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www.finopaytech.com

FINO PayTech LimitedProject Crystal

www.finopaytech.com

“Vision Statement”

“To catalyze nation building by making every citizen financially secure”

FINO PayTech

Company Snapshot

• Founded in 2006, incubated within ICICI

• FINO is the largest Business Correspondent in India

• Clients: 19 Banks, 7 Insurance Cos, 12 State Govt, MFIs, Enterprises

• Active Business Correspondent Network: 25,000+

• Cumulative enrolments: 100 mn+

• Customer Transactions: 15 mn+ / month

• Cash handled: $2 Billion+ per annum

• FINO Payments Bank launched in June 2017 with 410 branches across 14 states

Investors

Strategic

Other

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FINO- Journey & Lines of businessesSustainable growth through diversification

Journey so far

Current LOBs

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Strengths built over 11 years of existence

Network & Scale

• 25K+ BC Points

• 350+ Fino Money Marts

• 100Mn+ Customers

• $2 Bn+ cash throughput per annum

• 15 mn+ monthly txn

• Rs 600Cr+ AUM

Partnerships

• 19+ Banks

• 12+ Govt Bodies

• 7+Insurance Agencies

• 10+ NBFC/Enterprises

• Financial Inclusion

• RSBY (GoI health ins)

• Domestic Money Transfer

• Direct Benefit Transfer

• MNREGA (Govt. wage disbursement)

• NDDB (Enterprise wage disbursement)

• BC Banking

• JLG Lending

• Remittances

• Utility Payments

• Wallet

Innovation Products

• Multi device: Web , Mobile, POS

• Multi Platform: Smart Cards, Aadhaar

• Authentication: Bio, OTP, PIN, Central

• Critical Integrations: UID, NPCI,IMPS, CBS

• In-house development & maintenance

Technology

RSBY: Rashtriya Swasthya Bima Yojana; MNREGA: Mahatama Gandhi National Rural Employment Guarantee Act; NDDB: National Dairy Development Board

www.finopaytech.com

Compelling Investment Case

• Emergence of India Stack ( including JAM) enabling Payments ecosystem

• To focus on serving end to end mass affluent / mass market along with MSME customers

• Well defined strategy for target customers- “Primary Bank” and “Preferred Payments Bank”

• NBFC/ BC Lending as a hook for customer acquisition

• Built state-of-the-art Bank with innovations

• Paperless banking,

• Mobile number banking,

• 4-minute account opening,

• Green PIN generation

• Doorstep Banking

• Highly scalable Phy-gital Bank model with massive distribution reach through 410+ branches , 25,000 BC points and mobile banking

• Strong partnership with BPCL- leveraging payments and infrastructure

• Secure, Scalable & Robust Technology designed to cater to Multi-Device, Multi-Platform & Multi-Product across operations

• Highly experienced management team with 190+ man-years experience in BFSI space

• Best placed amongst the competition – Evolved business model and comprehensive product portfolio

• Focus on Profitability

• Growth in existing business lines : Evolved business model of BC Banking , Domestic Money Transfer and NBFC Operations

• High growth in new business lines : Digital Payments and Retail Banking

Payments Bank Opportunity

Rich Background

• Built, “by far”, the largest network of Business Correspondent distribution channel (Total CSPs:25,000+)

• Sustainable 11+ years of growth through innovation, network strength, technology leverage and products diversification

• Proven track record: 100Mn + Customer enrollments; 15Mn+ /month Customer transactions

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2Ideally Positioned to Capitalize the Payments Bank Opportunity

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Market Opportunity

Source: Industry data

Been there. Done that.

$1584 Bn $2076 BnMicro Deposits $18 Bn $123 BnMicrofinance

$15 Bn $25 BnDomestic Money

Transfer$110 Bn $170 Bn3rd Party Payments$53 Bn $150 BnWallet & Prepaid

25K+ BC Points $ 77 Mn+ AUM

1 mn+ transactions pm Enterprise wallet 15+ Integrations

FY23EFY18E Products

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FINO Payments Bank – Target customer segmentsTapping the Value from Mass market customers

• Core customer: For mass market (income INR 1-5 lacs) & mass Affluent (income INR 5-15 lacs) on retail side and MSME customers on corporate side- FPB will be

ecosystem creator enabling assisted service for banking products and services

• Low-Medium Focus: For affluent and mass affluent customers FPB will be the transaction enabler for payments and services

• Selective focus: For other customers we will provide services under financial inclusion domain * Percentage of Households

