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Billing Revenue and Innovation Management
for Banking Industry
Eric Lavenir
VP Global Business Development / BRIM
SAP Proprietary and Confidential 2
CONTENTS
Dynamics Solution Customers Demo TakeawaysContents
 Industry and Market Dynam...
Industry and Market Dynamics
Dynamics Solution Customers Demo TakeawaysContents
SAP Proprietary and Confidential 4
Why BRIM ? Industry & Market Dynamics
Cloud
Big Data
Mobile
01001010111010010
101001010...
SAP Proprietary and Confidential 5
Banks need to reduce Complexity and improve Efficiency and Margins
 More individualize...
BRIM at a Glance
Dynamics Solution Customers Demo TakeawaysContents
SAP Proprietary and Confidential 7
Consume to Cash Process Overview
Consumption is Analyzed
Offers are Updated
Analyze
Opt...
SAP Proprietary and Confidential 8
Consume to Cash Process Overview
Price
Charge
Analyze
Optimize
Offer
Order
Gather
Clean...
SAP Proprietary and Confidential 9
Consume to Cash Process Overview
Price
Charge
Analyze
Optimize
Offer
Order
Gather
Clean...
SAP Proprietary and Confidential 10
SAP BRIM - Service to Cash end to end Process
Convergent
Mediation
Convergent
Charging...
SAP Proprietary and Confidential 11
SAP BRIM - Service to Cash end to end Process
Convergent
Mediation
Convergent
Charging...
SAP Proprietary and Confidential 14
SAP Convergent Charging – Intuitive GUI for Business Users
Convergent
Mediation
Conver...
SAP Proprietary and Confidential 15
SAP Convergent Charging – Intuitive GUI for Business Users
Convergent Mediation Conver...
BRIM Customers
Dynamics Solution Customers Demo TakeawaysContents
SAP Proprietary and Confidential 21
SAP BRIM - Global Customers
Telecom
• Cellular
• M2M
• MNO
High Tech
• Service and
• S...
SAP Proprietary and Confidential 22
BRIM in Financial Industry: Commonwealth Bank Of Australia
Dynamics Solution Customers...
SAP Proprietary and Confidential 23
BRIM in Financial Industry : Banco Compartamos
Dynamics Solution Customers Demo Takeaw...
SAP Proprietary and Confidential 24
BRIM in Financial Industry : Davivienda
Dynamics Solution Customers Demo TakeawaysCont...
SAP Proprietary and Confidential 25
BRIM in Financial Industry : Banco Popular
Dynamics Solution Customers Demo TakeawaysC...
SAP Proprietary and Confidential 26
BRIM in Financial Industry : Europ Assistance
Dynamics Solution Customers Demo Takeawa...
SAP Proprietary and Confidential 27
BRIM in Financial Industry : Fina
Dynamics Solution Customers Demo TakeawaysContents
C...
SAP Proprietary and Confidential 28
BRIM Annual EMEA Summit: Paris, October 22nd & 23rd
Dynamics Solution Customers Demo T...
BRIM iPad Demo
Dynamics Solution Customers Demo TakeawaysContents
SAP Proprietary and Confidential 30
BRIM - iPad Demos
Dynamics Solution Customers Demo TakeawaysContents
Point of Sales
Ba...
SAP Proprietary and Confidential 31
BRIM - iPad Demos
Dynamics Solution Customers Demo TakeawaysContents
Bank
BRIM – Key Takeaways
Dynamics Solution Customers Demo TakeawaysContents
SAP Proprietary and Confidential 33
SAP BRIM in Financial Services - Commercial, Retail and Capital Markets
 An integrate...
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SAP - BANKALARDA MÜŞTERİ ODAKLI DİNAMİK FİYATLAMA - SAP Forum 2013

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SAP BRIM ile bankacılık sektöründe kişiye özel ürün ve hizmet fiyatlandırması artık daha hızlı ve daha kolay.

