PayTech Talk — Bruno Reggiani, Tot

Bruno Reggiani, Co-Founder & COO at Tot Money, joined PayTech Talk host Jan Jaap Omvlee at Money2020Europe to discuss how Tot is building the B2B neobank platform for Italy's SMEs — and what it takes for a challenger to earn the trust of a market still dominated by incumbent banks.

Bruno shared his perspectives on Tot's mission by:

• Unpacking the gap in Italy's banking sector, where legacy technology and a low-margin view of B2B have left SMEs underserved
• Explaining why Italy's uniquely layered payment and tax rails demand a native, Italian-built infrastructure rather than a bolt-on solution
• Making the case for subscription-based pricing over transaction fees, and how certainty wins over entrepreneurs once they see the real cost of their banking relationship
• Detailing how local presence, an Italian IBAN, and partnerships with established banks — backed by the FITD guarantee — build the trust a challenger platform needs

The episode also explores why fintech adoption among Italian SMEs still lags behind northern Europe despite Italy having one of the highest concentrations of small businesses in the EU, and what's next for Tot as it weighs deepening the platform against expanding beyond Italy.

Neil Ni, Chief Strategy Officer at XTransfer, joined @PayTech Talk host @Jan Jaap Omvlee at @Money2020Europe to discuss the world's largest B2B cross-border trade payment platform's European debut – and what it takes for a China-rooted infrastructure player to win the trust of established European banks.

Neil shared his perspectives on XTransfer's European ambitions by:

• Unpacking what the newly announced MOUs with Société Générale and BBVA signal about XTransfer's plans for the region
• Explaining how X-Net, the platform's proprietary infrastructure backbone, sets it apart from rails built on top of legacy systems
• Detailing how X2X enables instant, zero-fee settlement between clients, and what that reveals about the strength of XTransfer's network
• Making the case for why an AI-driven risk model can earn the confidence of institutional partners such as Deutsche Bank or BNP Paribas

The episode explores how XTransfer's rapid growth in emerging markets is reshaping expectations for cross-border trade finance, and what a smart, fragmented-market entry into Europe's 30-plus regulatory environments actually requires.

Martin Henke, Executive Director Banking & Payments at Capco Munich, joined PayTechTalk host Jan Jaap Omvlee to explore the future of European payments — and whether Wero, the EPI-backed pan-European wallet, can hold its own against established players like PayPal and win over merchants at the point of sale.

Martin shared his perspective on the competitive dynamics reshaping the European payments landscape by:

• Assessing Wero's viability as a pan-European wallet and its ability to compete with PayPal at the point of sale
• Examining whether the digital euro would undercut the case for bank-led payment initiatives
• Exploring why banks remain sceptical about new payment schemes while facing mounting pressure to innovate

The episode explores how banks and payment service providers must navigate the tension between strategic caution and the urgency of innovation, in a market where new technologies, shrinking margins, and regulatory ambition are forcing fundamental choices about the future of European payments.