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.

Úna Dillon, Regional Director, Europe, at PCI SSC, joined PaytechTalk host Jan Jaap Omvlee to explore the evolving landscape of payment security and the PCI Security Standards Council's role in protecting the digital payments ecosystem. Úna shared how PCI SSC is advancing payment security standards by:

• Developing validation programs tailored for payment facilitators and software vendors
• Enhancing security requirements for contactless payments and mobile wallets
• Promoting security-by-design principles in fintech innovation
• Ensuring compliance frameworks keep pace with emerging payment technologies

The episode also explores how PCI SSC is fostering global collaboration among stakeholders—from merchants and acquirers to technology providers—to build trust in digital commerce while balancing security imperatives with the need for seamless payment experiences in an increasingly complex regulatory environment.

Live from the MoneyPot stage, Fexco’s Head of Product & Partnerships, @John Faherty, joined PaytechTalk host @Jan Jaap Omvlee to explore the next chapter in embedded finance and introduce payUnite—Fexco’s new global payments orchestration platform.

John shared how payUnite is designed to help acquirers, merchants, and end users navigate today’s fragmented payments ecosystem by:

· Reducing friction across channels

· Enabling intelligent, contextual payment experiences

· Supporting SMEs in scaling and internationalising

· Leveraging real-time data while remaining compliant with evolving regulations such as PSD3 and the AI Act

The episode also explores how Fexco is positioning itself in a crowded market by combining regulatory insight with product innovation—and what payments might look like by 2028.

In this special edition of @PaytechTalk, recorded live at Money20/20 Amsterdam, host @Jan Jaap Omvlee (@Banking & Finance) sits down with @Tom van der Poel, CEO of @XPP, to explore the future of personalised payments.

From defining what “personalisation” really means today to discussing real-time data, omnichannel integration, and privacy ethics, Tom shares deep insights on building seamless, intuitive payment experiences across sectors like transport, retail, and banking. He also reflects on cultural differences in Europe, regulatory challenges, and why Europe must push for a more unified payments infrastructure—while looking abroad for inspiration (hello, #Turkey!).

PayTech Talks welcomes Nicole Casperson to the Money Pot at this year’s edition of Money 20/20. Nicole is a journalist and entrepreneur on a mission to shape the future of economic equity. Nicole is the founder of Fintech is Femme, a media agency dedicated to empowering and elevating women’s voices within the fintech industry. Nicole joins PayTech Talk to discuss financial inclusion, her experience in the industry, and her knowledge of digital finance.

Welcome back to PayTech Talk Payments Around the World! In this series, Elliot and Emily welcome experts from all over the world to discuss payments and payments technology in their country.

This week, PayTech Talk travels to Greece to discuss with DIAS CEO Stavroula Kampouridou. Stravroula dives into the Greek payments ecosystem, highlighting the importance of DIAS and IRIS in the market. She also discusses how Greec was affected by the 2015 financial crisis and how the country rose up to create successful payments initiatives.

This podcast was recorded in April 2024.

More from PayTech Talk:
LinkedIn: PayTech Talk
Twitter (X): @PayTechTalk
Instagram: @PayTechTalk

Payments Around the World:
Ecuador: Full Episode
Israel: Full Episode
USA part 1: Full Episode
USA part 2: Full Episode
Poland: Full Episode

Guest information:
Stavroula Kampouridou

LinkedIn: Stavroula Kampouridou
LinkedIn: DIAS
Website: DIAS.com.gr

PayTech Talk is produced by Cognito Amsterdam.
For more information about how to be a guest or about podcast production, contact our Producer, Emily Robida