Qlik in Financial Services: Business Discoveries from the New World. Case studies and best practices from US leaders and Australian leaders.

1. QLIK IN FINANCIAL SERVICES
Discoveries from the New World
19 March, 2014
Lance Tay, Director
Head of Financial Services (Japan & Asia-Pacific)
Lance Tay
Director & Head of Financial Services (APAC)
lance.tay@qlik.com
Lance Tay is the Asia-Pacific Head of Financial Services for Qlik’s Global Market Development Unit.
In this role, Lance is responsible for providing deep domain expertise to Qlik’s banking, capital markets,
and insurance customers. Lance brings to this role a wealth of experience and valuable insight gained
through over 20 years of experience working with some of the region’s largest financial services
companies. His domain expertise includes retail banking, wealth management, cards services, trade
finance, and property & casualty insurance. Lance has worked with major financial institutions in
Australia, New Zealand, South East Asia, India, China, and South Korea.
Lance is considered a strategy thought leader within the financial services sector. He has worked with
many institutions to envision and implement transformation programs in the areas of customer
segmentation, acquisition, on-boarding, and retention. He is a regular commentator in leading industry
publications and is often invited to speak at industry seminars about breakthroughs in retail financial
services and IT strategy.
Prior to joining Qlik, Lance held management positions at The Boston Consulting Group, Accenture,
Oracle Corp, and Procter & Gamble. Lance was also the general manager of the national check
processing center for a major regional bank.
Lance holds a MBA from Cornell University, and a Bachelor of Science from the Southern University of
New Hampshire. Before settling down in Singapore, Lance lived in Bangkok, Geneva, Mumbai, and
Sydney.
He is currently a member of the Singapore Institute of Directors.

2. INTRODUCTION & OVERVIEW
• Business Discovery in FS and Qlik
• Top10 Solution Areas for FS
CASE STUDY #1
• Westpac BTFG (Australia)
• Sales Productivity
CASE STUDY #2
• Non-Bank Financial Company (US-based)
• Credit Sales & Risk
• App Demo
SUMMARY and Q&A
Agenda
For nine quarters we have achieved an above
average closing ratio. Dormant files have been
eliminated and our portfolio has been optimized.
QlikView has been a great asset in achieving
this. The biggest change however, lies in the
business approach: from reactive to steering.”
Frank Dado, Chief Claims Officer, Zurich Global Corporate Benelux
Used in 10 of the top 10 banks
globally (The Banker, Top 1000
World Banks 2013)
Used in all Top 20 Financial Services
firms in US and EMEA*
15 of the top 15 banks
5 of the top 5 Insurers
10 of the top 10 capital markets
Over 17 FS customers in India
Banks and NBFCs
Life and Non-Life Insurance
Capital Markets and Exchanges
Dedicated QlikView Financial
Services teams globally
2,500+ Financial Services clients
* 2011 Forbes 2000 list
Qlik in Banking, Insurance, and Capital Markets

3. QlikView Delivers an “Associative Experience”
Region
State
Product
Sales
Person
Pre-determined questions
• Linear, pre-defined thinking
• Insights missed in hidden data
• Months to change
• Data-centric
User driven discovery questions
• User decides where to start
• All data, always visible
• Minutes to change
• Insight driven
Traditional BI Business Discovery
Region
Product
State
Sales
Person
Three (of the many) Things that Make QlikView
Unique
Region
Product
State
Sales
Person
An Associative
User Experience
QlikView’s Core
Technology
Business Discovery
Adoption Path

4. QlikView Value Proposition
Speed to Value
Days and Weeks
(not months and
years)
Agile Change
Management
Lower TCO
Ease of
Use
Higher User
Adoption
All Levels of
Organization
Drill to Detail
Social &
Mobile
Email
Bookmarks
Collaboration
Design once;
Ipad ready
Enterprise
Ready
Billions of
records
Tens of
thousands of
users
INTRODUCTION & OVERVIEW
• Business Discovery in FS and Qlik
• Top10 Solution Areas for FS
CASE STUDY #1
• Westpac BTFG (Australia)
• Sales Productivity
CASE STUDY #2
• Non-Bank Financial Company (US-
based)
• Credit Sales & Risk
• App Demo
SUMMARY and Q&A
Agenda
Qlik in
Financial Services
- Banking
- Insurance
- Financial Markets

