A Personal Letter From Our CEO

Reflections On This Decade of Work

Juntos has always been a company about relationships. At first it was about the relationship we have to our money and to ourselves. As part of a graduate school class project working with night shift janitors, I discovered how powerful saving even a little bit of money could be for the way we as people feel about ourselves. I watched as participants began saving weekly, and built on their newfound confidence in themselves to make lasting improvements to their quality of life. They used their newly created financial reserves to – among other things – buy their first car, invest in their children’s education, buy equipment that let them earn more income, and visit family they had not gotten to see in years.

As Juntos grew, we began to work with banks, and over the past decade Juntos has gotten the chance to accompany millions of people around the world in their financial lives — across 16 countries and 20+ languages. It was through this work that we discovered how important it was for people to have good relationships with their financial institutions. When users understand the financial products they rely on, they come to trust their banks, and this trust is essential to extending the benefits of formal financial services into people’s lives. Where trust is established, users take out loans, start businesses and manage family finances with the speed and convenience digital services afford them. Perhaps even more importantly, when banks have the ability to hear from their users directly about financial challenges and successes, they design better and more effective products. That combination of good products and the trust to use them unlocks banking relationships that benefit everyone.

In just one example from thousands, here’s one user’s story:

“Thanks for the friendship you have continued to show me. I was doing business but things weren’t shifting. But ever since I joined your service, I can now afford a smile on my face. I did not know that there could be a bank that would help a low income earner like me. Ever since my father died, I decided to work twice as harder than I did while he was still alive. I began to stock merchandise for whole sale and setting up stock for sell, in addition I also started rearing poultry birds. I am so happy because right now I am having progress in my businesses. Now I am acting as a point of reference for whoever has a business and needs more capital injected in the business, I therefore refer them to [your] Bank. Thank you.

For me, the idea that friendship can exist between a bank and its most vulnerable clients shows us the profound effects that can come from conversation. When we reach out to people, when we listen to what they have to say, when we really hear it and allow ourselves to be moved by their successes and struggles, astounding things can happen.

A New Chapter

I am excited to share today the news of Juntos’ acquisition by Nubank, one of the most remarkable financial service companies in the world. I cannot think of a more perfect partner for Juntos and our work.

To our new colleagues and collaborators at Nubank:

The work Nubank has already done to understand the needs of its users is clear in the love that your customers show on a daily basis for your products and brand. Astounding things have already happened at Nubank, and for your customers, as you have shown your commitment to building strong, trusting relationships — through your world class customer support, your efforts in inclusion, and your commitment to continuously changing, improving, growing and learning. I am so excited to continue the work of building strong relationships with conversation at Nubank! I am so curious about what we will learn and create together!

Many People’s Stories

On the brink of all the new relationships that this acquisition will bring with it, I find I am so grateful for all the people who worked with us to bring us to this moment. I want to extend my deepest thanks to everyone who has worked at Juntos, both now and in the past, to all our investors and institutional partners, mentors and guides and cheerleaders, and to every user who trusted us enough to text us back.

The work of building good relationships is urgent and necessary in our world. This is true both for the people closest to us and people who are very different from us and very far away. This work is rewarding and, at its best, becomes both simple and easy. All of us know how to start. We make an introduction. We ask someone about how they are feeling and what matters to them. We listen, we offer our stories in return for their stories. Thank you for being a part of this story. I look forward to hearing your stories in return.

My best,

Ben

 

Nubank Announces the Acquisition of US Conversational Account Management Platform Juntos Global

Transaction bolsters the digital bank’s continued global leadership in customer experience through proactive, personalized conversations

 

São Paulo, August 4, 2021 – Nubank, the world’s largest financial services platform, with over 40 million customers, announces the acquisition of Juntos Global. Founded in 2010 in the United States, the American company acts as a platform that creates automated proactive conversations between banks and their customers.

With the agreement, talent from the technology, content and design areas of Juntos Global will also immediately join Nubank’s team and collaborate to develop experiences that help to understand the real needs of customers and assist them in decision making and financial planning. The platform provides the digital bank one more tool to proactively engage with its customer base in a close and personalized way, in contrast to what is commonly practiced in the market, where this type of treatment is directed only to high-income customers.

“Most bank communications are focused on the bank – new promotions, new products and what the bank needs customers to do. We believe that each customer has a different need and it is essential that we understand what it is individually, because this also helps to democratize financial services”, says Cristina Junqueira, co-founder of Nubank. “By bringing Juntos Global platform and team to our structure, we want to deliver to our clients an even more complete and personalized experience with conversations about what is most important to them and possible financial solutions”.

