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Customer Relationship Management Trends in the Banking Sector

Microsoft recently released a press release in the Wall Street Journal about some of their customers in the Banking sector around the world that are “customer-focused” and have implemented Microsoft Dynamics CRM to transform and modernize their operations.

 

What does “customer centric” mean?

The way banks engage with their customers has fundamentally changed and the predictability of customer interactions is a thing of the past. Customers now use and expect to be able to use multiple touch-points or channels to interact with their bank; from the traditional channels of call centers and branches to the modern social media platforms and mobile devices. Put simply, it means that when a customer deals with their bank, regardless of which channel they use, the expectation is that the experience will be consistent and integrated. The customer is a single entity regardless of whom or which team within the bank is currently engaging with them.  

 

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What kind of transformation and modernization is required?

To move to a customer centric model, banks must harness large amounts of transactional and operational data quickly and effectively.  This will ensure valuable customer-specific information is available to the relevant individuals and teams so they can understand their customers. Along with capturing this data, Banks must also have the ability to analyze and use the large amounts of captured data to understand customer needs and expectations. Banks must integrate their existing customer channels to create a single view of the customer, improve the customers overall experience with their engagement, and effectively create cross channel experiences. Banks must also be able to adopt and include new channels as they emerge. Finally, to meet the transformation and modernization challenges, banks must embark on their transformation and modernization journey in a very agile and rapid manner to ensure their staff and systems remain relevant and minimize disruption when engaging with new and existing customers- customers have many avenues to voice their dissatisfaction and frustrations.

 

How can HP help with Microsoft Dynamics CRM?

HP is currently engaged with customers in the Financial Services and Insurance (FSI) industry to provide end to end implementation and consulting services for Microsoft Dynamics CRM. This includes business-end transformation consulting services, technology modernization and implementation services as well as IP and Accelerators developed specifically for the FSI industry that is helping our customers move to a more customer centric engagement model. Our innovative delivery model maintains the governance and management disciplines of a traditional waterfall style project methodology whilst at the same time providing “agile” like flexibility to refocus development where necessary ensures that the Microsoft Dynamics CRM solutions that we implement are well aligned to needs of our customers and is able to be implemented in a shorter timeframe thereby decreasing the time to value (TtV). HP also has deployment options that harnesses the latest disruptive innovations such as Social, Mobile, Cloud and Big Data to deliver solutions to our Banking and Financial Sector clients that incorporate Dynamics CRM complimented with the best of breed HP and third party technologies. What is your bank doing to improve customer centricity? Please share your experiences.

Comments
Brad Hodson(anon) | ‎09-24-2013 05:43 AM

It's all about the customer. Business was always about the customer at the beginning; that's why you get into business. Unfortunately, many companies tend to forget that as they start enumerating their customer base with endless spreadsheets and reports.

 

We musn't ever forget the human element of CRM, which has a profound effect on our relationships with our customers and our sales figures. Business also becomes much more rewarding when we work to help individuals improve their lives with our products and services.

