Professional Documents
Culture Documents
GTM Guidebook Analytical CRM
GTM Guidebook Analytical CRM
Analytical CRM
Last updated on 25th February 2015
Contents
Objectives of the GTM Guidebook............................................................................................................................... 2
GTM readiness overview ............................................................................................................................................. 2
Brief product overview ................................................................................................................................................ 2
Target market .............................................................................................................................................................. 4
User base, live and implementing................................................................................................................................ 4
Collateral for marketing and self-education ............................................................................................................... 4
Readiness checklist ...................................................................................................................................................... 5
Pricing........................................................................................................................................................................... 5
Contacts in Temenos.................................................................................................................................................... 6
FAQ............................................................................................................................................................................... 6
Please check Uni-T regularly to get the most up-to-date version of this
guidebook. Information in this guide is subject to change at any moment
as deals and go-lives occur and as the product evolves.
CONFIDENTIALITY WARNING
This Temenos Guidebook contains company confidential information and is intended strictly for internal use only. Do not distribute outside of Temenos.
CONFIDENTIAL
for internal use only
Objectives of the GTM Guidebook
This guidebook is a compilation of resources that should help you better sell this new product. It will be
updated (and re-posted on Uni-T) on a regular basis to reflect changes over time, for instance new live
customers, new references or case studies, new marketing collateral, new FAQs, etc.
Should you have questions that are not addressed in this guidebook please raise these to the Product
Manager for inclusion in future iterations.
All opportunities generated may be displayed through enquiries in SCV and elsewhere (e.g on internet
banking) as appropriate.
Benefits to banks
CONFIDENTIALITY WARNING
This Temenos Guidebook contains company confidential information and is intended strictly for internal use only. Do not distribute outside of Temenos.
CONFIDENTIAL
for internal use only
Increased wallet share – system identifies cross selling opportunities for existing clients
Improved customer service – opportunities offered are relevant and useful to the customer
Efficient use of resources – marketing effort directed at appropriate customers.
Potential to reward and encourage loyalty – exclusive offers and promotions can be targeted at
suitable candidates.
Nonfiancial potential – can also supply prompts such as birthday greetings, appropriate
reminders on periodic items (e.g missing documents).
Embedded within system – opportunities are part of banking system, enabling success analytics,
profitability measuring of campaigns etc to be simplified. Bank should be able to trace any
product origination to the initial opportunity, and thereby calculate campaign effectiveness.
Integration with workflow – opportunities can be configured to trigger workflows based on status
reached – to improve and handle sales automation.
Saturation checks – opportunities are compared with past offers, to ensure that client is not
offered products they have rejected (within a set time period), that duplicate offers are sent when
not appropriate, and that customers are not contacted excessively within specified time periods.
.
CONFIDENTIALITY WARNING
This Temenos Guidebook contains company confidential information and is intended strictly for internal use only. Do not distribute outside of Temenos.
CONFIDENTIAL
for internal use only
Target market
It is likely that CRM may be viewed as a separate product to core banking, may be handled under a
separate department and budget, and be on a different replacement/upgrade lifecycle. However,
Analytical CRM should still be targeted to all banks, ranging from the Tier 1 and 2 banks who may have
their own data warehouses / analytical tools, but would benefit from integration into the banking system
for saturation processing/sales analytics/360 view purposes. In its simplest form, it may simply receive
opportunities that have been calculated externally. Other banks may also require the analytical toolkit,
may also use the Insight calculations and may not have a CRM product currently or are looking for
better value.
Go Live
Customer Reference? Account manager Collateral
Date
Live customers
None
Customers currently
implementing
None
CONFIDENTIALITY WARNING
This Temenos Guidebook contains company confidential information and is intended strictly for internal use only. Do not distribute outside of Temenos.
CONFIDENTIAL
for internal use only
Technical None available
brochure
(PDF)
Readiness checklist
Area Status Contact
Pre-sales Demo system available end with R15 GA2015. Presales Oliver Wilkes
and Demos training and demonstrations TBC
Sales Nothing developed yet – will be generated with Andrea Oliver Wilkes
Herbert
Pricing
Pricing is still TBC.
CONFIDENTIALITY WARNING
This Temenos Guidebook contains company confidential information and is intended strictly for internal use only. Do not distribute outside of Temenos.
CONFIDENTIAL
for internal use only
Contacts in Temenos
Subject Contact
Pre-sales tbc
Services Tbc
FAQ
Q: What is a CRM system?
A: Many things, you might as well ask ‘what is a banking software system’. CRM is used in many
industries, and has many components – some complementary, some entirely unrelated. Most CRM
systems are platforms hosting various features – just as T24 hosts modules for retail, corporate,
treasury, private banking etc.
A: See Overview. It is the capability to improve the organisation’s decision making capability in
terms of providing recommendations of actions for specific customers.
A: Any data held in T24 can automatically be used by Analytical CRM. In addition, if an external system
can generate a list of opportunities/insights, these can be uploaded as opportunities into the system,
provided the external system has an understanding of the available products of the bank.
Q: Can the Analytical CRM system consume data from 3rd party databases
CONFIDENTIALITY WARNING
This Temenos Guidebook contains company confidential information and is intended strictly for internal use only. Do not distribute outside of Temenos.
CONFIDENTIAL
for internal use only
A: At present, only through a file upload of the calculated opportunities. There are plans to expose
the rules engine underpinning the opportunity generation to external data sources through IRIS,
however there are no deadlines on these plans.
CONFIDENTIALITY WARNING
This Temenos Guidebook contains company confidential information and is intended strictly for internal use only. Do not distribute outside of Temenos.