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FinTECHTalents 2021
March 24, 2021, Online, USA
FinTECHTalents 2021
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Fintech Talents North America - Bringing a Neobank to market
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About the talk

Topic: FinTech

About speaker

Nate Gruendemann
CEO at Challenger

I believe financial opportunity should be available to everyone. I work with incredible people to create financial products and services to level the playing field. In banking, Challenger powers employer-sponsored financial products to America's workforce. In housing and wealth creation, BoardRE (rebranded as Accept.inc) buys homes for people that need a mortgage to unlock homeownership to those who need it most.

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Hello and welcome everyone back to the main stage. I'm just lonely. And this is a great panel and we're looking at bringing a Neil Bank to Market in. This is a really interesting session because it brings together a myriad of players that have all played a part in this journey about improving banking for everyone. We've got Lending Club Bank, which is formally radius Bank treasury Prime and the neobank Challenger. So they're all going to sit down and have a bit of a discussion and walk us through this journey that they've all been through. Before I start with a pan and get everyone to

introduce themselves, everyone watching here. If you have any comments or questions for the panel, please on the right hand side of your screen, go to the stage chat and type in any questions or comments you have and I'm sure the speakers will be more than happy to interact with you. Talk about this story on this journey of these three players and their banking Journey here in the US. So as a way to kind of introduce themselves to you and also give some highlights insights about their role in this story. I'm going to, I'm going to go to the line and have them tell you who they

are and they're, they're sort of their, their path and their place in this narrative. So I'm going to start off with Chris Tremont. Everyone, my name is Chris Tremont work, at Lending Club. Formerly, radius Bank head up what we call the the virtual bank has been with the company about 12 or 13 years. And from my perspective was fortunate enough to join up with a CEO on a team early on as we were thinking about how to acquire customers, consumers small businesses in a way that was different from

building physical branches. And so we set out on this path over a decade ago to provide excellent product, great technology, and customer service all through digital channels. And so that's been a little bit from where we started 10 12 years ago and built it out over time. I'm said to ourselves few years ago that we were going to work with bendpak versus maybe some of the larger big tech companies and that's how we I got them. Christine and some other folks along the way. And then Nate a challenger, you know, here we are today fast forward a few years in the bank

as a service game. So that's a very abbreviated version of a sort of our journey began. You're not happy to be here and look forward to getting into it further. Excited. Thank you, Chris. I'm going to pass it over to Nate from challenger. Please introduce yourself to everyone. I'm Nate the CEO. And co-founder Chandler Challenger is a neobank for employers to sponsor. Fantine savings for their face. So where we were trying to rethink the user acquisition and monetization Neil making so that lower-income Americans have access to financial services

that are stuck wide by their employer, believe the primary driver of consumer Behavior around. People's finances is trust or Alaska. And so we got a channel to the purchase information stations, but haven't actually built enough. Trust in the yard providers to switch. So hopefully this is a simple premise that were working on. If your employer pays you or pays your bank see these for you, then there's probably not a catch. So we are working on employers monster Financial Services firm place. Excellent. Thank you very much.

And end. This panel is blessed with, not one, but two Chris's. So I'm passing it over to Chris Dean now, to introduce yourself. I thank you. I am Christine. I'm on the founders and I'm the CEO of treachery Prime. Treasure crime is a technology provider that connects people like there's too much Banks and two people like me in the Challenger like this is our world where that, where the glue that holds us all together. There can be significant technical challenges. Interesting regulatory challenges to connect a bag and we

exist to make that as soon as easy as possible. Excellent. Thank you. Chris Berry much. Okay, great. We're going to, we're going to start laying out this story for all of you. So, I'm going to start my first question to go to Chris Tremont. What was your path to becoming a fence. Bank? Yeah, you know, Liz be in the introduction. Been a bit of a journey for us and I sent it. It started probably six seven years ago where we started to see some of these more Nimble fintech type companies

coming on. And we had the approach that probably more prevalent today than it was six seven years ago, but that Banks and fintech could more working together as friends. Then I suppose, you know, that used to be the topic of a many, a panel at the time of fintak, you know, is it, is it good or bad for Banking and, and we took the Approach at radius Bank back, then. We were going to get to where we needed to go faster by working with intact. And so we dabbled in it early. 2013 14 15. I'm

sponsoring a couple of Bank program and really saw it as a way to boost acquisition efforts with the bank as well as Advance our technology. And I say, where things really started to accelerate was probably 2016/2017. We welcomed in some new private Equity owners of the company a new board and they really got behind this vision of a true digital bank. And so with that started the build-out to team and put together what we called a three or four-year product roadmap. It was the first time

