<p>As the former Latin America Investment Officer with Accion Venture Lab, based in Washington, DC, Federico Gomez Romero led all of Venture Lab’s investment work in Latin America, further establishing Venture Lab as a leading seed-stage fintech venture investor in the region. Federico tracked key developments in the region and developed theses on investment opportunities in inclusive fintech. He led deal sourcing, analysis/diligence, transaction closing/process management on new transactions, and post-investment support for investee companies.</p>
<p>Federico has more than 10 years of experience in finance and tech companies. He was an investment banker at Lazard&#8217;s Buenos Aires office, where he worked in M&amp;A and project finance across Latin America. For the last several years he was the CEO of Credility.com, a lending platform in Argentina. Federico has a Bachelor’s degree from the Instituto Tecnológico de Buenos Aires. He is fluent in English and Spanish and basic Portuguese.</p>
<p>&nbsp;</p>


Former Latin America Investment Officer

Federico  Gomez Romero

Tienda Pago uses fintech to make working capital accessible to shop owners in Mexico and Peru

Article

Most of fintech startup Tienda Pago’s staff are very experienced with technology. Call center coordinator Rafael Urday Zea studied information technology in school; project coordinator Jose Luis Aldave worked on implementing technology in his previous job. But the clients they serve are not always as comfortable using tech. <a href="https://www.tiendapago.com/" target="_blank" rel="noopener noreferrer">Tienda Pago</a>, an Accion Venture Lab portfolio company working in Peru and Mexico, offers short-term financing to small store owners. They work through various product distributors so the shopkeepers can take deliveries — even when they don’t have cash on hand — and pay for the merchandise later in the week once they’ve had a chance to sell some of their products. During times when sales are slow, which many businesses have experienced during the COVID-19 pandemic, Tienda Pago’s platform has <a href="/what-it-takes-for-one-family-business-to-stay-open" target="_blank" rel="noopener noreferrer">enabled mom-and-pop shops to stay open</a>.

Like many fintechs operating in emerging markets, Tienda Pago does their best to <a href="/in-a-no-touch-world-tech-cant-leave-low-income-people-behind" target="_blank" rel="noopener noreferrer">keep their less-tech-savvy clients in mind</a>, including offering customer support through a call center. When the COVID-19 pandemic spread to Lima, the call center became an essential communication tool for Tienda Pago staff to connect with their clients. The company expanded their call center and proactively reached out to clients to ensure that everyone felt comfortable using their digital platform. In his role overseeing the call center, Rafael takes pride in making tech accessible to all clients. “I like to be able to teach people who don’t have as much skill," he says. "We have a lot of clients who are older, and they don’t have much experience in the financial system. At the same time, the distributors are often older themselves, and technology isn’t easy for them, so helping them over the phone and showing them that they can do this is satisfying.”

<img class="alignright wp-image-24726" src="https://content.accion.org/wp-content/uploads/2021/09/maria-ramos-tienda-pago.jpg" alt="Maria Ramos at her store in Peru" width="500" height="500" />Maria Ramos Zamudio is a typical client. She’s raised five children and lived in different parts of Peru. She's now located in Lima where she sells snacks and beverages from a tiny, rented space. She doesn’t have a bank account and hates to take out loans. But she’s managing well with her Tienda Pago account. “It’s easy,” she explains. “I have my code in my phone, they send me what I owe, get my code, and I go to the bank and pay.” Many Tienda Pago clients find it much more convenient and safer to use Tienda Pago’s phone-based tokens to manage payments. This way, they don’t have to take cash out in the street and risk robberies or loss. The ability to pay by phone has become even more critical during the pandemic as people avoid in-person interactions when possible.

Tienda Pago’s staff use more advanced technology themselves to communicate with colleagues in other cities across Peru and stay in touch while offices remain closed during the pandemic. They’re also relying on tech to manage client information and product offerings through the company’s propriety app. The app allows staff to quickly see where their clients are located, their lines of credit, how they’re paying, and which clients are in arrears. Staff can also see what kind of contact that their clients have received already — like training, relationship-building, and collection visits — so they’re better equipped to support their clients.

Tienda Pago was already prioritizing new technologies that are user-friendly for the clients and helpful for staff to gather more information before the pandemic. For example, says Rafael, “We’ve introduced a chatbot, which doesn’t require human interaction, and can give clients a solution automatically. Most people have a smartphone and an internet connection, so they can use it at any hour of the day." As Rafael continues to discuss Tienda Pago's technology, he gets at the heart of why social innovation is so important for serving low-income communities around the world — especially as these communities continue to face major challenges: "Without this technology, we wouldn’t be able to help them.”

User-friendly tech helps shop owners stay in business

Dinie partners with online platforms already used by small businesses to seamlessly provide affordable lending products to Brazilian MSMEs

The way we work is going through one of the most profound evolutions in decades, but it’s not the changes themselves that impress me most, it’s the speed at which they are happening. In 2020, companies reacted and adapted to the challenges of COVID-19 up to <a href="https://www.mckinsey.com/business-functions/strategy-and-corporate-finance/our-insights/how-covid-19-has-pushed-companies-over-the-technology-tipping-point-and-transformed-business-forever" target="_blank" rel="noopener noreferrer">20 times faster than they would have in a pre-pandemic world</a>. Years of innovation are happening at once. In Brazil, <a href="https://a16z.com/2021/04/13/latin-america-fintech/" target="_blank" rel="noopener noreferrer">where the share of e-commerce in retail grew from 7 percent to 12 percent</a> (more than it grew in the previous 10 years!), the need for MSMEs to digitize their businesses is vital. From restaurants switching to delivery platforms to small entrepreneurs selling their products through Mercado Libre to tech startups doing cross-border operations, companies are embracing the new reality.

Just as the traditional financial sector was trying to catch up with fintechs, COVID-19 arrived and accelerated digital transformation at a rate we had not seen before. Unable to respond as fast as they needed to, banks lagged once again, and a new breed of financial service providers became necessary. Dinie was born out of this moment and has become one of the first Brazilian embedded MSME lenders. Partnering with platforms of all sizes — ranging from small e-commerce sites to prominent players like <a href="https://dlocal.com/press-release/dlocal-partners-with-dinie-for-paylater-to-brazilian-smes/" target="_blank" rel="noopener noreferrer">Dlocal, the latest Latin American company to go public</a>, or the <a href="https://www.dinie.com/ifood" target="_blank" rel="noopener noreferrer">leading delivery platform iFood</a> —Dinie seamlessly provides lending products to help companies meet their short-term capital needs in the same digital environments where they already do business.

Like our recently added portfolio companies <a href="https://www.accion.org/a-fintech-cultivates-tech-talent-in-latin-america" target="_blank" rel="noopener noreferrer">Henry</a>, which provides financing through an Income Sharing Agreement (“ISA”) scheme to its students, and <a href="https://www.accion.org/lami-technologies-closes-1-8-million-seed-funding-to-accelerate-growth-of-digital-insurance-in-africa" target="_blank" rel="noopener noreferrer">Lami</a>, which offers bespoke insurance through businesses customers know and trust, Dinie’s approach is emblematic of how embedded finance is a more scalable, secure, and cost-effective way of lending. In one of the most active startup markets in the world, Dinie is:
<h2>Helping reduce the affordable financing gap for MSMEs</h2>
Despite Brazil’s position as a regional hub of fintech innovation, in-market financial services providers have yet to effectively serve MSMEs with the short-term, affordable products they need. Dinie’s flexible, revolving credit lines allow customers to get the capital they need on-demand without having to complete a new loan application every time they experience cashflow challenges. These MSMEs can use extra working capital in numerous ways to help them grow, including marketing, expense payments, and inventory purchasing. Additionally, by partnering with platforms to offer credit, Dinie can locate the MSMEs on the platforms they are already active on and provide products in a contextualized way.
<h2>Leveraging data to efficiently underwrite and collect loans</h2>
By embedding within partner platforms, Dinie can leverage MSMEs’ data throughout its entire process, from underwriting to repayments. With these insights into its MSME clients’ cashflows and repayment behaviors, Dinie can monitor and adjust credit lines as needed to avoid customers becoming over-indebted. Over time, this data will allow Dinie to evolve and expand its product suite, give partner platforms insights into how to serve their end customers better, and ultimately drive loyalty.
<h2>Proving that embedded finance is a better way of lending</h2>
Dinie’s embedded finance solution and B2B2C acquisition strategy give the company several advantages over direct lenders. For underwriting, Dinie uses MSME customer data from its platform partners to pre-approve clients and assign limits. Once MSMEs accept their pre-approved credit — offered to them within the platform interface — Dinie collects external data via its API to complete customer KYC and onboarding. Regarding collections, Dinie sits directly in the payment flow between the platforms and their customers and automatically deducts repayments from MSME cashflows. These innovations, which the company developed over the last year, are resulting in a more scalable and responsible way of lending.
<h2>Empowering startups to thrive while helping their clients</h2>
For platforms in their early stages, helping their MSME customers with credit both provides a new revenue source and boosts their core business. <a href="https://scifivc.substack.com/p/embedded-lending" target="_blank" rel="noopener noreferrer">Lending could be the ultimate economy of scale for companies with high startup costs, initially negative unit economics, and massive scale requirements to reach profitability.</a> But developing an in-house lending business requires unique capabilities, access to capital, and years of data to build robust underwriting models. Embedded lenders like Dinie split the infrastructure costs across multiple partners, driving down unit costs with scale and providing access to these unique capabilities from day one.

