PayTech Talk — Bruno Reggiani, Tot
Bruno Reggiani, Co-Founder & COO at Tot Money, joined PayTech Talk host Jan Jaap Omvlee at Money2020Europe to discuss how Tot is building the B2B neobank platform for Italy's SMEs — and what it takes for a challenger to earn the trust of a market still dominated by incumbent banks.
Bruno shared his perspectives on Tot's mission by:
- Unpacking the gap in Italy's banking sector, where legacy technology and a low-margin view of B2B have left SMEs underserved
- Explaining why Italy's uniquely layered payment and tax rails demand a native, Italian-built infrastructure rather than a bolt-on solution
- Making the case for subscription-based pricing over transaction fees, and how certainty wins over entrepreneurs once they see the real cost of their banking relationship
- Detailing how local presence, an Italian IBAN, and partnerships with established banks — backed by the FITD guarantee — build the trust a challenger platform needs
The episode also explores why fintech adoption among Italian SMEs still lags behind northern Europe despite Italy having one of the highest concentrations of small businesses in the EU, and what's next for Tot as it weighs deepening the platform against expanding beyond Italy.
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