Juntos Global uses technology for two-way communication which helps to objectively understand the situation and challenges each client faces, with a quick and targeted response. With the potential to manage millions of conversations at the same time, the platform uses automated communication to establish a trusting, continuous and personalized relationship with customers.

Juntos Global was created exactly within the context of the digitization of financial services, in which branches are no longer essential in the bank-customer relationship, and the opportunity to build relationships in which customers are engaged and in control of decisions emerged. With the acquisition, Nubank takes another step towards its purpose of freeing and empowering its clients to take control of their financial lives.

“We found in Nubank, with its purpose and 100% digital platform, a great convergence of values. The team is very excited, with the knowledge and infrastructure that we have developed over more than ten years, to establish even stronger bonds of trust between Nubank and its clients to meet the aspirations of each of them in a scalable way”, says Ben Knelman, founder and CEO of Juntos Global.

The acquisition of the Juntos Global platform and team by Nubank is already the fourth completed by the digital bank in just over 1 year. At a time of brand maturation and growth, Nubank also announced other acquisitions in the last year in order to enrich the portfolio of services offered to its customers. In 2020, the company entered the investment market with the acquisition of Easynvest, in addition to having acquired the American Cognitect, a world reference in software engineering, and the team of the Brazilian Plataformatec, a consultancy specializing in agile methods and in product development and management.

How Financial Services Providers Used Interactive Mobile Messaging to Help Thousands of MSMEs Grow

Micro and small merchant training is a critical undertaking in developing nations where these businesses are the biggest drivers of economic growth and job creation.

However, massive gaps in business management skills and financial literacy are limiting their potential. In an ideal world without resource constraints, all merchants would have access to in-person training programs, with dedicated instructors helping them learn and implement best practices.

In reality, these programs can only reach a small portion of the populations that need them. This is why we need a new approach to scaling access to training in developing economies.

In an effort to enable equitable access to entrepreneurial education in Colombia, the Mastercard Center for Inclusive Growth partnered with Juntos Global to launch an innovative training program involving interactive, long-term mobile messaging powered by Juntos Global’s Conversational Account Management (CAM) platform. The program enlisted financial institutions interested in strengthening their small business client bases.

The premise of conversational training is simple: imagine if each person, including those at the ‘base of the pyramid,’ had a committed relationship manager helping them achieve financial security. Financial institutions around the world are already using Juntos’ CAM platform to extend guidance to millions of customers in need of support.

In order to find out what would happen if the same concept was applied to merchant training, 134,647 Bancolombia and Movii customers from micro, small, and medium-sized enterprises (MSMEs) were enrolled in the training program. The training was delivered in weekly modules via SMS and WhatsApp, encouraging interaction throughout the learning journey. The curriculum covered a range of topics critical to business growth and financial security, such as recordkeeping, pricing, savings, advertising, and digital troubleshooting.

Just 2% of enrolled users opted out of the messaging, meaning that more than 132,000 merchants received weekly tips and coaching over 10 months. Of that group, 15,989 users actively engaged in the conversation, sending 64,603 message responses. Nearly 4,000 of these responses were users sharing specific actions they had taken to improve their businesses as a result of the training. This is likely a fraction of the total number of changes MSMEs made when considering unreported actions.

Further, a clear business case emerged for banks to provide training services for their merchant customers. Program recipients gave Bancolombia an NPS of 69, more than three times the industry average. Many users also thanked Bancolombia and Movii, with one saying “you are training me and motivating me with my business.”

Juntos identified five key learnings and considerations for future programs:

  • Framing content around short-term benefits and actionable tips drives stronger program engagement
  • Training within the context of a financial product is more effective than generalized education
  • Persistent age and gender divides in digital literacy and engagement with mobile messaging need to be intentionally addressed
  • WhatsApp has strong potential as a channel for merchant training, especially once near-term operational challenges are resolved
  • Financial institutions stand to benefit significantly from investing in training for their merchant customers if they make content engaging and relevant

The program clearly shows there is an opportunity for financial institutions to scale merchant training via interactive mobile messaging. In the context of available financial products and a functioning business, conversational training allows the merchant to put educational skills to immediate, practical use. Additionally, mobile messaging does not have the same barriers to scale as in-person or even online learning, making education much more accessible. This conversational training program in Colombia is a valuable launching point for larger efforts around the world.

