Alumnus Entrepreneur Profile: Emmanuel Smadja MBA 10J Co-Founder and CEO MPower

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1 Alumnus Entrepreneur Profile: Emmanuel Smadja MBA 10J Co-Founder and CEO MPower Over 5 million students on US college campuses struggle financially to get into or through college. Up to 15% of students drop out because of financials while others change universities to make ends meet. Both MPOWER co-founders faced this problem first-hand Manu as an international student and Mike as a firstgeneration domestic student and are extremely passionate about solving this issue. Emmanuel Smadja was born in France but spent much of his childhood living in different countries including the US and Belgium. He studied at the University of Virginia where he gained a B.S. in Computer Science; Cognitive Science (double major) in 2003, followed by an M.S. in Systems and Information Engineering in On graduation he joined the chemical company Celanese as a business analyst: This was an acceleration to management programme based on four six month rotations. I spent time as an analyst in the marketing department, M&A and strategy among others gaining valuable experience. I enjoyed the people but I wasn t convinced that it was the right fit for me professionally working in the chemical industry. I was interested in finance and tech or a combination of both. In addition I was located in Texas and my girlfriend at the time was living on the East coast. Motivated to move both industry and geography, Emmanuel landed a role as Senior Strategy Analyst in Boston for Capital One Financial Corp in its healthcare financing division, in However, the global financial crisis hit and the company was struck hard eventually closing down. Emmanuel had to find a job and followed his manager, Jason Robins, who later founded multi-billion dollar fantasy sports company DraftKings, to VistaPrint another venture founded by INSEAD alumnus Robert Keane. Here he was hired as an analyst in the marketing analytics department: This was a great experience I had a blast working at VistaPrint and would have stayed longer but by this stage I had already

2 applied to some MBA programmes. While at VistaPrint I heard from INSEAD that I had a place. I was reluctant to leave but with the promise of a job on graduation if I wished to return, I accepted the place at INSEAD. At the time I felt like I was living two different lives: one where I was passionate about social impact and the other my business career. Going to business school I hoped would give me the skillset and opportunity to combine the two. In my essays for the INSEAD application I made it clear that my goal was to work in a consulting firm in the domain of international development. After researching different firms I was convinced that Monitor was the best consultancy to join. INSEAD was certainly the best chance that I had to move into a consulting role where I could fulfil my ambition. And Emmanuel was not mistaken: by the end of his memorable year at INSEAD he had offers from McKinsey, Bain, Roland Berger, Monitor plus the proposition from VistaPrint. For various reasons Emmanuel took up a role with McKinsey based in the Brussels office and embarked on his career in international development. MPower Financial Inclusion He spent two years working for McKinsey based in the Brussels office but found he was travelling so much (mainly to Africa) working on financial inclusion projects that it didn t really matter where he was based. I requested a transfer to Washington DC and moved in I ve always considered DC as a place where people really want to distort the world in a positive way more than any other city I ve lived in and I wanted to be surrounded by this energy. In Washington his career at McKinsey continued to flourish with a series of promotions before being appointed the company s second Global Financial Inclusion Fellow. However, while he was working in Nigeria on a mobile money project, he received an that would change his world. The was from a student at the University of Virginia. He had sent the to several trusted alumni who had studied there explaining that he needed US$500 to meet the rent that month. If he couldn t make it he would probably have to drop out. Since he

3 didn t have a US co-signer, he had no means of getting a private loan or other financial help. This was a wake-up call for me. There were issues in my backyard for international students to access funds. The kept Emmanuel awake at night as he recalled how he too, as an international student at a US University, had struggled financially having to take on different jobs to support his studies. He was in a dilemma: he loved working for McKinsey but the had stirred something in him. After further research into the problem he left McKinsey overnight: he was going to do something to resolve this issue. But he knew he would need some help He called on his INSEAD classmate: serial entrepreneur Mike Davis. Mike and I didn t exactly hit it off when we first met. He thought I was stuck up and I thought he was obnoxious but we couldn t have been further from the truth and we ve ended up great friends and partners! I had never intended to start my own business I only took one entrepreneurship elective at INSEAD because I thought it was a quick way to get a credit in a week. It turned out to be my favourite course and probably the most challenging. The course was Entrepreneurship in Action. We needed to apply all the concepts we had learnt in other classes from marketing to accounting. Even though the teams were formed randomly, Mike and I ended up in the same team. I was CFO and Mike CEO. There were eight rounds to the elective and in the first round we were so bad we were almost kicked out. But through a painful and sometimes chaotic manner, we managed to find a solution and actually came top in the class. When the pair graduated from INSEAD in 2010, Mike told Emmanuel that when he was ready to start a business he should call him. They met from time to time discussing ideas for ventures but there was nothing that either of them took as serious business ideas. Until four years later Mike answered the phone and said is this THAT call? I knew that Mike and his family were passionate about education and even though he ran many profit-driven ventures I was sure the social mission of MPower would appeal to him. I wasn t wrong and we launched MPower in 2014.

4 The goal was to empower international students financially, leveraging tech for global reach and relying on alternate data and heavy analytics for credit decisioning. They focused on highly-employable students at top US universities with their pilot programme which took place at Harvard. Challenges Advice One of greatest challenges for the business is psychological: changing attitudes. When an international student returns to their native country the alarm bells ring will they repay a loan in the US when they are working in France? These mental borders need to be broken down. In fact, given the right loan product and incentive structure, there s no reason the Harvard international MBA student now employed at a McKinsey, Goldman, or GE would be less likely to pay back the loan than her US peers. There are also all the usual hurdles to overcome in a fast growth business: hiring the right talent takes a long time. There is no secret formula for growing within three months. Entrepreneurship is often romanticized in the press with stories of large Silicon Valley exits after just a few years. The reality is that the average time to exit is seven years and is therefore a much greater commitment than you first might think. It has a huge impact on your lifestyle and is a rocky road with ten negative stories for every positive one. As CEO I learnt that it is important that the people I work with are happy whilst building trust with all partners and investors is key. There are some parallels between the entrepreneurship career path and consulting. I learnt a lot of skills from the MBA programme and my time at McKinsey that are relevant in all aspects of running the company such as focusing on the 20% of things that really drive the business, learning from other best practices in the industry and creating a constant sense of urgency and focus on impact. MPower now has 12 employees and receives over US$15M in loan application volume every month from students across 180 countries. The company has been able to help hundreds of students in its first 12 months since launching a pilot at Harvard in Summer 2015 (MPOWER now works

5 with 145 top universities in the US), and is on track to lend US$150M to students over the next 18 months. MPOWER s mission is to remove financial barriers to higher education in the U.S. To accomplish this mission, MPOWER works with investors and universities to lend to high-potential students who are left out by traditional banks. In addition to providing students with access to the financial resources necessary to attend and complete college, MPOWER builds students credit histories, provides them with personal finance education, and offers gateway financial products to prepare them for life after college. Anne-Marie Carrick, Research Associate (anne-marie.carrick@insead.edu), August 2016

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