Expanding Your Network: How to Find Fiat Infrastructure Partners at Industry Events
Introduction
For a crypto startup operating in Latin America, one of the most crucial connections you can make is with a reliable fiat infrastructure provider. These are the partners that will help you navigate the complex world of cross-border transactions, regulatory compliance, and liquidity management.
Industry events are goldmines for finding and fostering these partnerships. Whether you’re attending large conferences like Money 20/20 or smaller, niche meetups, these gatherings offer invaluable opportunities to meet potential partners face-to-face. Let’s break down how you can maximize these opportunities and walk away with partnerships that can fuel your fintech’s growth.
The Importance of Networking in the Crypto-Fiat Ecosystem
Why is networking so vital, especially in the crypto-fiat ecosystem? The answer lies in the nature of the financial landscape in Latin America. The region is known for its complex regulations and fragmented banking systems, which makes it difficult for startups to establish seamless payment infrastructures on their own. Partnering with the right fiat providers—whether they be traditional banks, fintech companies, or specialized payment processors—can be the difference between scaling your business or struggling to keep up.
For instance, navigating regulations across borders requires local expertise. A partner well-versed in the compliance requirements for countries like Brazil or Argentina can save you a lot of headaches. Additionally, established fiat providers can offer access to established payment networks, liquidity pools, and faster settlement systems—capabilities that are often out of reach for smaller startups.
Networking events present the perfect opportunity to meet these crucial partners in person, offering a more direct and personal way to initiate relationships that might be harder to foster through cold outreach. These relationships can lay the foundation for long-term success, giving you a competitive edge in the rapidly evolving crypto-fiat space.
The Unique Role of Industry Events
Industry events—whether they’re massive international conferences or small, intimate meetups—play a unique role in the fintech ecosystem. They bring together a variety of stakeholders: investors, regulators, service providers, and, of course, fintech founders like you. In a single event, you could find multiple potential partners, making these events highly efficient networking platforms.
One major advantage of attending industry events is the ability to build personal connections. Trust is crucial when dealing with money, and meeting someone face-to-face can help you gauge whether they’re a reliable partner. You can get an immediate sense of whether there’s synergy between your business models, and the informal setting can help build rapport.
Moreover, these events often feature presentations and panel discussions that provide deep insights into current trends, regulatory shifts, and technological innovations. By attending, you’re not only networking but also keeping your finger on the pulse of the industry. This can provide valuable context when negotiating with fiat partners later on.
Identifying the Right Industry Events
Choosing the right event is half the battle. Not every conference or meetup will be relevant to your specific goals, so it’s important to be selective about where you invest your time and resources.
Top Fintech and Crypto Events in Latin America
Latin America is a hub for fintech innovation, and there are several key events where you’re likely to meet important players in the crypto-fiat ecosystem. Some of the top events include:
- Fintech Americas (Miami) – Although based in the U.S., this event attracts many Latin American players. It focuses on how fintech can drive financial inclusion and offers numerous opportunities to meet banks and payment processors.
- LABITCONF (Latin American Bitcoin & Blockchain Conference) – This is one of the premier blockchain conferences in the region, drawing attendees from across the globe. It’s a great place to meet forward-thinking banks and crypto-friendly payment providers.
- Future of Fintech LATAM (Mexico City) – This event focuses specifically on the Latin American fintech landscape. It’s a smaller conference but highly targeted, making it easier to have in-depth conversations with potential partners.
- Money 20/20 (Global) – While this is a global event, it’s worth attending if you’re looking to meet major players who operate in multiple regions, including Latin America. Many key fiat infrastructure providers and banks attend this conference.
Assessing the Event’s Focus
Before you commit to attending an event, it’s important to assess whether it aligns with your business goals. Look at the event’s agenda, speakers, and sponsors. Are they discussing topics that are relevant to your needs, like banking-as-a-service, payments, or regulatory compliance?
If you’re particularly interested in fiat infrastructure, look for events that have panels or discussions on cross-border payments or digital banking. These are the topics that will attract the fiat providers you’re looking to connect with.
Smaller, Niche Events
Don’t dismiss smaller events. While they may not have the high-profile speakers or flashy exhibits of larger conferences, niche events often offer more focused networking opportunities. You’ll have a better chance of engaging in meaningful conversations without the noise and distractions of a large event.