that the company we never done it and we started by putting the customer at the center. And we said, what did the T or C or the company needs and we built Around it. And one of the things that we did as a smaller Community Bank, at the time, was at Bankers, have a propensity to say I need to start with my poor banking. System is Antiquated. I I need to fix it. We stepped back and said we're going to leave the corps as it is and we're going to build around it to help dry better client experience, and battle results for

the bank. So we are kind of like in startup mode and when it does this, when you're start up it's about how do you acquire clients at the right, you know the right levels. How do you maintain it at the right levels? Grow deposits for us. So, we did kind of companies that were more called you to be focused that can help us get there. There be protest on opening account management, data management, kyc all. That's why we put this world back together and along the way.

We are fortunate enough to answer a phone call from from Christine, about 3 years ago. I had an idea for a company and we said, we have a we have a use case for you and Phil are two teams hooked up together and got a platform live for small businesses on Durrett technology about the summer 2018 and at that moment or shortly after Chris. And I and our teams looked at each other and said, you know, there's more to this than just may be the one application we built so far, and we stroll, and strategic

connections, and both companies have been talking to fintech in and around this base. And and we said to each other, let's build a banking as a service platform that can really help finding text deliver on their goals and objectives for radius. It was about how do you how do you acquire? Appliance in deposit, mainly, you know, from a bank perspective. And and that's what we thought out to do. And over time, I've ever brought in a couple of other new partners along the way to feel bad, but it started to gain momentum over the last two or three year, really. Starting to hit its

stride. I mean, even pre-pandemic, I mean there were Tailwind push an end now for more digital but it was really the last 2 years that we saw that the strategy really come to light bulb in our direct Bank in are in Direct Banking as a service Channel, picking up to and get to meet great folks like Nate along the way in helping helping the power then. And so that was the other abbreviated version of how we got here over a decade. And, you know, we were fortunate enough to put together a team in a good program and we knew it belonged in a larger infrastructure. So excited to be one of the

first ever. You don't spin truth in Tech Marketplace Bank when he was brought radius than Lending Club together to form. Lending Club Bank as of last month. February 1st, though, as well, become independent bank, and you perfectly cute up my next question because I want to speak to the person who made that phone call. Christine, you know, what is what was your role in this partnership? I certainly made the phone call. That was an important piece. So my journey very briefly is

that I was at Silicon Valley Bank, Barclays company and we saw that there was a real need for on the context. I like people like day to really connect with the bank. And so we created treasury Prime be that technology layer that can connect to fintech to a bank and back then like like 3 years ago. I know, we said to ourselves. It's like 5000 bags. Surely. We can find one that, you know, is a good partner, as a customer focus, like we are and I think it was possible. I tell you. I mean, 48 phone calls before Chris and TripIt Versa grass and it was not easy.

I think that's saying that we do that. So interesting. Is that we make it. So it's easy for the bank and the fintech to talk to each other. It's this this role. It is super important and critical for most context. The single most important partner they have is the bank and Being able to automate that relationship so that the business can keep running as a business cuz both of these. But the bank is a business and challenges business. What we do is make to set automatic the whole system so that everyone can just get on with the business of

you know, Nate has, you know his employers and you know, please I need to use the app, you know, Chris has to make sure that all the regulatory parts are handled correctly. That the deposits are good and everything, safe and operationally that just continues to shine and they both on the great job and happy that we can provide a small part of me. Excellent. Thank you. And I'm going to go on to that the third part of the store. I'm going to go into Nate. I mean, I've I've seen you quoted as saying that Challenger jumped at the opportunity to work with treasury Prime and lending the bank. So

I just want to ask you why why did you jump at the opportunity? And ultimately we know how important Partnerships are send text to do, what we do alone and it's best to work with with companies are partners that really get it. So I lost the four main priorities we had when looking for a bank in infrastructure partner and specifically, I think we wanted. We wanted first wanted Modern robust technology and this is really to help us accelerate our pasta market. We didn't want to have

to build everything. Do we really want to work with Ray teens? And that means being encouraging and flexible. So our products are first-of-their-kind and we partner that wasn't afraid of It was important to have a business relationship that really made sense on day one and its scale. And I think for a lot of bass Tenders in, in Bank Partnerships with either one or the other. And lastly, we're looking for really great reputation in the industry by Strega Prime radius Bank in and when the club and Marketa

all really have. So we got lots of options on the market across the Spectrum from the lightweight thinking as a service apis interaction with the bank at all to directing, where we would need to do those, incredible work clothes, ourselves. And ultimately, we want with treasure Prime in and Lending Club because they offer The Best of Both Worlds, with with an API that helped us get market. And that Direct Banking relationship that offers us, flexibility and control on the product side in the long run.