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  • Risk & Regulatory ComplianceThe Dodd–Frank Wall Street Reform and Consumer Protection Act, signed into law in July 2010, represents the most significant reform of banks and financial-services providers in the United States since the Great Depression. It establishes, among other regulations, new rules for how banks and insurers can invest capital, how hedge funds are regulated, and how financial-services firms report information.Cost & Complexity Take OutBanks need to significantly increase net profits in order to achieve 12% return on equity by 2015. The first obvious means of achieving this target is to drive down operational costs and reduce complexity by streamlining existing business processesCustomer Centricity in a Multi-Channel EnvironmentCustomers are becoming the center of attention in banks, as competition increases and new market entrants put additional pressure on traditional channels. Relationship based pricing is a necessity in order to determine how best to put the customer in the center of attention, by accessing the customers portfolio of products & services, and using this information to increase customer loyalty and reduce churn.IT Mega Trends at workWhile banks are evolving their focus due to increased regulation and competition, IT innovation is also buckling the old assumptions which most banking IT systems have relied on in the past. More services are provided online in the cloud, accessible any where at anytime.Mobility is not only driving this new accessibility to service but also generating massive amounts of transactional data which is adding pressure on legacy banking systems.Big data processing is driving a need for improved performance and real-time accessibilitySocial media is driving new trends and awareness and banks need to consider the social implications of the business decisions taken, by analyzing trends in the social media spaceThis all leads to the consumerization of IT, as IT systems are not only the bank end infrastructure the banks run off, but now also represent the front end systems which give customers a window into their banking relationship
  • Risk & Regulatory ComplianceThe Dodd–Frank Wall Street Reform and Consumer Protection Act, signed into law in July 2010, represents the most significant reform of banks and financial-services providers in the United States since the Great Depression. It establishes, among other regulations, new rules for how banks and insurers can invest capital, how hedge funds are regulated, and how financial-services firms report information.Cost & Complexity Take OutBanks need to significantly increase net profits in order to achieve 12% return on equity by 2015. The first obvious means of achieving this target is to drive down operational costs and reduce complexity by streamlining existing business processesCustomer Centricity in a Multi-Channel EnvironmentCustomers are becoming the center of attention in banks, as competition increases and new market entrants put additional pressure on traditional channels. Relationship based pricing is a necessity in order to determine how best to put the customer in the center of attention, by accessing the customers portfolio of products & services, and using this information to increase customer loyalty and reduce churn.IT Mega Trends at workWhile banks are evolving their focus due to increased regulation and competition, IT innovation is also buckling the old assumptions which most banking IT systems have relied on in the past. More services are provided online in the cloud, accessible any where at anytime.Mobility is not only driving this new accessibility to service but also generating massive amounts of transactional data which is adding pressure on legacy banking systems.Big data processing is driving a need for improved performance and real-time accessibilitySocial media is driving new trends and awareness and banks need to consider the social implications of the business decisions taken, by analyzing trends in the social media spaceThis all leads to the consumerization of IT, as IT systems are not only the bank end infrastructure the banks run off, but now also represent the front end systems which give customers a window into their banking relationship
  • Due to increasing regulatory pressures, US & European banks need to significantly increase net profits in order to achieve at least 12% return on equity by 2015. Current forecasts show a project growth of up to $154 billion for US banks, and apprx $200 billion for european banks. This means that banks need to plug their revenue gap by apprx $158 billion and $130 billion simultaneously for US & European financial institutions, in order to achieve their target net returns of 12% return on equity.What this essentially means is that Banks have to innovate more frequently, in order to build new revenue streams.We expect to see focus on the following areas in 2011:Increased personalization for products, services and delivery modelsMore proactive risk management that propels business performance or differentiationImproved financial services accessibility and new market and customer segment penetration into unbanked populations and the mass-affluent sectors, regionally, and into emerging marketsContinued focus on cost/income ratios; in particular, reducing fixed-cost pressures throughconsideration of newer delivery and sourcing models such as cloudBusiness model re-engineering to ensure adequate capital and liquidity at acceptableperformance levelsGreater attention to the collective, especially social networksBetter IT management capabilities to more adequately address volatile business conditionswhile addressing governance requirements and resource competenciesCreating new partnerships with nontraditional providers to accelerate the delivery of new products and services.