<a href="/dinie-brazils-pioneer-api-first-embedded-lending-fintech-raises-usd-3-8-million-seed-round" target="_blank" rel="noopener noreferrer">Accion Venture Lab is proud to join Dinie</a> in its mission to help Brazilian MSMEs not only to survive, but to thrive during this challenging and pivotal moment in history. As impact investors, we work hard to promote financial inclusion. We’re excited to support a company that serves its clients in their own environment, understanding their needs and developing unique products to fulfill them.

Embedded finance meets small business lending in Latin America

R5’s innovative approach to offering affordable financial services helps more Colombians gain financial security

While the entrepreneurship and fintech scene has grown in Colombia in recent years, most adults there still don’t have a bank account. The lack of affordable, high-quality financial services has left many Colombians — especially those working in the informal sector — without a safety net for challenging times or a way to strengthen their financial health and seize new opportunities. The COVID-19 pandemic further exposed the vulnerabilities of Colombia’s financially underserved. Many people have lost their livelihoods and during lockdowns and economic struggles, and don’t have the financial services they need to stay resilient through challenging times.

[caption id="attachment_24561" align="alignleft" width="400"]<img class="wp-image-24561" src="https://content.accion.org/wp-content/uploads/2021/07/r5-client-nicolas-colombia.png" alt="Nicolas, a client of R5 in Colombia" width="400" height="348" /> <em>Nicolas Cairasco Parra, a civil engineer in Bogotá, relies on R5’s financial services to build financial stability in an uncertain time.</em>[/caption]

Twenty-five-year-old Nicolas Cairasco Parra was born and raised in Bogotá, Colombia. He’s a self-employed civil engineer who works as an independent contractor in both the public and private sectors in Bogotá. The COVID-19 pandemic disrupted nearly all industries in Colombia, and public infrastructure was no exception. “The pandemic has modified not all, but a significant part of my income. In the last year, my main challenge has been to generate an innovation in the services I was offering as a civil engineer,” said Nicolas. Before the pandemic, he made multiple in-person field visits while designing infrastructure projects, plus frequent one-on-one meetings with his clients throughout his contracts. “But clearly having to go virtual has brought a lot of challenges for continuing to offer civil engineering services virtually,” he says.

As an independent contractor, Nicolas doesn’t have the financial security that permanent employees enjoy. With some uncertainty in his career — and unexpected changes to his income because of the pandemic — Nicolas needed a solution to help build his financial health and gain some peace of mind. He started working with <a href="https://www.grupor5.com/" target="_blank" rel="noopener noreferrer">R5</a>, an Accion Venture Lab portfolio company, in December 2020. R5 aims to <a href="/fintech-makes-financial-stability-attainable-for-low-income-colombians" target="_blank" rel="noopener noreferrer">make financial stability attainable for lower-income Colombians</a> through innovative financial products and services offered through a digital platform.

Because traditional banks and financial providers often overlook low-income Colombians, R5 has focused on finding new ways to provide responsible funding and affordable financial products. Through asset-backed loans and online insurance products, they’re allowing people to leverage cars and motorcycles as collateral so they can extend affordable loans to customers who might otherwise turn to costly credit cards or informal lenders to make ends meet.

Nicolas had difficulty finding providers that would extend loan products to independent contractors like him, saying, “Financial institutions restrict many products [because] I work as an independent professional. Usually, financial institutions classify one as higher risk, but R5 had an alternative. Having this [product] in the middle of the pandemic was great,” says Nicolas. “The majority of companies offer a product where they make you a loan with a vehicle pledge, but the vehicle is consigned. The car is parked in a parking lot under their disposition and surveillance. The vehicle is locked. But with R5, it has been a very good experience because finally, my vehicle is at my entire disposal in Colombia.” R5 also offers vehicle insurance through a seamless digital process that uses a unique machine learning risk model to offer low-income clients better coverage at a lower price.

Nicolas hopes that accessible financial services can pave the way for other young Colombians to seize new opportunities, like starting their own businesses and finding employment. “I hope that this pandemic allows for innovation and finding new alternatives that will give room to new investments. For example, creating a business requires starting capital and there’s nothing better than being able to count on loans that have accessible rates. This also gives you security and inner peace, allowing you to perform better.” With their accessible and affordable loan and insurance products, R5 is helping build more Colombians get what they need to improve their financial health, secure safety nets, and build better futures.

A safety net helps Colombians through unstable times

Companies in Brazil are facing a tech hiring crunch as competition and demand for talent rises

Among the many different impacts of the COVID-19 crisis, there has been an undeniable spike in the amount of digital transformation occurring across almost every industry as organizations adapt their businesses to a more digital world. In one year, companies of all regions and sizes have accelerated the digitalization of their internal operations and customer interactions to levels they expected to reach in three or four years. The <a href="https://www.mckinsey.com/business-functions/strategy-and-corporate-finance/our-insights/how-covid-19-has-pushed-companies-over-the-technology-tipping-point-and-transformed-business-forever" target="_blank" rel="noopener noreferrer">share of digitally enabled products offered in their portfolios has also accelerated by up to seven years</a>. The speed with which companies reacted to COVID-19-related changes is even more impressive as many businesses moved to adapt to these changes 20 times more quickly than they had thought possible before the pandemic. The backbone responsible for these astonishing transformations is the same worldwide: the companies’ tech teams.
<h2>Hiring tech talent has never been easy, and it’s about to get harder</h2>
From full-stack developers to data scientists to security specialists, recruiting high-quality tech teams has always been a major challenge for organizations. Qualified candidates can be difficult to find, expensive to hire, and accustomed to working remotely, creating a perfect combination for a competitive hiring environment among employers. And now, the race to recruit tech workers is only get fiercer.

Despite the increase in global unemployment in the last year — <a href="https://www.ilo.org/wcmsp5/groups/public/@dgreports/@dcomm/documents/briefingnote/wcms_767028.pdf" target="_blank" rel="noopener noreferrer">nine percent of working hours were lost compared to 2019, equaling more than 250 million jobs</a> — the demand for digital skills continues to grow. The total number of technology-oriented jobs may increase <a href="https://news.microsoft.com/apac/2020/12/15/re-envisioning-the-workforce-skilling-today-to-thrive-tomorrow/" target="_blank" rel="noopener noreferrer">nearly five-fold by 2025, rising from 41 million in 2020 to 190 million in 2025</a>.