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About the Author
Shafraz Nasser is the Lead Microsoft CRM Architect with HP Enterprise Services in the South Pacific Microsoft Dynamics Practice. His focus i...
About the Author(s)
  • Business Development leader for HP’s Testing Practice in Americas and TaaS Global Capability Leader
  • Anthony works in the ES Apps Enterprise APJ . He is a self-motivated and well-disposed individual. He is a certified SAP FICO consultant. He has over twenty years industry experience in business transformation and Information Technology consulting (SAP). With excellent, interpersonal and communication skills, Anthony is able to influence and motivate at all levels. An empathic team player, He derives fulfilment in contributing towards others' development. Anthony possesses good analytical and problem-solving skills. He is a quick thinker, remains calm under pressure, handles multiple tasks, and accomplishes objectives with excellent time management. He is flexible and accustomed to meeting high standards and deadlines. Anthony possesses practical knowledge of business processes and concepts and has a keen eye for detail. He is aware of the importance of an effective system and quality management.
  • Bryan Coapstick is the Director of Mobile Innovation at HP. In this role, he is responsible for driving strategic mobility initiatives and key industry partnerships to enable clients the ability to leverage the mobile channel to effectively reach their customers. Bryan’s expertise lies with several Fortune 200 companies in both public and private sectors that focus on business technology and emerging strategies. Bryan demonstrates innovative leadership though public speaking, panel discussions and blogging on the various ways mobility is changing our daily lives.
  • Benjamin Romberg has over twenty five years experience in the IT industry, the last twelve of which have been as a testing professional. He has experience as a test analyst, performance tester, automation specialist, test lead, test manager, test consultant and test executive. He has worked on all types of testing engagements ranging from small web based applications through to core system upgrades. Benjamin holds a Bachelor’s Degree in Genetics, a Post Graduate Degree in Software Engineering and an Executive Masters in Business Administration. Benjamin now leads HP’s Testing and Quality Assurance Practice in Asia Pacific and Japan.
  • Over the past 5 years, I have participated in the different stages of delivering Microsoft Enterprise Applications to customers as large as 40.000 concurrent users across Europe with a focus on the public and call center sector. During this period, I worked in numerous technical (lead) and business consultant roles. Using this experience, I am currently a certified Microsoft Dynamics CRM 2011 expert which specializes in guiding enterprise customers and implementation teams through the process of implementing Microsoft Dynamics CRM 2011.
  • Craig has been with HP for 10 years working on the solutioning side as a Solution Architect. Primarily works with Microsoft technologies and has for the better part of 16 years. This past year Craig has worked mostly with Windows AZURE and the mobility side of Windows Phone 7/8 and Android.
  • Master Business Consultant and Distinguished SE with 35+ years of IT experience, specializing in SOA and Integration.
  • Daniel Amor (EMEA, AMOD, Cloud, Portals, Web Apps and SOA domain expert): Daniel has designed, won, led and delivered large-scale, complex applications-related projects by acting as a trusted advisor to clients. Daniel conducts regular training and client-facing sessions, and he has authored six books and numerous articles in European and US-based magazines and newspapers on IT change. He is a regular lecturer and he speaks on Portals, E-Business and Cloud.
  • Global HP Microsoft Business Applications Practice. Microsoft Dynamics CRM subject matter expert. Based in Manchester, United Kingdom. @DarrenCRM on Twitter
  • Solutions Architect working at HP since 2002 with focus on Applications Modernization, located at Rio de Janeiro, Brazil
  • Managing Consulting specialising in Business Transformation and Value Management for Defence, Healthcare, Public Sector, Criminal Justice and Telecommunications.
  • Guido Arndt is since May 1997 business consultant and project manager @ Hewlett Packard Enterprise Services. Main focus is strategic and organizational alignment of logistics, sales and production processes in the automotive and manufacturing industry as well as business performance projects in finance and telecommunication industry. Guido has experience as change agent and transformation manager in people-driven merger & aquisition projects focusing government, consulting firms, manufacturing plants and consumer brands.
  • Horia Slușanschi serves as an Agile Coach leading the HP Agile Mentoring Office and the HP Software Engineering Profession. He is passionate about helping teams and leaders to find joy in work in the pursuit of customer delight.
  • CISSP, Open CA Master Architect Technical Consultant with 28+ years of IT experience specializing in Application Security, Solution Architecture, Portals, Social Business, and Integration
  • Jim has been with HP for 33 years and currently leads a global Strategic Capabilities Management team, with a specific focus on Business Analysis and Configuration Management. Jim also manages a team within the US State, Local, and Education division of HP. He was a member of the IIBA committee that created a Business Analyst Competency Model and he participated in the development of IEEE standards. Jim graduated from Harvard University, the University of British Columbia, and Ottawa Theological Hall. He currently lives in Toronto, Canada.
  • SAP Technologist from APPS GD SAP Practice - Manila covering SAP NetWeaver EP, SAP Mobility and general SAP solutions.
  • WW product marketing manager for HP Applications Modernization and Transformation Consulting Services. 35+ years of IT technology and services experience.
  • Laurence has over 35 years experience in the IT industry and has spent 27 years delivering knowledge management (and before that became fashionable, Artificial Intelligence and knowledge-based systems) transformation projects to clients in Government, Industry, Manufacturing and Telecomms industries. He has developed and implemented knowledge management (KM) strategies for HP's clients and for business areas in HP (for BPO and for our Consulting business) and believes that KM strategy is essential for an effective KM practice.
  • . . Service Systems . .
  • Lori Lewis leads Global Digital and Integrated Marketing for the Applications and Business Services division in HP’s Enterprise Services. The organization is focused on providing clients with enterprise applications services and solutions to solve some of their most pressing business problems. For over 2 decades, she has championed innovative communication approaches to drive and grow market share and build motivated, empowered teams. She is a compelling, passionate ambassador of the art and science of marketing and the amazing results it can achieve when done with integrity and passion. Ms. Lewis’ credentials, track record, and enthusiasm are essential ingredients her team relies on as they work together to establish HP as the undisputed leader in information management and analytics services.
  • Microsoft Dynamics CRM solution architect, C# developer, MBA, husband, father, Auburn man. Follow me on Twitter @lucas_is.
  • CRM enthusiast, avid techie
  • More than 10 years of experience in developing effective and innovative marketing and communication strategies. Recently I have studied the effects of social media and disruptive technology on business, marketing, and culture. Follow me on Twitter: @micaelaraimondi
  • Agile Champion and coach. Passion in software development using lean and agile techniques. Software is a people business!!
  • Have 11 years of experience in SAP Consulting, Solutioning and Account management.
  • I have over 20 years of I.T. experience predominantely in applications development. In addition to my I.T. experience I spent 7 years as the Director of Store Services at Canada's third largest grocery retailer.
  • Shafraz Nasser is the Lead Microsoft CRM Architect with HP Enterprise Services in the South Pacific Microsoft Dynamics Practice. His focus is on selling, architecting and overseeing delivery of Microsoft Dynamics CRM based implementations within New Zealand.
  • Shefali Dua is leading Worldwide BPaaS Strategy & Solution Innovation team at HP Enterprise Services as the Solution Innovation Manager. Her focus is currently assisting in planning and delivery of industry solutions for verticals like social media, big data, mobility and security on the HP Enterprise Cloud offerings for CRM Technologies.
  • Steve Petruno is a Product Manager for HP’s Global Oracle Services with over 24 years experience in the Information Technology industry, project Management, Human Resources, Payroll and Benefits, ERP implementations, upgrades, acquisitions and divestitures.
  • I have worked for HP as a business consultant for seven years, providing process, strategy and business transformation advice in the Financial Services and UK Government sectors. As part of this I have used Lean and Continuous Improvement techniques to assess and improve business performance, ensure regulatory compliance and improve environmental sustainability.
  • Tom is the Global Product Marketing lead for HP's Cloud Applications Services. Tom has over 20 years of experience in information technology and a proven track record for implementing innovative client solutions in several industries including government, healthcare, and telecommunications. He thrives on developing services and solutions which result in business process improvement through greater systems efficiency.
  • Vijay Seetharaman is an Enterprise Architect within HP Enterprise Services - Industry Transformation Consulting practice, focusing on Cloud and Mobility


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