Siebel provides a common customer relationship management (CRM) platform for corporate and investment banking that unifies customer and product information across business lines. This allows for coordinated sales processes and collaborative cross-selling, increasing sales and efficiency. The solution set supports collaborative cross-selling through features like a 360-degree view of customers, information sharing, coordinated planning, and opportunity and resource allocation to drive business performance and non-interest income generation.

1. Akashdeep Sharma Business Development Consultant Siebel Solutions Corporate & Investment Banking

2. Siebel Financial Services A Complete Solution Set for C&I Bankers Industry Sectors Covered Corporate Banking Debt Fixed Income Research Middle Market - Commercial Banking Specialist Product Groups Small Businesses Solutions Sales & Coverage Service Marketing Events Analytics

3. Customer Centric Solutions for C&I Banking Cross-Industry Solutions Siebel Finance – C&I Customer Centric Service Sales Force Automation Business Intelligence Customer Data Integration Call Center and Service Marketing Automation Channel Management Territory Management Events Management Enterprise Banking Intelligence End to End Credit Management Collaborative Cross Selling

4. Current State Inconsistent coverage and delivery Actions disconnected from desired business results Limited insight Change takes weeks or months… if ever

5. Becoming a Customer Centric C&l Bank Segment customer base based on present and future revenues, ascertain appropriate strategies and impact Match product solutions to customers, identify and analyze creative opportunities Leverage coverage to create additional opportunities. Coordinated & collaborative coverage, information sharing

6. Siebel C&I Banking Customers

7. Corporate & Investment (C&I) Banking Consolidation Non-Traditional lenders Private Equity VC Funds Increasing Product Complexity Exotic Derivatives Knockouts Baskets Increasing Customer Sophistication Regulation Basel II Sarbanes Oxley KTC Industry Trends 7,540 12,343

8. C&I Sales Goal – Optimal Non Interest Income (NII) Generation Environment: Credit Demand is High, but margins are low Strategy for Increased Profitability: Focus on cross selling fee based (NII) products that: Have low capital expenditure Are highly profitable (Profitability = Revenue @ Low Risk = (High RAROC)) Increase client loyalty Help the bank achieve “Trusted Advisor” status Create higher exit costs Effective Cross Selling Requires: Coordination and collaboration of RMs and Product Specialists or… Collaborative Cross Selling Key to Profitable Corporate Relationships HH HL LL LH

9. Siebel provides a common SFA/CRM platform for Corporate and Investment Banking that unifies customer and product information for all officers in all sales & product groups. Make the Bank “greater than the sum of its parts”. Complete and integrated SFA information across business lines will support a coordinated sales process, making Siebel a driver of collaborative cross-organizational selling. Result: increased sales and greater efficiency. Allow Coverage Officers/RMs, Product Specialists, and their respective managers to make informed decisions that help manage their business roles more effectively Result: better customer relationships and better sales management. Solution Set - Collaborative Cross Selling Collaborative Cross Selling Set - Overview Collaborative Cross Selling Set - Objectives

10. Challenges 360 ° view of the customer Information Sharing Coordination Collaborative Planning Opportunity resource allocation & pipeline management Common Pipeline C & I Banking – Challenges Multiple sales forces Present unique challenges for C&I banking Overseas Branches Private Placements Private Bank Derivatives Trade Services Securitization Cash Mgmt Foreign Exchange Fixed Income Customers Relationship Manager

11. C&I – Objectives & Requirements Objective Required CRM Capabilities Optimum client coverage through 360 degree view of customer Single repository of all customer interaction for all team members Company based calendar Share and restrict information with client coverage team and others while respecting “Chinese Walls” regulatory requirements Meet the individual needs of product groups Fully supported individual product group processes Business objects designed to function in a shared environment Robust data model Replicate “premium value” ideas across organization Identification of high margin opportunities Intelligent routing and leverage of information Lead generation – list management - campaign management Streamline Daily Tasks & Improve Productivity Integrated value added tools (BI, Risk, Trading, Market, etc.) Custom reports and analytics (Enterprise & Product Group) Automated workflows Drive Business and Measure Performance Allocate resources on high value “qualified” opportunities Identify and address bottlenecks Manage product groups together with common pipeline Performance reporting

12. Collaborative Cross Selling – Value Proposition Key Performance Indicators Cross-Selling revenue Value proposition: Siebel will help you increase cross selling and non interest income generation. Targets Increase 8% Average number of products per customer Dependency on credit revenue Number “credit only” customers Increase by 1 Decrease Reduce 10%

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