improve commercial effectiveness in financial services€¦ · data center evolution mainframe data...
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© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialChintan Patel 1
Improve commercial effectiveness in Financial Services
Olivier MaesOlivier MaesRegional Sales Manager Africa & Levant, Commercial. Regional Sales Manager Africa & Levant, Commercial. [email protected]@cisco.com
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Increased Increased ProductivityProductivity
Much Has Changed
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Financial Services Drivers
the New Normalthe New Normalthe New Normal
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Operational Metrics
Reactive
Solicitation
Cost Center
Agents
Customer Intimacy
Proactive
Experts
Participation
Growth Engine
Transition to Customer Centric Models….
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Customer Relationships in 2010:Multiple real-time interactions between the customer and the bank,as well as the bank’s employees amongst themselves.
IMPACT…?Call Centers
Unified Communication
SMSTelephony
Email Mobility & Softphone
Collaboration
ConferencingMobile BankingMobile Banking
By 2010, “Quad” Play has become de facto standard
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One Size Does Not Fit All
Enable millions of potential consumers and merchantsMaximize the return on customer and capitalize
on role in enabling commerce
Mature markets Emerging Countries
ServicingCustomer
Retention
Upsell and Cross-Sell
Acquisition
On-Boarding
Upsell and Cross-Sell
Acquisition
Customer
On-Boarding
Servicing
Retention
Key Priorities Continued Focus
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1. Reduce Operational Cost Less IT complexity (complexity = cost).Move CAPEX to OPEX.
2. Increase Sales Higher Banker productivity.Differentiated services to customers (innovation).
3. Compliance & Risk managementPCI compliance.Security, threats.
Fundamental Business Drivers….Still the same
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Financial Services Adoption Roadmap
IP Telephony
Audio Conference
IP Video Conference
IP ContactCenter
VideoSurveillance
IP ATM’s and Kiosks
E-Learning andE-Marketing Meeting Place
CollaborationChatWireless
Network coreDatacenter
Branch optimization Unified
CommunicationVirtual Expert
E-learning
Voice
Mobile Telephony
Video
Web and e-mail
Messaging
IP N
etw
ork
Combined Voice, Video and Data
Communication Directed to the
“Virtual Company”
Choice of User Interface
CollaborationConsolidationOptimize Operations Grow Revenue
Convergence Collaboration
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9
Convergence & consolidation
99
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What is driving costs in The Branch ?
App/file/printServers
App/file/printServers
LocalStorageLocal
StorageBackupBackup
ClientsClients
SwitchSwitch RouterRouter
Companies spend 6 Billion dollars per year on branch servers, storage, backup and managementSource: IDC, Gartner, Cisco Analysis
“Most enterprises have many servers running at 15% or less utilization, but still requiring 100% administration.” Source: Gartner
The average branch has 4-6 serversSource: Nemertes Research
Companies spend 6 Billion dollars per year on branch servers, storage, backup and managementSource: IDC, Gartner, Cisco Analysis
“Most enterprises have many servers running at 15% or less utilization, but still requiring 100% administration.” Source: Gartner
The average branch has 4-6 serversSource: Nemertes Research
� Infrastructure Cost & Complexity–Poor resource utilization: Servers, Direct Attached Storage, etc–High CAPEX: File, print and email servers–High OPEX: HW/SW, local IT expertise
� Business Responsiveness–Poor end user experience –Bandwidth & throughput limitations
� Business Resilience–Costly Offsite Archival & Document Management–Asset (Data) protection: backups, data security & integrity–Application & OS patch management
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ISR G2: Industry’s Lowest TCO for BranchesTraditional Branch
Security Appliance
RouterSwitch
Wireless LANCisco ISR G2 with integrated Security,
Voice, Wireless, WAN Optimization, File/Print Servers Consolidation, Digital Media/Video Delivery Optimization and
Switch
Integrated Branch
WAN/App Optimization vs.
