To improve corporate customer satisfaction and loyalty, increase wallet share and maximize their success, banking institutions need to understand the behavior and profitability of their corporate customers, both at the segment level and the individual large corporate level. They must use customer segment data to create strategies that provide corporate customers with the products they need when they need them with the right level of service.
Beyond disparate data and CRM solutions
The tools to understand corporate customer segment performance have existed for years. But institutions have failed to meet their growth and profitability targets because:
- Data exists in disparate systems.
- Customer profitability solutions are isolated from the financial planning process.
- Customer relationship management (CRM) solutions have been cost-prohibitive and rarely lived up to their promise.
- Initiative planning and tracking has been an afterthought.
Integrate customer profitability with the financial planning process
The IBM Cognos Corporate Banking Customer Segment Performance Blueprint enables commercial, corporate and investment banks to create profit-and-loss statements at the customer segment level:
- Customer segment reporting, analysis, dashboards and scorecards let managers understand at a glance how segments are performing across measures such as revenue, contribution margin and accounts per customer, and then guide them through deeper and deeper levels of customer and segment detail.
- Initiative reporting, analysis, dashboards, and scorecards make it possible to identify exactly which customer segment to target for product or service initiatives, based on how past initiatives have performed.
- Initiative Planning lets you compare initiatives side-by-side before choosing the product and marketing mix, the start and end dates and the target number of accounts for an initiative.
- Customer Segment and Large Corporate Customer P&L Calculation and Forecasting is done using a dynamically created Customer Segment Profit & Loss Statement that calculates the customer segment profitability to which each segment is ultimately managed.
- Activity-based costing and management is based on accurate data through integration with Acorn Systems’ Profit Analyzer CI, another costing provider or the bank’s existing systems.
Learn more about the IBM Cognos Corporate Banking Customer Segment Performance Blueprint.
