This document discusses the challenges facing banks from increasing competition and shifting customer expectations. It notes that origination and sales generate most banking profits but are now at risk. The document then introduces SALES.UP as a solution that uses customer data and AI to generate personalized insights and timely campaigns to boost digital sales and engagement. It provides examples of how SALES.UP can improve conversion rates and revenues. Finally, it includes a case study of a bank that implemented SALES.UP to better target customers.

2. SALES.UP
PERSONALISED DIGITAL SALES
EXECUTIVE SUMMARY / JUNE 2018

3. TOUGH TIMES FOR BANKS
• Regulatory changes
(PSD2, GDPR)
• Open banking
• Increasing customer
expectations, shift in
behaviour
• Competition from big
technology firms
WHY DOES IT MATTER?
Origination and sales
generate 65% of global
banking profits, totaling
$1,152 billion.
These two profit
drivers are in the
biggest danger.
Banks must take action
now not to lose them.

4. FINTECHS
COMPETITOR BANKS
/ PSD2 /
TECH GIANTS
/ FATBAG /
CHALLENGES FOR BANKS
Banks are losing their direct connection with clients as tech giants,
fintechs and digital-savvy competitors take over consumer-facing
services. These challenges are even more severe after PSD2 and
with the rise of open banking.
ROE: DIGITAL SALES AND ONBOARDING: 20% FINANCING AND LENDING: 4.4%

5. CHALLENGES FOR BANKS
Customers want simple, proactive advice and assistance in retail banking
like what they get from Amazon. Banks need to:
01. UNDERSTAND
customers’ actions, behaviour
and life events
02. IDENTIFY
opportunities for potential interaction by monitoring
real-time data signals
03. ENGAGE
customers through relevant,
personal and timely communication
 78% happy to share personal
data with their bank but 66%
demand faster, easier services
in return
 58% wish banks would send
them information about services
exactly when needed (e.g.
mortgage deals when house-
hunting)
 54% want specific real-time
offers based on their location
(e.g. retail offers based on
location and credit card activity)
DIGITALLY ACTIVE BANKING
CONSUMERS (”NOMADS”):
Source: Accenture

6. SHIFTING CONSUMER TRENDS
The number of users accessing retail banking services via
smartphones, tablets and PCs is expected to jump by 53%
to nearly 3 billion by 2021.
Digital nomads would be happy to use the GAFA firms
for financial services. Gen Z are the most active and
engaged mobile bankers.
WILLINGNESS TO BUY CURRENT ACCOUNTS VIA
DIGITAL CHANNELS IN THE FUTURE
CUSTOMER RANK OF BANKS AND TECH FIRMS
REGARDING TRUST WITH MONEY

7. CUSTOMERS ARE OPEN
TO TARGETED SALES
OFFERS FROM ANYONE
ASK FOR SALE:
CONSIDER MORE SALES PITCHES
TO STEM DEFECTIONS
More than ONE THIRD
Bought from a rival because they
received an offer or saw an ad
Only ONE QUARTER of detectors
were actively researching when they
decided to buy the product
As many as HALF would have bought
from their primary bank if it had made
an offer.
Source: Bain and Company
“IF YOU DON’T SEND OFFERS TO
YOUR CUSTOMERS, OTHERS WILL“

8. JEFF BEZOS / AMAZON
The key is Amazon’s recognition of its
customers’ evolving behaviours.
THINK ABOUT
INSIGHTS
NOT PRODUCTS

9. 1. SUZI TRAVELS ABROAD
Card limit is set too low
Transaction history
Card and insurance products
Location data
2. HER BANK IDENTIFIES SOMETHING
3. ONE-TAP BANKING
Increase card limit to a pre-calculated
amount with just one tap
1. USE CASE
BEING AT AN AIRPORT

10. 2. USE CASE
THIRD PARTY OFFERING
1. KATIE IS AN AVID RUNNER AND NEAR
A SPORTS STORE
2. HER BANK REACTS
3. BUY IMMEDIATELY
Transaction history
SALES.UP analytics sports profile
Location data
Deals at partner stores
Push message: 15% off running shoes
Katie uses her bank card to activate
the deal upon purchase

11. SALES.UP
RELEVANT, PERSONALISED AND TIMELY
INTERACTIONS WITH CLIENTS
Using pre-built customer insights SALES.UP is
a digital sales and engagement tool

