This following is part of a new series we’re running. It’s called the Big Bank Theory, and it’s all about the future of banking. We see three options going forward: in the march towards digital, people will gravitate towards the digital arms of incumbent banks, give their business to new upstart challenger banks, or the biggest opportunity, which is to bank with the brands they love.

The following series includes content from Tearsheet’s Big Bank Theory Conference, held in November 2021.

Welcome to the Tearsheet Podcast. I’m Zack Miller. Abhinav Anand was chugging along in senior risk roles at Discover when he received a call 5 years ago. That call, from Goldman Sachs, changed the trajectory of his life and the nature of the bank he would eventually join. As part of the early Marcus team, Abhinav went into startup mode. A consumer lending product would kick off a stream of new financial products for consumers and small businesses.

As part of the Marcus distribution plan, the team would pursue a DTC strategy combined with strategic partnerships with top brands like Apple, Amazon, Walmart, and JetBlue.

Anand joined us at The Big Bank Theory Conference to discuss the partnership journey Goldman Sachs embarked on to massively ramp Marcus and its transformation to a retail bank.

Here’s my conversation with Goldman Sachs managing director, Abhinav Anand.