Australian Telco Digital Strategy Trends 2014 / 2015 v1
Digital In Banking - Summary Trends - Virginia Bankers Association - March 2015
1. Blackstone Technology Group Proprietary and Confidential
Prepared by: Prepared for:Ken Hans
Partner, Executive Director
Financial Services
2. 2
Table of Contents
Digital Trends
Shifting Banking Trends
Here Come the Millennials
Strategies to Reach Customers-Digital Banking 1.0
Emerging Strategies to Reach Customers-Digital Banking 2.0
Takeaways
Blackstone Technology Group Proprietary and Confidential 3/11/2015
4. Global ‘Tech’ Statistics Related to Our Everyday Life
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It is estimated that 10% of all photos in
existence on the planet were created in
last 45 days
Digital Trends
Banking & Technology
Conference, 2014
“It is estimated that every 24 hours the world produces a
greater volume of overall digital content than all paper-based
books, newspapers and magazines ever made”
Given how much digital data the world is
consuming, digital information scientists see that
the world is not far away from having to
commonly quantify data capacities in yottabytes
Value Metric
1000 kB kilobyte
10002
MB megabyte
10003
GB gigabyte
10004
TB terabyte
10005
PB petabyte
10006
EB exabyte
10007
ZB zettabyte
10008
YB yottabyte
5. ‘Tech’ Statistics Related to MY Everyday Life
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Number of Household Internet-Connected Digital Devices
This Speaker’s Household
Dad, Age 43
Mom, Age 43
Daughter, Age 9
Son & Daughter (twins), Age 7
Son, Age 5
Mobile Devices
1.Samsung Galaxy S5 (Dad)
2.iPhone 5s (Mom)
3.iPhone 4s (Kids HMD)
4.iPhone 4 (Kids HMD)
5.iPod Touch (Kids)
6.iPod Touch (Kids)
Tablets
1.iPad Air (Dad)
2.iPad3 (Mom)
3.iPad2 (Kids HMD)
4.iPad (Kids HMD)
5.Kindle (Mom)
6.Kindle (Daughter)
Laptops
1.Dell-Windows7 (Dad)
2.Dell-Linux (Mom)
3.Dell-Linux (Kids HMD)
Media Servers
1.Dell-Linux (Dad)
2.Sony-Linux (Dad)
Notes
HMD – hand me down
- engaged in digital banking
Digital Trends
6. Source: AntiqueTech: The ENIAC vs. The Cell Phone, http://www.antiquetech.com/?page_id=1438
Source: Wikipedia: ENIAC (http://en.wikipedia.org/wiki/ENIAC)
Modern Phones/Devices
6
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VS. An ‘Old School’ Mobile Device
The First Computer
The ENIAC – The Electronic Numerical Integrator And Computer
Cost: $6,000,000
Size: 8’ H x 3’ D x 80’ L
Weight: 30 tons
Uptime: 50%
Digital Trends
Samsung SGH-A850 ‘Flip’ phone
Cost: $350 (17,000x less)
Size: 1.5”H x 0.5” D x 2.5” L (40Mx smaller)
Weight: 8 oz (120,000X lighter)
Uptime: 99.999%
Calcs per Second: 385
Calcs per Second: 390,000 (1000x)
7. And How about ‘Modern’ Mobile Devices?
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Five Fast Facts on Modern Smartphones
Digital Trends
Source: Gadgets Arena: 5 Mind Blowing Facts about your smartphone (http://www.gadgets-arena.com/5-mind-blowing-facts-about-your-smartphone/)
1. Off the Charts Processing Power
ENIAC => Flipphones => Smartphones
Calcs/Commands per Second 385 390,000 28,000,000,000
xFaster -- 1,000 72,000
2. By Definition, it IS a PC
3. Smartphone Market is fastest growing industry
‘A personal computer (PC) - a general-purpose computer, whose size,
capabilities and original sale price makes it useful for individuals, and
is intended to be operated directly by an end-user with no intervening
computer operator’.
1975 to 2008: 1 billion computers were sold (desktops, laptops and servers)
2013: 1 billion+ smartphones were sold
Around 80% of the world’s total population now has a smartphone
8. And How about ‘Modern’ Mobile Devices?
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Five Fast Facts on Modern Smartphones
Digital Trends
4. NASA will use smartphones as ‘cheap satellites’
5. Devices that Smartphones now replace
PhoneSat takes advantage of commercial products already imbued with:
1) speedy computing chips
2) lots of memory
3) ultra-tiny sensors like high-resolution cameras and navigation devices
“That’s a mix of attributes akin to what spacecraft require. [And] those are
already built into a smart phone.”