12. • Uses pre-built customer insights to create relevant,
personalised and timely interactions with clients
• Makes big data, advanced analytics, artificial
intelligence and machine learning work for your bank to
boost digital sales and client engagement
• Is a core system-agnostic, SaaS-based solution, with a
3-month implementation period to any legacy system
• Includes Data Universe, Insight Engine + Insight Store
with pre-built actionable insights plus Campaign
Management building on our 15+ years of frontend-
developing experience
PERSONALISED BANKING SALES
SALES.UP
CAMPAIGN MANAGER
SALES.UP
INSIGHT ENGINE
SALES.UP
DATA UNIVERSE
DIGITAL BANKING
SALES.UP
INSIGHT STORE

13. By combining the best-of-breed functions of three software domains, we offer a
platform implemented specifically to your banking infrastructure that helps you grow
digital sales and customer engagement.
WE CALL IT PERSONALISED BANKING SALES
WHY SALES.UP?
PERSONAL FINANCIAL ASSISTANTS
CUSTOMER INTELLIGENCE AND CAMPAIGNS
AI PLATFORMS
PERSONALISED BANKING SALES

14. WHY PERSONALISED BANKING IS
DIFFERENT?
PERSONALISED BANKING
SALES
PERSONAL FINANCE
ASSISTANTS
CUSTOMER INTELLIGENCE
AND CAMPAIGNS
CUSTOMER DATA
SOURCES
FINANCIAL MACHINE
LEARNING
BANKING-SPECIFIC
INSIGHTS
CAMPAIGN
MANAGEMENT
ENGAGEMENT
TOOLS

15. PERSONALISED
BANKING SALES
We use the widest range of data sources to
understand customers (banking product, transactions,
PSD2, channel, demographic, location, social,
browsing, photos, typed text etc.)
We leverage AI to find data relationships, to learn the
relevancy of recommendations and to predict the
financial needs of each customer
We create large amounts of financial insights, instantly
reusable by any bank to better their customers’ financial
life while growing their share of wallet

16. SALES.UP SECRET SAUCE
Advanced analytics
Big data
Artificial intelligence
Machine learning
Actionable
customer insights
Personalised, relevant,
predictive and timely
campaigns
Increased sales, relevant
advice and loyal, happy
customers
ONLY W.UP CAN:
Apply actionable customer insights in banking digital sales

17. IMPROVING
BANKING METRICS
WHAT IS THE SALES.UP EFFECT?
 improving lead data quality
(industry average is around 60%)
 minimising unusable leads
Conversion rate can double if your bank offers
products based on life events and behaviour
BANK WITH 500K CLIENTS
20% PRE-APPROVED

18. SALES.UP EFFECT
CREDIT CARD – CONVERSION RATE
Transactions: 2,400 Additional annual revenue ≈ 200,000£Additional transactions: 2,400
2.4% 4.8% +2.4‰

19. SALES.UP EFFECT
PERSONAL LOAN – CONVERSION RATE
Transactions: 1,755 Additional annual revenue ≈ 200,000£Additional transactions: 2,145
3,9% +2,1 ‰1,8%

20. PROOF OF CONCEPT
IN 3 MONTHS
NEED REAL PROOF? WE OFFER A PROOF OF CONCEPT
IN LESS THAN THREE MONTHS.
Business consultancy with
data scientists and analysts
to define the POC and
value propositions.
WEEK 1 WEEK 3
ALIGN CREATE IMPLEMENTATION
Trial period of the defined
insights and related campaigns
WEEK 4 - 5 WEEK 6
EVALUATION
System integration and data
analysis. Finalize insights
and campaigns and define
business KPIs for the POC.
Measure the results of the POC
and agree on the next steps.

21. CASE STUDY
MKB was aiming to become an innovative financial
institution that embraces international fintech solutions.
Part of this initiative was to revamp the bank’s mobile
banking app (also supplied by W.UP) to deliver
engaging, contextual and real-time interaction to
customers and deliver tangible sales revenue through
digital channels.
They decided to implement SALES.UP to help their
marketing team to easily configure micro-targeted
marketing campaigns based on customer behaviour
and insights, revealed by the pre-built algorithms in
SALES.UP.
MKB BANK / HUNGARY
www.mkb.hu

22. 15+YEARS OF EXPERIENCE
In digital banking across the globe
100+EMPLOYEES
With experience from various industries
3OFFICES IN EUROPE
They all look cool
THE DIGITAL SALES
COMPANY FOR BANKS.

23. TAMAS BRAUN
INTERNATIONAL SALES AND
BUSINESS DEVELOPMENT DIRECTOR
+44 7876673883
Tamas.Braun@wup.digital
www.wup.digital