Beyond Feature Wars: Sciencey’s Framework for Selling to Banks When Everyone Claims AI
Every fintech vendor claims to have AI. Every banking software provider promises digital transformation. In this crowded space, Sciencey chose a different path: focusing on the fundamental evolution of banking itself.
In a recent episode of Category Visionaries, founder Ankit Ratan revealed how they’re building a new category around AI-led customer journeys, rather than competing on features alone.
From Features to Category Creation
Instead of positioning as another banking software vendor, Sciencey is working to establish an entirely new category. As Ankit explained, “What truly is not scaling is this myriad of human manual operations and every bank is creating their own journeys for account opening, for loan origination, for address changes… And they are not very different actually, apart from the branding and stuff.”
This insight led them to focus on standardizing and automating these common journeys rather than just adding AI features to existing processes.
Selling the Transition, Not the Technology
Their messaging strategy focuses on the broader transformation in banking. “Banks are probably undergoing once in a lifetime change, which probably was only seen in the last millennium,” Ankit noted.
The key shift isn’t just internal digitization. “Banks now have to distribute their products not only through their branches, but through partners such as Google or some ecosystem player where their customers want credit cards.”
Meeting Banks Where They Are
Rather than pushing digital content, Sciencey recognized that their target customers prefer face-to-face interactions. “During events, rather than focusing on the product, focus on this transition,” Ankit shared. “Most of these mid size banks and small size banks do not have as much time on digital content, et cetera. But they have a lot of time at events and that is where we plan to kind of take this message.”
Demonstrating Value Through Speed
Instead of comparing feature lists, Sciencey demonstrates value through dramatic speed improvements. “We kind of go and make unrealistic promise and we tell them that this complicated workflow that you think will take six months, you give us three days,” Ankit explained.
This approach creates what Ankit calls a “magical moment” where banks “definitely understand this is something their current vendor cannot do. They don’t have the capabilities to do it at all.”
Results That Speak Themselves
The strategy is working. Sciencey now processes “15 to 20 million journeys a month” on their platform, translating to roughly $15 million in ARR with 100% year-over-year growth.
For B2B founders competing in crowded markets, Sciencey’s approach offers valuable lessons:
- Focus on category creation rather than feature competition
- Sell the broader industry transition, not just your technology
- Meet customers in their preferred channels, even if they’re traditional
- Demonstrate value through dramatic capability improvements
In a world where every vendor claims AI capabilities, sometimes the best strategy is to stop competing on features entirely and focus instead on fundamental industry transformation.