Andreas Tietjen in Business Rap

08/06/2026

Fraud, Payment Preferences—and Why Good Risk Management Isn’t a Cost Factor, but a USP

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In the short Business Rap we meet Andreas Tietjen, Commercial Director at Ratepay.

BNPL-Responsibility:
Should we drive growth or make risk management the core of our brand?

A combination of both

“Use risk management as a USP to drive growth.”

Checkout:
Should we consistently use a white-label approach or make the payment provider visible as a trust signal?

White-Label

“End customers' trust in purchase-on-invoice is based primarily on their trust in the product and the merchant. Thanks to Ratepay's pioneering role in security and compliance for merchants, white-label purchase-on-invoice enjoys consistently high acceptance among customers.”

Agentic Commerce:
Should we open up payment options for AI agents early on, or keep the customer journey in human hands?

Both

“Agentic Commerce is becoming increasingly relevant and, in my view, will dominate e-commerce in the future (once all structural and legal issues have been resolved). Nevertheless, the customer journey will remain at the heart of every purchasing process.”

Europe's Payment Sovereignty:
Is WERO a genuine alternative to PayPal and others, or is it just political wishful thinking?

Potential, yes; relevance, not yet

“I am a strong advocate of EPI, and I hope that WERO will become an alternative in A2A payments that is at least on par with it. In my view, it currently still lacks a bit of relevance—specifically, the kind of added value that benefits end customers. However, I am certain that there will be further developments in this area.”

Regulation:
CCDII: A Source of Confidence or a Stumbling Block for BNPL?

Anchor of Trust

“CCDII was enacted to educate customers and protect them from excessive debt. This definitely adds value in terms of trust and security, so in the medium term, it will serve as an additional anchor of trust, strengthening acceptance of and confidence in BNPL and driving growth for merchants. It is important that merchants do not face overregulation, which is very complicated to implement.”

AI in Payments:
A breakthrough in fraud prevention, or an arms race with clever attackers?

Continuous improvement is crucial

“Fraud will always be a cat-and-mouse game. That’s why it’s important to constantly work on new models and make use of all available technologies. It’s worth noting that Ratepay has been relying on LLMs for 10 years and has been continuously refining them. This is the only way we can consistently keep fraud at a very low level.”

Payment-Mix:
Should we cast a wide net or focus strictly on the essentials?

Broadly diversified ...

“... as long as it’s relevant to the customer. Studies show that the lack of preferred payment methods is responsible for a large proportion of abandoned carts.”

B2B Purchase on Account:
Serious competition for traditional trade credit, or a niche market for SMEs?

Definitely competition...

“... because B2B invoice financing represents an evolution of traditional trade credit. By involving a professional payment service provider, default risks are reduced and costs for the merchant are optimized, particularly when offering discounts. In addition, the payment process for the customer is made more efficient through improved communication and flexible payment options."

Local with locals:
Defend local payment preferences or establish pan-European standards?

Both

“It is crucial to understand customer preferences and develop solutions based on existing problems. In my view, relying solely on standards and trying to ‘push’ customers toward a particular solution is the wrong approach. Bizum in Spain, P24 in Poland, and purchase-on-invoice in the DACH region will continue to be highly relevant in their respective regions.”

Fintech Role:
A revolution against the established financial players... or an evolution within the ecosystem?

A centralized ecosystem

“Fintechs are filling the gaps that banks, due to their size and structures, cannot—and in some cases are unable to—address. Although most fintechs are disrupting an industry dominated by banks, this is ultimately a natural evolution that can also be observed in other sectors, including InsurTechs, HealthTechs, and BioTechs.”

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Fraud, Payment Preferences—and Why Good Risk Management Isn’t a Cost Factor, but a USP

BNPL-Responsibility:
Should we drive growth or make risk management the core of our brand?

A combination of both

Checkout:
Should we consistently use a white-label approach or make the payment provider visible as a trust signal?

White-Label

Agentic Commerce:
Should we open up payment options for AI agents early on, or keep the customer journey in human hands?

Both

Europe's Payment Sovereignty:
Is WERO a genuine alternative to PayPal and others, or is it just political wishful thinking?

Potential, yes; relevance, not yet

Regulation:
CCDII: A Source of Confidence or a Stumbling Block for BNPL?

Anchor of Trust

AI in Payments:
A breakthrough in fraud prevention, or an arms race with clever attackers?

Continuous improvement is crucial

Payment-Mix:
Should we cast a wide net or focus strictly on the essentials?

Broadly diversified ...

B2B Purchase on Account:
Serious competition for traditional trade credit, or a niche market for SMEs?

Definitely competition...

Local with locals:
Defend local payment preferences or establish pan-European standards?

Both

Fintech Role:
A revolution against the established financial players... or an evolution within the ecosystem?

A centralized ecosystem

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Fraud, Payment Preferences—and Why Good Risk Management Isn’t a Cost Factor, but a USP

BNPL-Responsibility: Should we drive growth or make risk management the core of our brand?

A combination of both

Checkout: Should we consistently use a white-label approach or make the payment provider visible as a trust signal?

White-Label

Agentic Commerce: Should we open up payment options for AI agents early on, or keep the customer journey in human hands?

Both

Europe's Payment Sovereignty: Is WERO a genuine alternative to PayPal and others, or is it just political wishful thinking?

Potential, yes; relevance, not yet

Regulation: CCDII: A Source of Confidence or a Stumbling Block for BNPL?

Anchor of Trust

AI in Payments: A breakthrough in fraud prevention, or an arms race with clever attackers?

Continuous improvement is crucial

Payment-Mix: Should we cast a wide net or focus strictly on the essentials?

Broadly diversified ...

B2B Purchase on Account: Serious competition for traditional trade credit, or a niche market for SMEs?

Definitely competition...

Local with locals: Defend local payment preferences or establish pan-European standards?

Both

Fintech Role: A revolution against the established financial players... or an evolution within the ecosystem?

A centralized ecosystem

Call4Experts

Events

“Between the Energy Transition and the Pressure to Deliver”

“You don't talk about money”

More Insights

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BNPL-Responsibility:
Should we drive growth or make risk management the core of our brand?

Checkout:
Should we consistently use a white-label approach or make the payment provider visible as a trust signal?

Agentic Commerce:
Should we open up payment options for AI agents early on, or keep the customer journey in human hands?

Europe's Payment Sovereignty:
Is WERO a genuine alternative to PayPal and others, or is it just political wishful thinking?

Regulation:
CCDII: A Source of Confidence or a Stumbling Block for BNPL?

AI in Payments:
A breakthrough in fraud prevention, or an arms race with clever attackers?

Payment-Mix:
Should we cast a wide net or focus strictly on the essentials?

B2B Purchase on Account:
Serious competition for traditional trade credit, or a niche market for SMEs?

Local with locals:
Defend local payment preferences or establish pan-European standards?

Fintech Role:
A revolution against the established financial players... or an evolution within the ecosystem?