I'm glad you mentioned my cat. I miss that out. I miss that out in that end in my question. And in that part of that relationship, I'm going to move back to it to Chris. I mean, when, when Christine was speaking, he talked a little bit about Dutch Pantry Prime with the blue, and they really should have been able to parties banks in context to speak to each other. But I really wanted to ask you a question. Why did you choose to the treasury Prime as your API provider? You have to get on it. It started from the very beginning as a lot of these

great relationships do around having the right cultural and strategic connections between companies. And we felt that silly with Chris and his team is built out over time. But from the moment, we took that phone call three years ago, you know, we knew they got it and we were just Off to the Races and sort of their approach to I think serving the customer serving the bank and the experience. They had enough of Chris alluded to some of the stuff that they are done. We saw as the way of the future. So weak, we were

aligned there and there was like, quickly after we got our first product to Market, you know, it just mean total steps for us. Chris and team had had an easily connected to our technology. We were both speaking the same language, kind of wanted the same thing. To, in terms of how we were approaching the market looking to grow. I'm talking to the same type companies than from our perspective. We really saw this API banking really is, you know, like almost banking 3.2 or whatever. It was in the future and Chris and his group and started to build it. So yeah, we got to talk to

him talking to a lot of technology companies over that are 3/4 Year. We're building a road map and try to reprime was the one that he don't got it. The most with us and to be able to us to work together with with a tech company to get a product to Market and then the to grow it right versus just talking about. But you do it, you know, we had actual proof that Santa could be done and you know, that gives you real confident in your partner and going forward and said that, that was how we knew it was the right fit from for the bank. I want to

I want to go back to the Nate now. And then if you spoke a lot about, looking for a great, great partners, and great names in the industry in and companies with good reputations to work to work with, I want to look up a little bit about once you find that bank and Technology partner to work with, what can you talk us through a little bit. What the implementation process has been like for you. Yeah, I honestly don't have that much to say they've definitely exceeded. Our expectations, should be fine with it, incredibly easy for both, the core banking peace, as well as the card

after and get the market. And another important thing that I will say that, I think set appointment Monday Club Bank apart, is that we have a Direct Banking relationship. Christine says, it's all the time that context, the runs Are banks. And so having a bank run speed dial is is really important and you think that that's a strategic Advantage for Challenger and Warren. It's it's yeah, it is really great. I think you made a really a really good point there, you know, that, if if, if you have that the last to say about the

implementation process that Nathan. That's so, that's the better as it was a good experience, but about the idea of like working with apis and cloud and and modern technology, stocks his sort of evolved and become more used in the financial services industry over the past decade. And it was for a long time, considered a risk for a lot of banks in a lot of financial services firms is an API orientated cloud-based systems at how much in the North American Market is this still considered a risk for some players? I don't know.

It's a yeah, you know a challenging one to answer I think but you know, I can give you one Bankers perspective and I think there's risk in anything you choose to do, right? It's just how much risk you're willing to accept in and what are the safeguards you're putting in place, and then are executing against the strategy and stand behind. You know, I look at this, though. I firmly believe that, you know, the way you described it fit of a mouthful. But like the API Cloud driven enough data approach, is this started, as I said earlier,

like this Reed auto version of where we're headed if you start of an online banking and it was mobile. And now we're on to the de TI layer that Kristen team or helping to the really champion and push out there in the market. I see that. So, so certainly there. In terms of, from a bank in perspective, maybe it's different types of human capital that your resources that you're putting on your team to help manage this. That understand the data a little bit differently difference of resources. A little bit. Maybe he's been actually speaking

Higher Learning at it, over the long run. If it may be more cost-effective, the rest really? Is it, depending on the Pacific Bank, the risk is not going to be honest with you, in terms of like where things are going and how you stay ahead of it and can meet customers needs. Whether it's your own Direct Customer serving clients like Nate and others that are growing in the context of space that are kind of the word disrupt is overused, but disrupting the traditional banking system, and we're finding

ways to embed finans differently than just coming to Radius Bank website to do so, I think consumers small businesses, even larger companies want different ways to manage a move their money. And that's the kind of stuff the calendars do in the kind of stuff that he's doing. So there's risks if you're not even evaluating it, right? So answer your question, I do think there's there's risk, but there's risk in everything right? Like, no risk. No reward in spats out.