Under these circumstances, emerging markets will face an even bigger hiring challenge, as they must compete with tech giants like the US and Europe for scarce talent. Geographical boundaries continue to be torn down as remote work allows big tech companies to hire foreign talent. Unable to match their capacity to pay high salaries, companies in regions like Latin America — especially small and medium-sized companies — will need to find creative ways to source and retain IT workers.
<h2>Brazil is in the middle of a perfect storm</h2>
On top of the acceleration of digital transformation and the global competition for tech talent, Brazil has another problem as the local startup scene gains momentum. Though this is a positive trend, it is a challenge that threatens to make the gap between supply and demand for talent even larger. The local startup ecosystem has been growing at impressive rates in recent years, and the funding from venture capital firms to local tech startups has reached all-time highs. <a href="https://www.forbes.com/sites/angelicamarideoliveira/2021/04/03/brazil-tech-round-up-unicorn-hotmart-closes-new-round-vc-activity-in-brazil-digital-government-online-stalking/?sh=c0f5b113df4c" target="_blank" rel="noopener noreferrer">In Q1 2021 alone, almost $2 billion was invested into the sector</a>, more than half of what was invested during all of 2020. For small startups trying to source IT workers, this means that they must fight their way through international players, large corporations, and well-funded local tech companies.

This sudden increase in demand didn’t take long to shake the market. <a href="https://blog.revelo.com.br/salarios-da-area-de-tecnologia/" target="_blank" rel="noopener noreferrer">In 2020, the average salaries for the IT sector went up around 30 percent</a>, with developers being the most sought-after workers, accounting for almost 70 percent of the open positions. With <a href="https://cio.com.br/carreira/qual-e-o-perfil-dos-desenvolvedores-no-brasil-e-quanto-ganham-em-media/" target="_blank" rel="noopener noreferrer">more than 75 percent of companies looking for senior and semi-senior developers</a>, two big questions arise: How does the country attract more Brazilians to become junior developers? How can they quickly enable those workers to become senior developers? The answers won’t come from traditional education models. It is expected that an additional 420,000 IT professionals will be needed by 2024. However, <a href="https://economia.uol.com.br/reportagens-especiais/mercado-de-trabalho-busca-desenvolvedores-ti/#page5" target="_blank" rel="noopener noreferrer">the current education system is only graduating 46,000 students per year</a>.
<h2>Seeking creative solutions for hiring</h2>
Tech companies have different approaches to hiring talent: they leverage head-hunters, rely on in-house scouting teams, reach out to their networks, and partner with entrepreneurship hubs. No matter how many strategies these companies may have to recruit new employees, their efforts will be useless unless more developers are trained every year. With a traditional education sector that has not been able yet to evolve and meet the needs of the market, new models have appeared to try to solve the shortage of tech talent. From online course platforms like Udemy or Codeacademy to coding academies like Digital House to intense coding bootcamps like Brazilian Trybe or <a href="/a-fintech-cultivates-tech-talent-in-latin-america" target="_blank" rel="noopener noreferrer">Accion Venture Lab’s portfolio company Henry</a>, many startups are working towards the same goal: training better developers in a more efficient way.

As employers realize that some of these emerging models are not only providing fast education but also equipping their graduates with the latest tech tools, improving their much-needed soft skills, and putting them to the test under a true work environment, we might see the talent gap start to close while digital transformation continues to move full steam ahead. Ultimately, these solutions will help more people find employment while helping more businesses succeed in a more digital world.
<h2>Join us for our next webinar</h2>
This blog is part of a <a href="/now-is-the-time-for-fintech-entrepreneurs-in-brazil" target="_blank" rel="noopener noreferrer">series of articles</a> and webinars Accion Venture Lab has launched with the support of FedEx to help Brazilian SMEs overcome some of the challenges they are facing during the COVID-19 crisis. In our upcoming webinar on July 14, startups will share how they source and retain the best tech talent in Brazil and discuss with other players in the industry how they are helping to solve the need for developers with innovative education models.

Hiring tech talent is becoming an odyssey in Brazil

Raliat Sunmonu

Small businesses create half the world’s jobs, but they need useful digital financial services to survive and thrive

Small businesses play a vital role in communities around the globe, not only by providing goods and services, but by creating jobs. In fact, <a href="https://www.worldbank.org/en/topic/smefinance" target="_blank" rel="noopener noreferrer">half of the world’s jobs</a> come from micro, small, and medium enterprises (MSMEs). Small businesses alone account for <a href="https://www.worldbank.org/en/topic/smefinance" target="_blank" rel="noopener noreferrer">half of the global GDP</a>. For many of these businesses, accessing finance is a struggle. We’re constantly working to find and invest in financial service providers that empower the world’s MSMEs, especially in the poorest regions. As access to mobile phones and the internet grows, digital financial services have the power to bring much-needed support to the most vulnerable communities and ultimately open opportunities for new jobs.

Digital financial tools that are accessible via mobile phone have been a game-changer for financial inclusion. In sub-Saharan Africa, the percentage of adults with bank accounts increased from <a href="https://globalfindex.worldbank.org/sites/globalfindex/files/referpdf/IFC088%20-%20FINDEX%20Note%201_DRAFT%202.pdf" target="_blank" rel="noopener noreferrer">34 percent to 43 percent between 2014 and 2017</a>, and the majority of these gains can be attributed to mobile money accounts.

<a href="https://www.gsma.com/newsroom/press-release/gsma-5g-moves-from-hype-to-reality-but-4g-still-king/" target="_blank" rel="noopener noreferrer">GSMA estimates</a> that, by 2025, over 70 percent of the world’s population will have mobile phones. This growth will be driven by developing countries with the most underbanked populations, creating vast potential to bolster MSMEs and ultimately boost job creation.
<h2>Helping microentrepreneurs embrace digital tools</h2>
Still, barriers stand in the way of some MSMEs’ ability to embrace technology. Young microentrepreneurs tend to be tech-savvy but older ones tend to be less confident transitioning to new, unfamiliar tools. We’re investing in financial service providers (FSPs) with innovative strategies to train microentrepreneurs to confidently use digital tools that will help their business survive and grow.

Helping microentrepreneurs is especially urgent as COVID-19 has wreaked havoc on traditional, in-person businesses. MSMEs that have at least partially digitized their business and can accept digital payments have proven to be more resilient. Our FSP partners are on the frontline of the pandemic supporting the most underserved essential businesses — including mom-and-pop shops that sell food and medicine. , These institutions are accelerating their own digital transformations and helping their customers to embrace digitalization as well. They are rapidly designing new digital products and training clients to use digital tools so that these vital businesses can stay open and keep providing jobs in their community.

In Nigeria, our partner <a href="https://www.accionmfb.com/" target="_blank" rel="noopener noreferrer">Accion Microfinance Bank</a> has helped ensure that MSMEs can continue to sustain local economies and create jobs. Their digital products and services include a mobile app that allows customers to access financial services remotely, which has seen broader use after a recent marketing boost. Interbank transfers and mobile airtime purchases made through the app have increased far beyond pre-pandemic levels. Accion Microfinance Bank sends agents to support customers who can’t access digital channels or safely visit a branch, and hosted a series of well-attended free webinars to support their customers. They're now working to expand their agent network even further to bring financial services to customers in hard-to-reach locations.
<h2>Leaning on fintech innovation to close credit gaps</h2>
As established financial institutions are driving financial inclusion by creating useful digital financial tools, fintech startups are also helping to close gaps in underserved communities through innovative products and services. In Mexico, there are over 5 million MSMEs, but commercial banks often refuse to serve them because they are small, informal, and not seen as profitable, or because their owners lack credit history. Informal lenders exist but often charge exorbitant interest fees. Our fintech partners in the region, however, have developed innovative digital lending services that can close the credit gap.

<a href="https://konfio.mx/" target="_blank" rel="noopener noreferrer">Konfio</a> is an online lending platform that uses innovative credit algorithms and alternative data analysis to help MSMEs in Mexico obtain affordable working capital loans. Along with investing in them, Accion Venture Lab sent a team to help them define priority geographic areas and customer segments so that they could identify where to focus their marketing efforts and expand their product offering. By creating products that respond to customer needs, Konfio has grown from serving a few hundred businesses in 2014 to being the leading online lending platform for small businesses in Mexico and a global model for how inclusive fintech can be successful.

