Three sessions exploring how different partnership models actually work in the real world — from an OEM-owned captive that also lends independently, to a manufacturer working side-by-side with a banking partner. We’ll look at how each model balances interests, manages risk, and improves the end-customer experience.

Build a practical picture of:

When OEM captives flex (pricing, stage payments, residuals) to deliver smoother customer journeys
Why manufacturers still place volumes with external funders — and how work is divided
What “good” looks like for partners: governance, risk appetite, systems, speed and service

Siemens Financial Services: operating as a captive and an independent lender

A in-depth interview with Siemens Financial Services on running a finance business that serves its parent manufacturer while competing as an independent lender in the wider market. We’ll explore how SFS balances the priorities of Siemens while managing its own commercial interests. Also how it operates as a standalone lender. And how SFS where the mix of both creates advantages for customers, manufacturer and lending partners.

What you’ll take away

Hear how the finance captive aligns and delivers value through a close alignment with Siemens that can deliver added value to the captive, the manufacturer and the end customer
Consider how SFS extends its core capabilities to deliver value beyond its manufacturer relationship to fund external transactions
Understand the SFS ecosystem — and why that matters to brokers, vendors, the manufacturer and end-customers

Participants

John Rees, Equipment Finance Connect community leader (moderator)

Julian Hobbs, CEO Commercial Finance, Siemens Financial Services

Cisco and BPCE: a manufacturer–bank partnership in practice

Cisco Capital funds part of its own book but places other business with BPCE. This session unpacks how the two organisations divide opportunities, manage concentrations and risk appetite, and use complementary systems and processes to deliver faster, simpler outcomes for customers — particularly on smaller-ticket and higher-throughput flows.

What you’ll take away

Learn the decision rules that steer opportunities between a captive and a banking partner
See how a bank’s scoring, documentation and workflow can accelerate OEM sales cycles
Identify governance and service metrics that keep multi-party partnerships working

Participants

John Rees, Equipment Finance Connect community leader (moderator)

Vincenzo Scalzone, Head of Sales, BPCE

Richard Parker, EMEA Finance Partner Manager, Cisco Capital

Finance Connect 2025 Agenda