Describe how you came to OpenWay and what your responsibilities are now. How does this differ from your previous roles?
Before joining OpenWay, I had been deeply involved in IT solutions for the financial sector. My experience in client and delivery management gave me a well-rounded perspective on banking operations, covering areas such as mortgages, compliance, finance, and payments. I had the privilege of leading several groundbreaking initiatives, including the creation of Jiffy, one of the first real-time account-to-account mobile payment systems in 2014. I also worked on blockchain projects and other cutting-edge payment innovations. In 2017, I began working closely with Nexi, engaging with top management and building strong relationships with many of their key leaders.
During this time, I became impressed by OpenWay, a strategic partner of Nexi Group. The company’s global presence and its platform Way4, ranked first worldwide, the focus on cutting-edge payments solutions, and its bold, forward-thinking approach were very compelling. OpenWay’s ability to integrate global best practices with local expertise resonated with me. It felt like the perfect fit for my vision of bringing innovative, adaptable solutions to the Italian market.
As Managing Director of OpenWay Italy, my role encompasses three main areas:
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Business Relationship Management. This is a dynamic and varied responsibility, involving close collaboration with our clients in developing their initiatives. They are convinced that the choice of Way4 is not just a technical decision but a strategic move for growth. This continously reaffirms our commitment to support them expanding their business. It’s not just about delivering full solutions made of products and services—it’s about contributing to their overall success in the market.
- Cultivating intellectual capital. Our teams are our most valuable asset. At OpenWay Italy, we have both project delivery and after-go-live support. Different teams have different needs, so for me, their well-being, morale, and professional growth are constant priorities to maintain retention.
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Managing the company operations. Last not least, I ensure that OpenWay Italy complies with local laws, handles its financial and administrative responsibilities, and operates smoothly as a business.
In my previous professional experience, my work revolved around system integration. In this context, the focus was on assembling the best available solutions from various vendors in the market, based on the client’s needs, and delivering a quality product on-time and on-cost.
The transition to a product-focused proposition like OpenWay’s presents a different challenge: maximizing the value that Way4, our top-ranked payment platform, delivers to clients. This shifts the focus on providing exceptional professional services around a market-leading product, ensuring sustained value for our clients for every stage of their journey. From the initial discovery of requirements and solution design, to the implementation phase and ongoing production support with our global network, our commitment to excellence is unwavering. The strong reputation of the Way4 platform stands as clear proof of this dedication.
What is OpenWay’s unique value proposition to Italian payment businesses?
OpenWay’s value proposition lies in the versatility and scalability of our Way4 platform. Technically, the platform is designed to cater to the diverse needs of payment players, whether in acquiring, issuing, fleet management, or other payment services. Its ability to scale seamlessly and effectively makes it attractive to both small, ambitious organizations and large, established players. Way4’s core concept is robust and has earned recognition from leading payment providers globally, including Nexi Group here in Italy.
In view of Way4’s value to the market and OpenWay’s renowned ability to deliver, even under the the most challenging of conditions such as the COVID-19 pandemic, and given also our success in partnering with Italian payment institutions, we made the strategic decision in 2022 to establish a dedicated local team. It is composed of a balanced mix of profiles and expertise, seamlessly integrated with OpenWay’s global network of experts—the embodiment of our “GLOCAL” approach. A local presence helps remove language barriers, which are often a significant obstacle to team efficiency and interaction.
In summary, we are close enough to care deeply and broad enough to respond to any challenge. After more than two years of OpenWay’s presence in Italy, I can confidently state that this approach works: a conclusion not based on opinions, but on tangible results and feedback we have gathered over time.
Carlo with OpenWay colleagues Anton Klimov and Leidi Turatti at Il Salone dei Pagamenti
What is the key to success in partnerships with Italian organizations?
Mutual trust is the key to all successful partnerships, and it is central in my approach as a Business Relationship Manager. To cultivate this trust, we focus on shared objectives as true partners rather than limiting the relationship to a mere customer-vendor dynamic. This means deeply understanding our client’s mission, market positioning, technological context, delivery processes, and business priorities. We then tailor our approach to align with these specifics. Throughout this, what remains unchanged is OpenWay’s proven methodology—our way of delivering solutions, which is the result of years of experience managing mission-critical, international projects in the payment solutions industry.
An example of these principles in action is our response when a project faces issues or risks. We communicate all the relevant information clearly, sharing what is needed to define the issue, its root causes, and potential solutions for fixing or mitigation. These solutions may involve contributions from both parties. This openness builds trust and ensures that both organizations focus on solving problems effectively. By working collaboratively and with sensitivity to local nuances and culture, the OpenWay team creates a strong foundation for the success of all initiatives.
Ultimately, OpenWay’s unique value proposition in Italy combines the robust capabilities of the Way4 platform with a steadfast commitment to local presence, supported by the expertise of our international network of experts, all grounded in a partnership-driven approach.
OpenWay is the only best-in-class provider of digital payment software solutions, and the best cloud payment systems provider as rated by Aite and PayTech. OpenWay is a strategic partner of tier 1/2 banks and processors, fintech startups, and other leading payment players around the globe. Among them are Network Int. and Equity Bank Group in MENA, Lotte and JACCS in Asia, Nexi and Finaro in Europe, Comdata and Banesco in Americas, and Ampol in Australia.