<a href="https://www.tiendapago.com/" target="_blank" rel="noopener noreferrer">Tienda Pago</a> is another fintech partner that currently operates in Peru and Mexico. They use a digital platform to provide digital supply chain finance services to underserved small businesses. They’re supporting mom-and-pop stores to help finance the upfront purchase of the goods they sell. Tienda Pago’s agents work with existing supply chains and provide one-on-one guidance through onboarding before their algorithm analyzes data collected by the agent to produce a credit score and loan amount. While the management of the loan payouts and the payments for consumer goods deliveries is through their digital app, the Tienda Pago staff is only a call or text away if needed.

When small businesses have access to high-quality and fair financial services, they are better able to survive the shocks of crises like the COVID-19 pandemic, keep the employees they’ve hired, and eventually create more jobs. Digital technology, along with proper training and customer support, has proven to be an indispensable facilitator when it comes to supporting underserved microentrepreneurs in the world’s poorest regions. As mobile phone and internet access spreads, we’ll continue working to open opportunities to underserved small businesses so that they can thrive and help their communities prosper.

Opening opportunities for job creation in developing countries

Ashley Lewis

Innovative financial tools give low-income farmers, who are vulnerable to extreme weather conditions, the ability to save securely and adapt to shocks and crises

Nearly two-thirds of the world’s poor depend on agriculture to survive, and many of these families collect money only once a year, stretching their income from one harvest to the next. But climate change is putting their livelihoods in peril — as global surface temperatures increase, so does the risk of drought, the intensity of storms, and the frequency of natural disasters. Furthermore, our global food supply is at risk because it depends in large part on the productivity of smallholder farmers who live and work in emerging markets. In sub-Saharan Africa and Asia, smallholder farmers provide over 80 percent of the food supply.

In sub-Saharan Africa, nearly <a href="https://blogs.imf.org/2020/06/04/safeguarding-africas-food-security-in-the-age-of-covid-19/" target="_blank" rel="noopener noreferrer">half the population</a> lives below the poverty line and depends on agriculture, herding, and fishing to feed their families and earn an income. Their food supply is extremely vulnerable to climate change and the effects of a food shortage can be devastating — malnutrition surges, school enrollment drops, the economy suffers, and lives are lost.

<img class="alignright wp-image-23023" src="https://content.accion.org/wp-content/uploads/2020/12/kenya-nakuru-farmers-300x200.jpg" alt="" width="400" height="267" />However, when farmers have the ability to adapt to shocks and crises, they can avoid the worst impacts of food shortages. That’s why it’s crucial for farmers to have access to savings accounts, credit, and insurance. For many of us, the idea of saving seems pretty simple: you set money aside in a secure place and earn interest. But, many people around the world lack access to a formal savings account, and <a href="https://www.accion.org/global-challenges" target="_blank" rel="noopener noreferrer">less than half</a> of adults saved at all in 2017. Moreover, <a href="https://globalfindex.worldbank.org/" target="_blank" rel="noopener noreferrer">235 million</a> unbanked farmers receive agricultural payments in cash, including 115 million women. Since cash is invisible to lenders, it doesn’t generate credit histories and as a result, it prevents families and businesses from borrowing appropriate financing if they need it. In Ethiopia alone, creating a digital agricultural payments system could cut the share of unbanked adults by up to <a href="https://www.accion.org/four-ways-we-can-empower-financially-underserved-people-and-businesses" target="_blank" rel="noopener noreferrer">60 percent</a>.
<h2>How agricultural fintechs open opportunities in Africa</h2>
<span style="font-weight: 400">Through our early-stage investment initiative, Accion Venture Lab, we’re supporting innovative agricultural fintech startups. These companies build useful tools that give low-income farmers, who are most vulnerable to extreme weather conditions, the opportunity to afford high-quality seeds and fertilizer, save securely, and adapt when challenges arise. </span>

<span style="font-weight: 400">Formal accounts open opportunities for farmers to access a wider array of financial services, including credit and insurance. Insurance and innovative digital products can help smallholder farmers endure climate risks, improve their farming practices, and boost their incomes over time. Accion Venture Lab portfolio company Pula is doing just that in 11 countries across Africa and Asia. So far, they’ve provided over 3.3 million traditionally excluded smallholder farmers with agricultural insurance and data-driven insights and advice to help them increase crop yields in sustainable ways. This has been a game-changer for </span><a href="/for-rose-in-kenya-crop-insurance-is-a-game-changer" target="_blank" rel="noopener noreferrer"><span style="font-weight: 400">Rose Kilonzo</span></a><span style="font-weight: 400">, a Kenyan farmer who now has confidence that she can provide for her family no matter the circumstances. </span>

<span style="font-weight: 400">“When you plant, you have faith it will be taken care of should your crop fail,” she tells us. With a more secure income, she’s looking forward to expanding into commercial agriculture and passing on the trade to her children and grandchildren.</span>

<img class="alignnone wp-image-14546 size-large" src="https://content.accion.org/wp-content/uploads/2018/09/Kitui_0022-1-1024x684.jpg" alt="" width="1024" height="684" />

<span style="font-weight: 400">Another innovative tech-based company we are supporting is </span><a href="/this-agricultural-fintech-empowers-the-farmers-who-feed-the-world" target="_blank" rel="noopener noreferrer"><span style="font-weight: 400">Apollo Agriculture</span></a><span style="font-weight: 400">, an agricultural fintech that helps farmers maximize their profits with financing, farming products, optimized advice, and insurance. Their model combines input financing with sophisticated analytics, remote sensing, agronomic machine learning, and mobile money. This approach opens opportunities for the poorest farmers to purchase high-quality farming inputs, such as hybrid seeds and fertilizer, on credit with flexible repayment terms and post-harvest due dates. </span>

<span style="font-weight: 400">In addition to financing and distributing agricultural inputs, Apollo Agriculture’s integrated solution includes the necessary training to farm effectively and sustainably. This multifaceted approach ultimately allows farmers to increase their crop yields, leading to greater financial security, better livelihoods, and a reliable food supply for the world.</span>

<span style="font-weight: 400">Eventually, Apollo Agriculture plans to leverage its technology to support farmers with personalized solutions based on their specific geographical, weather, and land characteristics. In the long term, these customized farming techniques will improve soil quality and curb erosion, which helps boost productivity and sustainability.</span>
<h2>A tech-based approached to farmer credit in Latin America</h2>
<span style="font-weight: 400">In Latin America, we’re investing in </span><a href="/how-one-company-uses-tech-to-support-brazilian-farmers" target="_blank" rel="noopener noreferrer"><span style="font-weight: 400">TerraMagna</span></a><span style="font-weight: 400">, a Brazilian company that uses their proprietary machine learning platform and monitoring technology to generate a more personalized farmer credit score and an accurate estimate of collateral value. Because family-run farms in Brazil lack access to traditional financial institutions, they often seek credit from retailers where they purchase seeds, fertilizer, and other inputs. TerraMagna partners with these local retailers and uses their tech-based approach to reduce the manual cost of the underwriting process and assess the collateral value with more precision, which lowers the retailers’ credit risk and enables them to provide lower-cost loans.</span>

<span style="font-weight: 400">Lenders in Brazil have typically used land as collateral and have found it difficult to properly accept crops as collateral, given the high fraud risk. Using satellite images, TerraMagna can track the crop status in real-time and help prevent fraud attempts. This approach aligns with our thesis that technology and innovative lending models can work together to create new asset collateral, ultimately granting better access and better credit pricing to family farmers.</span>

<span style="font-weight: 400">We will continue to support smallholder farmers, open opportunities for young people to get into the farming business, and remove the barriers to profitable and sustainable farming for the most vulnerable. As the world’s population grows, so too will our portfolio of partners offering innovative financial and business development services that enable farmers to prosper in a changing climate.</span>

Opening opportunities for smallholder farmers in a changing climate

Henry’s coding bootcamp leverages remote learning and an innovative financing structure to make technical education accessible 

Amid the coronavirus pandemic, <a href="https://covid19data.com/2020/07/03/the-pandemic-could-leave-41-million-people-unemployed-in-latin-american-and-the-caribbean/" target="_blank" rel="noopener noreferrer">unemployment in Latin America has risen sharply</a> and <a href="https://www.economist.com/the-americas/2020/09/12/the-pandemic-further-weakens-latin-americas-underperforming-schools" target="_blank" rel="noopener noreferrer">school enrollment is expected to fall 10-25 percent</a>, widening the income gap and adding significant barriers to education in a region that was already among the most unequal in the world. At the same time, the demand for computer science skills keeps increasing. There are only 100,000 professionals with the training necessary to fill almost 1 million open tech positions, and the need for high-quality technical education is rising in Latin America.

