Selling to Fintechs & Startups¶
Definition¶
Selling eKYC to fintechs and startups — developer-first, self-serve, quick integration, and API-driven go-to-market.
What Fintechs Want¶
| Priority | Details |
|---|---|
| Fast integration | < 1 week from signup to production |
| Self-serve | Signup, test, and deploy without talking to sales |
| Developer experience | Clean API docs, SDKs, sandbox environment |
| Transparent pricing | Published pricing, no "contact sales" for basic plans |
| Pay-as-you-go | No upfront commitment, scale with usage |
| Modern stack | REST APIs, webhooks, React/Flutter SDKs |
Go-to-Market¶
| Channel | Approach |
|---|---|
| Product-led growth | Free tier/sandbox → self-serve upgrade → enterprise |
| Developer community | GitHub samples, API docs, developer blog |
| Startup programs | Free credits for Y Combinator, Techstars, etc. |
| Integration marketplaces | Listed in Stripe, Plaid, fintech ecosystem directories |
| Content marketing | eKYC guides, compliance explainers, technical blog |
Key Takeaways¶
Summary
- Fintechs buy bottom-up — developers evaluate, then bring to decision-makers
- Self-serve with transparent pricing is essential — "contact sales" loses fintech buyers
- Free tier/sandbox drives adoption — convert to paid at scale
- Integration speed is the #1 differentiator — fintechs won't wait months