When Banks and Fintechs Should Be Both Issuer and Acquirer

From American Express to Square to PayPal, the benefits of being both an issuer of cards and an acquirer are apparent to successful companies. The question becomes, does your company need this benefit—and when would it make sense?

What Does Being Both Issuer and Acquirer Really Mean?

In traditional payment networks like Visa and Mastercard, the issuer (your bank) and acquirer (merchant's bank) operate separately, sharing transaction fees with the card network. But in a dual-role model, one company handles everything: issuing cards to consumers, providing merchant services, and processing transactions through its own network.

This creates a "closed-loop" system where the same organisation controls both sides of every transaction. Think American Express—they issue cards, sign up merchants, and process payments all within their own ecosystem.

Why Fintech Leaders Should Care

Brands that operate as their own acquirer gain access to all revenue streams as they aren't sharing fees with any other network. This can mean capturing the entire interchange fee—approximately 1.3-1.5% of each transaction, along with having complete visibility over transaction data for both consumers and merchants; the financial advantages lie in expansion potential from increased data analysis.

Strategic Scenarios: When Dual-Role Makes Sense

Decisions regarding whether it's prudent to become an issuer and an acquirer require thought. Understanding one's organisational role and positioning in the market will help solidify such a decision. In what scenarios does it make sense?

1. Vertical Market Specialisation

Companies that establish themselves as trusted niche players in a specific vertical can benefit most from being their own issuer and acquirer. For example, Square began as a card reader that enabled merchants to swipe debit and credit cards; Square understood how to provide small merchants with the financial guidance to grow beyond payments—pursuing business loans, payment processing, inventory management, sales analytics and more—naturally using their findings from the payment process.

However, you can't enter a generalised space and find success; you need enough density within your vertical to justify investing in the required infrastructure. For example, a healthcare service that processes payments should automate insurance verification within the payment process—it wouldn't work for a general service.

2. Platform Business Models

Companies that utilise digital marketplaces or platform-based solutions can generate additional value by becoming both an issuer and acquirer. If your business model relies on connecting one party with another (like a ride service), utilising a payment processor is natural.

When you're providing services that necessitate two-way transactions, you benefit from the payment orchestration of splitting payments, escrow, and real-time settlement with involved parties. Furthermore, when both cardholders and merchants know they're operating within one ecosystem, the network effects are stronger, producing brand loyalty and stickiness.

3. High Transaction Volume Operations

There's a certain economy of scale involved with pursuing in-house acquiring abilities if you're already running a successful business. With billions of dollars processed annually comes immediate margin improvement for those internal transactions for which no interchange is paid.

Moreover, organisations looking to control their authorisation rates and improve team dynamics can create competitive benefits that non-dual-role companies cannot.

4. Regulatory Advantages

Certain markets are inclined towards integrated issuers and acquirers due to compliance requirements relating to data localisation. This means organisations may find it easier to comply with existing regulations in certain markets when keeping capabilities under one roof.
 

The Financial Benefits Are Substantial

Transforming your organisation into its own issuer/acquirer plays on both the cost and revenue sides of payment processing. For some payment processors, this outcome is better than settling transactions through other means—here's why:

Cost Structure Optimisation

Revenue Enhancement

Risk Management

Technology Requirements: What You Need to Build

Companies looking to build out their issuer-acquirer frameworks must first acquire the proper materials beforehand; no rushing can happen until foundations are set. The following considerations can help shape technology through development timelines:
 

Core Infrastructure

Seamless Integrative Payments Platform: Must support near-real-time or real-time payment processing in online, in-person, and mobile application usage with tracking capabilities and reporting assistance. Most companies should explore cloud-native infrastructure that is able to facilitate 24/7 operations.

API-first Approach: To ensure easier integrations with outside partners and in-house opportunities with future developments, keeping backwards compatibility is crucial.

Scalable Architecture: Microservices offer independent scaling based on performance feedback, allowing ease where necessary over burdened systems.

Operational Capabilities

Security Framework

Regulatory Realities: Licenses and Capital

Acquirer capabilities require more than passion; steps must be taken before penetration becomes beneficial:

When NOT to Pursue Dual-Role Processing

Even though the benefits can be compelling, there are clear circumstances where pursuing a dual-role model introduces more risk than reward. Organisations must be realistic about their transaction scale, technology maturity, and appetite for regulatory oversight before committing to this path.

Insufficient Scale

If you only process $100 million per year, your transactional scale isn't impressive enough to warrant internal structures. You need adequate populations of cardholders and merchants alike to capture additional transactional value efficiently—and without errors.

Resource Constraints

Initial investments range from low tens to hundreds of millions—realistically, for technology, hiring regulations compliance experts and processors as foundational layers. Many companies find better returns working with legacy processors in today's market than building in-house resources necessary to grow just well enough, not beyond expectations, competing against those chargebacks/redirections through plain numbers painted in non-internal systems acquired elsewhere.

Limited Synergies

Without complementary businesses having developed skills hitherto not cost-effective for transfer, rationale organisational integration becomes exceedingly difficult (especially without entering new opportunities).

Success Stories: Learning from the Leaders

Looking at organisations that have successfully implemented a dual-role strategy provides valuable insight. These examples highlight how different business models can thrive under an integrated issuing-and-acquiring approach, offering practical lessons on execution and potential pitfalls to avoid.

American Express: The Three-Party Pioneer

AmEx captures the entire transaction fee rather than sharing with separate networks. Their premium positioning overcomes limited merchant acceptance by targeting higher-income consumers and offering superior rewards and services.

Square: Vertical Integration Champion

Square evolved from simple card readers to comprehensive financial services by controlling the entire payment stack. This enables rapid innovation and seamless integration between merchant processing, consumer payments, and lending services.

PayPal: Digital-First Approach

PayPal's expansion into acquiring markets demonstrates how established companies can leverage existing relationships to build dual-role capabilities. Their account-to-account transfer model reduces regulatory complexity while providing similar economic benefits.

The Bottom Line

Becoming your own issuer and acquirer only makes sense under certain situations. When companies understand how this integration can help them in the long run—while simultaneously securing expected growth ideals—they'll know exactly how the small extra effort can mean competitive advantages for life.

Consider accepting this development as revenue-producing if:

Avoid implementing if:

This growing payment world grows year after year; do what's right now or strategically partner with those attempts expanding efforts beyond reach, but reduced costs expected otherwise never grow out!