For example, some fintech hubs like São Paulo or Buenos Aires host smaller gatherings where you can meet local players who may not attend the bigger international conferences. These events can offer valuable connections, especially if you’re focusing on a particular country or regulatory environment.
Pre-Event Preparation
You can’t just show up to an event and hope for the best—you need to prepare.
Research Potential Fiat Partners
Before attending, research the companies that will be present. Look up the sponsors, attendees, and speakers. Are there any banks or payment processors that align with your needs? Many events will provide a list of participants beforehand, so take advantage of that.
Identify the companies you’d like to connect with and do some background research on their services, leadership, and recent partnerships. The more you know about a potential partner’s priorities and challenges, the better you can position your startup as a valuable ally.
Set Up Meetings in Advance
Most industry events offer some sort of meeting platform where attendees can schedule one-on-one chats ahead of time. Take full advantage of this. Reach out to potential partners before the event to arrange short meetings. This not only shows that you’re serious but also ensures that you won’t miss the chance to connect amid the busy event schedule.
In your outreach, include a brief elevator pitch that explains your business, your needs, and how a partnership could be mutually beneficial. Keep it concise but clear—you want to pique their interest without overwhelming them with details.
Prepare Your Materials
Once you’ve secured some meetings, make sure you’re ready with the right materials. This could include a presentation deck, a one-page summary of your startup, or even a compliance roadmap if you’re discussing regulatory issues. You should also have some statistics on your user growth or revenue that can bolster your credibility during conversations.
Being prepared with the right documents will not only help during meetings but will also give potential partners something tangible to take away and review after the event.
Maximizing Networking Opportunities at Events
The key to successful networking is having a strategy. Don’t leave it to chance—plan your approach before the event.
Attend Networking Sessions
Most industry events will have designated networking sessions like roundtables, workshops, or one-on-one matchmaking sessions. Make sure to attend these. While it might be tempting to stick to the presentations, structured networking sessions are where the real magic happens.
In addition to these formal sessions, don’t forget the informal opportunities—lunches, coffee breaks, and after-parties are great chances to strike up conversations with potential partners. Always have your business cards ready, and don’t be afraid to start a conversation.
Be Ready to Pivot
It’s important to remain flexible during your conversations. While your goal may be to find a fiat infrastructure partner, you might uncover opportunities for other types of collaboration, such as marketing or co-branding partnerships. Stay open-minded during your discussions.
Leverage Panel Discussions and Q&A
Panel discussions are excellent opportunities to learn and network. Pay close attention to panels that touch on fiat infrastructure, payments, or regulation. Afterwards, engage during the Q&A sessions to make yourself known.
When approaching a potential partner after a panel, use insights from the discussion as a conversation starter. This shows that you were paying attention and adds value to your conversation.
Utilize Event Technology
Many events now offer apps or platforms that facilitate networking. These tools can be a great way to keep track of who you’ve met and to follow up afterwards. Some platforms even offer virtual networking options, which can extend your reach beyond the in-person event.
Building Genuine Connections with Fiat Providers
When you meet with potential fiat providers, focus on building a genuine connection. Don’t immediately jump into your pitch—take the time to ask about their business. What are their priorities? What challenges are they facing? Showing genuine interest will go a long way in establishing rapport.
Show Interest in Their Business
When you’re at an event aiming to establish a connection with a fiat infrastructure provider, asking questions about their services, priorities, and challenges can go a long way. For example, if a provider mentions that cross-border payments are a core offering, ask them about the hurdles they face in the region or how they handle currency volatility. This helps to build rapport and makes it easier to align your startup’s goals with their services.
Your fiat partner might have expertise in areas like regulatory compliance or fast settlements. By positioning your startup’s solutions as complementary, you can help them see the mutual value in forming a partnership. For instance, if your crypto platform offers real-time transaction analytics, and the provider specializes in rapid settlements, a partnership could optimize payment flows.
Personalize Your Approach
A key mistake when approaching fiat partners is delivering a generic pitch. Tailor your conversation based on what you’ve learned about their business. For instance, if they are deeply focused on cross-border payments, emphasize how your technology can ease challenges like currency exchange or KYC requirements. Understanding regional pain points, such as AML compliance in Latin America, will allow you to tailor your message to resonate with their needs.
Emphasize Long-Term Collaboration
When you’re pitching to potential fiat partners, don’t just think about the short-term benefits. Focus on the long-term potential of working together. Let them know that you’re committed to growing alongside them as the fintech landscape evolves. For example, if regulations change or new market opportunities arise, you could emphasize how your startup is flexible and will adapt to new trends.