1) Phones
2) Flashlights
3) Compasses
4) Cameras
5) Voice recorders
6) Calculators
7) Watches
8) Alarm clocks
9) Gaming Systems
10) Maps & GPS Systems
Smartphone satellite prototype
Source: Gadgets Arena: 5 Mind Blowing Facts about your smartphone (http://www.gadgets-arena.com/5-mind-blowing-facts-about-your-smartphone/)
9. Are Digital Companies Cashing In?
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Digital Companies Worth
Digital Trends
Time Magazine Recently Reported
Three US tech companies are
now each officially worth
more than Russia’s entire stock
market:
Digital Companies are in the green
Source: Google joins an elite list of companies, including Exxon Mobile, Microsoft and Apple, Time, Dec 18th, 2014, http://time.com/3639596/google-russian-stock-market/
Apple (AAPL),
$654.63
Microsoft
(MSFT),
$388.82
Exxon Mobil
(XOM),
$377.72
Berkshire
Hathaway
(BRK-A),
$359.68
Google
(GOOG),
$358.41
Russia, $325.00
$0.00
$100.00
$200.00
$300.00
$400.00
$500.00
$600.00
$700.00
Stock Value
Stock Value (in billions) as of
Dec 18th, 2014
11. Technology Innovation Has Spawned Financial Innovation
Banking 30 Years
Ago
1985
Online Banking
1992
Early Mobile
Banking
1997
Invention of Smart
Phone and Tablet
2007-2010
The pace of technical financial innovation within the last 5 years
has moved faster than the last 30
Banking Today
Today
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2007
2010
Banking Trends
12. Where are Customers Interacting with Us
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‘Bricks and Mortar’ VS. ‘Clicks and Twitter’
Some Branch Stats
“~12% of all bank transactions being conducted face-to-face.”
-Great Lakes Area Community Bank
“~80% of day-to-day banking transactions being conducted digitally.”
-Top 10 US Bank
“We’ve seen a ~60% reduction in branch traffic over last 10 years.”
-Top 10 US Bank
Why Branch Slowdown?
Banking Trends
Reported US Branch Openings/Closings, Q1 20141
1 - Source: Grand Openings: The State of Marketing New Branches, ,Media Logic, Dec 3, 2014, http://www.medialogic.com/financial-services/blog/grand-openings-state-marketing-new-branches/
“People effectively carry a branch in their pocket.”
-Brian Moynihan, CEO, Bank of America
13. Our Digitally-Connected Bank Customers are Moving
Towards the Path of Least Resistance
Where are Customers Interacting with Us
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‘Bricks and Mortar’ VS. ‘Clicks and Twitter’
We’re no Longer Able to Readily Promote, Observe, and Interact with Customers in Traditional Branch Setting
Banking Trends
Why?
Digital Channel has given customers the most expedient path to
conduct financial transactions (i.e., Path of Least Resistance)
My Own Experience…
Is this Bad?
While banks can debate this, interactions by today’s
bank customer through the digital channel are:
Easier for Customers (Higher Satisfaction)
Cheaper for Bank (Lower Cost of Service)
1 - Source: Will Becoming Smaller Pay Off For Bank of America and JPMorgan Chase & Co?, Motley Fool,
http://www.fool.com/investing/general/2014/07/10/will-becoming-smaller-pay-off-for-bank-of-america.aspx
$4.25
$1.25
$0.10
$- $0.50 $1.00 $1.50 $2.00 $2.50 $3.00 $3.50 $4.00 $4.50
Branch-Teller-Assisted Check Deposit
Branch-ATM Check Deposit
Digital-Mobile Check Deposit
Average Bank Processing Cost for a Check
Deposit
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‘Bricks and Mortar’ VS. ‘Clicks and Twitter’
The New Rules of the Road to Reach Customers
Banking Trends
Where are Customers Interacting with Us
15. START
CONTINUE
COMPLETE
Where are Customers Interacting with Us
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‘Bricks and Mortar’ VS. ‘Clicks and Twitter’
98% of people move across digital channel
devices (mobile phone, tablet, online) within
same day to accomplish specific tasks
- Backbase
Banking Trends
Customers Want to Interact Easily with their
Bank Across Their Devices
Goal: Reduce Friction, and Make Process
Seamless
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Banking Trends
Where are Customers Interacting with Us
‘Bricks and Mortar’ VS. ‘Clicks and Twitter’
53% of respondents said they use their
current banks’ mobile app at least weekly,
and more than 88% of these frequent mobile
banking app users also indicated that they
log into their bank’s online banking website
at least weekly.