Over 70% OpEx ReductionOver 70% OpEx Reduction
Total Cost of Ownership
Dire
ct a
nd In
dire
ct
Cost
s
$0$10,000$20,000$30,000$40,000$50,000$60,000$70,000$80,000
Cisco Integrated Services Router Competitive Overlay Appliances
Revenue Loss due to outagesEmployee ProductivityUnplanned Downtime LossesPlanned Downtime LossesMaintenance ContractsFacilities (Space, Power, Cooling)Implementation CostsNMS Costs
Cisco shipped 1 million ISRs in 18 months, then another 1 million ISRs in just 9 months after
Voice Appliance
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Lean Application Management
• Run intensive banking applications at branch level• Centralized data center• Wide-area network
Benefits: • Reduce application processing cost• Enhance product speed to market• Centralized application management
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Category Applications 2X 5X 10X 25X 50X 100X+File Sharing CIFS
NFS
Email Microsoft ExchangeLotus NotesInternet Mail
Web andCollaboration
HTTPWebDAVFTPMicrosoft Sharepoint
Software Distribution
Microsoft SMSAltirisHP Radia
EnterpriseApplications
Microsoft SQLOracle, SAPLotus Notes
BackupApplications
Microsoft NTBackupLegato NetworkerVeritas NetbackupCommVault Galaxy
Data Replication EMC SRDF/AEMC IP ReplicatorNetApp SnapMirrorData DomainDouble-TakeVeritas Vol Replicator
2-20X Avg >100X Peak
2-5X Avg 20X Peak
2-10X Avg 100X Peak
2-20X Avg >100X Peak
2-5X Avg 20X Peak
2-10X Avg 50X Peak
2-10X Avg 50X Peak
Category Applications 2X 5X 10X 25X 50X 100X+File Sharing CIFS
NFS
Email Microsoft ExchangeLotus NotesInternet Mail
Web andCollaboration
HTTPWebDAVFTPMicrosoft Sharepoint
Software Distribution
Microsoft SMSAltirisHP Radia
EnterpriseApplications
Microsoft SQLOracle, SAPLotus Notes
BackupApplications
Microsoft NTBackupLegato NetworkerVeritas NetbackupCommVault Galaxy
Data Replication EMC SRDF/AEMC IP ReplicatorNetApp SnapMirrorData DomainDouble-TakeVeritas Vol Replicator
2-20X Avg >100X Peak
2-5X Avg 20X Peak
2-10X Avg 100X Peak
2-20X Avg >100X Peak
2-5X Avg 20X Peak
2-10X Avg 50X Peak
2-10X Avg 50X Peak
CRM
Co re Ban kin g
Cisco WAAS - Accelerates Applications
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“By 2009, 50% of today’s data centers will have insufficient power and cooling capacity to meet the demands of high-density equipment”
Does your Data Center Enable or Inhibit?
Source: Gartner, 2005, 2008
� Days to Deploy Applications
� Server/Storage Utilization
� Annual Storage growth � DC Records Retention (Years)
� DC Power & Cooling Costs
� Branch Office Infrastructure
60 - 180
40 – 400%
~25-30%
~6 servers
7- 10
< 25%
70% of the IT Budget for Maintenance30% Available for Assets and Innovation*
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Data Center Evolution
Mainframe
Data Center 1.0
IT Re
levan
ce an
d Con
trol
Application Architecture EvolutionCentralized
Data Center 2.0Client-Server and Distributed Computing
Decentralized
Data Center 3.0Service Oriented and Web 2.0 Based
Virtualized
Consolidate
Virtualize
Automate
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The Collaborative Branch
1616
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Why Investment Continues at the Branch
Branches continue to be the preferred delivery channel and offerstrong opportunity for customer sales
Consumers still prefer face to face meetings when opening accounts, seeking advice, or trying to resolve problems
Large legacy branch networks need to be refreshed and upgraded to address customer requirements and growing competition
New consumer behavior requires an integrated multi-channeldelivery environment to optimize sales and service
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From Transaction to Interaction
Thinking like
retailers
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Customer Interaction Management
Virtual Expert Management
Digital MediaManagement Lean Application
Management
Smart Branch
Bsnker Sales Productivity
Physical Security
Seamless Branch Customer Experience
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Banker productivity
2020
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Banker Sales Productivity
� Connected anytime, anywhere� Video conferencing� Wireless� e-Learning
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Cisco Webex – Rich Media Conferencing
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Accelerating product rollouts
In-branch conference room
One day before product launch• Personal Bankers meet in a branch for a live webcast or VOD (webcast captured for replay)
• Product expert explains new product and offers guidance for selling it
• Marketing executive explains promotions for new product
Two days after product launch• Personal Banker begins introducing new product to customers
• Views VOD that provides more detail on product features and recommended sales techniques
In banker’s own office
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Cisco Unified CommunicationsWorkspaces
ServicesUCMCisco Unified
Presence HUCS
InfrastructureRouting Switching QoS
Security/Policy
NetworkMgmt
Session Border Control
Messaging Gateway
ApplicationsCisco Unity Messaging
Unified Video Advantage
Mobile Communicator
Unified MeetingPlace Conferencing
Unified Customer Contact
Unified Workspace Licensing
ExpertAdvisor
CUBE
WebEx Connect
Business Applications
UnifiedApp Environment
Sametime Business Mashups Widgets OCS Agent Desktop
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25
Dynamic Monitoring & Safety Response
2525
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Branch Security & Surveillance� IP-based digital video surveillance for security and marketing� Real-time access to anywhere in the organization� Detect, Monitor, Respond� Device agnostic
Branch traffic 09:00-10:00People per hour: 127 Wait time in line: 3 min
Branch traffic 10:00-11:00People per hour: 54 Wait time in line: 1 min
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Securing the Branch
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Branch traffic 09:00-10:00People per hour: 127 Wait time in line: 3 min
Branch traffic 10:00-11:00People per hour: 54 Wait time in line: 1 min
