Akashdeep SharmaBusiness Development Consultant

Siebel SolutionsCorporate & Investment Banking

Siebel Financial ServicesA 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

Cross-Industry SolutionsCross-Industry Solutions

Siebel Finance – C&ISiebel Finance – C&I

Customer Centric Solutions for C&I Banking

Customer Centric Service

Sales ForceAutomation

Business IntelligenceBusiness Intelligence

Customer Data IntegrationCustomer Data Integration

Call Centerand Service

MarketingAutomation

ChannelManagement

Territory Management

EventsManagement

Enterprise Banking

Intelligence

End to EndCredit

Management

CollaborativeCrossSelling

Inconsistent coverage and delivery

Actions disconnected from desired

business results

Limited insightChange takes weeks or

months… if ever

Current State

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

Becoming a Customer Centric C&l Bank

Siebel C&I Banking Customers

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

7,540

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

1990 1992 1994 1996 1998 2000 2002 2004

Number of FDIC - Insured Commercial Banks

12,343

Industry TrendsIndustry Trends

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 RelationshipsKey to Profitable Corporate Relationships

Revenue ($'000) vs. RAROC (%)

0

20

40

60

80

100

120

0 10 20 30 40

HHHL

LL LH

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.

1. 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.

2. 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 - OverviewCollaborative Cross Selling Set - Overview

Collaborative Cross Selling Set - ObjectivesCollaborative Cross Selling Set - Objectives

C & I Banking – Challenges

Challenges

• 360° view of the customer

• Information Sharing

• Coordination

• Collaborative Planning

• Opportunity resource allocation & pipeline management

• Common Pipeline

OverseasBranchesOverseasBranches

PrivatePlacements

PrivatePlacements

PrivateBank

PrivateBank

DerivativesDerivatives

TradeServices

TradeServices

SecuritizationSecuritization

CashMgmtCashMgmt

ForeignExchangeForeign

Exchange

Fixed IncomeFixed Income

CustomersRelationship Manager

Multiple sales forces • Present unique challenges for C&I banking

C&I – Objectives & RequirementsObjectiveObjective Required CRM CapabilitiesRequired 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

Key Performance IndicatorsKey Performance Indicators

Collaborative Cross Selling – Value Proposition

• Cross-Selling revenue

Value proposition: Siebel will help you increase cross selling and non interest income generation.

TargetsTargets

• Increase 8%

• Average number of products per customer

• Dependency on credit revenue

• Number “credit only” customers

• Increase by 1

• Decrease

• Reduce 10%

14

HSBC – Corporate, Investment Banking, and Markets

Siebel FINS call centre

Siebel Relationship Management

Institutional Sales & Research

Event Management

Siebel Rollups

Decentralized client data

No way to measure client services delivered

Unable to understand product opportunities

No way to adjust service mix to deliver appropriate service based on client revenue

No consistent process for managing client accounts globally

Headquartered in London, HSBC’sCorporate, Investment Banking and Markets business provides tailored financial solutions to major government, corporate and institutional clients world-wide.

Managed as a global business, it operates a long-term relationship management approach to build a full understanding of client financial requirements.

Needs and investment processes of clients are now understood on a global basis

All products and services that CIBM business can provide to Clients are tracked

Visibility enabled for all client interactions regardless of channel, location, and time zone

Cross selling opportunities are maximised

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Thank You