How A Somaliland Entrepreneur Beat The U.N. And Built A $500M Remittance Firm
By Dana Sanchez
Somaliland-born Ismael Ahmed is having a good week.
This week, Ahmed was recognized by Ernst & Young, one of the world’s big four audit firms, as the overall EY Entrepreneur Of The Year for London.
Ahmed’s online money transfer service, WorldRemit, earned revenue in 2015 of $35.8 million US. In 2016, the company is expecting significant growth, thanks largely to the growth of the U.S. market, Ahmed said in an interview with AFKInsider.
The company is licensed in most of the U.S. — about 47 states and territories, Ahmed said.
“The U.S. is not our biggest market but in the next couple of years we expect the U.S. to become our largest market,” Ahmed said. “More than half our revenue comes from transactions going to Africa. The U.S. has the largest number of Africans.”
WorldRemit processes over 400,000 transactions a month. It is available to senders in 50 countries with transfers to more than 120 destinations across Europe, Asia, Africa, Australia, and the Americas.
More than 75 percent of the company’s revenue comes from outside the U.K. Remittances to Africa account for more than half the company’s global revenue.
So why is licensing so important in the U.S. and everywhere else when you are in the remittance business?
Regulation is integral to the business and not a place where fintech companies should be trying to cut costs, Ahmed said. Best-in-class compliance and regulation can be a big selling point in financial services.
“When I talk about compliance I mean consumer protection,” Ahmed told AFKInsider. That involves complying with anti-money laundering and anti-terrorism laws.
“What happens in fintech, people focus more on what tech can do without recognizing the difficulties in how to comply,” he said. “Particularly with remittances, the systems aren’t always put in place to deal with (money that supports terrorism and money laundering).”
Long before Ahmed became a compliance advisor to the U.N., he helped African companies comply with money transfers. He attended the University of London Business School, where he studied for an MBA. After 9/11, he was doing research at the University of Sussex. One of the companies he worked with had been shut down for non-compliance at a time when the remittance business was unregulated.
Ahmed learned it was critical to have compliance systems in place from the beginning in the remittance business.
When he started building the WorldRemit platform, compliance was the major investment in the beginning. The company has been in-existence since 2010. “I took money from angels (investors) who let us decide how to build the business. We only took money from venture capitalists and started growing fast once we put that in place. It is one of the reasons we started licensing in the U.S. in 2014.”
In March 2014, WorldRemit got $40 million in funding from Accel Partners. In 2015, the 6-year-old company was valued at $500 million in a $100-million Series B funding round led by Technology Crossover Ventures (TCV), with participation from Accel. In February 2016, the company secured a $45 million line of credit from the U.S. growth fund TriplePoint Venture Growth and Silicon Valley Bank.
Working as an advisor to the U.N., Ahmed had blown the whistle on fraud and corruption at the U.N. Development Program in Nairobi. It resulted in his dismissal. He received threats from within the organization but ultimately won his case at the U.N. Ethics Committee.
“When I decided to blow the whistle I had a better chance of winning the lottery than surviving the U.N.,” Ahmed told AFKInsider. “It wasn’t expected I would win my case. My boss at the time threatened me and said I would never be able to work in remittances or development. People respect the U.N. It was a credible threat. I not only won the case but was able to work in remittances.”
WorldRemit has offices in the U.S. Australia, the U.K., Canada, New Zealand, and Japan.
It started licensing in the U.S. in 2014. The U.S. is one of the most challenging countries to work in, Ahmed said. You have to get a license in each state.
Ernst & Young described Ahmed as an entrepreneur with an impressive story who is disrupting his sector. “Starting from scratch he has overcome adversity, shaken up the market, and achieved global impact and success,” said EY event leader Joanna Santinon, according to an Invest In UK report.
Somaliland-born Ismail Ahmed spoke to AFKInsider about overcoming adversity, of taking on one of the world’s most respected institutions and winning, and how he turned $200,000 from winning his case against the U.N. into a remittance business valued in 2015 at $500 million.
AFKInsider: Looking back, how did your experience at the U.N. affect your achievements?