  • The Offer-to-Cash process can be summarized according to the following workflow:Companies create offers and propose these offers to their customers. Customers then orders the corresponding services  this is normally the role of the CRM.Customers consume services. As a result, transactions representing the consumption of those services are created (in Telecom, those transactions are the CDRs. In Road-tolling, those transactions could be generated by the On-Board-Unit or the badge in your car….). Those transactions need to be cleaned and gathered : this is the role of the mediation layer.Those transactions are then sent to the charging engine, which computes the price of the service, according to the info contained in the transaction(s).Then the rated transactions are periodically gathered on a single invoice (or a single settlement report) to produce the Invoice to the customer (or the settlement report). This is done by the Billing system.Money collection and payments, as well as disputes if any, are then managed by the Financial system.The consumption can also be analyzed with Analytics tools to define how to change the offers to attract more customers.
  • The Offer-to-Cash process can be summarized according to the following workflow:Companies create offers and propose these offers to their customers. Customers then orders the corresponding services  this is normally the role of the CRM.Customers consume services. As a result, transactions representing the consumption of those services are created (in Telecom, those transactions are the CDRs. In Road-tolling, those transactions could be generated by the On-Board-Unit or the badge in your car….). Those transactions need to be cleaned and gathered : this is the role of the mediation layer.Those transactions are then sent to the charging engine, which computes the price of the service, according to the info contained in the transaction(s).Then the rated transactions are periodically gathered on a single invoice (or a single settlement report) to produce the Invoice to the customer (or the settlement report). This is done by the Billing system.Money collection and payments, as well as disputes if any, are then managed by the Financial system.The consumption can also be analyzed with Analytics tools to define how to change the offers to attract more customers.
  • The Offer-to-Cash process can be summarized according to the following workflow:Companies create offers and propose these offers to their customers. Customers then orders the corresponding services  this is normally the role of the CRM.Customers consume services. As a result, transactions representing the consumption of those services are created (in Telecom, those transactions are the CDRs. In Road-tolling, those transactions could be generated by the On-Board-Unit or the badge in your car….). Those transactions need to be cleaned and gathered : this is the role of the mediation layer.Those transactions are then sent to the charging engine, which computes the price of the service, according to the info contained in the transaction(s).Then the rated transactions are periodically gathered on a single invoice (or a single settlement report) to produce the Invoice to the customer (or the settlement report). This is done by the Billing system.Money collection and payments, as well as disputes if any, are then managed by the Financial system.The consumption can also be analyzed with Analytics tools to define how to change the offers to attract more customers.
