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Semelhante a IBM Banking videocast - 3/20/2013 (20)
IBM Banking videocast - 3/20/2013
- 2. Q&A Resources Help
© 2013 IBM Corporation
- 3. Live Demonstration: IBM Customer
Profitability Analytics
Wednesday 10th April 2013 at 12:00 PM ET
Hosted by: Owen Kimber
Global Financial Services Solution Leader
IBM Business Analytics
Learn more and register
© 2013 IBM Corporation
- 4. Using Customer Profitability Analytics to
Enhance Financial Performance
Frank McKeon, Banking and Financial Markets
Industry Executive, IBM Business Analytics
David McNab, Senior Managing Consultant, IBM
Global Services
Farhana Alarakhiya, Director, Industry Solutions,
IBM Business Analytics
© 2013 IBM Corporation
- 5. The new normal…
Higher costs and complexity
Regulation and governance
Increased risk
Scarce capital
Demanding customers: more empowered and less
loyal
© 2013 IBM Corporation
- 6. According to a joint study by MIT Sloan and IBM…
Organizations that put analytics into action are more
likely to substantially outperform their competitors
Organizations that lead in analytics
3x outperform those that are just
beginning to adopt analytics
Top performers are more likely to
5.4x use an analytic approach over
intuition
© 2013 IBM Corporation
- 7. Mary
Checking: $5,000
Money Market: $30,000
Retirement $250,000
Average Credit Card
Balance: $5,000
Mortgage: $250,000
© 2013 IBM Corporation
- 8. Jeremy
Checking: $4,000
Money Market: $28,000
Retirement $175,000
Average Credit Card
Balance: $10,000
Mortgage: $245,000
© 2013 IBM Corporation
- 10. Mary
Age: 38
Income: $80,000
Lives in Chicago
Married with one child
Assistant Controller
Channel preferences:
web & mobile
© 2013 IBM Corporation
- 11. Jeremy
Age: 36
Income: $80,000
Lives in Boston
Single
Systems Analyst
Channel preferences:
branch, phone
© 2013 IBM Corporation
- 12. 690 580
© 2013 IBM Corporation
- 13. How do we measure profitability?
Fund Transfer ABC Costing & Risk Based Economic
Expense Capital
Pricing
allocations Allocation value
© 2013 IBM Corporation
- 14. Customer Views Hierarchal Views
Business Unit Product Other
/ Geography
Household
Customer
Account
Non-Hierarchal Views
1/6/2009
Industry Currency Account Collateral Date Credit Status
Officer
© 2013 IBM Corporation
- 17. Critical success factors
Executive sponsorship
Vision for using customer profitability information
Quality infrastructure
© 2013 IBM Corporation
- 18. Remain current
Most banks adopt a monthly cycle
Customer profitability analytics must keep up with
constantly changing business
Repeatable, efficient maintenance process is
mandatory
© 2013 IBM Corporation
- 19. Turning insight into action
Produce and manage centrally
Deliver to the point of impact
Make sure the information can be trusted
Package to meet differing needs across the
business
© 2013 IBM Corporation
- 20. #1 factor for building
the business case
Create value
for
business users
© 2013 IBM Corporation
- 22. Banco Itaú Argentina
One of the world’s largest financial institutions
45 million clients
104,000 employees
4900 branches
30,000 ATMs
$360 billion in assets
© 2013 IBM Corporation
- 23. Banco Itaú Argentina
Increase customer satisfaction
Maximize profitability
Optimize cross-selling and acquisition strategies
The right offer…for the right client…
at the right time…through the right channel…
and at the correct price
© 2013 IBM Corporation
- 24. Four phase implementation approach
1. Predictive models to identify customers most
likely to respond
2. Automated cross-selling system to anticipate
next best offer
3. Sales optimization system that measures
expected revenues and cost of making the sale
4. Enterprise feedback management system with,
which allows customized dialog and
personalized product offers
© 2013 IBM Corporation
- 25. Banco Itaú Argentina: Results
40% 60%
revenue increase margin increase
from existing customers from retail customers
© 2013 IBM Corporation
- 26. Q&A
© 2013 IBM Corporation
- 27. Live Demonstration: IBM Customer
Profitability Analytics
Wednesday 10th April 2013 at 12:00 PM ET
Hosted by: Owen Kimber
Global Financial Services Solution Leader
IBM Business Analytics
Learn more and register
© 2013 IBM Corporation