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Copyright © 2003, SAS Institute Inc. All rights reserved. Company confidential - for internal use only 1
Know Your Customers
SAS® Banking Intelligence Solutions
Aslam ChaudhryAnalytic Solutions ManagerSAS R&D
SUGI30 April 11, [email protected]
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A Banker Is Trying to Know Her Customers
Customers Historical Data is Locked at Banks
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Agenda
• Banking Industry Landscape
• SAS Corporate Strategy
• Customer Intelligence Components
• SAS Products for Banking
• Product Details – Demo
• Benefits
• Next Steps
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Banking / Financial Landscape
• Product Based
• Line of Business Based
• Customer Value Based
• Other
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Banks Organized Around...
Product50%
Value of Customer
Groups13%
Other6%
Lines of Business
31%
Banking / Financial Industry Landscape -- Survey
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Competitive Distinction/Dedifferentiation
Resource Optimization
Attention to the Most Valuable Customer Groups
Engage the Most Potentially Valuable Customer or Households for Growth
Benefits of Customer Value Management
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Low Degree 12%
High Degree 44%
Moderate Degree
44%
Does measuring Customer Value
drive success for your company?
Customer Value Management---Survey
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0 10 20 30 40 50 60 70 80 90 100
Segment Managers
Product Managers
Line of Business Managers
Other
Marketing
Customer Facing Reps
Senior Management
The Customer Value Management Use --- Survey
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Enterprise Intelligence – it’s about business integration
SAS® Banking Intelligence Solutions
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SAS Banking Intelligence Solution --- Customer Intelligence
• SAS Customer Segmentation for Banking
• SAS Cross-Sell/Up-Sell for Banking
• SAS Customer Retention for Banking
• SAS Marketing Automation for Banking
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BankHolding Company
Retail ConsumerBanking
Small BusinessBanking
PrivateBanking
Matureand
Retired
AffluentMass
Market
MediumBusiness
Enterprises
SmallBusiness
Enterprises
PrivateBanking and
Investing
WealthManage-
ment
RetailPrivateBanking
OnlineBanking
Electronic BillPayments
WebBanking
CorporateBanking
HealthCare
AgricultureMedia
Finance
FranchiseTrust
CommercialReal Estate
CapitalMarkets
StructuredFinance
InvestmentBanking
InstitutionalAsset
Services
Customer Portfolio Value Management
SAS® Banking Intelligence Solutions
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SAS Banking Intelligence Solution --- Customer Intelligence
• SAS Customer Segmentation for Banking
• SAS Cross-Sell/Up-Sell for Banking
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Copyright © 2003, SAS Institute Inc. All rights reserved. Company confidential - for internal use only 20
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Copyright © 2003, SAS Institute Inc. All rights reserved. Company confidential - for internal use only
Copyright © 2003, SAS Institute Inc. All rights reserved. Company confidential - for internal use only 24
Copyright © 2003, SAS Institute Inc. All rights reserved. Company confidential - for internal use only
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Copyright © 2003, SAS Institute Inc. All rights reserved. Company confidential - for internal use only
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SAS Banking Intelligence Solution --- Customer Intelligence
•SAS Customer Retention for Banking
• SAS Marketing Automation for Banking
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SAS Banking Intelligence Solution --- Customer Intelligence
• Solution Architecture
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SAS DDS 2.0 Based Data Architecture
Legacy Source Systems
Deposits
Checking
Saving
CDs
Loans
Auto
Boat
RV & others
Mortgages
Home mortgages
commercial
Credit Cards
Regular Visa
Gold Cards
Platinum
Others
Lobs
Data Staging
Common data extracts from all the systems at a common data collection for further processing
ETL Processes
Logical & Physical Models
Data Dictionary
Docs
Data Warehouse Development Using SAS Data Infrastructure
DDS 2.0
DB2
MS SQL Server
Teradata
Oracle
SAS SPDS
Daily, Weekly, Monthly Data Loading Schedules
ETL Studio
SAS® Banking Intelligence Solutions
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BIS Customer Intelligence Components
ETL Studio
ETL Flows
LSF Scheduler (Jobs)
Docs
Analytic Mart
SPDS
Eminer Web Client 5.1
7 Cross-Sell/Up-Sell models
4 Retention models
Model Development & Scoring Integration with BIS
Dynamic Creation of ABTs
Retention Web Client
Business UI
Retention Focused Predictive Modeling
Retention Segmentation Using Model Score
Cross-sell Web Client
Business UI
Business Focused
Business & predictive modeling
SPDS
Oracle
UDB/DB2
Teradata
MS SQL Server
Daily, Weekly, Monthly Data Loading Schedules
Real-Time Connectivity
Batch Scheduling
DDS 2.0 / Bank’s Data Warehouse
CCMM
SPDS
Marketing Automation
Campaign Web Studio/Campaign Studio
Marketing Optimization
CCMM: Customer Communications Management Mart
Segmentation Web Client
Business UI
Tree Based
ClusteringBSB
Business Selections Builder
SAS® Banking Intelligence Solutions
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SAS Banking Intelligence Solution --- Customer Intelligence
Benefits:
• Evolutionary Migration from Product Based to Customer Valued Based
• Manage to Retain Your Best Customers
• Organization Can Measure the Success of the Most Valuable Customers
• Banking Specific Data Architecture
• Faster Deployment & Implementation
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SAS Banking Intelligence Solution --- Customer Intelligence
Next Steps
• A new SAS 9 based solution
• Want to Get More Info:
Email: [email protected]
• Contact Local Your SAS Sales Team
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SAS Banking Intelligence Solution --- Customer Intelligence
• Questions?