- The Financial Brand
Banking Customers are traversing
online and mobile frequently
Goal: Cater to Each Digital Banking
Channel, while Striving for
Consistency of User Experience
1 - Mobile vs. Online Banking: It’s Not Either/Or, Consumers Want Both, The Financial Brand, August 12, 2014, http://thefinancialbrand.com/41560/mobile-online-banking-usage/
17. Device Market Penetration: The ‘Big 2’
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iOS and Android currently own 90%+ of consumer penetration in the mobile
and tablet marketplaces, respectively.
Statistics which support this:
Mobile Devices
iOS and Android OS combined for close to 94% of mobile device market share through 2014.
Tablets
iOS and Android combined for 98% of tablet market share in 2012, and these two operation systems are
forecasted to hold 90%+ market share of the tablet market through 2017.
Source1: http://www.comscore.com/Insights/Market-Rankings/comScore-Reports-July-2014-US-Smartphone-Subscriber-Market-Share
Source 2: http://tabtimes.com/resources/the-state-of-the-tablet-market, section: ‘OS market share in tablet unit sales’
Banking Trends
This device market data shows why mobile banking vendors are
catering to iOS and Android virtually exclusively at this stage
18. Are Banks Believing the Digital ‘Hype’?
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Banking Trends
“BBVA will be a software company in the future”
Francisco Gonzalez, Bank Chairman
% of BBVA Bank Employees Focused on Digital Banking
2015 2020 (Estimated)
3% 50%
The New Competitor Landscape (in addition to
traditional banks) from BBVA’s perspective:
Source: Mobile Turning BBVA’s Future Into a Software Company, pymnts.com, March 6th, 2015, http://www.pymnts.com/news/2015/mobile-turning-bbvas-future-into-software-company/
19. Are Banks Believing the Digital ‘Hype’?
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Banking Trends
Top 2015 Priorities for Bank CIOs1
1. Mobile Banking
2. On-Line Banking
…
1 - Source: How Banks Are Allocating Their Tech Budgets for 2015, America Banker, Dec 8, 2014, http://www.americanbanker.com/news/bank-technology/how-banks-are-allocating-their-tech-budgets-for-
2015-1071546-1.html
2 – Source: Top 10 Community Bank IT Projects, American Banker, http://www.americanbanker.com/gallery/top-10-community-bank-it-projects-1072933-1.html
Select Top Community IT Projects2
1. Real-Time Electronic Payments - CBW Bank
2. Mobile App Integration with Their ATMs – Wintrust Financial
3. Overhauled mobile and online platforms – Radius Bank
4. Expanded Mobile App Offering to Small Business Loans – C1
Financial
…
A Large Midwest Bank’s Lesson…
21. The Millennials
Customer Demographic Trends
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Source: ‘This year Millennials will overtake Baby Boomers’, January 16th, 2015 (http://www.pewresearch.org/fact-tank/2015/01/16/this-year-Millennials-will-overtake-baby-boomers/)
This year, the “Millennial” generation is projected to
surpass the outsized Baby Boom generation as the
nation’s largest living generation
By 2015 Millennials will increase in size to 75.3 million and become the biggest group [for
the better part of this century]
22. The Millennials
So Who are the Millennials
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Sources:
1. Top 7 Things Millennials Demand from Brands, Immersive, Feb 19th, 2015, (http://www.immersiveyouthmarketing.com/blog/top-7-things-Millennials-demand-from-brands)
2. Millennial Marketing: New Age of Hospitality Consumers, Richfield Hospitality, Aug 14th, 2014, http://www.richfield.com/blog/?p=339
3. Hiring Millenials-How This Generation can impact your team, SmartTalent, Aug 15th, 2014, http://www.smarttalent.net/tag/tips-for-hiring-Millennials/
4. Millennials Use Mobile Devices More Than Previous Generations, ScreenMedia Daily, Apr 4, 2013, http://screenmediadaily.com/Millennials-use-mobile-devices-more-than-previous-generations/
Caucasian
60%
Hispanic
20%
Black
14%
Asian
5%
Other
1%
Ages 18-34
(DOB 1981-1997)
Top 5 Things Making Them
Unique
1. Technology Use
2. Intelligence
3. Music & Pop Culture
4. Libertarianism & Tolerance
5. Clothes & Fashion
Also Known As
“The Net Generation”
Beginning to enter their
earning and spending
years
Leverage mobile devices
more than most others…
23. The Millennials
How Different Are Millennials than Previous
Generations?