5. Top 10 Solutions
- Customer and
Distribution
Intelligence
- Risk, Compliance,
and Capital Frontiers
- Operations and
Technology
Performance
Exec
Dashboards
/ Scorecards
Financial
Management
Risk
Management
/ Reg.
Compliance
Expense
Management
Customer
Analysis /
Targeting
Sales and
Revenue
Analysis
Transaction
Monitoring
IT
Management
Client
Servicing
Customer Analysis and Targeting
Retail Banking Sales App

6. Customer Analysis and Targeting
Social Media (Twitter, Facebook, etc) Sentiment Analysis App
This app was developed by Partner named QVSource.
Sales and Revenue Analysis
Commercial Lending (Loan Portfolio) App

7. Sales and Revenue Analysis
Equity Securities Sales App
Client Servicing (Extranet)
Wealth Management App

8. Client Servicing (Extranet)
Branch Performance App
Expense Management
Supplier Spend Analysis App

9. Financial Control
CFO Dashboard App
This app was developed with a partner named Slalom Consulting
Financial Control (Drill Down)
CFO Dashboard App

10. Financial Control
Flash Balance Sheet App
This app was developed by an Elite Solution Partner named Project Brokers.
Risk and Compliance
Real-time Intraday Liquidity Risk App (with Panopticon)

11. Transaction Analysis
Trading Analysis App
Investment Analysis
Stock Research App

12. Investment Analysis
Asset Management App
This app shows the performance of different asset classes, regions, funds, etc
Transaction Analysis
Trade Monitoring App

13. This app was developed by an Elite Solution Partner named Axis Group.
IT Management
Project Portfolio Management App
IT Management
IT Asset Tracking App

14. IT Management
IT Help Desk App
Investors Relations & Regulatory Reporting
Public Internet App (mBank S.A., Poland)

15. Download your copy:
Top10 Business Discovery Solutions for
Financial Services
http://www.qlik.com/us/explore/solutions/industries/financial-services
INTRODUCTION & OVERVIEW
• Business Discovery in FS and Qlik
• Top10 Solution Areas for FS
CASE STUDY #1
• Westpac BTFG (Australia)
• Sales Productivity
CASE STUDY #2
• Non-Bank Financial Company (US-based)
• Credit Sales & Risk
• App Demo
SUMMARY and Q&A
Agenda

16. Westpac BT Financial Group
Delivering Sales Productivity
Westpac BTFG - Key Facts (2013)
BT Financial Group (BTFG) is the wealth
management arm of the Westpac Group,
which, following the Westpac and St.George
merger in late 2008, also includes the wealth
division of St.George bank
BTFG is the largest administrator of
superannuation,retirement and investments in
Australia with more than $107 billion in total
investments*
Our BT Wrap and Asgard investment
administration platforms are used as an
investment hub by over 10,000 advisers
around Australia
We manage corporate superannuation plans
for over 23,000 employers across Australia,
with around 550,000 plan-members
Our bank-tied and affiliated advice networks
have more than 1,500 financial planners,
making it one of the largest in the country
Business Challenges
• Business users do not have trusted information
on a timely basis
• Businesses and distributors unable to
collaborate effectively
• $50k per change request for reporting system
• QlikView was implemented in 12 weeks.
• 96 % improvement in Staff Productivity.
• 22% increase in new business revenue.
• Faster time to receive reports - from 8 or 9 days to a few minutes.
• Narrowing the focus of the sales people.
• Understanding profitability attribution.
• Optimizing territory allocations.
• Helping improve skills and retention through better KPI’s.
What Value did QlikView deliver?

