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Case Study Cross Sel Of Asset Prodcuts
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Case Study Cross Sel Of Asset Prodcuts

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Cequity’s Analytical Approach Gain out of a quantitativ e Model Gains Chart Segmentation Outcome Population Illustration of Target the drivers of cross sell A B C D E F G H Dimension Class 7 …

Cequity’s Analytical Approach Gain out of a quantitativ e Model Gains Chart Segmentation Outcome Population Illustration of Target the drivers of cross sell A B C D E F G H Dimension Class 7
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Published in: Business, Economy & Finance

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  • 1. Summary
  • 2. Business Objective
  • 3. Cequity’s Analytical Approach
  • 4. Cequity’s Analytical Approach The Current Situation (Judgmental) A Sales B Profit C Cost D Campaigns Customer Base • Random Targeting • Mismatch between customer profile and campaigns Proposed Strategy (Analytics-driven) Increase In Profit A Sales B C Cost Profit D Campaigns Reduction in cost Customer Base • Matching Right Customer with Right Campaign type • More Efficient– Cost Responses • Better conversions and Increased returns on investment 5
  • 5. Cequity’s Analytical Approach Target Population (Asset + Checking Account) Non Target Population (Only Checking Account) Customer Base Customer Base Model Design and Training Model Implementation Transaction behavior history Transaction behavior history of this base would be used to train of this base would be used to the model as target population. identify the target base using the modeling outcome.  Target variables selected  Checking Account customers who had taken Auto loan, Mortgage, Personal Loan were considered as the Target population for respective cross sell models.  Rest of the Checking account customers were considered as Non-Target population 6
  • 6. Cequity’s Analytical Approach Gain out of a quantitativ e Model Gains Chart Segmentation Outcome Population Illustration of Target the drivers of cross sell A B C D E F G H Dimension Class 7
  • 7. Results • Cequity’s analytics approach helped the bank identify customers with a high propensity to buy other products of the bank. • The bank then used the model output to score current customers in checking account & asset portfolio to extract customers for their acquisition campaigns month after month. • Cequity’s partnership with the bank now also includes managing & running campaigns across multiple channels like email, sms and telemarketing. • The bank was able to increase their acquisition revenue from their existing customer base, using Cequity’s cross-sell model by $ 2 million every month at significantly lower acquisition costs and higher conversion rates.
  • 8. Cequity’s financial services suite of solutions Cequity’s Financial Services Analytical offerings Assets Liabilities Risk Reporting M arketing Customer Reporting Profitability  Scorecards  Policy Reports  Target  Customer  Application  Origination M arketing  Segmentation I ntelligence Scorecard Report  Asset-to-  X-Sell Pack  Behavioral  Portfolio Asset  Up-sell  Payroll Pack Scorecard Performance  Asset-to-  X-Sell M atrix  Channel  Collection Report Liability M igration Scorecard  Vintage Reports  Campaign  Debit Scorecard  Attrition  Collection Optimization M anagement  Risk Based Pricing Reports  Segmentation  Debit Card Spend  Loss Forecasting  Forecasting  Credit Card Usage  Basel II Credit Losses  Acquisition  CLTV  Activation  Account M gmt
  • 9. Thank you