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Gen X Concerts Millennial ConcertsVS
24. The Millennials
How Different Our Millennials than Previous
Generations?
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VS
25. Gen X Brand Exposure
The Millennials
How Different Our Millennials than Previous
Generations?
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Millennial Brand ExposureVS
26. The Millennials
How Similar Our Millennials than Previous Generations?
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Source: Millennial Marketing: New Age of Hospitality Consumers, Richfield Hospitality, Aug 14th, 2014, http://www.richfield.com/blog/?p=339
Millennials Say Some of the Most Important Things in Their Lives will be:
Important to Them
Being a Good Parent
Owning a Home
Having a High-Paying Career
Relationship Opportunity for Banks
Credit/Loan Products to Support
Family Life
Mortgage, HELOCs
Additional Loans/Credit to Fund
Lifestyle
28. Blackstone Technology Group Proprietary and Confidential
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Reaching Customers - Digital Banking 1.0
Reaching Customers with Live and Fresh Information
Live ‘Channels’ within Your Digital Apps
Samples
Live Product & Rate Feeds
News Feeds
Dynamically Controlled Bank Controlled Marketing Ads
Interweaving Messaging and Customer Touch-
points in and Around Banking Functionality
You Bank Rates - Charlottesville
29. Blackstone Technology Group Proprietary and Confidential
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Celebrating The Product and Services You Deploy to Customers
Reaching Customers - Digital Banking 1.0
Forever the Mindset: “What’s In it
For Them”
Samples (In and Around Launch)
HTML Emails
Prominent Website Shingle (in and
around feature launch)
Updates to LinkedIn and Facebook
Don’t keep a secret the
services you’ve worked hard to
deploy to your digital channel
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Reaching Customers - Digital Banking 1.0
Ratings and Comments Providing Insight Into What Customers Want
App Stores Driving Banking Digital Roadmaps
Meaningful Customer Input
Real-time feedback mechanism from digital
channel
What is working / what is not (performance,
features)
What other services desired
App Store Feedback is driving input into digital roadmaps
Samples: “Where’s my loan?”//“Where’s my tablet app?”// “I wish I could manage my cards…”
31. Source: ‘CMO of the Week: Michael Lacorazza, of Wells Fargo, on Staying Customer-Centric’, Social Media Today, Feb 26, 2015, http://www.socialmediatoday.com/special-columns/2015-02-26/cmo-week-
michael-lacorazza-wells-fargo-staying-customer-centric?utm_content=12561656&utm_medium=social&utm_source=twitter
Source: ‘7 Social Media Trends for Consumers: New Research’, Social Media Examiner, January 16, 2013, http://www.socialmediaexaminer.com/7-social-media-trends-for-consumers-new-research/
Listening to Social Media
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Reaching Customers - Digital Banking 1.0
Meaningful Customer Insight
More and more consumers prefer to address issues via social
channels vs. calling a contact center
Banks are both tuning in and responding to customers issues /
complaints / wants, in real time
As well, consumers are using social media to listen and learn more
about brands, products, and services they are shopping for
Banks Incorporating ‘Social Care’ as Part of
Customer Care Experience
“Our customers live digital, mobile and social lives. We are continuously
investing in social infrastructure to enable us to serve our customers and
connect with them where they are.”