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  • Transcript of "SAP - BANKALARDA MÜŞTERİ ODAKLI DİNAMİK FİYATLAMA - SAP Forum 2013"

    1. 1. Billing Revenue and Innovation Management for Banking Industry Eric Lavenir VP Global Business Development / BRIM
    2. 2. SAP Proprietary and Confidential 2 CONTENTS Dynamics Solution Customers Demo TakeawaysContents  Industry and Market Dynamics  BRIM – Solution Overview  Significant BRIM Customers  Online Demo
    3. 3. Industry and Market Dynamics Dynamics Solution Customers Demo TakeawaysContents
    4. 4. SAP Proprietary and Confidential 4 Why BRIM ? Industry & Market Dynamics Cloud Big Data Mobile 01001010111010010 10100101000101010 01001010001011101 00101010010100010 10100100101000101 IT mega-trends at work… Social Media Consumerization of IT Customer Centricity in a Multi-Channel Environment Risk & Regulatory Compliance Cost & Complexity Take Out Banking specific trends… Dynamics Solution Customers Demo TakeawaysContents
    5. 5. SAP Proprietary and Confidential 5 Banks need to reduce Complexity and improve Efficiency and Margins  More individualized charging for products & services  New Services  Reduced revenue leakage  Consideration of new delivery channels and sourcing models  Continued focus on cost / income ratios  Performance & Scale  Monetizing partner relationships How to improve margins & reduce complexity? « Propose the Best Services at the Best Price at the Best Time » Dynamics Solution Customers Demo TakeawaysContents
    6. 6. BRIM at a Glance Dynamics Solution Customers Demo TakeawaysContents
    7. 7. SAP Proprietary and Confidential 7 Consume to Cash Process Overview Consumption is Analyzed Offers are Updated Analyze Optimize Offer Order Companies Offer Services Customers Order Services Gather Clean Customers’ Consumption Generates Transactions Services Consumption is Priced and Customers Charged Price Charge Bill Settle Invoices / Account Abstracts are Created Commissions are Calculated PayPayments are Handled Disputes are Managed Dynamics Solution Customers Demo TakeawaysContents
    8. 8. SAP Proprietary and Confidential 8 Consume to Cash Process Overview Price Charge Analyze Optimize Offer Order Gather Clean Bill Settle Pay SAP CRM SAP Convergent Mediation SAP Convergent Charging SAP Convergent Invoicing SAP Business Analytics SAP Customer Financial Mgt Dynamics Solution Customers Demo TakeawaysContents
    9. 9. SAP Proprietary and Confidential 9 Consume to Cash Process Overview Price Charge Analyze Optimize Offer Order Gather Clean Bill Settle Pay SAP CRM SAP Convergent Mediation SAP Convergent Charging SAP Convergent Invoicing SAP Business Analytics SAP Customer Financial Mgt BRIM SAP Customer Financial Mgt SAP Convergent Invoicing SAP Convergent Charging SAP Convergent Mediation Dynamics Solution Customers Demo TakeawaysContents
    10. 10. SAP Proprietary and Confidential 10 SAP BRIM - Service to Cash end to end Process Convergent Mediation Convergent Charging Convergent Invoicing Customer Financial Management Collect & Clean transactions Price Services & Charge Customers Bill & Invoice Payment Slip Abstract Account Collect Money & Manage Customers Dynamics Solution Customers Demo TakeawaysContents Modular, yet Integrated
    11. 11. SAP Proprietary and Confidential 11 SAP BRIM - Service to Cash end to end Process Convergent Mediation Convergent Charging Convergent Invoicing Customer Financial Management Collect & Clean transactions Price Services & Charge Customers Bill & Invoice Payment Slip Abstract Account Collect Money & Manage Customers Dynamics Solution Customers Demo TakeawaysContents Rapid Deployment Solution (RDS) available for Banking Services
    12. 12. SAP Proprietary and Confidential 14 SAP Convergent Charging – Intuitive GUI for Business Users Convergent Mediation Convergent Charging Convergent Invoicing Customer Financial Mgt Dynamics Solution Customers Demo TakeawaysContents
    13. 13. SAP Proprietary and Confidential 15 SAP Convergent Charging – Intuitive GUI for Business Users Convergent Mediation Convergent Charging Convergent Invoicing Customer Financial Mgt Dynamics Solution Customers Demo TakeawaysContents
    14. 14. BRIM Customers Dynamics Solution Customers Demo TakeawaysContents
    15. 15. SAP Proprietary and Confidential 21 SAP BRIM - Global Customers Telecom • Cellular • M2M • MNO High Tech • Service and • Software providers • OEMs Media • Entertainment • Information • Publishing Technology • SaaS • Web 2.0 • Cloud Transports • Logistics • Toll Collection • Pay As You Drive Finance • Trading • Settlement • Payment Utilities • Smart Grid • Advanced Metering Dynamics Solution Customers Demo TakeawaysContents
