What We Learnt at FinTech Meet Up: From AI to Sales Innovation

AI is no longer optional

AI was front and center at FinTech Meetup, and for good reason. From AI-powered underwriting to fraud detection, the power of AI is being realized across multiple fintech sectors.

The conversation also shifted towards AI's growing role in sales teams, where companies are moving away from outdated methods based on gut feeling and historical analysis.

In particular, "execution-first sales models" were highlighted as a vital strategy. In these models, AI doesn’t just provide insights, it drives actions in real-time. The real challenge, as many fintech companies are discovering, is how to take the vast amounts of data they already have and turn it into actionable insights in real time. This is where AI steps in, offering the automation and precision required to not only forecast sales but also optimize every aspect of the sales process.

At Hive Perform, we’ve seen how AI can help sales teams scale effectively. Our recent work with one of our Payment Solution clients led to a 38% increase in deal velocity and a 27% improvement in conversion rates; proof that AI can drive tangible results in fintech sales.

The embedded lending shift

Another major theme was embedded lending, with leaders like Liberis pushing the envelope on how small businesses access capital. 

Traditional banks have pulled back from lending to smaller businesses, leaving a significant gap that fintech innovators are rushing to fill.

Liberis is a prime example, using real-time, revenue-based lending integrated directly into platforms like Stripe and eBay. By leveraging AI for dynamic underwriting, they’re able to offer flexible, performance-driven capital solutions to small businesses—something traditional banks have long struggled to offer.

The success of embedded lending, which integrates directly into the customer journey, highlights the broader trend of fintech companies moving beyond traditional offerings. It's no longer just about providing financial products—it's about seamlessly integrating those products into the services that businesses and consumers are already using.

FinTech sales teams must adapt or get left behind

The growing reliance on AI and embedded finance brings new challenges for sales team in FinTech. 

Many teams are still operating with outdated tools and strategies, failing to integrate real-time data into their sales processes. Forecasting often remains a guesswork exercise, and sales managers lack the visibility they need to coach reps effectively.

At the Meetup, it became clear that sales teams need to adapt quickly to the new realities of FinTech. The rapid pace of change in the industry means that relying on traditional methods won’t cut it.

Instead, sales teams need to embrace AI-powered tools that provide not just insights but actionable guidance that can be applied instantly. This "execution-first" approach is becoming crucial for staying competitive.

Digital sandboxes and vendor onboarding

One of the more technical yet vital innovations discussed was the concept of "digital sandboxes" for FinTech vendors, a concept introduced by NayaOne. These environments allow banks to test fintech products in real-world conditions before committing to long, drawn-out approval processes.

The ability to test new solutions in weeks, rather than the traditional 12-month approval cycle, is a massive competitive advantage and allows banks to stay agile in a rapidly changing market.

For sales teams, this agility is critical. Faster testing and deployment mean that fintech companies can offer new solutions to customers more quickly, allowing them to scale and adapt without being bogged down by traditional, slow-moving processes.

Data-driven decisions are the key to FinTech's future

Lastly, the overwhelming theme throughout the event was the need to better leverage data. While companies are collecting more data than ever, many are struggling to use it effectively. Whether it’s in underwriting, fraud prevention, or sales performance, data needs to be harnessed in real-time to drive decisions.

Our perspective

At Hive Perform, we believe the future of FinTech sales lies in the ability to execute faster and smarter.

As seen at FinTech Meetup, AI is no longer a nice-to-have, it’s a must-have. By providing real-time insights and automating key actions, AI is helping sales teams in FinTech not only stay competitive but accelerate growth.

We’ve witnessed firsthand how these solutions can transform performance, and we’re excited to continue helping our partners in FinTech reach their full potential with AI.