SecureTrading Ecommerce EXPO North 2010 presentation with BT Fresca entitled Collaborative Commerce - The importance of choosing the perfect ecommerce partner”

1. Ecommerce Expo North 2010
Presented by: Jon Prideaux
Date: 27th May 2010
www.securetrading.com | sales@securetrading.com | 0800 028 9151

2. www.securetrading.com | sales@securetrading.com | 0800 028 9151 2

3. www.securetrading.com | sales@securetrading.com | 0800 028 9151 3

4. www.securetrading.com | sales@securetrading.com | 0800 028 9151

5.  In this new wave of
technology, you can't
do it all yourself, you
have to form alliances.
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6. Collaborative Commerce
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7. SecureTrading
SecureTrading
Merchant Account
Banking Layer
SecureTrading
Payment Gateway
Technical Layer
Flexible API Fully Hosted Telephone Orders
Payment Page
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8. Ecommerce Merchant Issues
 Expanding Internationally
 Reducing Abandonment
 Increasing Approval rates
 Reducing Fraud
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10. Europe
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11. e-Commerce in Europe
Source: European Commission
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12. The Payment Pipe
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13. PCI Data Security Standard
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14. PCI Data Security Standard
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15. PCI Data Security Standard
API Solutions Hosted Solutions
 Tokenisation  Three Options
 Removes requirement to  Payment Pages
hold card data  Fully Customised
 Token used to generate Appearance
refunds and repeat  Payment Pages +
transactions  As above, but with your
 Eliminated costly URL
compliance for the storage  iFrame
 Payment details collected
without host iFrame
 Completely removes
compliance requirement
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16. 3-D Secure – Success or Failure?
 Some people like it:
“I love the guarantee”
“If it wasn’t for Verified by
Visa I wouldn’t trade
online – I need to know
I’m going to get paid”
 Some people hate it
“It’s just friction”
“Every time I see that
bloody box I cringe. I
don’t want to enter
another password and I
don’t want my
customers to do so
either. It just gets in the
way” Source: SecureTrading Research
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17. 3-D Secure Usage is increasing…
VbV penetration of UK ecommerce,
36 months to December 2009
 UK VbV penetration
48.3%
reached 48.3% in
December from 42.7%
the previous month and
40.1% in the same
month a year ago
 88% of UK VbV volume
was fully authenticated
in December
Source: Visa Europe
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18. … and Internet Fraud is reducing
 Verified by Visa
Ecommerce fraud-to-sales ratio, basis points, fraud rates are
36 months to December 2009
almost 3x better
than non-VbV
fraud rates
 Card not present
fraud drops 19%
in 2009
Unauthenticated
Fully Authenticated
Source: Visa Europe, UK Payments
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19. Enrolment Rates
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Europe USA Visa MasterCard UK France Italy Germany Spain
Source: SecureTrading
www.securetrading.com | sales@securetrading.com | 0800 028 9151 19

20. Enrolment Rates
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Europe USA Visa MasterCard UK France Italy Germany Spain
Source: SecureTrading
www.securetrading.com | sales@securetrading.com | 0800 028 9151 20

21. Enrolment Rates
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Europe USA Visa MasterCard UK France Italy Germany Spain
Source: SecureTrading
www.securetrading.com | sales@securetrading.com | 0800 028 9151 21

22. Approval Rates
100%
90%
80%
70%
60%
50% Non 3-D
3-D
40%
30%
20%
10%
0%
Europe USA UK France Germany Spain Italy
Source: SecureTrading
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23. What About Abandonment?
 Abandonment rate =
2.2%
 Approval rate:
3.8%  with 3-D= 93%
 Without = 87%
 Adjusted benefit of 3-D
Secure = 3.8%
improvement
Source: SecureTrading
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24. 3-D Secure
 “text book example of how not to design an
authentication protocol”
 “more than 250m users of Verified by Visa
alone… probably the largest … system ever
deployed”
Source: Ross Anderson / Steven J. Murdoch
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25. Contact details
Jon Prideaux
jon.prideaux@uc.com
+44 (0) 20 8290 9890
+44 (0) 7710 096665
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26. Gerry Partridge, Head of Sales & Marketing
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27. BT Fresca Ltd
Collaborative Commerce
The importance of choosing the perfect
ecommerce partners
SecureTrading & BT Fresca
Gerry Partridge - Head of Sales and Marketing

28. Introduction to BT Fresca
• Established in 2000 as Fresca
• Dedicated team of 75+ people UK plus 15 off-shore
• Data centre operations at Heathrow (Equinix) and Maidenhead (Blue Square)
• Office in High Wycombe, Buckinghamshire
• Acquired by BT January 2008 – now BT Fresca Limited
• The multi-channel and e-commerce specialist within BT Retail

29. Where we sit within BT plc
BT
Group
BT
Retail
BT BT
Expedite Fresca

30. What we do
We design, build and supply a fully managed
hosted e-commerce service…..
delivering a highly resilient and scalable
platform for leading retailers websites…
under a 99.9% service level agreement

35. The importance of partnership...
• It’s about getting the right solution for the
client
• Collaboration and team work
• Team is better than one – no one is an island!
• Partnership:
• Increases capability
• Enhances knowledge
• Boost speed to market

36. How was our partnership developed?
The situation…
• 2005 Launched new e-commerce
platform
• Required a reliable and scalable PSP
• Selection process
• Working together to achieve…joint
objectives

37. Partnership….the 5 P’s

38. Having the right Product.....

39. With demonstrable Performance.....

40. How has it been?
• No loss of service due to DDOS attacks
• 100% uptime
• Christmas peek period with no derogation in
site performance
• Over 300% increase
at peek trading

41. At the right Price.....
£......

42. With the right People.....

43. Partnership is….Promise!

44. Why has it been successful?
 Tight platform integration
 Both parties have delivered on their promise
 We have not failed on performance
 Very responsive support
 Excellent relationship at all levels
 Reliable service to 30+ joint customers
Together we are stronger

45. Summary
“We selected SecureTrading as the Payment Service
Provider for our e-commerce platform in 2005. Since
then, we have worked closely together to provide a
reliable, responsive and high quality service to the
retailers on the FrescaCommerce Platform.
We have always had an excellent relationship with
SecureTrading, and the benefits of our partnership are
clear in the quality of service our own clients receive”
adds Gerry Partridge – Head of Sales & Marketing BT
Fresca.”

46. Questions?
gerry.partridge@bt.com
www.btfresca.com