Henry was founded to challenge the status quo of education in Latin America by making education accessible to anyone. The company offers virtual coding courses in exchange for a small portion of graduates’ future income, also known as an income-sharing agreement (ISA). Once a student completes the coursework, Henry helps them secure a job in the technology sector. There are no upfront costs for taking the course, and students only start making payments once they get a job after graduating. This model aims to tackle inequality in the region, by empowering anyone to have a career in software development, no matter their location, gender, or background.

Following our investment in <a href="/accion-venture-lab-invests-in-fintech-platform-pintek-to-improve-access-to-quality-education-in-indonesia" target="_blank" rel="noopener noreferrer">Pintek</a> back in May, this is our second deal this year in the edtech (education technology) space, as we recognize the need for <a href="/edtech-can-close-the-digital-divide-in-latin-america" target="_blank" rel="noopener noreferrer">fintech solutions to make education more accessible</a> for the underserved populations. We see Henry as the perfect example of the next phase of inclusive fintech: <a href="https://www.forbes.com/sites/vikasraj/2020/11/30/embedded-inclusive-fintech/?sh=333fe04110cc" target="_blank" rel="noopener noreferrer">startups that are embedding financial services into product offerings to address a critical need</a>.

We are thrilled to join the Henry team in this journey because of their:
<h2>Incentive to invest in high-quality education for their students</h2>
Henry’s product is designed such that the company and its students are working toward the same goal: optimizing graduates’ income. <a href="https://techcrunch.com/2020/08/21/lambda-school-raises-74m-for-its-virtual-coding-school-where-you-pay-tuition-only-after-you-get-a-job/" target="_blank" rel="noopener noreferrer">Similar to Lambda School</a>, another Y Combinator fellow, the company invests in its students’ success. Henry is incentivized to ensure that their curriculum quality and job placement services remain best-in-class as the company scales. Similarly, students are motivated to learn and earn as much as possible, driving them to achieve goals that also support Henry’s revenue and growth. Henry differentiates its curriculum from other bootcamps by offering a live, full-time program (versus self-guided, pre-recorded programs or part-time programs where students aren’t fully focused on the content) and through its practical, “learn by doing” teaching methodology. The company solicits feedback from top local tech companies to ensure that their curriculum prepares students to address employers’ most relevant technical needs.
<h2>Highly relevant product during the COVID-19 pandemic</h2>
Henry’s product offering is particularly relevant during the COVID-19 pandemic. As companies grapple with the economic effects of the pandemic and are forced to lay off and furlough employees, the demand for re-skilling opportunities like Henry is likely to increase as more people seek new job opportunities. Further, Henry’s courses are entirely remote, and the company invests in helping graduates secure remote jobs abroad, allowing students to learn and work while complying with public health guidelines. Understanding the <a href="/win-from-within-how-fintech-startups-can-grow-by-building-value-for-existing-users" target="_blank" rel="noopener noreferrer">value of customer retention</a> and the need for the graduates to remain competitive in this market, Henry created a community where former students continue to receive support, both from the company and fellow alumni.
<h2>Responsible approach to income-sharing</h2>
Henry leverages an income sharing agreement (ISA) model to provide courses to its students at no up-front cost. This innovative way of embedding financial services eliminates the burden that students take on when forced to pay tuition upfront and incur student debt. While we believe these agreements are useful tools for financial inclusion, we also know that, when used without proper guardrails, they can have a negative impact on consumers who end up owing more money than they can afford. Henry’s ISA protects students through a payment cap, so that students never pay more than $4,000 throughout their ISA installments — considerably lower than the price of many other comparable bootcamps. We believe that this cap will ensure that Henry’s ISA structure remains student-friendly and may serve as a positive example to others in the industry.

This is Accion Venture Lab’s first investment in a model like Henry, and we are thrilled to be doing so in this historical moment where investors need to step up and support those companies that are expanding the frontiers of innovation and financial inclusion. Henry was created, as their CEO Martín Borchardt states, <a href="https://medium.com/age-of-awareness/democratizing-education-a-conversation-with-mart%C3%ADn-borchardt-df3fb217a6c6" target="_blank" rel="noopener noreferrer">to change people’s lives</a>. As an impact fund, nothing is more aligned with our ultimate goal than their mission to create new opportunities for the underserved.

A fintech cultivates tech talent in Latin America

Tienda Pago supports microentrepreneurs and family businesses in Lima, Peru, with a digital supply chain finance solution

Rosa Tipula Quispe’s shop in Lima, Peru, is a family business in more ways than one. It brings her family together as her daughter and son take turns pitching in, and it’s even become like a member of the family itself. Rosa smiles with pride as her daughter Emily explains: “It’s beautiful to have something of your own that you can see growing every day with your support. It’s like a little tiny baby, and you invest and invest, and then you watch that kid grow up. That’s what motivates us!”

Rosa opened the shop four years ago because it seemed like the kind of business that would work well for her as she grew older. She gets to work inside, and she has time to care for her family. Her daughter Emily, a school teacher, comes into the store every day to help her mother keep things organized. Rosa laughs, pointing to the high shelves around the store that are much easier for a younger woman to climb up and stock. On a normal day, Rosa and Emily arrive at 5:30 a.m. to get ready for the neighborhood customers who arrive early for their morning bread. Before sunrise, the two go over the plan for the day, including what orders they expect to arrive, and whether they have the money on hand to pay for the deliveries.

Rosa and Emily’s community and their business had to make a major shift when Lima went into lockdown from the coronavirus pandemic. Their shop has been crucial for their neighbors, who rely more on the shop around the corner for their essentials. “I was able to stay open during the quarantine since I sell food in my neighborhood,” said Emily. But their sales were still slower than usual, and the supply chain disruptions from the pandemic made it difficult to stock their typical inventory.
<h2>A digital solution to plan ahead</h2>
<a href="https://www.tiendapago.com/" target="_blank" rel="noopener noreferrer">Tienda Pago</a>, an Accion Venture Lab portfolio company, is a digital supply chain finance solution that helps mom-and-pop shops in Peru and Mexico finance their inventory so they can stock what they need when they need it and grow their revenue. Rosa started working with Tienda Pago a couple of years ago to help her purchase stock for her customers using their digital credit options instead of cash.

Her supplier told her about the platform, and she was interested in an option that would allow her to be less dependent on cash flows. When Rosa relied on the cash she had on hand, she could only get the merchandise she could afford at the time and would miss opportunities to stock up ahead of busier times and sell more. Rosa also wanted to move away from cash because of the security risk. Bills can be lost or stolen, and she appreciates that with Tienda Pago, she doesn’t have to deal exclusively in cash. When she needs to pay her suppliers, she gets an SMS code on her cell phone she can give to the delivery person, and the cash box stays safely behind the counter.

“When we first opened the shop, we were very traditional in the way we handled payments and merchandise,” says Emily. “With Tienda Pago, technology isn’t something that’s just ‘out there,’ but it’s something for us, too. First I, and then my mom, got accustomed to using it to manage things.” Now, she says, their finances are so organized that she’s able to spend more time working on other aspects of the shop.

Now that COVID-19 has turned things upside down, Tienda Pago’s services became even more valuable to Rosa and her family. “Tienda Pago financed me during the worst period of quarantine even though my sales were low, but now I am back, and I am asking for an increase in my credit line,” says Emily. Tienda Pago worked with their clients to adjust their loans and repayment terms when the pandemic shut down normal operations. They’ve also moved their customer service function to a call center and used WhatsApp, SMS messages, and their mobile app for communications with their customers.