Read the full white paper to learn more.

TymeBank Launches New Conversational Education Service to Support Customers During COVID-19

Johannesburg, South Africa, June 1st, 2020 – TymeBank announced that it has launched a new financial literacy educational service to help its EveryDay accountholders navigate their financial lives amidst the COVID-19 outbreak. The new service, powered by United States-headquartered Juntos Global’s Conversational Account Management (CAM) platform, engages TymeBank customers in interactive SMS messaging. Accountholders receive financial literacy tips, advice, and reminders, and are encouraged to ask questions and share their experiences for customized learning and support.

Within the first month of the program’s launch, more than 25 percent of accountholders offered the service had already engaged with it, sending an average of five text message replies during this time period.  To date, customers have focused their learning on budgeting, saving, and access to credit in addition to learning more about TymeBank’s online and mobile banking capabilities to avoid non-essential in-person activities during South Africa’s COVID-19 response.

“Wow! What great advice,” said one responder. “I really like the way TymeBank communicates and also shares advice with its customers.” Another replied, “I feel confident that you are going to help me. Thank you very much. I trust you.”

In the face of the generational challenge posed by COVID-19, TymeBank remains committed to its mission to help South Africans achieve their full financial potential. To that end, TymeBank has made its SendMoney service 100% free for a specific period of time and maintained its market-leading interest rate on its GoalSave savings product despite reductions in interest rates by the Reserve Bank, which saw other banks reducing the rate at which their clients can save.

Juntos’ CAM platform further advances TymeBank’ financial inclusion goals by carrying thousands of simultaneous conversations with bank account holders such as this recent example:

TymeBank: Welcome! To start, tell us about your current budgeting practice.

User: I dont know… because [this is] my first account of my life

TymeBank: Thanks! To help you create an effective budget that is easy to maintain, we’ll send one simple tip each week for you to try.

User: Ok thank you a lot and I appreciate that because it means a lot to me

“We’re here for our customers,” said Tauriq Keraan, CEO of TymeBank. “Our partnership with Juntos allows us to support our customers by providing educational tools that will improve their financial journeys, and therefore their lives. With the Juntos Conversational Account Management platform, we can personalize the way we deliver essential banking to our customers, at scale, to match this difficult moment. We’ve seen extraordinary engagement with the service so far and are excited to keep the conversations with our customers going.”

TymeBank is South Africa’s first digital bank, with over 1.75 million customers signed up since its launch in February 2019. Using just a cellphone and South African ID number, a customer can open an account and receive a personalized debit card in three minutes. Juntos’ CAM platform then engages TymeBank customers in ongoing, two-way messaging conversations that build trust and confidence in the account.

“In today’s COVID-19 environment, Conversational Account Management is giving banks the means to communicate directly with every customer in two-way conversations that are both personal and scalable,” said Juntos CEO Ben Knelman. “People need that support now more than ever. We’re thrilled to partner with TymeBank to bring that capability to its customers.”

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How Banks Can Be There for Their Customers During and After the Pandemic

As governments and communities across the world work together to help slow the spread of COVID-19, the bulk of the world’s business and households are simultaneously facing huge changes.  Bank executives, specifically, are managing through not one but two major challenges.

  1. Ensuring teams can continue to operate as effectively as possible – providing the guidance and the tools to operate the business largely remotely.
  2. Managing the needs of their customers (individuals and businesses), most of whom are bracing for potential financial hardship or already confronting unexpected changes in their financial lives.

For many banks, this second concern is more complicated than the first.  Many customers, whose comfort with financial products may be constrained to begin with, need reassurance and information as the news headlines introduce more fear than most have experienced in their lifetimes.

McKinsey published a paper this month called Leading a consumer bank through the coronavirus pandemic,”  offering an excellent prescription for helping banks through these tough times.

“Delivering on customer expectations while adapting the operating model to the reality of the current pandemic will be an unprecedented challenge for banks. In our view, it is highly important for banks to make their genuine concern for their customers clear and to make customer interactions with the bank as easy as possible.”

A large portion of McKinsey’s concrete recommendations center on  the urgent directive in the current environment for banks to invest in relationship-based banking that “shows customers that you care for them.”  What does that look like?  McKinsey outlines the following: :

“Start reaching out to clients proactively…

“Create opportunities for human interactions for distraught customers who just want to talk through their concerns…”

“Establish help lines for customers who need support during remote (mobile or internet) transactions.”