Retail Customers

(INR 1L)

(INR 3L)

(INR 3Cr)

(INR 125Cr)

Deprived (56%)

Mass Market (29%)

Corporate Customers

Large

Medium

Low-Medium Focus

Selective focus

Core Customer

(INR 15L)

MNC Banks

RRBs & Cooperative Banks

BC Banking Low Value

Highly Competitive

Transaction Value

Proliferation of Banking Channel

Private and MNC Banks

PSU & Private Banks, Wallets

Affluent(1%)

HNI

Addressable Micro Market

Small

(INR 15L+)

(INR 5L)Mass Affluent

(13%)

Untapped Value

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FINO Payments Bank – Strategy Overview

FINO will build ecosystem in its core markets and customer segments while leveraging partnerships to power transaction enablement for broader segments

“Preferred Bank” “Primary Payments Bank”FPB Positioning

FINO Payments Bank (FPB)

Strategy

FPBApproach

Customer Characteristic

• Limited financial literacy• Low technology usage

• Develop digital payment ecosystem by on boarding consumers, merchants and their suppliers on to a digital platform

• Leverage customer and geography knowledge

• Provide a physical interface to the acquire customer. Slowly move the customer towards self service mode

• Financially literate• Medium technology usage

• Provide convenience to customer through partnership that adds value to customer

• Build customer understanding• Acquire and service through

digital route • Create hook through strategic

and business partnerships

EcosystemDevelopment

TransactionEnablement

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“Phy-gital Bank”

Rural clusters Urban clusters

Assisted Digital Distribution-Anywhere Banking Digital – Anytime Banking

Customer opens Wallet

e-KYC for enhanced limits

Coverts to Bank account

Multiple payment options

Branches400+

Doorstep Bankers1600+

B Pay Wallet

Internet & Mobile Banking

UPI , AadhaarPay

Merchant Point20,000+

BPCLOutlets5,000+

Capture customer through “assisted” channels; Graduate towards digital platforms

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Strategic partnerships across segments

Building scalability and reach through key strategic and merchant partnerships

Transaction EnablerEcosystem Development

• Provide credit & insurance products to customers and leverage existing physical infrastructure

• Leverage existing distribution

• Leverage network of large players

• Digitize G2C and C2G Payments such as DBT, subsidies , taxes and other chargesGovernment

• Government Billers, Tolls,

• Parking Lot, Public Transport,

• Kirana Stores, Pharmacy, Restaurants, Electronics, Utility bills, Organized Retailers, Financial expenses etc.

Unconventional Offline Merchants

Conventional Offline Merchants

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Pa

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OMC/Retail Players/

Banks/ NBFCs/ Insurance

1

2

3

6

7

• Small merchant, e-tailing players, taxiaggregator, travel portals etc.

Online Merchants

8

• Enable seamless payment transaction processing and acquire customer base

eCommerce

• Ensure digitization of salaries and commissions as well as payouts throughout the value chain

Corporates

4

5

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Our Board of Directors: Experience across consumer businesses

Dr. Punita Kumar Sinha Independent Director

• 27 + years of experience in asset management

• Engineer IIT-Delhi, C.F.A Charter Holder , MBA and Ph.D. from Wharton School, University of Pennsylvania

• Founder & Managing Partner of Pacific Paradigm Advisors

Mr. Pramod SharmaNominee Director from BPCL

Mr. Amit JainNominee Director from Blackstone

Mr. Anirudh KamaniIndependent Director

• Proven business leader with over 35 years of multi stream expereince and indepth knowledge about Information Technology

• B.Sc. (Hons) and M. Sc. From Delhi University.

• Investment Professional

• MD in the Private equity division of Blackstone group

• B.Tech (IIT-Kharagpur), PGP in Management-ISB(Hyderabad)

• 21 years of banking experience.

• Chartered Accountant

• Head – Rural and Inclusive Banking business vertical at ICICI Bank

• Co-founder of FINO PayTech Limited.

• Has also served as COO and CFO of FINO

• Has been awarded with “The Indian CFO award for excellence in finance in a startup ” in 2013.

• Prior Organizations include Maruti Udyog Limited, ICICI Bank, Intl Finance Corporation

• Other positions held: Chairman of Economic Affairs Committee, BCFI

• B.Com, Cost and Works Accountant and a merit holder Chartered Accountant.