Seem to be, I want to find a date when Cloud was considered a risk for banks. And then now, as you said, it's a risk not to examine cloud and I want to find with it. That Tipping Point. I always like to get gather people's opinion, but I know where the sort of conventional wisdom that is where the winds are blowing. So thank you very much. You mentioned that several times in this discussion about how trashy primarily sits between Banks and spin. Tech companies. What does what what do both sides need to understand about each other?

Christine. Good question. I can't tell you that date. By the way. I know that day when they were going to move to the AWS class and that was like oh this is possible. I was like, you know, right around Chris is making his own. I haven't been that long since you did plan dates coincide, this from the smart and forward-looking Bank saw, what was happening in France, request owns add to the the, the rest part. Everyone thinks the risk. They think about it a lot. I don't think about the upside than seems

like of the many many banks in the u.s. Summer like firm should a very good horse and buggy business, right? This is not a good long-term strategy, right? You need to be looking forward and It's tempting to say things about Lending Club Bank, but really? What they're doing is they're so good at it right there. So good at at enforcing their governance model that it's not really all that risky for them. Just cuz they're so good at it. They've decided they're going to automatically decided they're going to look at the data and I decided that they're

going to run their business that way. And it's good that site's don't understand about each other, through the fence, like it matters. If the bank is good at this because if they're not good at it, but I can't get in trouble, but they're going to take it out on the finntack right, there. They're going to say, well, I guess I got to kick you out. I got a raise your fees cuz you're too risky or something. So you really need someone who understood. You need. Someone in the bank's. I do understand what they're getting into. You need or money

for back. And this is not actually true radius, but on the I'm sorry. Let me go back with her most banks. I need to understand that the pace of innovation that the defend text want to do. Usually just dramatically exceeds the bank Side, by may want to ship something every day. He wants to add, you know what saline users every day. He wants to have any products you want to try experiments. You want to do all that. Thanks, at least traditionally are more conservative players than that. They want to be very careful. They want to move it's

not exactly the case in when they come back there. They're very independent. So that's usually the thing they don't understand like The bank's understand how Innovative the check wants to be in the context. Don't understand like how important it is to find a good bank. It is not a commodity, and I can tell you, I can't tell you. How many people said it is a commodity over the years. We working on this problem and they come back later. 6 months later. I said, yeah. Sorry, we start all over again cuz we need to restart. I agree with you completely especially about the speed.

You know, I said, I think banks need to sort of understand that the speed at which context work out, but I think conversely it's it's one up in taxis at a bank is, is looking forward and and, and work with emerging technology, that makes them feel like more comfortable. And like that, you can be my partner with you completely. These rules for Bank don't exist in the vacuum. Like they're built over the years to make sure that the consumer safe. The business is safe. You have to follow all these rules are good idea. And if you don't, you know, regulator somewhere is going to get mad at you for

good reason. So I think we're coming close to the end of a part of our discussion. We got one more question. I'm, and I'm going to, I'm going to ask you to all of you soon. So we have kind of a final word in, in our discussion this emergence of neobanks and Challenger Banks over the past. Decade has happen all around the world and in different flavors. And I really wanted to get an idea of of the North American flavor of, of the challenge Bank neobank Market. So I wanted to know how would you describe kind of the maturing of these play, especially compared to other regions of

Asia is brought up so often about what's going on in Europe in the UK. So, yes, I wanted. I wanted to have you and the other on this Challenger Bank market for North America. So Nate, I'm going to start with you so you can give your comments. Sure, I think high-level that we're moving to ask a product oriented like Innovation cycle where a customer says. Hey, I don't want to pay Bank fees and everything. Text Bill. And I think that at this point and time for the next, this next wave of sin

