In an era where financial institutions are under pressure to modernize and monetize, FinTech partnerships are no longer a fringe strategy—they’re a frontline opportunity. I recently sat down with Scott Goldthwaite, founder of FinTech Futures and NEACH board member, to explore how banks can turn FinTech collaboration into a revenue-generating engine. From faster payments to cross-border transactions and even AI-powered automation, Scott laid out a roadmap for financial institutions ready to move beyond hesitation and into high-impact innovation.
Fee Income Starts with Strategy
The first step, Scott emphasized, is mindset. “It’s really up to the bank to have a strategy and a plan to enhance their transaction fee income.” Whether through issuing, acquiring, or sponsoring payment rails like ACH or RTP, banks must proactively define their role in the ecosystem. That means understanding both inbound and outbound money movement—not just siloed services.
FinTechs need banks to operate. Without a chartered institution, they can’t move money, hold funds, or launch products. Yet only a few dozen banks in the U.S. actively partner with FinTechs. That’s a missed opportunity, especially when transaction-based revenue can be both immediate and scalable.
Plotting the Break-Even Point
One of the biggest barriers to entry? Cost. Nearly 60% of participants in NEACH’s Payments Program & FinTech Relationship Survey cited implementation and monitoring expenses as their top concern. But as Scott pointed out, that concern often stems from a lack of clarity around revenue potential.
Banks must calculate transaction thresholds—how many transactions are needed to offset compliance costs, staffing, and tech investments. Whether it’s earned wage access, embedded finance, or push-to-card disbursements, each model has a break-even point. Once that’s understood, partnerships shift from speculative to strategic.
Money Movement: Think Holistically
Successful FinTech partnerships require more than just a single-use case. They demand a full-cycle infrastructure: receiving, holding, and sending funds. Scott urged banks to avoid narrow thinking—don’t just choose issuing or acquiring. Instead, build a suite of services that makes your institution indispensable.
This is especially true in embedded finance, where FinTechs may need virtual accounts, sub-ledgers, and real-time disbursement tools. Banks that can offer a flexible, end-to-end solution become sticky partners—not just service providers.
Faster Payments Need Vertical Focus
Unlike ACH, which serves broad use cases, faster payments like RTP succeed when targeted at specific industries. Payroll, insurance, and peer-to-peer payments are prime examples where immediacy adds value—and customers are willing to pay for it.
Scott likened it to the FedEx model: “If you want it tomorrow morning, that’s free. If you want it by end of day, that’s $5. If you want it right now, that’s $20.” Banks can monetize urgency by offering tiered pricing and analyzing their own ACH data to identify verticals with high potential.
Cross-Border Payments and the Stable Coin Horizon
Surprisingly, NEACH’s Payments Program & FinTech Relationship Survey revealed many institutions expressed interest in cross-border payments—a space traditionally seen as high-risk. Scott cautioned that while the opportunity is real, it requires advanced KYC, FX capabilities, and fourth-party due diligence. Still, with the rise of global commerce and remote work, B2B cross-border payments are poised for growth.
And then there’s the next frontier: stable coins and agent AI. Within 18 months, Scott predicts that programmable money and autonomous negotiation agents will reshape how transactions occur. “Agent AI combined with stable coins are gonna make that process work while we’re asleep,” he said. Banks that start exploring now—through manageable partnerships—will be ready when automation becomes the norm.
The NEACH Advantage
Scott also emphasized the role NEACH plays as a neutral, strategic partner. With a growing network of FinTechs, third-party providers, and financial institutions, NEACH offers the intelligence and connections needed to evaluate opportunities through the lens of each institution’s mission.
Whether it’s attending the Payments Management Conference or the Future of Payments Symposium, NEACH members have access to the tools and conversations that drive real transformation.
Final Takeaway: Start Small, Think Big
Scott’s closing advice was simple: “Dip your toe in and see what happens.” With the right strategy, the right partners, and the right mindset, FinTech partnerships can unlock new revenue streams, deepen customer relationships, and future-proof your institution.
Listen to the full interview with Scott Goldthwaite on the Wrestling Payments Podcast: Revenue in the Water – Turning FinTech Strategy into Profit.
Continue the conversation at the upcoming 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.