Mr. MahendraKumar ChouhanChairman, Independent Director

• Senior business professional, Board Advisor and Management Educator

• Member of Ministry of Corporate Affairs Committee on National Corporate Governance Policy

• B.Sc. Graduate and an MBA in Finance

Prof N. VenkiteswaranIndependent Director

• Professor of Finance and Strategy at IIM, Ahmedabad

• More than 4 decades of academic & industry experience

• He has specialized knowledge in areas of finance, strategic management, and mergers, acquisitions

Mr. Narendra Kumar AmbwaniIndependent Director

• Experience of marketing consumer products for over 25 years

• B.Tech. (IIT-Kanpur), PGDBM-IIM (Ahmedabad)

• Ex- MD of Johnson & Johnson, India & Indonesia

Dr. Ganesh NatrajanIndependent Director

• Over 30 years of experience in Information Technology

• Post graduate from NITIE, Mumbai. Ph.d from IIT, Mumbai. Advanced Management Program from Harvard Business School, USA

• Chairman of Global Talent Track

Rishi GuptaMD & Chief Executive Officer

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Our Management Team: Highly experienced & motivated

Anila RajneeshHead HR & Facilities Management

• Responsible for HR planning, recruitment, training, employee engagement as well as overlooking the administrative function

• Ex- Kotak Mahindra & HDFC Bank

Rajeev AroraChief Operating Officer

• Responsible for strategizing, delivering and further fortifying FINO`s end to-end Technology, Lending and the Central Operations across the company

• MBA from IIM Calcutta and BE(Electrical)

Ashish AhujaHead Products

• Responsible for executing projects and ensuring effective functioning of entire ground level operations

• Ex- armed forces, ICICI Bank

Vikaas GoelHead Corporate Business

• Responsible for BC business and customer acquisition for partners across sectors

• Manages relationship: ICICI Bank, BPCL etc

• B Tech (Electronics & Communications)

Bharat BhanushaliHead Technology

• Experience in IT and Finance sector in the Silicon Valley (US) and in India

• Responsible for defining, designing and executing technology roadmaps for Bank

10+25+

2+16+

6+25+

7+21+

4+21+

• Co-founder of FINO PayTech Limited.

• Has also served as COO and CFO of FINO

• Has been awarded with “The Indian CFO award for excellence in finance in a startup ” in 2013.

• Prior Organizations include Maruti Udyog Limited, ICICI Bank, Intl Finance Corporation

• Other positions held: Chairman of Economic Affairs Committee, BCFI

• B.Com, Cost and Works Accountant and a merit holder Chartered Accountant.

Rishi GuptaMD & Chief Executive Officer

11+23+

Mukund BarsagadeChief Financial Officer

Shailesh PandeyHead-Marketing & Strategy

Vipr BhardwajHead Channel

• Responsible for financial planning, reporting, treasury & fund raising activities

• Ex GE Capital, Experian, Transamerica

• Chartered Accountant

• Responsible for overseeing the bank roll out including engagement with RBI & PMO

• Creating brand visibility & awareness

• MBA Marketing from SIMS

• Has been pivotal in conceptualizing and starting the Lending business from scratch

• B Tech (Mechanical)

1+23+

6+20+

10+16+

Years with FINOExperience

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Competitive Landscape – Best placed amongst competition

Payments Bank Product Offerings FINO India Post Payment Cos. Telco’s SFBs

Acceptance of Deposits

Opening of Bank Accounts

BC Banking

PPI / Wallets

Remittances/ Cash In

Payments & Recharges

Cash Management

JLG Lending

Financial Products Distribution

DBT/ Cash-Out

Experienced New

FINO has comprehensive experience across the Payments Bank product offerings which provides FINO a distinct and significant competitive edge

Payments Banks

www.finopaytech.com

Present and Future….

330 491 422

1823 1598

739

6181

9262

2819

5281

DMT DigitalPayments

Retail BC Banking Lending

Business wise Revenue (in INR Mn)

FY18E FY23E

66%

CAGR

85%

CAGR

9%

CAGR

18%

CAGR

27%

CAGR

DMT: Remittance & Bill Payments

Digital Payments: Payment Acquiring, Wallets, Prepaid

Retail: Deposits, 3rd Party products & services,

BC Banking: Banking activities for other banks

Lending: Own lending, Lending for Partners

Note: Gross revenue for all business lines is considered

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Present and Future….

Company has been profitable since 2010. Recently has witnessed a lot of burn due to expansion activities undertaken now. The financials are as under:

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www.finopaytech.com

Contents of this ppt are confidential and intellectual property of Fino Paytech Ltd.

THANK YOU