Huff - FinTech Confidential:

: 00:31:51

What I'll go ahead and do is I'll put all the links to, to Joe's Social as well

Tedd Huff - FinTech Confidential:

: 00:31:56

as the company, in addition to how to get ahold of them directly in the show

Tedd Huff - FinTech Confidential:

: 00:32:00

notes as well as in the description.

Tedd Huff - FinTech Confidential:

: 00:32:02

So you guys just go ahead and click on that and go over and find

Tedd Huff - FinTech Confidential:

: 00:32:05

out what Justifi is doing and how they might be able to help you.

Tedd Huff - FinTech Confidential:

: 00:32:09

And or, people you know.

Tedd Huff - FinTech Confidential:

: 00:32:10

And Joe, thank you again for all of this time.

Tedd Huff - FinTech Confidential:

: 00:32:14

I always love learning about what companies are doing to

Tedd Huff - FinTech Confidential:

: 00:32:17

enable FinTech in the ecosystem.

Tedd Huff - FinTech Confidential:

: 00:32:20

And this has been a fantastic conversation.

Joe Keeley CEO & Co-Founder Justifi:

: 00:32:22

Thanks so much.

Joe Keeley CEO & Co-Founder Justifi:

: 00:32:24

Pleasure being

Joe Keeley CEO & Co-Founder Justifi:

: 00:32:24

here.

: 00:32:24

Support Provided By Solve path:

: 00:32:27

In ecommerce, it's really easy to get bogged down with basic support inquiries,

: 00:32:31

whether that's where is my package, how do I return or exchange this item

: 00:32:35

or just to cancel a subscription.

: 00:32:37

Solvpath is an AI-driven customer support system that uses a visual

: 00:32:41

format and self-serve technology to quickly and effectively resolve

: 00:32:45

issues, resulting in satisfying support experiences for customers.

: 00:32:49

Customize a visual support experience for your ecommerce brands and

: 00:32:53

increase your overall performance, enhance the customer experience and

: 00:32:57

drastically reduce support costs.

: 00:33:00

Get the best customer support system for your business.

: 00:33:03

Get Solvpath.

: 00:33:04

Get started by visiting get solve path dot com

Emily: 00:33:07

This has been a production of Diamond D3 Media,

Emily: 00:33:10

with All Rights Reserved.

Emily: 00:33:11

This is provided for informational purposes only.

Emily: 00:33:14

It is not offered or intended to be used as legal, tax, investment,

Emily: 00:33:17

financial, or other advice.

Emily: 00:33:19

We strive to provide accurate and up-to-date information, but will

Emily: 00:33:22

not be responsible for any missing facts or inaccurate information.

Emily: 00:33:26

You comply and understand that you should use any of this

Emily: 00:33:28

information at your own risk.

Emily: 00:33:29

Cryptocurrencies are highly volatile financial assets, so research and