Ismael Ahmed: I have been interested in remittances since I was a schoolboy in Somaliland. Tens of thousands of men went to work during the Gulf oil gold rush. My brother was one of them and sent us remittances. Remittances really transformed my hometown. One of my relatives was a broker who collected remittance money coming from the Gulf. He would collect the money and use it to buy construction materials that bypassed the exchange-rate controls.
I talked to him to understand how the system worked. It sometimes took three months to get a remittance. We were the recipients. I came to the U.K. during the civil war in Somalia. I became a sender (of remittances) and then I saw the typical migrant experience. It is something I have been quite passionate about.
After the war, remittances rebuilt the economy. It was called trade-based remittances or hawala. In most countries, you had exchange rate controls and it will not possible to bring dollars into the country. This was a way around exchange-rate control — to buy and import goods, to finance imports basically.
AFKInsider: Who are WorldRemit’s main competitors?
Ismael Ahmed: The main competitors are Western Union, MoneyGram and the traditional players — the informal networks. When you look at global remittances, Western Union is the largest but only has an 18 percent market share. About 40 percent of remittance business goes through informal networks.
AFKInsider: What is the main challenge in technology you face to keep your company growing?
Ismael Ahmed: Our industry is still largely offline. We are talking 90-to-95 percent of remittances going through offline networks. A Kenyan taxi driver in New York City going to a corner shop to send $100 home to Kenya. Travel was one of the first industries that went online. Unfortunately, for remittances, people are still going to agents.
The challenge for us is not what are the coolest gadgets. The challenge is how to convince people traveling an hour to a corner store to go online. How to save time, to overcome financial crimes associated with cash. The industry is facing de-risking. Basically, banks are shutting down the bank accounts of money transfer companies. The impact is concentrated on traditional money transfer companies.
In New Zealand and Australia, most of banks will not give bank accounts to money transfer companies.
When banks shut down money transfer companies, remittances go underground. We are interested in the image of the industry and making sure the money people send doesn’t get mixed up with crime. There has been a lot of cases of money laundering, especially (senders in the) U.S. sending money to Mexico — drug money. The challenge for our industry is how to move cash-based transactions online. When someone’s using an online company there is an audit trail. If the transaction becomes suspicious there’s a way to track.
The technology for blockchain is interesting but we do not think bitcoin would address some of the challenges we face. For our industry, the challenge is how do we use tech to simplify transactions — to allay the fears of regulators and banks. How can we use tech to address these challenges and help migrants to move from cash-based transactions (to online).
Ismael Ahmed: We are focused on growing the business fast. Relative to Africa we have been heavily focused on mobile money. Africa is very important for our business. Globally one-third of our transactions go to mobile money accounts. We are a leader in international remittances. We are doing business in almost 40 African countries — our aim is to offer the service in all 54 countries. Particularly we do well where there are mobile money services — Nigeria, Zimbabwe, Kenya, Uganda, Cameroon, South Africa, Ghana.
Currently, our business is into Africa but today millions of Africans have mobile. Our aim is to enable them to send money abroad. We are in the process of getting licensed so South Africans can send transfers to other African countries. There is migration within Africa. There are a lot of remittances within Africa. When we send remittances, we are cashless. Not many people in Africa have credit cards. For us we do not want to touch cash. How do we work with mobile money operators to move money?
AFKInsider: Mo Ibrahim inspired you. He is one of the world’s most recognizable advocates for good governance. Did he fund you too?
Ismael Ahmed: Mo has not funded my business but I met him a number of times, first in 2005 at a remittance conference. What was really inspiring was his story. He worked in some of the most challenging countries where corruption was an issue. He proved a lot of people wrong who thought he would not be able to make it.
AFKInsider: Has anyone tried to bribe you? How do you handle requests for bribes?
Ismael Ahmed: I live in London. I have a team who deals with onboarding. Because of the nature of the regulations we put in place to deal with some of the challenges, nobody has approached me. In Africa, it used to take a bit longer to go through the process. Bribes, facilitation fees — I have not come across the situation.
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