Assessing the challenges facing eFX providers. With Westpac, Dresdner Kleinwort Wasserstein, Danske Bank, Abn Amro and Brown Brothers Harriman.

First Published: e-Forex Magazine 16 / e-Forex Roundtable / October, 2004

We invite, Jim Nuzum, Global Head e-FX Distribution & Services at Westpac Banking Corporation, Andreas Karthaus, Head of Global e-FX Sales at Dresdner Kleinwort Wasserstein, Jesper Ronald Petersen, Head of Treasury Marketing at Danske Bank, Andrew Kidd, head of FM & MM eDistribution at ABN AMRO and Ruth Mackaman, head of e-FX Marketing and Product Development at Brown Brothers Harriman to discuss the challenges facing e-FX providers.Despite a very strong value proposition, there’s still reluctance by some buy-side clients to embrace e-trading. Why is this and what can providers do to help overcome it?Nuzum: Late adopters see barriers such as (perceived) integration complexity outweighing the value associated with change. Shifting this balance means increasing value and / or decreasing barriers. Overcoming reluctance should therefore be tackled at two levels – 1) delivering a targeted, segment/customer centric value proposition (this may be real time decision support, ease and certainty of...continued

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