At Money20/20 Europe 2025, Cecilia Tamez, Chief Strategy Officer at Dandelion, joined the panel “How to Create and Leverage FinBank Partnerships,” which explored the evolving dynamics of partnerships between fintechs and banks. The discussion highlighted a significant shift in how financial institutions and fintech companies collaborate, with successful partnerships increasingly built on shared objectives, robust governance structures, and a clear understanding of both technological integration and regulatory requirements.
Moderated by Calypso Harland of Fintech Fringe, the session featured perspectives from Jenni Himberg-Wild (Barclays), John Power (Fiserv), Alex Johnson (Nium), and Cecilia Tamez (Dandelion).
Alex Johnson of Nium reflected on how far the industry has progressed. Five years ago, conversations often focused on whether fintechs and banks were friends or competitors. Today, that question feels largely irrelevant as both sectors recognize the necessity of working together. Across the panel, there was consensus that partnerships are no longer optional but are central to the strategies of both fintechs and banks.
Several speakers highlighted the importance of establishing clear alignment at the start of any partnership. John Power of Fiserv observed that, “Partnerships need to be based on a shared vision and shared opportunity.” He emphasized the role of structured governance in ensuring the ongoing health of these relationships, advising partners to, “Ensure there is a governance model to measure the KPIs of the partnership and adjust later if needed.”
Jenni Himberg-Wild of Barclays spoke about the practical realities of partnering with banks. She stressed that, “banks are not great as beta testers,” explaining that fintechs should ensure their products are well-developed and ready for scale before approaching potential banking partners. For banks, unproven technology introduces too much risk, both operationally and reputationally. Himberg-Wild emphasized the importance of patience and the ability for fintechs to clearly articulate their value proposition quickly, ideally in thirty seconds or less, to engage the right stakeholders within a bank.
Cecilia Tamez, Chief Strategy Officer at Dandelion, highlighted the importance of fintechs adapting to both the risk tolerance and technological environment of their banking partners. She emphasized that, “meeting banks at their risk tolerance is incredibly important.”
Equally critical, according to Tamez, is the need for fintechs to meet banks where they are from a technology perspective. At Dandelion, the initial focus was on building a modern API to enable seamless connections for partners. However, Tamez explained that the team soon encountered banks whose existing systems could not easily support such integrations. To address this, Dandelion developed alternative connection methods, including options for integration via FTP file uploads or SWIFT payment instructions. These solutions ensure that partners can engage with Dandelion regardless of their current technological capabilities.
Another key theme that emerged from the panel was the necessity for fintechs to prioritize compliance from the very beginning of any bank partnership. Banks are unable to take regulatory risks with unproven partners. The operational and cultural maturity of a fintech is often a decisive factor in the success of these collaborations.
Ultimately, the discussion reflected a broader trend within the industry. Partnerships between fintechs and banks are becoming more pragmatic, performance-focused, and integrated into each party’s long-term strategic plans. As fintechs continue to mature, and as banks look to enhance their offerings with innovative solutions, the foundations are in place for deeper, more effective collaboration, provided both sides are willing to meet each other halfway.
