QlikTalk: QlikView in Banking

Sander Daniels

MD of BI for Banking LTD & FORMER

Head of Client Relationship

Management (CRM) / Client Strategy

at RBS

Mob: 07909 882643

[email protected]

Business Intelligence for Banking LTD,

QlikTech & Thomson Reuters deliver an online

Sales Opportunity dashboard that uses the financials of 82,000 publicly-

quoted clients to spot the products that best fit with the client’s financial

profile & needs

© Business Intelligence for Banking LTD

© Business Intelligence for Banking LTD © Business Intelligence for Banking LTD

The BI 4 banking platform has been developed based on specific requests from banks to

target cross-sell & RoC in a consistent way across all their clients

The BI 4 banking platform runs hundreds of detailed queries across 40+ global banking

products to determine which product solutions best fit a particular client’s needs. The

BI4banking platform uses PUBLIC account financials and other reliable external data made

available by ThomsonReuters and this online platform is based on proven QlikView technology

which most banks use already. The end result is an innovative online Sales Opportunity

platform

The BI4banking platform can be used on the Apple Ipad / RIM Playbook / mobile devices

without a costly integration with a bank’s internal systems & data. 50% of the top 100

Investment Banks have already announced their plans to replace Blackberry devices and

ordinary mobile phones with Smartphones & Tablets

SPOT was invented by Sander Daniels in 2007 using a bank’s internal credit data only. This

tool won “Best Client Management Solution in Wholesale and Capital Markets” by FT / The

Banker and 3 other awards in 2008. SPOT was rolled-out across 40 countries to assist 1,200

bankers with Account Planning and some 1,000 Product Specialists with product campaigns

Back in 2007 we already discovered the power of QlikView which we used for product

campaigns; the QlikView technology allowed us to run hundreds of detailed queries across

thousands of clients and identify those say 150 clients that would most likely be interested in

certain products

Result: an increase of product cross-sell of 7% in the first 6 months and £15mln+ revenues

Business Intelligence for Banking LTD, QlikTech & ThomsonReuters deliver an online Sales Opportunity dashboard that uses the external financials of 82,000 publicly-quoted clients to spot the

products that best fit with the client’s financial profile & needs


Balance Sheet, P&L, CF statements

Share price, CDS & Market Cap compared to peers

Historic ECM, DCM and Syndicated Loan issuance by bank

Detailed debt maturity profile

Rating data and most recent recommendations

Company news tagged to 55 products

Sales by region & country / International footprint

Key competitors & Industry data

Equity Analyst rating

Existing ownership breakdown

Earning forecasts

Key company directors

Example of how the TR data & BI4Banking platform create powerful product alerts Sander Daniels interviewed circa 250 product specialists and 150 bankers to understand in detail how they use company financials to

determine which clients would be interested to buy their products. Below an example of a bond issue (1 of 45):

250-2,500 Bankers &

Product Specialists use

BI4Banking for Account

Planning, review of Sales

Opportunities & Product

Campaigns. A bank’s

strategy team uses the

platform for product/ market

choices & investments.

Credit Committees can

challenge bankers on Capital

Allocation and Cross-sell:

25-2,500 I-pad/phone/

Android/BB users:

250-2,500 desktop users of

BI4Banking:

© Business Intelligence for Banking LTD

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provides product opportunities across 45 products / 82,000 clients

Does the client have at least £300mln long term debt or capital leases

maturing before the end of the financial year?

Does the client have at least another £100mln of LT Debt and leases

maturing within the next financial year which could be refinanced?

Does the client have an external S&P or Moody's rating?

Has the companies’ rating remained stable or increased?

Is the client expected to finance at least £100mln in CAPEX during the

next financial year?

Is the client active in an industry/country that is predicted to grow fast

according to equity analysts?

Has the company recently made significant acquisitions for which it

needs financing?

Should the client increase its LT/ST debt ratio compared to its peers?

Has the client issued any news regarding future investments or

acquisition strategy which might require financing?

Has our bank ever led a DCM issue for this company?

Has the client used Debt Capital Markets within the last financial year?

Does recent share price development favour a DCM issue over equity?

The results of the above questionnaire is that exactly 5,415 companies

globally have £500+mln in LT Debt maturing in 2011 and are likely to

consider issuance of bonds

Linkage to FX and IR derivative cross-sell opportunities...


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provides product opportunities across 45 products / 82,000 clients

The BI 4 Banking© platform generates actionable Sales Opportunities for bankers;

products & solutions they can realistically sell to their clients based on an intelligent analysis of

the client's financial data and markets conditions.

Key benefits for a bank include:

a) Increased revenues across chosen clients

b) Higher Return on Capital (RoC)

c) Closer customer relationships because bankers offer the most relevant solutions at the right

time

d) New products can be tested before costly development & marketing campaigns can be highly

tailored within hours rather than weeks; reducing time-to-market

e) More efficient use of both Human & Financial Capital; account planning and pipeline

management become more scientific rather than subjective

f) Knowledge sharing & retention = More Sales

Paul McCartney Maria Sharapova



QlikTalk: QlikView in Banking

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