Inside Arc’s Data-First GTM Strategy: How They’re Winning Enterprise Clients from Traditional Banks

Inside Arc’s Data-First GTM Strategy: How They’re Winning Enterprise Clients from Traditional Banks

Traditional banking’s relationship-driven approach to lending has created an inherent bias in who gets access to capital. In a recent episode of Category Visionaries, Arc CEO Don Muir revealed how his company is using data to level the playing field and win enterprise clients away from established banks.

The Problem with Traditional Banking

The banking industry’s resistance to innovation stems from a deeply entrenched way of doing business. “These banks, these FIs, are relationship driven. They make underwriting decisions based on relationships with venture capital firms, more so than based on the fundamentals of the businesses that they’re underwriting,” Don explains.

This approach creates artificial barriers for many qualified companies. If you don’t have the right VC relationships, you might be overlooked regardless of your business fundamentals. Arc saw this as both a market inefficiency and an opportunity.

Building a Data-Driven Alternative

Arc’s solution was to create an automated, data-driven underwriting process. “We’ll ingest 24 months of bank transaction data through an integration with your legacy bank accounts, your accounting data, through an API integration with QuickBooks or Zero or another accounting SaaS product, and then subscription billing data,” Don shares.

This comprehensive data analysis allows Arc to “run it through our underwriting model, we’ll back test it against other comparable companies at similar stage and their performance on the Arc platform, and then we’ll size and price a funding decision based on that underwriting model.”

Speed as a Competitive Advantage

The efficiency of Arc’s data-driven approach creates a significant competitive advantage. “We do in days what takes a traditional bank weeks to months to do,” Don notes. This speed advantage is particularly valuable in today’s fast-moving business environment.

For enterprise clients, the onboarding experience is remarkably streamlined. “You can sign up on our website and integrate your banking, billing, accounting APIs in a matter of minutes,” Don explains. “The onboarding experience takes about three minutes, and within 24 hours, we’ll have a funding decision available to you in app.”

Targeting the Right Customers

Arc’s ideal customer profile is clear and specific. According to Don, their typical funding customer has “on average, call it $5 million of arr. They’re growing 100% to 300% year over year. They have 70% plus gross profit margins.”

On the banking side, they target slightly larger companies: “On average, it’s a series A to series B. They’ve raised ten to 30 million of equity, and they have idle cash.” This precise targeting helps them deliver maximum value to their core market segments.

Breaking Through in a Regulated Industry

Financial services has historically been one of the hardest industries to disrupt. “Financial services is one of the last frontiers to truly be disrupted by technology,” Don observes. “Why is that the case? It’s largely regulatory capture. Washington and Wall Street have been inextricably intertwined since the founding of this country.”

However, Arc saw an opening through the “proliferation of banking as a service infrastructure and fintech point solutions.” This technological evolution has created opportunities for companies to compete with traditional banks by offering better products.

The Future of Enterprise Banking

Arc’s success – “we’ve grown over ten x year over year” – suggests their data-driven approach is resonating with enterprise clients. Looking ahead, Don predicts that “fintech will dominate corporate banking,” with companies like Arc competing directly with major banks for large institutional clients.

This vision is supported by the limitations of traditional banks. “The incumbent banks who dominate, who comprise 98% of share today, they can’t keep up and they, unfortunately, cannot innovate organically,” Don notes. Their organizational structure and relationship-driven approach make it difficult to adapt to technology-driven changes.

For B2B founders looking to disrupt established industries, Arc’s story offers valuable lessons in how to use data and technology to challenge incumbent players. By focusing on objective metrics and automated processes, even smaller companies can compete effectively with industry giants.