• Managing sales goals and performance

    Sarah, Vice President Sales, at a $15bn Community Bank. Sarah manages three different sales forces, some earn commission as part of their compensation and others have unit sales, cross-selling ratio and relationship revenue goals to drive new business. Variable compensation and unit sales goals have been a successful motivator for

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  • Efficient detection of customer behavior changes

    James, Director Customer Insights at a $6bn Regional Bank. In addition to Predictive analytics, James’s team use Event Triggers to detect and respond to changes in customer behavior. To date they have had significant success with a solution that analyzes daily transactions to detect unusual deposits and withdrawals. Distribution channel

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  • Optimizing premium rate campaign effectiveness

    Felix, Vice President Deposits, at an $38bn Regional Bank. Felix is running “teaser rate” campaigns to acquire new Term Deposit business. Primarily he wants to attract new money to the bank and maximize the return from his marketing investment. Felix asked his analytics team to determine how much growth is

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  • Improving accuracy of customer behavior prediction

    Phil, Director Customer Insights at a $15bn Regional Bank. Phil heads a team of Data Scientists who have a great track record building predictive models that score customers’ propensity to buy – or abandon – at both the product and relationship levels. They know model accuracy directly impacts financial results, and are

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  • Optimizing return on marketing investment

    Anne, Vice President Marketing, at a $100bn Super-Regional Bank. Anne knows that Return on Marketing Investment (ROMI) is the number one indicator of success for her group. At the top of her agenda is growing the Retail Banking business through targeted acquisition, cross sale and retention of customer balances. Anne’s

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  • Optimizing revenue across the product portfolio

    Felix, Vice President Deposits, at an $38bn Regional Bank. Felix needs to meet volume and revenue targets across all the Deposit and Investment products offered by the bank. His team has modeled price elasticity of demand on a product by product basis but he is concerned that optimizing product pricing

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  • Valuing and monitoring liability portfolio acquisition

    Zach, Vice President M&A, at a $100bn Super-Regional Bank. Zach sees a huge opportunity to grow through acquisitions as the industry goes through a wave of consolidation over the next 5 years. He is strategically seeking out and acquiring banks with solid core deposits that will mitigate rising interest rates.

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