近年来的技术进步以及更具关联服务的可用性引起了新形式的客户参与，贸易融资空间并不对变化免疫。在过去的五年中，已经推出了许多平台来破坏贸易融资和信用保险已经进行了数百年的方式。一些拍卖个人或整个投资组合到各种贷方;其他人为中小企业提供供应链金融;其他人仍在使用区块链以提供最终的应收账款保险。来自Fintech Secor的一般出现了子类别：Insurech，Regtech，Tradetech。

资料来源：TradeTech 40（贸易金融全球，2019年1月）

As these dedicated platforms and marketplaces refine their products, digital businesses from seemingly unrelated sectors are finding avenues into the trade finance space, too. E-commerce giants like Alibaba and Amazon are now extending trade loans to their sellers, leveraging data collected over the past decade to make credit decisions. Even accounting software providers are branching out to extend proprietary loans or work as marketplaces - think Quickbooks Capital.

这些平台真正呈现给传统贸易信贷市场的威胁是多少？超越炒作并不容易，但这些破坏者的增长率是一个很好的迹象：Quickbooks Capital，例如，在其第一年的运营中为小型商业客户提供140万美元。与美国汇丰银行或美国银行的投资组合相比，这可能似乎并不多，但它是一个相当令人印象深刻的开始，领先的QuickBooks的母公司Intuit，将其最高贷款金额从35,000美元增加到100,000美元。

覆盖天才，即直接在其平台上批评电子商务客户的交易，也展现出令人印象深刻的增长：2014年和2017年推出之间，其收入增加了2,606％。

总体而言，普华永道估计，高达28％的银行业和支付业务面临损失金融化的风险;在保险，资产管理和财富管理情况下22％。在它金融服务技术：2020及以后report, the consultancy invites bank executives to imagine competing against a truly global, multi-service, low-cost, digital bank, with customers accessing their accounts through their mobile phones, paying with a tap on their wearables, sweeping savings to an AI-enabled exchange-traded fund (ETF) portfolio and paying no fees for cross-border payments.

“想象一下，如果你面对这样的竞争对手银行，通过低矮的足迹，使用AI系统透明地管理新服务，透明地管理法规合规性，以限制欺诈损失，并使用加密货币对冲货币风险。这个竞争对手今天不存在。但在未来几年，这是一个非常真实的可能性。现在是什么？“询问报告。

伙伴关系银行业

很明显，银行和贸易信用保险公司不能只是通过数字竞争对手在其市场份额外面吃饭 - 而且最不打算。2018年，Medici在25名现任者建立了95名融合，其中有几个芦荟初创公司，并指出了一些有趣的举措。例如，AXA在2016年与阿里巴巴和蚂蚁金融服务合作，共同探索通过阿里巴巴的电子商务生态系统分发AXA的保险产品和服务的机会 - 这是一个有趣的自我中断方法。然而，从那时起，没有任何混凝土宣布。

最近，苏黎世与欧洲Fintech数字保险集团（DIG）签订了协议，其中挖掘将使用其技术堆栈来帮助苏黎世开发使用深层客户数据分析不断优化的创新移动解决方案。这种类型的伙伴关系肯定会帮助保险公司提高他们结构的方式，提供服务。

Source: Analysis of insurtech partnerships by 25 insurance incumbents (Medici Research)

On the banking side, most of the investment seems to be going into blockchain: the plethora of consortia launched in the past few years is proof of that. But while blockchain has the potential to seamlessly connect all the elements of a trade transaction, traditional players won't be able to reap its full benefits if they continue to follow an antiquated business model.

利用智能数据

是什么使平台和市场的力量是他们收集，流程和使用宝贵数据的能力。Quickbooks Capital拥有超过15年的有关其会计软件客户的信息，以借出或批准或拒绝信用，包括过去的业务历史，在线使用QuickBooks，个人和商业信用历史以及流动负债。因此，它可以向其申请在传统空间中被拒绝的公司提供贷款：Intuit发现60％的QuickBooks Capichs Capichs客户可能不会在其他地方获得贷款，46％从未申请过贷款。

There's no way around it: to compete, incumbents need to update their IT models, get rid of legacy systems, adopt artificial intelligence and build the technology capabilities to handle customer needs more intelligently. This, in turn, will help them open their systems up to more interconnectedness, as Internet of Things (IoT) technology becomes more prominent in trade. Auto and health insurers have already started integrating IoT into their business models, placing sensors in cars or even on toothbrushes to price their premiums. In trade credit insurance, underwriters could use data from sensors in warehouses or on ships to price cover.

这种新的丰富的数据甚至可以使实时承保的特性概念成为现实。在2013年的白皮书中，Integrating the value of data in the underwriting process那IBM already predicted this: "The role of the underwriter is evolving to include the capability to leverage access to intellectual capital, mature data, and real time metrics. Tools that offer real-time price modeling, micro segmentation, exposure concentrations, reinsurance alternatives and predictive alerts will become standard. The sophisticated underwriter will learn how to channel this new 'guidance' not to avoid risk but to craft profitable solutions."

整合在生态系统内

With the advent of e-commerce marketplaces, trade is quickly moving from one-on-one transactions to multi-vendor deals, and trade financiers and credit insurers will soon need to follow suit. Multi-vendor credit may seem like another utopia, but considering the pace of innovation displayed by marketplaces, it's an option incumbents cannot afford to dismiss.

To be ready for it - and for any other disruptive idea that comes up in the next couple of years - banks and insurers need to go beyond the stage of simply watching new developments from afar, and become an integral part of the 'new normal' trade ecosystem. This involves the aforementioned upgrades and partnerships, but also the attraction of the right talent pool: entrepreneurs, innovators and disrupters who may not wish to be hired under a traditional contract.

为了在市场世界中生存，贸易信贷竞选人员需要在其组织内实施系统性变化 - 并立即开始。

Hear Paul leading a panel at耕种国际引导互动专家讨论。