II, evaders focus, more on other primary and secondary and tertiary problems, including truck. So, how are you going to solve for a trust problem? I think that's probably why. I don't know the world as well. They know this one. So I won't, I won't make as many comments, but I know that a lot of markets are much further ahead than here in bundling. And have you seen Walmart just lunch that I really expire. Clothing and sales going to be exciting. Happen, text Betty product into into their Supra. So I think I think,

would 1 ways to go. There's a lot of space, but I don't think it's surely build. The products of people are the features of people asking for any more. I think it has more nuanced. I know you didn't really mention Walmart, you know, this every company that's in tech company. Now, it's I'll move on to Chris Christian right now to get your view on turns of the Challenger neobank Market. North America. Yeah, I wish I mean, I don't know why. I'm with a lot of what they said At first. She was

listening to last commentary around, probably have a long way to go. But we've come a long way over the last few years. Certainly, as you know,, I took more of the the bankers perspective here in the way. We kind of looked at it over time. And I think it's still remains to be seen how successful summer using that term. Neobanks can be, you know, we've seen some early success and some really nice baby valuation out there around, you know, being able to acquire client, but probably, as soon as they said, moving your products Boca

and how do I do more to serve, whatever the market, your service needs are that might be Beyond, just a no-fee checking account, or a high-yield savings account or a pool trading app and starting to, you know, the real bundling. So not maybe the Frog. Spell component, like bangers with talked about in the 80s or 90s or 2000 but like being able to provide a holistic, set of services. I think it's where you see the market going up from a bank perspective. We would always look maybe at some fintech, you know, valuation. I didn't say, like, either. This is really interesting

what's going on. You know, how the monetization is interesting. When, you know, it's hard, sometimes when you don't own the deposits you don't own the balance sheet, right? And hence why we talked to a company like Lending Club, you see others out that they're going after Bank Charters. There are some advantages to doing it, but we don't think that's the past for everybody. It is just an interesting one for maybe. Some of them are more mature company on that are into broader product, but I think something like that is a trend probably that we're going to see more.

Text coming together with bangs. That would have been a prediction. I would have made here two years ago. And and now it's coming through the back kind of fun. And the second is, I think what what team are doing around finding problems to solve in semi targeted areas, right? That have some real advantage or ability to scale and I think like whether it's for Challengers doing or serving underserved markets like within the S10 be space is an area we think is going to be really hot, interesting thing. I think the

come where we saw the boom, you know consumer-focused, you know, I'm going to offer a check and product to maybe some more nuanced market products focusing maybe on our areas and it is a fun time to be in for the convergence has been back in Bank in spacer for sure. Now, it's very exciting, though. I agree with a lot of what you said. So we're going to, we're going to go to Christy and get to bring us home. I'm really excited to hear your views, especially given your experience from Silicon Valley Bank and and the position treasury Prime whole holes in the

story and in the ecosystem, so it's so Christine. What is the, what is, how do you see the maturing of the neobank Challenger Bank Market North America? They have to be careful here to get Chris Tremont and I started and will be here for the next 2 or 3 hours. Yeah, so like I'll do it. I'll go all the way back. So like this is like started in like the early 90s with the interstate, banking changes, right? It's at traditional lady that has a lot of the time of u.s. Banks weigh more than another countries and they serve their geography, right. They serve the people in their, in their

Hometown. And, you know, Chris is in Boston. Now, they said the folks in Boston yet. Do they serve the folks in San Francisco? Ryan know they did, but that all changed. It took a while for the banks to become mature. And what's happened is that the competition between banking services has moved from geographical based more but I will usually call market-based are you can find that market that you want to serve and make a solution. That's just great for that and context are fantastic at this like they happy inside until their clients that it's hard for. Just a bank to know. I'm because banks

are you Different beasts. It took a while for the bank's, you know, cultures to make sure they're still not, a lot of great Banks doing this. You know, Lending Club is one of those that took a while for the technology to mature. Like, when this started happening in the US, you know, five, ten years ago, you took. It was took a big huge left to connect to a bank and like the perp the reason treasure crime and it's just entirely remove that friction to make it so that you know, if Nate wants to talk to Chris Tremont, that is easy and they can just get started and it's about the

making sure all the regulations, the governance models in place. It's not about how do I get my balance? How do I send a wire? How do I send an ACH that shall be easy? This and hopefully treasure. I makes it so on, I think, by removing this friction, you're going to see an explosion. Different Neo banks in the US all serving these markets that you're not even thinking about that. And I like that even the market. I know you wouldn't have thought that, but it's turns out there's a lot of employers and police. You like neither good relationship, right? That there's a lot of that.

If you can do that, that's great. Excellent. That's perfect. Yeah. I know. I think that's, that's one of the greatest things about fintech Innovation bringing bringing those new ideas. So I'm going to really interesting discussion, and I think you really highlighted that story about bringing us a new event to Market. I want to thank all of you, Christine, Chris, Tremont and Nate. Thank you so much for joining us today and stay stay on the stage. We have plenty

of great content for you at intent. Talents, North America, on this lovely. Thanks again.

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