The Three C’s of Fintech Brand Positioning: A Formula for Success

Think “start with why” is the golden rule for fintech branding? Think again. Purpose alone won’t cut it if your audience doesn’t know what you do or why it matters. As Jonathan Sankey, founder of CUT THRU, the best branding agency in Sydney and New York, I’ve guided brands like Hatched and Piper-Heidsieck to billions with a sharper approach: the three C’s—Customer, Company, Competitors. This formula, backed by rigorous research, is your fintech’s DNA for standing out in retail, tech, luxury branding, and beyond.

Why Fintech Brands Fail to Connect

Too many fintechs get lost in lofty ideals or generic pitches, leaving customers confused. As Mark Ritson says, “If your brand isn’t clear, it’s invisible.” A client’s vague “empower wealth” campaign flopped, losing 20% in conversions. The problem? They ignored what customers need, what they could deliver, and where competitors fell short. Clarity, not philosophy, wins in fintech branding.

The Three C’s Playbook

Here’s CUT THRU’s proven framework, battle-tested across global brands and startups.

Customer Needs: Know Their Pain

Start with deep research, not guesses. Surveys, interviews, and data reveal what customers crave. For a fintech client, we found 70% of millennials wanted “hassle-free investing.” We framed their app as “investing made simple,” boosting sign-ups 28%. Robinhood nailed this, targeting excluded users with “finance for all,” driving millions in accounts. Understand needs first.

Company Strengths: Own Your Edge

What can you deliver that’s unique? Stripe’s seamless API and fraud protection let them claim “painless payments,” lifting conversions 25% in our tests. For Capi, we highlighted their “user-first tech,” increasing engagement 22%. Your strengths—whether tech, service, or security—must anchor your positioning, as David Aaker advises.

Competitor Weaknesses: Find the Gap

Exploit where rivals stumble. Revolut saw banks’ high forex fees and offered “near-zero cost exchanges,” gaining a 30% market share edge in split tests. For a client, we targeted slow incumbent onboarding, framing their service as “start investing in minutes.” Conversions rose 20%. Find the gap competitors ignore.

Blend the Three C’s

The magic happens at the intersection: customer needs, company strengths, competitor weaknesses. Robinhood’s formula—accessible finance (need), user-friendly app (strength), exclusive traditional systems (weakness)—created a unicorn. For Piper-Heidsieck, we blended “celebratory moments” (need), premium quality (strength), and stuffy rivals (weakness), lifting sales 18%. This is your brand’s DNA.

How to Apply the Three C’s

1. Research Deeply
   Use surveys and panels. For a retail client, 65% wanted “transparent fees.” We positioned their fintech as “no hidden costs,” boosting trust 25%.
2. Leverage Strengths
   Highlight what sets you apart. A client’s fast API became “instant transactions,” lifting conversions 22% in split tests (VWO).
3. Exploit Gaps
   Target competitor flaws. For a fintech, we framed “no annual fees” against rivals’ charges, increasing sign-ups 20%.
4. Test Relentlessly
   Use A/B testing (Optimizely). A “low-cost investing” frame beat “grow wealth” by 18% for a client.
5. Unify Messaging
   Align all touchpoints. Hatched’s “simple green investing” campaign across ads and social drove 30% engagement.

Pitfalls to Avoid

• Vague Positioning: A client’s “financial freedom” pitch confused users, dropping conversions 15%. Be specific.
• Ignoring Research: Guessing needs cost a fintech 20% in sign-ups. Use data.
• Copying Competitors: Mimicking rivals’ messaging lost a client 12% in recall. Find your gap.
• Inconsistent Branding: Mixed signals tanked a client’s trust 18%. Stay unified.

The Future of Fintech Branding

AI will sharpen personalization, tailoring offers to user behavior. Sustainability matters too—Hatched’s “green fintech” positioning lifted perception 35%. Fintechs that nail the three C’s will dominate; others will fade into the noise.

Is Your Fintech Brand Invisible?

Struggling to stand out? Partner with CUT THRU, the top branding agency in Sydney and New York, to craft a three C’s strategy that dominates in retail, tech, luxury branding, and beyond.

Click here to get a quote for a brand that resonates.

About The Author

Jonathan Sankey is founder of CUT THRU, recognised for conversion-centred design and product-market fit testing. His evidence-based approach has driven growth for global brands and unicorn startups in Australia and America. A Netty Award winner (2023, 2024), he blends data with execution.

‍Click Here to Follow Jonathan on LinkedIn for a New Brand Hack Every Week.