    16. 16. SAP Proprietary and Confidential 22 BRIM in Financial Industry: Commonwealth Bank Of Australia Dynamics Solution Customers Demo TakeawaysContents Why SAP BRIM - Benefits • Settlement of fees and commissions with multiple vendors using BRIM. • Handling of complicated points calculation for CBA credit card transactions. • Allow flexible and location-based promotions for CBA credit card transactions. Customer Business Issues solved • Merchant fees calculation for Card Transactions and commissions calculation for Cash Out. • Expand BRIM into Managing Credit Card transactions. • Expand BRIM into Corporate and High Net Worth Banking; E.g. Relationship Based Pricing. Solution • Full BRIM purchase. The Commonwealth Bank is Australia’s leading provider of integrated financial services including retail banking, premium banking, business banking, institutional banking, funds management, superannuation, insura nce, investment and sharebroking products and services. The Group is one of the largest listed companies on the Australian Securities Exchange and is included in the Morgan Stanley Capital Global Index. Financial Services CM CC CI CFM
    17. 17. SAP Proprietary and Confidential 23 BRIM in Financial Industry : Banco Compartamos Dynamics Solution Customers Demo TakeawaysContents Customer Business Issues solved • Flexible commission and incentive calculation engine integrated to their Oracle infrastructure for the bank sales people (13,000 employees) involved in the sale of the bank products that include loans, savings accounts, insurance and other services. Why SAP consume to Cash - Benefits • Stand alone commission calculate engine • Flexibility for configuring the commission schemas • Easy to integrated with non-SAP environment • Ability for to use the engine for the relationship pricing scenario to provide personalized rates based on customer types Solution • SAP Charging & Billing for Banking Banco Compartamos Banco Compartamos has more than 22 years of experience operating in the Mexican market and they are the largest micro-financing bank in Latin America, serving more than two million customers with working capital and insurance loans. CM CC CI CFM
    18. 18. SAP Proprietary and Confidential 24 BRIM in Financial Industry : Davivienda Dynamics Solution Customers Demo TakeawaysContents Customer Business Issues solved • Inability to design innovative pricing schemes – resulting in a competitive disadvantage • Reduce the time it takes to configure new pricing schemes and modify existing ones • Increase customer number of products / services with the bank (from 2.4 to 4.5 products) • Reduce the complexity of creating and launching bundles, promotions, discounts and relationship based pricing that exists within the current IT infrastructure Why SAP Billing and Revenue Innovation Management – Benefits • Able to configure customer complex relationship-based pricing scenarios • Ease of integration with customer’s core banking system – no IT disruption • First relationship-based pricing deal world-wide • First step into account – Oracle base installed Solution • SAP Charging & Billing for BankingFinancial Services Colombia's third largest bank, Davivienda offers a broad range of banking products and services to both personal and business clients. The company offers savings and checking accounts, certificates of deposit, and bonds. Its loan portfolio comprises home mortgage and leasing loans, commercial loans, consumer loans, auto loans, credit cards, and other personal credits. Davivienda is owned by the local Bolivar group. 2011 Fiscal Total Assets: USD 2.700 million Fee & Commissions: USD 100 million CM CC CI CFM
    19. 19. SAP Proprietary and Confidential 25 BRIM in Financial Industry : Banco Popular Dynamics Solution Customers Demo TakeawaysContents Customer Business Issues solved • Need for a solution to support the roll out (full automation) of a new line of business called “Factoring” – a customers accounts payable operations Why SAP Billing and Revenue Innovation Management - Benefits • Allows BPD to act as the customer’s payments agent in front of suppliers and contractors, providing them with an effective and low-cost way to make their payments. Suppliers will additionally be able to manage invoices that are covered by the customer’s payment orders at any BPD branch. • Ability of BRIM / S2C to support the complete business process. • Capacity to handle supplier real time quotation and credit generation, invoicing and account receivable and payable Solution • Full Billing and Revenue Innovation Management Platform (SAP Service-to- Cash)Finance Banco Popular Dominicano BPD is the largest private bank in the Dominican Republic, with a significant market share of 23% in terms of total assets at end 2010. BPD is the main subsidiary of Grupo Popular, S.A. (GPSA), a holding company for mostly financial subsidiaries in the Dominican Republic, Panama, and the U.S. with consolidated assets of more than USD5.9bn at end 2010. CM CC CI CFM