Following Up After the Event
Immediate Follow-Up
Once the event is over, the next step is crucial: following up. Reach out within 24-48 hours with a personalized email that references the conversation you had. This will help solidify your connection and keep the momentum going. Suggest a more in-depth meeting, a product demo, or any next steps that align with the discussions you had during the event.
Leverage Social Media and LinkedIn
LinkedIn is a powerful tool for staying connected with potential fiat partners. Make sure you connect with them on LinkedIn and engage with their posts. Comment on updates and share relevant news in the fintech space to stay top of mind. Social media helps maintain ongoing communication without being too pushy.
Build on Initial Conversations
Moving from casual conversations to formal partnership discussions requires a well-planned follow-up strategy. Set up follow-up meetings, whether virtual or in person, to dive deeper into critical aspects like compliance and pricing models. Start laying the groundwork for Service Level Agreements (SLAs) to make sure both parties are clear on what to expect.
What to Look for in a Fiat Infrastructure Partner
Reputation and Reliability
Before entering into any partnership, you need to assess the reputation of the fiat infrastructure provider. Look at their client base, read case studies, and check out their performance track record. If they have a history of smooth cross-border transactions and minimal downtime, you can feel more confident in the partnership. A reliable partner is essential, especially when you’re handling transactions across multiple regions.
Regulatory Compliance
In Latin America, staying compliant with Anti-Money Laundering (AML) and Know Your Customer (KYC) laws is non-negotiable. Your potential partners should have a robust compliance framework in place. Ask about their experience in navigating local regulations and how they handle cross-border compliance. A provider that is not fully compliant can expose your startup to significant risks
Technological Compatibility
Your crypto platform will need to integrate smoothly with the fiat provider’s technology stack. Assess whether their system is compatible with your requirements for speed, security, and scalability. The last thing you want is a delay in payments or technical issues that disrupt the user experience. Make sure to have a conversation with their tech team to ensure seamless API integrations.
Case Studies: Success Stories from Industry Event Connections
Case Study: Bitso and Circle (LATAM Expansion)
Bitso, a major Latin American cryptocurrency exchange, partnered with Circle, the issuer of the USDC stablecoin, to enable faster cross-border transactions and fiat liquidity access throughout Latin America.
- Partnership Outcome: The integration of USDC into Bitso’s platform allowed users to send and receive money across borders faster, with lower fees, and in a more secure manner. This partnership positioned Bitso as a leader in the crypto-powered remittance market in Mexico and other Latin American countries.
- Impact: This partnership has been key in enabling remittances from the U.S. to Mexico, using USDC as a stable medium of exchange. As of 2022, Bitso processed over $1 billion in remittances.
Challenges in Finding the Right Fiat Partners at Events
Sifting Through the Noise
At large events, it’s easy to feel overwhelmed by the number of potential partners. Not every provider will be a good fit for your needs. Use strategies to qualify leads on the spot, such as asking direct questions about their experience in crypto-fiat partnerships or reviewing their previous work with startups like yours.
Regulatory and Language Barriers
The crypto-fiat space in Latin America is complicated by language differences and regulatory hurdles. It’s important to research the specific regulations for each country you’re targeting and, if needed, hire bilingual team members to navigate these conversations more easily.
Future Trends in Networking for Crypto-Fiat Partnerships
The Rise of Virtual Networking Events
While in-person events will always have their place, the rise of virtual events has changed how networking is done. Virtual events are now more effective in connecting crypto startups with fiat providers. Prepare for virtual breakout sessions just like you would for in-person meetings, and use digital tools to stay engaged with partners.
Specialized Networking Platforms
New platforms specifically designed to match crypto businesses with fiat providers are on the rise. These tools are extremely helpful in supplementing in-person networking by providing ongoing opportunities for connections. Many of these platforms offer AI-based matching services, which can direct you to the most suitable partners based on your business needs.
Conclusion
Industry events offer an incredible opportunity for fintech founders to connect with fiat infrastructure partners who can help drive the success of their businesses. However, simply attending isn’t enough—you need a strategy. By selecting the right events, preparing thoroughly, and building genuine relationships, you can maximize your chances of finding partners who will support your growth and help you navigate the complexities of the crypto-fiat landscape in Latin America.
With these tips in mind, you’re well on your way to expanding your network and securing the partnerships that will fuel your fintech journey.