Michael Lacorazza, CMO, Wells Fargo
32. Alerts
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Reaching Customers - Digital Banking 1.0
Keep ‘Talking’ to Your Customers
Banking alerts help to increase customer engagement
levels
As well, they are helping banks convey to customers:
-Protection: We are watching your money and
keeping it safe
Source: ‘Stay in Touch with your Money’, Brochure on Text Alerts, http://www.comerica.com/personal-
finance/Documents/Mobile_Alerts_Handout.pdf
Source: ‘Text Message Marketing Statistics”, Tatango, April 10, 2013, http://www.tatango.com/blog/sms-open-rates-exceed-99/
-Convenience: We will let you know about specific money transactions
that you specify
-Financial Responsibility: We will help you proactively better manage
your money
Sample Alerts
Convenience
Low Balance
Overdraft
Savings Goal
Statement Available
Transaction Monitoring
Large Withdrawal
Large ATM
Large Debit Transaction
Identity Protection
Username changes
Password changed
Account locked
Account unlocked
Suspicious Activity
Card Not Present
Foreign Country Transaction
Pay At the Pump
33. Understanding Behavior – Digital Enrollment & Activity
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Reaching Customers - Digital Banking 1.0
Digital Chanel Adoption Trend Line
79,421
<-- Your Bank
Evaluating Tangible Activity
Check Balance,
1,771,624 , 43%
View Transaction
History, 1,362,343
, 33%
View
Payees/Make
payments,
465,210 , 11%
Configure Alerts,
318,242 , 8%
Make a Transfer,
114,322 , 3%
Find a Location,
78,522 , 2%
Digital Banking Activity
Baseline of transactions users are
conducting
‘1.0’ version of reporting on
mobile/tablet:
-Enrollment
-Server Side Committed Transactions
Gaps
Lack of continuity in reporting across online and
mobile
Lack of Non-committed activity (RDC
abandonment, use of financial tools/calculators)
35. FIs are Beginning to Define a ‘Digital 2.0’ Strategy
Blackstone Technology Group Proprietary and Confidential
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How do we now differentiate beyond the ‘me too’ to
create a ‘Digital 2.0’ experience?
Integrated online and mobile banking is in its relative infancy, and
more and more customers are interchanging throughout each as their
preferred channels of bank interaction
How do we create more stickiness and brand loyalty via
digital?
It’s important to build on a platform that can provide flexibility for
future updates
How do we monetize the digital channel?
The future of digital banking is heading towards more advanced
trends such as enriched user experience, personalized marketing &
customer service, enhanced security, voice recognition and near field
communication
There is a growing trend in FIs
looking for ways to monetize the
digital channel
Questions we see FIs (Banks, CUs, Credit Card Cos) looking to solve for, now that they
have a ‘Digital 1.0’ mobile and online presence in place:
Reaching Customers - Digital Banking 2.0
3/11/2015
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Software Architecture Maturity and Responsive Design Approaches Are
Making These Unified Digital Banking Platforms A Reality
Emerging Strategies – Digital Banking 2.0
Convergence of Mobile and Online Banking Solutions
Creating Consistency in the Cross-Device User Experience
Benefits
One Platform to Deploy Ads Across the Digital
Channel
Integrated Activity/Response Reporting Across the
Digital Channel
Faster Time to Deploy Products and Services Across
the Digital Channel
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Mint.com For Your Bank
Platforms are Enabling Banks to Help Their Customer Consolidate their
Finances and Provide Financial Planning Tools
Benefits
Creates More Stickiness to Your Bank Site By Enabling
Them to Come to ‘One Site’ to Manage Their
Finances
Arm Your Customers with Tools to Help them Be
More Fiscally Responsible
Ability to Create Personal Cross-Sell Marketing
Campaigns Based on What Other Products They
Have (Win-Win)
Sample Financial Planning Tool
Emerging Strategies – Digital Banking 2.0
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Making More Judicious Use of the Tablet
No longer just ‘An iPhone App running in an iPad’
Benefits
Take Advantage of the Larger Screen Real
Estate and Computing Power
Provide More Account Details, More
Product and Offer Information
Leverage As Tool to Create Account
Opening Workflows with Ease of Form
Completion and OnBoard Camera
(Patriot Act Compliance) Sample iPad Tablet Banking App
Emerging Strategies – Digital Banking 2.0
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Catering to the Mobile Smartphone vs. the Tablet, based on their respective orientations, continue to
reveal more distinct use cases as the use of tablet devices continues to further proliferate in the
marketplace. This presents opportunities for digital marketers to take advantage of the lean back
orientation of tablet users to be able to promote product and services that would likely not be as highly
considered in the ‘lean forward’ orientation of a mobile smart phone user.