    20. 20. SAP Proprietary and Confidential 26 BRIM in Financial Industry : Europ Assistance Dynamics Solution Customers Demo TakeawaysContents Customer Business Issues solved • Improve time to market • Maintain a competitive advantage in the personal assistance services • Eliminate errors introduced by manual processes executed across multiple disparate systems Why SAP BRIM - Benefits • Ability to easily and rapidly configure complex pricing schemas. Key IT staff with experience in telecom recognized the key differentiators of SAP CC functionality • Provide E2E automation for the charging of emergency services provided to EA insurance company (insurers) customers (insured) • Ability to easily support multi-party provisioning that involves insurers and insured and handle the high volumes of insured transactions Solution • SAP BRIM plus SAP CRM and SAP SRM • SAP CI billing documents to be transferred to SD for invoicing via customization required to leverage Nota Fiscals localization in SDFinancial Services 2012 Fiscal Revenue Worldwide: 1.4 B EUR Revenue Brazil: 363 M BRL The Europ Assistance Group, headquartered in France, is a leading insurance provider of home and family health, travel and automotive care services. The Brazilian company is one of 37 worldwide subsidiaries and pioneered emergency assistance in Brazil and is now the market leader, celebrating fifteen years of activity as of 2011. CM CC CI CFM
    21. 21. SAP Proprietary and Confidential 27 BRIM in Financial Industry : Fina Dynamics Solution Customers Demo TakeawaysContents Customer Business Issues solved • Flexible tariff pricing, billing and 3rd party commissioning for Fina services • Integration with SAP for contract creation & financial reporting Why SAP Billing and Revenue Innovation Management - Benefits • Flexibility of the charging system allowing for innovative pricing strategy for clearing fees • Rapid integration time Finance Solution • SAP Convergent Charging (Highdeal Charging & Billing Platform) Financial Agency (FINA) is the leading Croatian company in the field of financial mediation and the application of information technologies which meet the user requirements. Coverage on a national scale, information system well-proved by the most challenging projects of national importance and high professional level of expert teams are FINA’s greatest advantages, because of which it is able to prepare and carry out different projects: from simple financial transactions to the most sophisticated projects in the electronic business CM CC CI CFM
    22. 22. SAP Proprietary and Confidential 28 BRIM Annual EMEA Summit: Paris, October 22nd & 23rd Dynamics Solution Customers Demo TakeawaysContents  Learn more about the new functionalities of BRIM,  Learn about some significant implementations of BRIM in different industries,  Listen from your peers’ experience,  Share some fun during our french wines tasting contest !  To register, please contact eric.lavenir@sap.com or chloe.guisnel@sap.com
    23. 23. BRIM iPad Demo Dynamics Solution Customers Demo TakeawaysContents
    24. 24. SAP Proprietary and Confidential 30 BRIM - iPad Demos Dynamics Solution Customers Demo TakeawaysContents Point of Sales Bank Bank Bank
    25. 25. SAP Proprietary and Confidential 31 BRIM - iPad Demos Dynamics Solution Customers Demo TakeawaysContents Bank
    26. 26. BRIM – Key Takeaways Dynamics Solution Customers Demo TakeawaysContents
    27. 27. SAP Proprietary and Confidential 33 SAP BRIM in Financial Services - Commercial, Retail and Capital Markets  An integrated end-to-end solution yet available in modular implementable steps  Rapid time to market – give your business teams the ability to change pricing models in hours – without coding  Robust customer financials – bill, share, settle, collect and recognize revenue efficiently  Rich analytics – reliable and detailed data available Dynamics Solution Customers Demo TakeawaysContents
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