Small shops like Rosa’s are essential to their communities and the main source of employment for so many families in Peru and Mexico. Tienda Pago remains committed to helping these small mom-and-pop shops weather this difficult time and continue to grow and thrive in the future.

What it takes for one family business to stay open

TerraMagna, an agriculture fintech startup, uses satellite images and partners with input retailers to support farmers in a top agricultural region

As an essential service, the Brazilian agricultural market has been sheltered from the devastating economic effects of COVID-19-related shutdowns, but farmers still face enormous challenges. Most of Brazil’s farms are small or medium, and they depend on credit for 80 percent of their working capital each season. But these independent farmers are often ignored by banks because they are difficult to reach geographically and challenging to underwrite. As the government continues to reduce subsidies to farmers and demand for crops increases, the need for responsible financing to support this vital sector of the country’s economy is becoming more critical than ever.

Even before the pandemic started, the <a href="/2020-and-beyond-whats-next-for-fintech-innovation-in-latin-america" target="_blank" rel="noopener noreferrer">Accion Venture Lab team was looking</a> for startups that drive the digital transformation of Latin America’s agricultural landscape with innovative financial products. When we met with <a href="https://terramagna.com.br/" target="_blank" rel="noopener noreferrer">TerraMagna</a>, we immediately realized that the company was in a unique position to help underserved farmers because of their use of satellite imaging to appraise and monitor collateral and their embedded finance model, which allows input suppliers to improve underwriting and reduce costs.

We previously invested in African agri-fintech startups <a href="/for-rose-in-kenya-crop-insurance-is-a-game-changer" target="_blank" rel="noopener noreferrer">Pula</a> and <a href="/apollo-agriculture-raises-6-million-to-help-small-scale-farmers-make-more-money" target="_blank" rel="noopener noreferrer">Apollo</a>, and we are convinced that this is the right time to support the agri-fintech space in Brazil. The current conditions are favorable for a company like TerraMagna to thrive: satellite images are now more accessible, low interest rates make debt funding possible, and new regulations will bring more financing to the sector.

Accion Venture Lab is thrilled to make its first agri-fintech investment in Latin America. We are most excited that TerraMagna is:
<h3>Connecting small and medium farmers with fairly priced credit</h3>
The lack of access to traditional financial institutions forces smallholder farmers to seek credit from expensive retailers where they purchase seeds, fertilizer, and other inputs. TerraMagna addresses this problem by using their proprietary machine learning platform and monitoring technology to generate a more personalized farmer credit score and an accurate estimate of collateral value. This approach reduces the manual cost of the underwriting process, which lowers the retailers’ credit risk and enables them to provide lower-cost loans. Lenders in Brazil have typically used land as collateral and have found it difficult to properly accept crops as collateral, given the high fraud risk. Using satellite images, TerraMagna can track the crop status in real-time and help prevent fraud attempts. This approach aligns with our thesis that technology and <a href="/time-to-shine-for-innovative-fintech-lenders" target="_blank" rel="noopener noreferrer">innovative lending models</a> can work together to create new asset collateral, ultimately granting better access and better credit pricing to smallholder farmers.
<h3>Taking a holistic approach to strengthening the farming sector</h3>
Rather than lending directly to farmers, TerraMagna leverages partnerships with local input retailers to monitor, underwrite, and fund their loans. Since these retailers operate with slim margins and are forced to sell seeds and other agricultural goods primarily on credit, they value TerraMagna’s ability to reduce their loan risk and improve their collateral documentation. TerraMagna’s precise, lower-cost underwriting processes and collateral-monitoring technology allow retailers to provide farmers with loans that cover a larger portion of their working capital and enable them to purchase higher-quality inputs. With broader financing coverage, farmers can ease the pressure on their margins, improve their financial resiliency, and reinvest their profits into their farms.
<h3>Leveraging data to improve the agricultural ecosystem</h3>
As TerraMagna continues to monitor farms across the region and develops relationships with input retailers, they will gather critical data about how agronomic conditions and inputs impact farmer yields. As we’ve seen through our work with Apollo and Pula, this data can generate insights and personalized agronomic advice that helps retailers better support farmers, increasing their crop yields and benefiting the overall health of the agricultural ecosystem.

As QED’s Nigel Morris said in our <a href="/a-great-company-going-into-covid-is-invariably-a-great-company-coming-out" target="_blank" rel="noopener noreferrer">latest podcast series</a>, “a great company going into COVID is invariably a great company coming out.” TerraMagna is a perfect example of this. With their unique technological skills and vast knowledge of the agricultural sector, the team built a product with competitive advantages for the suppliers and turned it into a profitable business. And they went one step further and fully immersed themselves in the fintech world, first by participating in the underwriting process and now by funding some of the suppliers’ loans to provide better pricing and expand their lending capabilities.

We’re continuously impressed by the eagerness of TerraMagna’s team to keep learning and innovating, and we can’t wait to see what comes next for them.

How one company uses tech to support Brazilian farmers

Despite the challenging circumstances, this may be the best time for your fintech startup to accelerate growth in Brazil

Brazil has been hit especially hard by the COVID-19 pandemic, and the crisis is changing every aspect of society. Now that the most obvious and immediate effects have set in, we are beginning to see what the mid- and long-term consequences will be in the country.

I strongly believe that fintech will be one of the sectors that will emerge from this crisis both reinvigorated and transformed. As a fintech entrepreneur, you have the chance to rebuild a better Brazil.
<h2>Transforming uncertainty into new opportunity</h2>
It’s not a surprise that the macro landscape looks grim right now. The economy is <a href="https://blogs.imf.org/2020/06/26/outlook-for-latin-america-and-the-caribbean-an-intensifying-pandemic/" target="_blank" rel="noopener noreferrer">expected to contract around 9 percent</a> this year, and although analysts predict a positive rebound next year, the main players in the financial sector are still in shock. As a consequence of increased payment deferrals for loans, the current level of non-performing loans is unknown and financial institutions are navigating in the dark. The CEO of Itau referred to their strategy around managing these loans as <a href="https://www.fool.com/earnings/call-transcripts/2020/05/06/itau-unibanco-holding-sa-adr-itub-q1-2020-earnings.aspx" target="_blank" rel="noopener noreferrer">"more an art than science.”</a> I cannot find a better phrase to describe the current situation of the traditional financial sector. Amid all of this uncertainty, it is clear that fintech players will be better positioned to recover from the economic downturn if they can use alternative data sources to access updated financial information.

Those tech companies who already have access to real-time data will have an added advantage due to <a href="https://www.businessinsider.com/brazil-moves-forward-with-open-banking-2020-5#:~:text=The%20Central%20Bank%20of%20Brazil%20has%20released%20open%20banking%20regulation,the%20customer%20agrees%2C%20per%20Finextra." target="_blank" rel="noopener noreferrer">an open banking regulation released by The Central Bank of Brazil</a>, which will be fully implemented next year. In addition to the data they already have, fintechs will benefit from accessing additional information from their clients that allows them to provide a better, more personalized service. At the same time, the opportunities for fintechs to partner with banks will increase as banks seek to connect to third party providers and enrich their businesses.

