In a financial landscape dominated by mega banks and fast-moving startups, small institutions often feel squeezed out. But North Bay Credit Union is proving that size doesn’t define success—strategy does.
I recently sat down with North Bay Credit Union CEO Chris Call, along with Randy San Nicolas, from Braid and Daryn Barney, ETA-CPP from Role FinTech Partners, to unpack how a $150 million credit union became a global FinTech sponsor processing nearly $1 billion in monthly transactions. The story is a blueprint for how community institutions can compete—and lead—in the modern payments ecosystem.
Cannabis Banking Built the Foundation
North Bay’s journey into FinTech sponsorship didn’t start with flashy tech—it started with compliance. The credit union leaned into cannabis banking, building a robust regulatory infrastructure to serve operators in Northern California. That experience became a launchpad. “We had to either innovate or be merged out of existence…Cannabis banking forced us to build deep compliance expertise, and that opened the door to FinTech sponsorship,” said Chris Call.
FinTechs serving cannabis operators needed sponsor banks to access the Federal Reserve. North Bay was one of the few institutions willing—and able—to step in.
Internal Buy-In and Regulatory Alignment
Sponsor banking isn’t a light lift. Chris admitted that his team was initially hesitant. But they approached the challenge the same way they tackled cannabis: dig in, learn fast, and build a program that works.
“Our team was overwhelmed at first… but now they’re confident. We worked with regulators, built the infrastructure, and made it happen,” said Chris.
North Bay’s board was supportive from the start, recognizing that risk tolerance and mission alignment were key to long-term survival.
Technology Partnerships Enable Scale
Processing nearly $1 billion monthly isn’t something most small institutions can do alone. That’s where Braid came in. Randy San Nicolas emphasized that the partnership wasn’t just about tech—it was about shared vision.
“Chris and his team had a deep vision to own the process. That alignment made the partnership click,” said Randy.
From first contact to implementation, the partnership came together in just two months. Braid’s platform enabled North Bay to scale operations without building everything in-house.
Global Reach, Local Roots
Today, North Bay sponsors FinTechs across Asia, Europe, South America, and Canada. They’re exploring stablecoin and digital asset opportunities, positioning themselves ahead of the curve.
“We’d rather be the lead dog than chase the pack,” acknowledges Chris.
The credit union’s success shows that small institutions can serve global markets—if they’re willing to act boldly and build smart partnerships.
A Model for Others to Follow
Daryn Barney sees North Bay as a model for other institutions. The demand for sponsor banks is growing, and there’s a shortage of partners who “get it.” North Bay’s story proves that credit unions can fill that gap.
According to Daryn, “There’s an undersupply of banks that understand FinTech needs. North Bay is showing the industry what’s possible.”
Whether it’s fee income, deposit growth, or strategic relevance, FinTech sponsorship offers community institutions a path forward.
The Bottom Line: Act, Don’t Wait
Technology is accessible. The opportunity is real. And the time to act is now. You don’t have to build a billion-dollar business. You just have to build a decent one—and that starts with action.
North Bay Credit Union didn’t wait for permission. They built a strategy, found the right partners, and leaned into their strengths. The result? A small institution swimming with giants—and thriving.
Listen to the full interview with Chris Call, Randy San Nicolas, and Daryn Barney, ETA-CPP on the Wrestling Payments Podcast: Swimming with Giants – Proving Size Doesn’t Define Success in FinTech Waters.
Continue the conversation at the 2025 Future of Payments Symposium. View the full agenda.
NEACH - New England Automated Clearing House Association is a neutral, member-focused advocate. Our role is to give you the intelligence, context, and connections you need to make informed strategic decisions. We bring together industry leaders, policymakers, and innovators so you can evaluate innovation through the lens of your institution’s mission and market strategy.
NEACH launched the FinTech Inclusion and Exploration Initiative to help members harness the power of FinTech partnerships. It began with our Payments Program & FinTech Relationship Survey and now continues with the release of our FinTech Shark Week podcast series. We’re keeping the conversation going at our upcoming Future of Payments Symposium.