‘Lean Back’ Tablet Characteristics ‘Lean Forward’ Smart Phone Characteristics
◊ More Time ◊ Less Time
◊ Stationary Utilization ◊ On-The-Go Utilization
◊ Exploration Oriented ◊ Action Oriented
◊ Higher UX ◊ Lower UX
Making More Judicious Use of the Tablet
Emerging Strategies – Digital Banking 2.0
40. How to Better Serve and Originate Customers
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The [digital device] camera, geolocation services, and mobile
operator subscriber databases are all being leveraged to
improve banking services…”1
Potential Uses:
1 - Oct 30th, 2014 Article
Device Camera
-Take Picture of your Bill to Auto Setup as
biller
-Take Picture of ID and Utility Bill for New
Customer Account Opening
Geolocation
-Correlating customer location with
transaction activity to detect potential fraud
-’Geofencing’ to identify/pre-serve a customer
before they walk in the door of the branch
With more digital device capabilities comes more opportunity for
innovative ways to serve customers better
Emerging Strategies – Digital Banking 2.0
41. Blackstone Technology Group Proprietary and Confidential
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Step 1
Tap the
new voice
login
button
Step 2
Speak your
Voice
passphrase
Step 3
Bank
using voice
comands
A
C
C
E
S
S
Future - Voice-Enabled Mobile Banking
3/11/2015
Emerging Strategies – Digital Banking 2.0
Prototyped voice banking concept on Monitise mobile platform
42. Beyond Listening
Becoming part of the conversation
Leading with ‘What’s In it for them’, then tie it to a
relevant product or services that could help
Staying relevant and having presence where customers
and/or future customers congregate more and more
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Social Media – Contributing to Stay Relevant
Emerging Strategies – Digital Banking 2.0
Some banks are adopting a posture towards social media
contribution of “don’t ‘sell’, just ‘connect’”
43. Expanding Insight and Tracking across entire digital channel
Capture page Flows across all digital channels (mobile, online, loan origination, etc)
Not Just Transactions, but View Page Flow Activity by user, channel, device, region, etc.
Trend across time as data accumulates
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Digital Insight – Measuring More Comprehensive Activity
Emerging Strategies – Digital Banking 2.0
44. Sample New Digital Intelligence
Insight Targeted Action
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Digital Insight – Better Targeting
Location based: High mobile banking use in a specific
county business park
Target mobile small business
banking banner ads in this
geography
Behavior based: Spike in use of used car loan financial
calculator
Target mobile auto loan
banner ads in mobile channel
Location/Behavior based: High number of ATM searches
on a specific zipcode in a specific county
Add an ATM in the highly
requested geography
Target mobile ATM ads in this
geography
Emerging Strategies – Digital Banking 2.0
45. Uncover Missed Opportunities
Ad Placement issues (High Page usage, No Ads)
Ad Creative issues
High Time Spent, Low Click
Low Click, High Apply
Product issues (High Click, Low Apply)
Process issues (High Click, High Apply Begin, Low Apply End)
Strategy issues (High Channel Spend, Low ROI)
Target User issues (Low Click, Apply and Conversion)
Discover New Potential
Trends in channel usage and conversion across time
High conversion on ad resulting in multiple product sales
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Digital Insight – Better Feedback Mechanisms
Emerging Strategies – Digital Banking 2.0
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Digital Insight – Better Targeting
Emerging Strategies – Digital Banking 2.0
‘Data is the New Oil in the Digital Economy’
“Data is an immensely, untapped valuable
asset”
“Data infrastructure should become a profit
center”
“Good data beats opinion”
Source: ‘DATA IS THE NEW OIL OF THE DIGITAL ECONOMY’, Wired, http://www.wired.com/2014/07/data-new-oil-digital-economy/
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Takeaways
The digital age is here to stay, embrace it to stay competitive
Shifting consumer demographics show us that today’s (and future)
customers expect and demand to interact with us via digital channel,
so stay tuned to social and digital mediums
Continued features and updates to digital channel show banks
‘interest’ and dedication in serving customers
Consider emerging platforms that combine mobile and digital into one
platform, that provides better customer experience, ability for
personalized marketing, and lower TCO
Data is the new oil in the digital age, the more you track the more
you’ll learn and be able to better market to and serve your customers
Blackstone Technology Group Proprietary and Confidential 3/11/2015
49. Blackstone Technology Group Proprietary and Confidential
Prepared by: Prepared for:Ken Hans
Partner, Executive Director
Financial Services