Analytics for Retail Banking

Banks face several challenges as they transform into customer-centric organizations. And these challenges exist in the context of ever increasing regulatory pressure and also an increasing sophistication in customer demands.

Some key issues that banks face are:

• Accurate creation of a “customer one view” using data from disparate sources across the enterprise.
• Creating an “insight to action” plan from amidst the huge volume of customer & transactional data that banks.

How do you create a “customer value management” framework that is able to predict profitable customer behavior ?
Hansa Cequity offers a range of solutions for the banking industry that help you market more efficiently and deliver higher profit per customer. Hansa Cequity also brings in deep domain expertise that allows us to look at banking problems and provide relevant analytical solutions. Bankers often need to navigate a turbulent environment as also an increasingly demanding customer and this needs a very sharp focus on understanding the behavior of existing customers. Banks have a large amount of customer data across a very wide spectrum of financial products. This allows bankers to truly develop strategic insight about their customers and use it to structure innovative products as also to appropriately cross sell the “right product to the right customer at the right time”.

• How do I identify my most profitable customers and how do I create meaningful marketing programs to grow customer value?
• How do I effectively target cross sell opportunities across the bank with the objective of reducing cost of acquisition, reducing attrition and increasing customer value?
• How can we effectively steer customers to “lower cost channels”?

We help consumer finance and retail liability& lending businesses through every stage of their customer lifecycle.

• Liability portfolio value enhancement
• Credit card portfolio value enhancement
• Channel migration
• Customer Value Management
• Cross Sell
• Customer Segmentation
• Attrition Management
• Customer Acquisition

Hansa Cequity’s approach-Event driven Marketing Hansa Cequity has a proprietary framework for development of Event Driven Marketing (EDM) capability which integrates our knowledge of One to one marketing, Banking and Technology.

Create a Customer Onboarding framework for Retail banking
The first few weeks and months of a new banking relationship are critical in terms of determining the tenure and profitability of that relationship. The challenge for marketers is to immediately leverage their early understanding of new customers to drive relevant and timely communications which support a mutually profitable relationship. Customer who are not familiar with bank product features or have been mis sold a product by an aggressive sales force would tend to have a higher propensity to attrite. The first 60 days behavior is key to maintaining and growing the relationship with the customer. How do we create a framework to help you take specific action to guide customers through the bank’s products, channels & features.

Event triggered Strategic on- boarding plan
Strategic On-Boarding, a new solution from Hansa Cequity, offers a blend of best-in class-event based marketing processes and proven models for successful bank customer On-boarding. This involves creation of a trigger based framework that focuses campaign action within the first 60 days of a customer starting a new relationship with the bank.

Checking for Inactivity (within X days of account opening)

• Direct deposit not received
• No check paid activity
• No ATM/debit card activity
• No deposit activity
• Balance less than Rs.Y
• Balance less than package minimum requirement
• No on-line banking access

Scheduled "Check-Ups" for general health of relationship

• 30/60/90/180 days from account opening
• 30/60/90/180 days from last contact
• Only when other significant activity has not occurred