To illustrate, it tells the financial firms that Jim got a bonus. Or Mary did not transact with her debit card last month. Or Andre’s relationship declined again.

  • Got a
    BONUS

  • No Debit Card
    TRANSACTION Last Month

  • Decline in
    RELATIONSHIP value

And since Jim has some excess money in his account, it naturally follows that he has the potential to put some money into an investment account. Similarly, Mary’s inaction implies that she may be preferring some other debit card to yours and she should be encouraged to swipe her card more often. And Andre may be shifting his primary financial institution relationship and should definitely be motivated to upsize his relationship.

  • Likely to
    Invest

  • May have a banking
    relationship elsewhere

  • Likely to
    Churn

The Continuous Prediction Engine automatically scans for hundreds of such signals. It also automatically groups customers with similar behaviors into segments. So, customers like Jim who have excess cash in their account get grouped into one segment along with Jim, while customers like Mary who did not swipe their debit cards get grouped into a different segment along with Mary.

  • 'Potential to invest'
    segment

  • 'Can swipe more'
    segment

  • 'Upsize the relationship'
    segment

In sashays the Business Value Engine. It automatically determines the best course of action for each customer segment. It determines that customers like Jim who have excess liquidity should be targeted for an Investment Cross-sell or Upsell, while customers like Mary who have been inactive should be targeted for Activation, and customers like Andre who are declining should be targeted for a balance build-up program.

  • Cross sell a Money
    Market account product

  • Send an Activation
    program

  • Target with a Balance
    Build-Up program

  • Cross sell a more
    relevant product – IRA

  • Not just that, the Business Value Engine also checks if Jim already has a Money Market Account. If he has already funded his Money Market Account sufficiently, then it determines that an IRA may be a better investment vehicle for Jim.

  • Automatic selection of
    maximum value program

  • Now what happens if Jim is eligible for multiple offers? Say, a Mobile App activation program, and an Investment product Cross-sell? In such cases, the Business Value Engine automatically selects the program which has maximum value for the Bank.

  • Multi-channel personalized
    communication

  • Next, the Business Value Engine takes action by shooting out a personalized communication to each customer - over Email, Text Messages, Mobile App Push Notifications, Direct Mail and Voice / Robocall - to influence them to take action of benefit to them and value to the Bank.

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