But negatively hit sectors aren’t the only place where tech startups can find opportunities to offer financial services to the underserved. For example, agriculture is <a href="https://www.world-grain.com/articles/13958-record-soybean-shipments-forecast-for-brazil" target="_blank" rel="noopener noreferrer">posting record results</a>, and some industries within the gig economy, like last-mile delivery, are also growing more than ever before. There is a huge potential to layer digital financial services in these and other thriving sectors.
<h2>Data is king</h2>
Fintech companies are in an advantageous position when they have rich and timely data needed to make the right business decisions. And those data-driven companies that build strong relationships with customers by solving problems that aren’t financial — before embedding fintech solutions — are in an even better position. In the past, <a href="https://www.forbes.com/sites/vikasraj/2019/11/20/platform-fintechs-are-cominghow-should-startups-respond/#742436bb2b0f" target="_blank" rel="noopener noreferrer">we have explored how super-platform tech companies are doing this</a>, and now this approach is expanding across multiple sectors. For example:
<ul>
 	<li><a href="https://terramagna.com.br/" target="_blank" rel="noopener noreferrer">Terra Magna</a> has spent years building a huge database of farming regions and crop performance using high-tech satellite images. With a unique knowledge of the business, it is now starting to provide responsible financing to farmers.</li>
 	<li><a href="https://www.loopa.digital/" target="_blank" rel="noopener noreferrer">Loopa</a> is a startup that provides a free platform to MSMEs for credit card reconciliation, allowing them to have a better understanding of their business and solve cashflow inefficiencies. That type of relationship with customers is the one that provides infinite possibilities to add financial services.</li>
 	<li>Finally, <a href="https://www.smartmei.com.br/" target="_blank" rel="noopener noreferrer">SmartMEI</a>, one of our portfolio companies, is building solutions for the future of work. They understand the needs of a workforce that is changing every day and have built targeted financial products for an evolving workplace. The company started by providing simplified accounting services and has grown to offer a full suite of products.</li>
</ul>
<h2>But who is investing right now?</h2>
At the onset of the pandemic, capital immediately dried up for entrepreneurs. Many investors had to concentrate their efforts on helping their portfolio companies stay afloat, and others were too wary of the situation to keep investing. As Nigel Morris, partner of QED Capital, recently said in an episode of <a href="https://www.accion.org/a-great-company-going-into-covid-is-invariably-a-great-company-coming-out" target="_blank" rel="noopener noreferrer">VentureKast</a>, “We are going to see fewer tourists involved in VC in the fintech space.” The ones that will keep betting on the sector — and that have already restarted actively investing — are the true fintech specialists.

So, the big question is: who should you pitch your startup to in Brazil? Many great investors come to mind. This complete <a href="https://www.contxto.com/en/brazil/venture-capital-brazil-2020/" target="_blank" rel="noopener noreferrer">cheat sheet recently published in Contxto</a> lists some of the most active equity investors divided by industry and stage.
<h2>Don’t miss the chance to grow your startup, with some caution</h2>
The pandemic, despite all its negative connotations, is creating a temporary blue ocean for many fintechs. Now may be an excellent moment to fundraise and accelerate growth, but you should consider a few things before doing so:
<ol>
 	<li><strong>Don’t be afraid to be selective.</strong> Choose your customers wisely and make good use of your data collection and analysis capabilities.</li>
 	<li><strong>Mind your unit economics.</strong> This is a moment to grow, but definitely not at all costs. Bear in mind that this is a time ruled by uncertainty. The less you burn, the more runway to have to survive through the storm. VCs are certainly looking at this before investing.</li>
 	<li><strong>Valuations are coming down.</strong> Early-stage valuations in Brazil reached astronomical levels in recent years, and now it’s not uncommon to see up to 30 percent cuts. Believe it or not, this could be a good thing for your startup as you can align incentives with your investors and reduce the risk of a down round in later stages.</li>
 	<li><strong>Banks will catch up.</strong> This blue ocean won’t last forever, and open banking will facilitate access to information for all players. Start preparing for what will come after COVID-19, whether or not you work directly with banks.</li>
</ol>
<h2><strong>Accion Venture Lab is here to help the ecosystem grow</strong></h2>
Accion Venture Lab’s mission is to support innovative companies that help the financially underserved. We are always working to grow the fintech ecosystem — even outside our portfolio. This the first in a series of blog posts and webinars we will be hosting in the coming months, made possible by support from FedEx, to help the Brazilian fintech ecosystem thrive through the COVID-19 crisis. We invite you to follow along and <a href="mailto:accionventurelab@accion.org">reach out</a> if there is any way we can support you.

Now is the time for fintechs to accelerate growth in Brazil

R5, a startup providing asset-backed loans and online insurance products to low-income Colombians, is Accion Venture Lab's latest fintech investment

For people in Colombia who are living paycheck-to-paycheck, and particularly the 45 percent of Colombian adults working in the informal economy, financial security can feel unattainable. Helping these groups to strengthen their financial health has always been challenging, but it’s even more difficult as the devastations of the coronavirus pandemic continue to unfold.

Colombia’s fintech sector has the potential to bring much-needed financial security and resilience to vulnerable populations. With its growing number of entrepreneurs, successful startups, and increasing interest from venture capitalists, Colombia has the third-largest fintech sector in Latin America, and it's <a href="/2020-and-beyond-whats-next-for-fintech-innovation-in-latin-america">one of the markets we’re watching</a> at Accion Venture Lab. <a href="https://www.grupor5.com/" target="_blank" rel="noopener noreferrer">R5</a> caught our attention because of their unique model as an asset-backed lender for the underserved. Customers can use their cars and motorcycles as collateral to receive long-term, low-priced loans. The company started by selling online vehicle insurance, which complements their loan product and improves underwriting.

R5 keeps their mission of improving people’s financial health through innovative products at the core of everything they do. The company provides products that meet people’s needs, including longer terms, larger loan sizes, and affordable, convenient insurance, while using data to ensure a responsible use of funds and avoid over-indebtedness. This focus on affordability, accessibility, and sustainability is essential for Colombians who struggle to make ends meet or to find stability in turbulent times.

Just over a year after launching, R5 has built a strong team culture, driven exponential growth, laid out an ambitious product roadmap, and maintained healthy financials. We are excited to add R5 to our portfolio because they are:
<h3>Helping customers use funds responsibly</h3>
When we look for consumer lenders, we try to find those who go the extra mile and commit to making a positive impact on their clients’ financial health, not only by providing them with a fast and fairly priced product, but also by considering their long-term value to consumers. R5 is highly intentional about lending responsibly and avoiding client over-indebtedness. Although the use of assets as a guarantee improves the financial offer, the company takes all the necessary measures to avoid repossession. During the underwriting process, they carefully track the use of funds and estimate the impact of a new loan on the client to ensure that the loan will be beneficial in the long run instead of burdensome.
<h3>Leveraging new assets for more responsible and affordable financial services</h3>
Formal access to credit in Colombia, as in most of the emerging markets where we work, is strikingly low. R5’s target population finds it extremely hard to access long-term, affordable funding. Short-term loans from credit cards for the employed and payday loans for informal workers can help people manage their monthly cashflow imbalances, but the high costs can trap people in debt. R5 is improving their clients’ financial options by using their vehicles to offer larger loans at lower rates and longer tenors, helping them consolidate more expensive debts, face unexpected life events, and secure working capital for their new and existing businesses.
<h3>Designing a holistic set of financial products for the underserved</h3>
In its mission to increase financial inclusion in Colombia, R5 is providing a suite of financial products to underserved people. Beyond loans, the company offers vehicle insurance policies through a seamless digital process. Their unique machine learning risk model allows them to price their policies significantly below the competition. Their success with this insurance product is leading the company to develop other innovative policies for an unserved population that has otherwise limited options in the market. By lowering prices and improving products, R5 provides its clients with better coverage and improves the low-income population’s access to insurance.
<h3>Doubling efforts during the COVID-19 crisis</h3>
Colombians without financial safety nets, like many workers in the informal economy, are particularly vulnerable to the economic impact of Colombia’s lockdown measures to contain the outbreak. Those without formal employment don’t have the luxury of remote work or job protections that others enjoy. As soon as the coronavirus crisis started, R5’s team stepped up to help this population by:
<ul>
 	<li>Accelerating development of a lending product for motorcycle delivery drivers</li>
 	<li>Working to expand its insurance offerings through a fully digital, low-cost medical assistance service</li>
 	<li>Developing tools and resources to support the financial health of Colombians</li>
</ul>
During extreme situations like this pandemic, companies can show their true commitment to their mission, and we are thrilled to see that R5 continues innovating to support those in need.

Through its innovative and affordable products, R5 is opening new opportunities for many lower-income Colombians. We’re extremely excited to be partnering with R5 and look forward to supporting the team not only in Colombia but also as they expand through Latin America with their unique value proposition.