Branch Security & SurveillanceBenefits:• Faster response time• Enhanced compliance• Accurate customer information
• Management control• Marketing analysis • Integrated, open, flexible – use of IP infrastructure
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The Growing Impact of Video Media
2929
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Branch Media Solution: Cost effective and efficient messaging
Message from the Bank’s CEO
Real time Advertising
Uniform Product launches
A new Customer Experience
Cisc
o Digi
tal M
edia
Syste
m
In Branch Training on branch desktops
CEO on You Tube
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Digital Media: Dynamic Signage
� Personalized messaging� Targeted Advertising� Reach customers at lower cost� Dynamic content control� Flexibility of use
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Customer Interaction Management� Intelligent Queue Management� Integrated environment� Wireless Capabilities� Skills matching� Digital signage� Enterprise TV� Self-service (web-based ATMs)� Video
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New Business Models to Grow
� Business GoalIncrease deposits, improve retention, market differentiation
� Solution Attract new customers with branches that have look and feel of retail stores
� Results Merchandising and packaging bank products like a retail storeFirst next-generation store brought in $50 million in new deposits in first 9 months, doubling estimatesRevenue growth >30% CAGR over past five years
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Real time Customer Service
3434
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BusinessBusinessValueValue
�� Reduce revenue leakage Reduce revenue leakage -- ~30% of customers return~30% of customers return�� Capture potential new revenue otherwise missedCapture potential new revenue otherwise missed�� Scale your human capital and expertiseScale your human capital and expertise
Reduce Revenue LeakageVirtual Expert Management
Look for an availablemortgage specialist
Mortgage Sales Group
Ernest Epson
Albert AdamsBetty BurtonCharlie CummingsDave Dononvan
Mortgage Sales Group
Ernest Epson
Albert AdamsBetty BurtonCharlie CummingsDave Dononvan
Mortgage Sales Group
Ernest Epson
Albert AdamsBetty BurtonCharlie CummingsDave Dononvan
Mortgage Sales Group
Ernest Epson
Albert AdamsBetty BurtonCharlie CummingsDave DononvanInquiry outside banker’s
area of expertise or comfort level
Customer comes into branch or calls calls
I need a new mortgage
product; can you assist
me?
One Click to Video-call, if needed…One more click to Share Screen…
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Enhance Branch Services ExperienceExpert on Demand
Customer and Internal UsageRecruitment
Training & CollaborationPrivate Banking advisory
BusinessBusinessValueValue
•• Provide high quality experience for in depth interactionsProvide high quality experience for in depth interactions•• Revenue Retention with higher conversation rates using video Revenue Retention with higher conversation rates using video rather than phone onlyrather than phone only
•• CrossCross--sell increases sell increases -- 1.4 products with audio to 2.5 products 1.4 products with audio to 2.5 products with videowith video
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• In-branch access to experts via video calls, especially in greenfield branches – video-based Relationship Manager
• Early pilots indicate an increase of conversion rate of 25%
Source: Cisco IBSG
Example of Virtual Sales Expert implementation
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Key Competitive DifferentiationAn Innovative Service Point - a Leading Dutch bank
Customer ExperienceReduced Revenue LeakageCompetitive edgeImprove TCO
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– A Radical Shift in Service Based Models
Not Branch of the Future – This is Now!
Sberbank, RussiaSberbank, Russia
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The Smart Branch
4040
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X25 over IP networks
E-learning for employees
Fire Alarms and intrusion detection
CCTV integration
Video Conferencing:UC Rich Media & Telepresence
IP Telephony
The Network as the Delivery Platform:Smart Branch
Servi
ces a
nd Te
chno
logies
Mobility, Security, e-signage and building management
Real time Advertising:Digital signage
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Smart Branch
• Network as the fourth utility• Dynamic control of power for PCs, servers, phones• Dynamic control of building cooling• Green!
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Summary & Next steps
4343
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Cisco’s relationship with the finance sector Where can we help?
•Site connectivity with multiprotocol routers•In-site communication with switching•On-line services with security•Cost savings with IP Telephony•Branch IT consolidation with Integrated Service Routers•Employee productivity & Customer Service with Unified Communication•Applications performance improvement with WAAS & ACE•CRM with Unified Call Center•Server consolidation with SAN switching
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Financial Services Adoption Roadmap
IP Telephony
Audio Conference
IP Video Conference
IP ContactCenter
VideoSurveillance
IP ATM’s and Kiosks
E-Learning andE-Marketing Meeting Place
CollaborationChatWireless
Network coreDatacenter
Branch optimization Unified
CommunicationVirtual Expert
E-learning
Voice
Mobile Telephony
Video
Web and e-mail
Messaging
IP N
etw
ork
Combined Voice, Video and Data
Communication Directed to the
“Virtual Company”
Choice of User Interface
CollaborationConsolidationCost savings Sales increase
Convergence Collaboration
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NEXT STEPS�Engage Cisco in early strategy sessions �Workshop to map business goals with IT roadmap� Cisco Professional Services�Best practice sharing and case studies available from Africa�Partnerships with local IT companies for deployment, service & support.
THANK YOU !
Improved Customer
Satisfaction
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