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Fraud prevention revolution: the crucial role of sales engineers in mitigating fraud risk



Did you know Burt Ward had no acting experience when he was hired to play Robin in the original 1960s Batman series? And yet, he was chosen over the more seasoned actor Peter Deyell? So, what was it that Burt brought to the table that made him stand out? Three key things: a penchant for chess, a black belt in Taekwondo and a willingness to do his own stunts.

What’s this got to do with fraud prevention, you ask? Well, in the face of ever-evolving fraud risk and the increasing incidence of fraud across industries worldwide, companies need to continually identify and address vulnerabilities. And that’s where us sales engineers come in. Think of us as the plucky go-getters with the skills that pay the fraud prevention bills. But remember, we are engineers wearing sales clothing – not the other way around. And, while we aren’t Batman, when you find yourself surrounded by nefarious, nasty data headed your way, we’re the ones you want by your side.

Ekata’s sales engineers are the eyes and ears of our solutions and products; we are not only the fraud risk subject matter experts, we are available whenever customers or prospects need us for support.

There are three principles that are key to any good crime-fighting, fraud-preventing team and that, conveniently, also form the foundation of how the Ekata Sales Engineering Team operates:


We always aim for the highest levels of transparency to earn your trust. You can expect that we will:

  • Make it crystal clear exactly how our data provides value to your business.
  • Highlight any assumptions we make and note any concerns such as areas of low sample size or any unusual correlations.
  • Supply our full result data so you can double-check our numbers and do your own data analysis if necessary.


Commissioner Gordon needs Batman’s unique skills to stop crime in Gotham City and Batman needs Commissioner Gordon’s police network to send him cases. In the same way, we work closely with our customers to mitigate fraud risk and improve business efficiencies together. We want to form a long-term fraud prevention partnership with you. That’s why we will:

  • Learn all about your business—what does a typical good or bad customer look like? How do you make fraud risk decisions today? Can you provide us with both the original assessment as well as the actual outcome for your transactions?
  • Inform you about Ekata data—what our different data points mean, which serve as the strongest positive and negative risk signals for your business and what rules you can implement to prevent fraud risk and/or fast-track good customers.
  • Continue to work together whenever we release a new enhancement, or you open a new product line, or whenever the need for data testing arises.


What’s the use of an incredible vehicle and a gadget-stuffed cave if you’re not actually stopping crime? Likewise, what’s the point of a best-in-class identity graph and a quick response time if you’re not actually solving business problems and mitigating fraud risk? What really matters is fraud prevention and improving your customer experience. It is, for this reason, the Ekata Sales Engineering Team:

  • Will focus on your fraud prevention goals and how we can help you to accomplish them.
  • We supply  identity data and insights for your specific fraud prevention process or workflow.
  • Where we see opportunities to solve problems beyond what our data can do, by leveraging internal data or even another vendor, we tell you about them in the spirit of transparency. Our goal is to help your business reduce its fraud risk.

As online and mobile commerce continues to expand, the fight against fraud risk gets ever more complex. Batman once said, “It’s obvious—only a criminal would disguise himself as a licensed, bonded guard, yet callously park in front of a fire hydrant.” In the same way, it’s often the one outlier in a transaction, like a distant IP address or a never-seen email, that makes the fraudster stand out. Identifying these trends isn’t easy, but we are here to help.

As fraud risk increases, enabled by the adoption of digital commerce and the ever-increasing sophistication of the fraudsters themselves, it is important we all come together. An agile fraud prevention unit should be providing best-in-class capabilities and technologies to support fraud prevention, fraud risk detection and investigation across all segments – with clear lines of responsibility.

According to a McKinsey’s report on the key capabilities that strengthen a fraud management and fraud prevention system, there are two main lines to consider when it comes to organization and governance. The first is the business units themselves, call centers and operations. This group is responsible for managing fraud risk and trading off objectives such as fraud losses, client experience and business volumes. The second line is the fraud risk function itself which sets policies and provides the oversight to appropriately ensure the effectiveness of fraud risk appetite and fraud risk assessment.

Our sales engineers have the right fraud prevention experience, process knowledge and analytic capabilities. You can be sure that we will earn your trust as only the most trustworthy sidekicks should. Together, we can collaborate and discover the best value that our data can provide your business and, more specifically, your fraud prevention platform.

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