Gabriel Motomura, partner and co-head of BTG Pactual Empresas, and Rogério Stallone, BTG Pactual corporate credit partner and co-head of BTG Empresas, discuss democratizing offerings.
Global Finance: As our Best Global Bank for SMEs, how have you been helping your small and mid-sized enterprise clients navigate this year’s on-again, off-again tariff environment?
Gabriel Motomura: We’ve been addressing this in two main ways. First, by helping our clients manage FX volatility. BTG offers SMEs in Brazil access to foreign exchange in more than 16 currencies through a fully digital platform—something previously out of reach for most small and mid-sized businesses. Second, since a large share of our SME clients are exporters, we provide them with a wide range of trade finance solutions to support their operations and improve liquidity.
Rogério Stallone: Our mission is to narrow the gap between large corporations and small businesses—to reduce what we call “corporate inequality.” We’re doing this by giving SMEs access to the same level of sophistication, tools, and financial solutions that big companies enjoy. Every day, we work to develop new products and services that empower smaller businesses to compete on equal footing and grow sustainably.
Motomura: BTG has taken a different route from traditional banks. Most large banks began with retail operations and only later developed wholesale or investment services. We started from the opposite end—as an investment bank and trading house serving major corporations used to the highest service standards. Our goal today is to deliver that same quality, expertise, and range of products to SMEs. Whenever a small business uses one of our solutions, it’s the same product, with the same excellence, that a large corporate client would receive.
Global Finance: How are you addressing competition from fintechs and private equity firms that are entering the credit market?
Stallone: BTG’s competitive edge lies in combining the best of both worlds: the agility and innovation of a fintech with the strength and scale of a leading financial institution. We can move fast, launch new products quickly, and offer an excellent user experience—all backed by a robust balance sheet that allows us to provide credit efficiently and at competitive rates. Fintechs typically lack this structure and capital base, which limits their ability to lend sustainably.
Motomura: The fintech lending boom in Brazil slowed down significantly as interest rates rose, and we’ve seen many of these players reduce their exposure to credit. That created space for BTG to step in and expand our offering. We began as a supply chain finance provider and have since evolved to offer credit cards, overdraft facilities, and standard banking products—all fully digital. Our journey is to become a 100% digital, full-service bank for SMEs, and we’re the only institution in Brazil pursuing that model with the scale and reliability of a major financial group.
GF: How has 2025 prepared BTG for 2026?
Motomura: This year has been transformative for our SME business. We’ve more than doubled our client base, supported by significant improvements in digital onboarding and marketing. Our focus on digital distribution has made our products and services accessible to companies across Brazil. While we initially served SMEs that were suppliers to large corporations, by the end of 2024 and throughout 2025 we successfully expanded to reach the entire SME spectrum—from micro-businesses to mid-sized enterprises.
GF: Where has AI truly enhanced your service offerings for SMEs?
Stallone: At BTG, we don’t believe in a one-size-fits-all approach. Each SME has its own challenges and priorities, and our goal is to design tailored solutions with fair pricing based on each client’s credit profile. Artificial intelligence plays a crucial role in achieving this. It enables us to analyze data more precisely, personalize our offerings, and deliver a superior service experience—fast, efficient, and competitively priced. AI allows us to scale personalization, ensuring every client receives the attention and sophistication they deserve.