Product Name

Performance & Insights – Q3 2019

Revenue Growth and Drivers
Revenue Drivers
+ 8.1%
35.00 + 1.3%

Thousands
• Month on Month Revenue Growth with significant
uplift from Aug - Sep 30.00

• Revenue Drivers are relatively constant over the period 25.00

with largest proportion earned through Foreign
Transactions 20.00

• Domestic Transactions Revenue growth of 15% on 15.00

average
10.00
• Total Revenue for the months July, August and
5.00
September is $31,000, $32,000 and $34,000
respectively -
Jul-19 Aug-19 Sep-19
Foreign Transaction Revenue ($) 26,071.98 26,279.58 28,716.29
Domestic Transaction Revenue ($) 373.49 438.36 502.94
Treasury Revenue ($) 4,001.50 4,124.38 4,187.57
Monthly Account Fees ($) 1,000.00 1,000.00 1,000.00
Total Revenue ($) 31,446.98 31,842.32 34,406.81
Revenue by Customer Segment
Revenue by Customer Segment

• The Companies segment contributes more than 56% of Revenue Breakdown of the
the revenue on average for the 3 months Companies Segment

Partnerships
• The drivers behind this significant contribution is this
15% Foreign Transaction
Segments higher propensity to transact in foreign
92.8%
markets Companies
Individuals 56%
• 93% of the Companies Segments revenue is earned 14%
through Foreign Transactions, being significantly higher
than the benchmark of 70% set by the other segments
VIPs Domestic Transaction
Revenue 0.4% Monthly Account Fees
• A review of the other segments suggests that although 15% 1.4%
Foreign Transactions still take the highest split in the Treasury Revenue
Revenue breakdown, the absolute volume of Foreign 5.4%

Transactions is much lower.

• Increasing the Foreign Transactions volumes for the

Monthly Account Fees 5%
Individuals, Partnerships and VIPs segments could be
Treasury Revenue 21%
an opportunity for Citi.
Foreign Domestic Transaction Revenue 5%
Transaction
Revenue
69%
Revenue Breakdown of the VIP Segment
Segment Engagement

Total No. of Product Uses by Segment

• The total number of Product uses (number of Domestic and
Foreign Transactions made) was taken as a proxy to measure the
engagement of each Customer segment Partnerships

• The data suggests that the Companies segment is the most

engaged with the product, with the VIPs segment closely Individuals
following

• The Individuals and Partnerships segments seemed to use the

Companies
product near half that of the Companies and VIP’s
VIPs
• Increasing product use for the Individuals and Partnerships
segments could be an opportunity for Citi to increase the revenue
growth of the product - 10.00 20.00 30.00 40.00 50.00
Avg no. of Domestic Transactions Avg no. of Foreign Transactions
Transactional Revenue
Transactional Revenue Split (%)
100.0% 1.4% 1.6% 1.7%

• The transactional revenue data verifies that our customers are 80.0%
leveraging Citi’s global reach
60.0%
98.6% 98.4% 98.3%
• They are able to utilise the competitive foreign transaction rates 40.0%

Citi is able to offer as a result of it’s global presence 20.0%

0.0%
• On average 98.43% of the transactional revenue is earned Jul-19 Aug-19 Sep-19
through foreign transactions Foreign Domestic

• Targeting customer segments that underutilise the product for Transactional Revenue Split ($)
30,000.00
foreign transactions could be an opportunity for growth
29,000.00 502.94

28,000.00

27,000.00
438.36 28,716.29
373.49
26,000.00

25,000.00 26,071.98 26,279.58

24,000.00
Jul-19 Aug-19 Sep-19

Foreign Domestic
Acquisition Channels

Customer Acquisition Channels

• The Acquisition channels for the 200 customers are displayed on the chart
to the right

• Online Organic Search is the most successful Acquisition channel,

acquiring 36% of all customers
Telemarketing 31
Email
• Targeted Online Ads and Online organic search are two digital acquisition 37
tools that have be significantly beneficial for Citi, between them acquiring
66% of customers

• This is in line with Citi’s vision of being the leading digital bank globally
Targeted Online Ads
60 Online Organic Search
72