17. Westpac BTFG Customer Success Video
• http://www.qlik.com/us/vid
eos/customers/individuals
-bt-financial
• http://www.youtube.com/w
atch?v=PDEgtkiHiCQ
INTRODUCTION & OVERVIEW
• Business Discovery in FS and Qlik
• Top10 Solution Areas for FS
CASE STUDY #1
• Westpac BTFG (Australia)
• Sales Productivity
CASE STUDY #2
• Non-Bank Financial Company (US-based)
• Credit Sales & Risk
• App Demo
SUMMARY and Q&A
Agenda

18. About the NBFC and Qlikview
• The NBFC has more than $35 billion in finance and leasing assets. A member of
the Fortune 500 with over 3,600 employees
• The Company provides commercial financing and leasing products, and
management advisory services to clients in a variety of industries.
• It serves clients in a variety of industries, including transportation, aerospace and
rail, manufacturing, wholesaling, retailing, healthcare, communications, media and
entertainment, and various service-related industries.
• Its products include asset-based loans, secured lines of credit, leases (operating,
finance and leveraged), vendor finance programs, import and export financing,
debtor-in-possession/turnaround financing, acquisition and expansion financing,
letters of credit/trade acceptances structuring and small business loans.
• The Company operates through five business segments: Corporate Finance,
Transportation Finance, Trade Finance, Vendor Finance and Consumer Finance.
• QlikView Phase 1 (2012) Solution Profile
– No. of Deployed Users = 375
– Time to Develop & Deploy (No of Weeks) = 6
– Data Volume (# of Records) = 10,000,000
Demo – Credit Sales & Risk Management
Challenges
• Multiple data sources
• No version of the truth
• Stale reports
Benefits
• Single, timely and shared view
• Improved utilization and
profitability
• 360 degree Customer
Intelligence
• Risk/Reward tradeoff and
Pricing
• Credit mix analysis and
strategic portfolio planning
Questions asked:
• What is the profitability of my business unit / sectors ?
• How is my territory / salesforce preforming ?
• How can I better re/balance my portfolio
• Where are the potential ‘hot spots’ to maximize profits and reduce risks
• Are there opportunities in my pricing model?

19. Free App & Script Download
• http://demo.qlik.com/
INTRODUCTION & OVERVIEW
• Business Discovery in FS and Qlik
• Top10 Solution Areas for FS
CASE STUDY #1
• Westpac BTFG (Australia)
• Sales Productivity
CASE STUDY #2
• Non-Bank Financial Company (US-based)
• Credit Sales & Risk
• App Demo
SUMMARY and Q&A
Agenda

20. Risk Management & Compliance
• Risk & Exposure Analysis
- Credit, Market, Portfolio, Operational
- Cross-Product and Counterparty Risk
• Compliance – Traded Products, Basel II,
KYC, AML, USA Patriot Act, TCF
Operations, IT, & Back Office
• Expense Management
• Financial & Management Reporting
• P&L Analysis by LOB
• Fund Accounting / GL
• IT Systems & SLA Management
Executive Management
• Executive Dashboards and Mobile /Tablets
• Balanced Scorecards
• Predictive / What-If Analysis
• Product Performance
• Performance, Margins, Commissions
Trading
• Trade Activity & Realization Analysis
• Cash Management
• Predictive Analysis
• Sales & Trading Performance
• Trade Life-Cycle Management
Sales, Distribution, & Financial Advisors
• Sales & Revenue Analysis
• Customer Targeting
• Wealth Management Analysis
• Sales Performance Analysis
• Online Channel Applications
Asset Management
• Portfolio Management & Analysis
• Investment Performance & Profitability
• Investment Research
• Scenario / What-If Analysis
• AUM Analysis / NAV Interpolation
Lending, Payments & Transactions
• Transaction Activity Analysis
- Deposits & Withdrawals
- Payments & Collections
• Mortgage and Loan Production
• AML / Fraud Investigation
Marketing & Product Management
• Customer Cross-Sell and Up-Sell
• Customer Profitability & Segmentation
• Product Performance Analysis
• Marketing Campaign Analysis
• Web Analytics
Common QlikView application areas
for Financial Services
QlikView as a Platform Enables
Timely, Aggregated, and Actionable Insights
Country 1 Country 2 Country/Business n

21. QlikView Business Discovery
Enables Both Agility and Governance
• Self Service
• Visual dashboards
• Associative search
• Interactive analytics
• Any device
• Collaboration
• Assemble and
prepare data
• Deliver relevant data
• Ensure security
and scalability
• Enforce standards
BUSINESS USERS
MOVE FAST
I.T. RETAINS CONTROL
OVER DATA
DEVELOPERS
ARE AGILE
• Rapid development cycles
• Quick turn around
• Leverage global standards
and best practices
Q & A

22. Thank You