Fintech makes financial stability attainable for low-income Colombians

Accion Venture Lab’s new Investment Officer for Latin America looks at impact investing and tech trends in the region


Since the launch of <a href="https://www.accion.org/how-we-work/invest/accion-venture-lab">Accion Venture Lab</a>, we always knew <a href="https://www.accion.org/regions/latin-america-caribbean">Latin America</a> was a critical region in our quest to find the most promising companies that can shape a new reality for the underserved. We were early investors in the leading small business lender <a href="https://www.accion.org/konfio-innovates-in-digital-lending-for-mexican-msmes">Konfio</a>, inventory financing provider<a href="https://www.accion.org/five-small-business-owners-in-mexico-city-share-their-stories"> Tienda Pago</a>, payment solutions provider <a href="https://www.accion.org/accion-venture-lab-marks-second-successful-exit-driving-social-and-financial-impact-from-investment-in-clip">Clip</a>, and alternative scoring platform <a href="https://www.accion.org/fintech-founders-have-a-formula-for-building-financial-health">Destacame</a>, and we continue to look for new and disruptive companies. Last year we raised Venture Lab’s first third-party fund, adding a total of $33M to our assets under management to follow our mandate of being the first institutional investor in groundbreaking early-stage fintech for inclusion companies.

The vast market opportunity and the exceptional entrepreneurs in the region have caught the eye of both local and global investors, pushing <a href="https://news.crunchbase.com/news/as-billions-flow-into-latin-america-its-startup-scene-scales/">venture capital activity to record levels</a> — especially in fintech. As one of the most active seed-stage funds in Latin America, we often partner with prominent local players to co-invest in high profile fintech startups.
<h3><b>Looking for opportunities with an entrepreneur’s eye</b></h3>
As the new Investment Officer for Latin America, I lead deal activity and support our portfolio companies in the region. Before joining the team, I was an investment banker at Lazard’s Buenos Aires office and later left to become an entrepreneur. For the past four years, I was the co-founder of a digital lender for micro, small, and medium enterprises (MSMEs) that used technology to improve underwriting and access to financing for underserved companies in Argentina. As a former entrepreneur, I try to put myself in the shoes of the founders when I am looking at a new investment opportunity or helping our investees with strategic decisions.
<h3><b>Top inclusive fintech trends in the region</b></h3>
Brazil and Mexico have consolidated as the leading entrepreneurial ecosystems in the region and will continue to attract the largest volume of venture capital in Latin America. These, together with the maturing fintech landscape in Colombia, are the markets where we will push harder to grow our portfolio. Although we might also invest in other countries, one thing is clear: we will only engage with companies that are offering truly responsible financial products.

A new generation of startups is rising to join the fintechs already disrupting traditional finance — and they’re all about meeting customer needs more completely. Today, it is not enough to provide services faster than the incumbents, have a better user experience, or acquire clients at a lower cost. We are continuously looking for companies that align with our mission of helping the underserved — those that build great products that don’t sacrifice quality and pricing for speed. As global investors, we follow these criteria in our work around the world, but there are some particular trends we are interested in for Latin America.
<ol>
 	<li><i><b>Holistic approach to MSMEs. </b></i>Serving companies has always presented a more significant challenge than working with consumers. The existence of more than one owner, opaque financial statements, relationships with clients and suppliers, and an overall greater number of variables to analyze, create higher entry barriers and makes it more difficult to work with small businesses effectively. The first generation of fintechs brought some of these barriers down by solving a specific need with technology. Today, with growing competition both from fintechs and traditional players, being a single-product company is not enough. Startups need to offer a complete suite of financial services to be efficient and competitive. We want to help companies that deeply understand the needs of Latin American MSMEs and are building the banks of the future for them — like <a href="https://konfio.mx/">Konfio</a>, which started with unsecured loans and now also offers a credit card, financial education, and insurance products, or <a href="https://www.cora.com.br/">Cora</a>, which is launching a neobank for small and medium businesses in Brazil.</li>
 	<li><b><i>Fairly priced consumer lending. </i></b>The days of high-yield, direct “free credit” are coming to an end as low-entry barriers are increasing competition and pushing default rates and acquisition costs to unsustainable levels. Therefore, business models where the interest rate is the only variable used to control profitability are no longer sustainable. <span style="font-weight: 400;">They put too much pressure on their customers and are already </span><a href="https://www.bloomberg.com/news/features/2020-02-12/tech-startups-are-flooding-kenya-with-apps-offering-high-interest-loans"><span style="font-weight: 400;">in the public eye for causing more damage than helping them</span></a><span style="font-weight: 400;">. </span>We are excited about new, more sophisticated schemes that can offer better pricing for low-income populations by providing a broad product offering that subsidizes loans, or by using new assets as collateral to improve underwriting and lower default rates. Companies like <a href="https://www.grupor5.com/">R5 </a>and <a href="https://www.facio.com.br/">Facio</a> are now providing affordable loans to consumers against their assets or future earnings.</li>
 	<li><i><b>Platform fintechs. </b></i>Big tech companies such as Google or Facebook, and newer, more local platforms like Colombia’s Rappi are playing an increasingly central role in the financial lives of consumers. With millions of users, these <a href="https://www.forbes.com/sites/vikasraj/2019/11/20/platform-fintechs-are-cominghow-should-startups-respond/#15e092af2b0f">companies initially added fintech services</a> to satisfy user needs, but now they’re expanding outside the frontiers of their core business. We want to support companies like <a href="https://zolvers.com/">Zolvers</a> that start as a platform with a clear path to adding financial services or fintechs like <a href="https://www.accion.org/why-we-invested-in-smartmei-in-brazil">SmartMei</a> that leverage the data and users of larger platforms to better distribute their products.</li>
 	<li><b><i>Sophisticated and consumer-centric insurance products. </i></b>There is still a lot of room to grow in insurtech in Latin America. In a market with no clear winners yet, we are glad to see startups working closely with large insurance companies to develop and distribute unique products. Whether specializing in insurance for cell phones, cars, or health care, we are looking for companies, like <a href="https://www.pier.digital/">Pier </a>in Brazil, that don’t just act as a broker or a comparison site but are changing the way insurance products are built, priced, and sold.</li>
 	<li><i><b>Agri-Fintech solutions. </b></i>In a region where agriculture is a significant economic force, <a href="http://www.fao.org/3/CA4076EN/CA4076EN_Chapter2_Latin_American_Agriculture.pdf">driving almost 5 percent of the GDP across these countries</a>, we’re excited to see fintech startups like <a href="https://www.siembro.com/">Siembro</a>, which uses sector-specific data to improve underwriting models and partners with players across the supply chain to provide financial services to the small farmers. We have success stories in our portfolio with companies in other parts of the world, like <a href="https://www.accion.org/for-rose-in-kenya-crop-insurance-is-a-game-changer">Pula</a> and <a href="https://www.accion.org/seeds-fertilizer-mobile-money-kenyan-farmers-get-the-supplies-they-need">Apollo Agriculture</a>, and we are eager to replicate their success with new companies in Latin America.</li>
</ol>
<h3><b>The impact investment scene keeps growing</b></h3>
Financial inclusion is rooted deeply in many Latin American fintech startups who, from the beginning, design their products to address a large underserved or underbanked population. However, there is a growing number of companies that go the extra mile and commit to having a positive impact in society, not only by bringing an excluded population into the financial sector but by doing so in a responsible way.

By offering better pricing, lowering default rates, or by becoming more efficient as they broaden their product offering, companies are favoring their customers and creating a more sustainable business for themselves. It is not a coincidence that that innovation-focused events are taking place in this vibrant regions for venture capital: <a href="https://www.finnovista.com/finnosummit/">Finnosummit</a> consistently brings together top fintech and insurtech entrepreneurs to meet with financial entities and international investors, and <a href="https://www.inversiondeimpacto.org/">FLII</a>, which also covers other impact areas such as energy and education, is celebrating its tenth annual edition this year. As I step into my new role at Venture Lab, I’m excited to help drive transformation in this dynamic market and accompany startups as they grow to become a new and more responsible generation of leading fintechs.

Federico Gomez Romero

Latest by Federico Gomez Romero

Sign up to receive emails