“Serve [customers] in unexpected ways. Especially during a crisis…finding that their bank is prepared to help in unexpected ways will go a long way toward reassuring them.”

Investing in Relationship-Based Banking

If money were no object, bank executives could assign relationship managers to spend whatever time necessary with each and every customer not only to provide counsel and empathy, but also to educate them about how financial products can help them through the crisis.

Unfortunately, it’s unthinkable in today’s reality for banks to hire and train relationship managers to support every customer in their massive retail and SME portfolios. Instead, leading banks are investing in new digital processes and platforms for providing reassurance, counsel, and two-way, personalized experiences for all of their customers.

Conversational Account Management (CAM) is a growing category of digital solutions in the banking industry that combines technology with human intelligence to create engaging and personalized two-way mobile conversations with bank customers at massive scale.  CAM gives banks a warm and personal – yet scalably digital – way to engage every one of their customers with information, attention, and care.

CAM allows banks to proactively establish long-term communication with each customer via mobile channels like SMS or WhatsApp, creating a foundation of relationship between the bank and its customers outside of any sales moments — just like good human relationship managers would do.  CAM gives banks a direct connection with the customer to deliver effective product information and education.  It gives them a way to scalably listen to their customers and create warmly differentiated customer experiences that set them apart from typical mass market retail banking environments — without having to hire.

In today’s COVID-19 environment, Conversational Account Management is giving banks the means to communicate directly with every customer in two-way conversations that are both personal and scalable.  Banks today are using CAM at the center of their Covid-19 strategies to:

  • Proactively communicate key updates on products and policies,
  • Scalably address questions and concerns without the need of call center or branch staff
  • Minimize surprises to customers in rapidly changing environments,
  • Encourage fraud-prevention measures,
  • Support customers in the adoption and usage of digital channels
  • Give customers space to share their experiences and financial concerns
  • Establish ongoing brand presence in a high-value and non-sales setting, ensuring their customers know the bank is with them, at their side.

CAM allows banks to scalably invest in stronger relationships with their customers.  And in both good and bad market conditions, stronger customer relationships mean higher lifetime values in banking portfolios, with measurable benefits that include increased loan uptake, savings deposits, and digital transaction growth.  Most importantly in banks’ immediate realities, investing in relationship-based communication drives much-needed trust and retention during a highly emotionally challenging time.

The Path Forward is Paved With…Relationships=

No one can predict the post-COVID-19 future but many believe there will be a new normal in which physical visits to stores – and banks -remain diminished.  This puts continued pressure on bank executives to find effective ways to build relationships with their customers in an ever-increasing digital world.

As McKinsey emphasizes in their report, the winners in digital banking tomorrow will be those who invest today, to accelerate out of the downturn: “Banks that encourage and support customers now will be well positioned to increase the use of digital channels in the future.

Conversational Account Management is a growing part of that digital future.  CAM allows banks to establish digital customer communication that delivers not just the quality but also the unprecedented scale of human connection and empathy required by situations like today.

Nearly every banker we have talked to across the globe during the pandemic is focused on the exact right thing:  Keeping their employees safe and supporting their customers through hard times.

We urge bank executives to consider how Conversational Account Management strategies can help them scale the human connection customers crave in their financial lives.  We’re here to help.

About Juntos:
Financial Institutions around the world use the Juntos Conversational Account Management (CAM) platform to proactively engage their customers at scale.  Juntos combines advanced technology with human intelligence to create engaging, one-to-one, long-term conversations with consumers in high-impact digital channels like WhatsApp, SMS, and Facebook Messenger.  Banks across four continents have used Juntos to power Conversational Account Management with millions of customers in 26 languages, driving increased uptake and retention of financial products.  Juntos’ mission is to build enduring and trusted relationships between banks and their customers to make financial services simpler, warmer, and more successful.  Learn more at https://juntosglobal.com.

Juntos recognized as One of the Top 10 Customer Experience Solution Providers

Banking CIO Outlook Magazine, in conjunction with a panel of CEOs, CIOs, VCs, and industry analysts, has put together a list of the ten most promising customer experience solution providers in the industry. The list intends to help financial institutions find innovative technologies that can help them thrive in a digitized banking world. Juntos is honored to be recognized as one of the top 10 customer experience solution providers.

Top 10 Customer Experience Solution Providers logo

Click here to read the article, and here to see the complete issue featuring other solution providers like Blend, 360 View, Backbase and more.