A B2B payments provider gets a new bank partner


A rapidly growing venture-backed B2B payment provider needed to select a new bank partner. Glenbrook was asked to manage the end-to-end process from requirements development to vendor selection.


We applied our tested process for vendor selection, working collaboratively with the provider’s founders and technologists to craft a comprehensive set of requirements. We vetted prospective banks, ran a formal RFI/RFP process, and provided input on the benefits and risks of potential bank partners. Our bank assessment involved an evaluation of the following:

  • Appetite for partnership with fintech startups
  • Payment method support (today and in the future), with an emphasis on faster payments
  • Technical capabilities (e.g., APIs, extensibility, third-party software integrations)
  • Business/go-to-market considerations (e.g., ability and willingness to be a strategic partner)
  • Risk appetite (e.g., interest in startup clients, support for FBO accounts)
  • Operational processes (e.g., level of compliance complexity, support for process automation)

In parallel, Glenbrook advised the company on how to enhance its operations and compliance practices as it takes a more active role in the payments value chain.


 Glenbrook facilitated the bank partner selection process. Core deliverables included:

  • Unambiguous bank partner requirements
  • A vetted shortlist of prospective bank partners
  • Thoughtful, targeted RFI documentation with clear positioning for various audiences at banks to facilitate discussions
  • A vendor assessment framework and our evaluation of which partner most aligned with requirements
  • Realistic advice on how the client needed to mature its operations to gain the confidence of bank partners and a game plan to do so
  • Strategic advice in ultimately selecting a bank partner to support continued growth and greater control over the end user payments experience, fulfilling the clients goals

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