National Post

PAYPAL’S DAN SCHULMAN IS ONCE AGAIN SEIZING OPPORTUNIT­IES IN DIGITAL PAYMENTS AS HE EMBRACES CRYPTOCURR­ENCIES.

PAYPAL’S SCHULMAN ON SEIZING OPPORTUNIT­IES IN DIGITAL PAYMENTS

- Tim Bradshaw

In early 2016, Paypal Holdings Inc.’s chief executive Dan Schulman decided he really needed to wrap his head around cryptocurr­ency.

Back then, a single Bitcoin could be purchased for about US$400, while Paypal was worth about US$50 billion, after splitting from its former parent ebay a few months earlier.

“When I came in (as CEO in 2014), I think a lot of people thought that Paypal had seen its best days,” said Schulman, who had previously held senior positions at AT&T Inc., Priceline.com LLC, Virgin Mobile and American Express Co. “The day I arrived was the day Apple Pay was announced — that was my ‘welcome to Silicon Valley’ gift. We had to redefine ourselves.”

Schulman wanted to transform Paypal from a simple checkout button to a “platform” that could be relied upon for digital payments of all kinds.

So in January 2016, he lured Wences Casares, cofounder of Bitcoin wallet Xapo and an early crypto evangelist in Silicon Valley, onto Paypal’s board. It was the beginning of a long education in how to turn Paypal into a trusted guide for consumers and merchants through the confusing and often volatile world of cryptocurr­ency.

“Every time I thought I got it, I would go talk to Wences again, and then realize I didn’t get it completely,” Schulman recalled. “Most people think they get it and they really don’t. It’s very nuanced ... I wanted to be sure that there was both scale and real functional­ity.”

Over the past five years, the price of Bitcoin has increased more than 100 times over, to more than US$40,000 today. Paypal’s market capitaliza­tion, meanwhile, has risen sixfold to more than US$300 billion.

But Schulman maintains the price of Bitcoin is the “least interestin­g thing” about crypto. He believes it is just one part of a necessary drive to make the financial system more efficient and inclusive.

“I do believe that government­s, central banks are understand­ing that the world is moving towards digital payments, that you cannot manage monetary policy through the issuance of banknotes,” he said.

Paypal has been slower to embrace crypto than its sometime rival Square Inc., which first allowed sellers to accept Bitcoin payments in 2014 and whose founder Jack Dorsey has become a figurehead in the crypto community over the past couple of years.

Schulman may lack Dorsey’s crypto street cred, but he has the zeal of a convert. He wants Paypal to be ready to support central bank digital currencies (CBDCS), which he sees as “inevitable” after China began testing its “digital renminbi.” That means working “hand in hand” with regulators and government officials, and ensuring the “stability and integrity of the system at the highest levels,” he said.

The tacit contrast is with Facebook Inc.’s stalled cryptocurr­ency project, Libra. Paypal withdrew from the Libra Associatio­n in 2019 amid concerns that Facebook did not engage enough with regulators before its launch, contributi­ng to a legal backlash that has kept the venture — now rebranded as Diem — stuck on the launch pad.

“That doesn’t mean we shouldn’t innovate,” he added. “It just means we need to do it carefully.”

In the meantime, Bitcoin’s price fluctuatio­ns do seem to make for a more engaging app. Paypal customers who hold cryptocurr­encies tend to log in twice as often as they did before.

After adding support for buying, holding and selling cryptocurr­ency in the United States last year, the feature will roll out for Paypal’s United Kingdom users starting this week.

American users can already use crypto as a funding source for their Paypal wallet, which Schulman hopes will shift digital coins away from being a speculativ­e asset class and toward wider utility. Its 30 million merchants can now accept Bitcoin without having to worry about conversion fees or other complexiti­es.

These crypto features are part of Paypal’s broader expansion into what Schulman pitches as a payments “super app” — including messaging, a savings account, bill payments and money transfer, and shopping features — slated for launch later this year. Schulman has said he wants to turn Paypal into an app that people use every day.

The inspiratio­n, as for so many would-be super apps from Uber to Facebook, is Wechat, China’s do-it-all app. Few companies in the U.S. or Europe have been able to replicate Wechat’s success in packing functions as varied as messaging, e-commerce and gaming into a single app. Schulman consulted Martin Lau, president of Wechat parent Tencent Holdings Ltd., as he formulated Paypal’s strategy.

Paypal was founded in 1998 — an eternity in internet years. While it may not have the halo of a racy fintech startup such as Revolut or Klarna Bank AB any more, Schulman said its longevity has allowed it to stockpile trust with consumers.

“You’re not going to live your life in a super app if you don’t trust that brand,” he said.

It has scale too, recently surpassing 400 million active accounts and processing almost five billion transactio­ns a quarter.

The launch of the super app comes just as Paypal nears completion of the separation from ebay that Schulman was originally hired to manage.

The timing is coincident­al, he said, but it underlines the changes that Paypal has undergone in the past seven years.

The split followed pressure from activist investor

Carl Icahn, who had argued ebay’s slower growth was constraini­ng Paypal’s potential as a standalone company. At the time of the de-merger, ebay represente­d a quarter of Paypal’s revenues and a greater portion of its profits. Today it is four per cent of Paypal’s sales, after ebay implemente­d its own payment system.

Schulman and his opposite number at ebay, John Donahoe, now Nike Inc.’s CEO, drew up a five-year plan to “wean the two companies off each other.”

“We had a Gantt chart that was two miles long,” he said. “It was crazy the number of details that we had to go through.”

As well as technical details such as separating their data centres and integratio­ns across two vast websites, there were rules governing pricing, working with competitor­s and product road maps.

The transition has not been perfectly smooth — in Paypal’s most recent quarter, some investors were surprised that ebay had launched its own payments platform faster than expected. But Schulman said he and Donahoe, who remains Paypal’s chair, marvel at how well that original transition plan in 2014 has held up, as ebay has become “an important strategic customer of ours, but one of many.”

That sort of diplomacy will only become more important for Paypal as it navigates a world of overlappin­g customers and competitor­s, such as Apple Inc., which allows Paypal to be used to make payments in the App Store and itunes, but also competes with its own Apple Pay.

“My view of things is, business is personal. A lot of times people say, ‘It’s not you, it’s just business’, but I don’t buy it,” Schulman said. “People need to be able to look into your eyes and trust you.”

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 ?? USA TODAY NETWORK VIA REUTERS CO ?? “Most people think they get it and they really don’t. It’s very nuanced ... I wanted to be sure that there was both scale and real functional­ity,”
says Paypal chief executive Dan Schulman about his company’s cryptocurr­ency strategy.
USA TODAY NETWORK VIA REUTERS CO “Most people think they get it and they really don’t. It’s very nuanced ... I wanted to be sure that there was both scale and real functional­ity,” says Paypal chief executive Dan Schulman about his company’s cryptocurr­ency strategy.
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