In a payments landscape defined by rapid innovation and rising expectations, mid-sized financial institutions face a critical choice: evolve or risk irrelevance. I recently sat down with Randy San Nicolas, CEO of Braid, and Daryn Barney, ETA-CPP, founder of Role FinTech Partners, to unpack the myths, mindsets, and missed opportunities that keep community banks stuck—and how they can break free.
The message was clear: mid-market institutions aren’t behind. They’re closer than they think.
Silos Are Self-Imposed—and Breakable
Internal silos—between departments, data, and decision-making—are one of the biggest barriers to innovation. But as Randy points out, many of these limitations are mental, not technical. If a community financial institution’s entire worldview is reduced to the core vendor’s roadmap, it means they can’t look beyond that.
FinTechs emerged because core vendors couldn’t keep pace. That doesn’t mean banks are out of the game—it means they need to rethink how they play it. Breaking silos starts with stepping outside familiar processes and exploring new partnerships.
Community Banks Have What FinTechs Don’t
Stripe’s move into stablecoin accounts isn’t just a tech story—it’s a strategic challenge. It targets business customers that banks have historically served. But as Daryn emphasizes, banks have something Stripe doesn’t: trust, regulatory access, and deep community roots. Stripe is powerful, but it loses the relationship and trust equity that banks bring to the table.
Banking charters, compliance frameworks, and decades of community investment are competitive advantages. The key is using them strategically—not defensively.
You’re Closer Than You Think
A powerful insight from this conversation is that banks are already doing more than they realize. ACH operators and wire specialists often have technical expertise that rivals venture-backed startups. The difference is mindset. There’s a moment when banks go through this demystification process - and at the end they go, ‘Wait a minute, we’re already doing this.’
Starting with existing strengths—like treasury services or merchant acquiring—can create momentum. Success builds confidence. Confidence builds capacity.
Leadership Is the Real Differentiator
Technology isn’t the barrier. Leadership is. Randy and Daryn emphasize that transformation starts with taking inventory of internal capabilities and inspiring teams to think differently. Banks already have the charter. Banks already have the keys to the kingdom. Now it’s a question of does the leadership team have the stomach to level up?
The first step isn’t looking outward—it’s looking inward. Many institutions already have team members exploring new technologies on their own. The opportunity is to harness that curiosity and build a culture of thoughtful risk-taking.
Build a Strategy That Reflects Your Mission
The most successful institutions aren’t chasing trends—they’re building strategies rooted in their mission and community impact. Randy and Daryn help banks develop growth plans that align deposit growth, fee income, and FinTech partnerships with long-term goals. Make the next chapter of the bank just as exciting as the chapters which preceded it.
Whether it’s integrating with platforms like Braid or launching crypto initiatives, the goal is to create a playbook that’s practical, scalable, and aligned with regulatory expectations.
The Bottom Line: Disruption Is Inevitable—Irrelevance Isn’t
The payments landscape isn’t waiting for anyone to catch up. But mid-market institutions are uniquely positioned to lead—if they choose to lean in. There is a magical moment right now in front of mid-size institutions. The question becomes: are you willing to make the leap?
Whether it’s breaking down silos, building strategic partnerships, or simply starting the conversation, the first step is to stop waiting—and start moving.
Listen to the full interview with Randy San Nicolas and Daryn Barney, ETA-CPP on the Wrestling Payments Podcast: Breaking the Silo Surface – Uncovering the People-Powered Currents of FinTech Strategy.
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.