Qlik in Financial Services - Business Discoveries from the New World (Mumbai 2014, Lance Tay)
- 1. QLIK IN FINANCIAL SERVICES Discoveries from the New World 19 March, 2014 Lance Tay, Director Head of Financial Services (Japan & Asia-Pacific) Lance Tay Director & Head of Financial Services (APAC) [email protected] Lance Tay is the Asia-Pacific Head of Financial Services for Qlik’s Global Market Development Unit. In this role, Lance is responsible for providing deep domain expertise to Qlik’s banking, capital markets, and insurance customers. Lance brings to this role a wealth of experience and valuable insight gained through over 20 years of experience working with some of the region’s largest financial services companies. His domain expertise includes retail banking, wealth management, cards services, trade finance, and property & casualty insurance. Lance has worked with major financial institutions in Australia, New Zealand, South East Asia, India, China, and South Korea. Lance is considered a strategy thought leader within the financial services sector. He has worked with many institutions to envision and implement transformation programs in the areas of customer segmentation, acquisition, on-boarding, and retention. He is a regular commentator in leading industry publications and is often invited to speak at industry seminars about breakthroughs in retail financial services and IT strategy. Prior to joining Qlik, Lance held management positions at The Boston Consulting Group, Accenture, Oracle Corp, and Procter & Gamble. Lance was also the general manager of the national check processing center for a major regional bank. Lance holds a MBA from Cornell University, and a Bachelor of Science from the Southern University of New Hampshire. Before settling down in Singapore, Lance lived in Bangkok, Geneva, Mumbai, and Sydney. He is currently a member of the Singapore Institute of Directors.
- 2. INTRODUCTION & OVERVIEW • Business Discovery in FS and Qlik • Top10 Solution Areas for FS CASE STUDY #1 • Westpac BTFG (Australia) • Sales Productivity CASE STUDY #2 • Non-Bank Financial Company (US-based) • Credit Sales & Risk • App Demo SUMMARY and Q&A Agenda For nine quarters we have achieved an above average closing ratio. Dormant files have been eliminated and our portfolio has been optimized. QlikView has been a great asset in achieving this. The biggest change however, lies in the business approach: from reactive to steering.” Frank Dado, Chief Claims Officer, Zurich Global Corporate Benelux Used in 10 of the top 10 banks globally (The Banker, Top 1000 World Banks 2013) Used in all Top 20 Financial Services firms in US and EMEA* 15 of the top 15 banks 5 of the top 5 Insurers 10 of the top 10 capital markets Over 17 FS customers in India Banks and NBFCs Life and Non-Life Insurance Capital Markets and Exchanges Dedicated QlikView Financial Services teams globally 2,500+ Financial Services clients * 2011 Forbes 2000 list Qlik in Banking, Insurance, and Capital Markets
- 3. QlikView Delivers an “Associative Experience” Region State Product Sales Person Pre-determined questions • Linear, pre-defined thinking • Insights missed in hidden data • Months to change • Data-centric User driven discovery questions • User decides where to start • All data, always visible • Minutes to change • Insight driven Traditional BI Business Discovery Region Product State Sales Person Three (of the many) Things that Make QlikView Unique Region Product State Sales Person An Associative User Experience QlikView’s Core Technology Business Discovery Adoption Path
- 4. QlikView Value Proposition Speed to Value Days and Weeks (not months and years) Agile Change Management Lower TCO Ease of Use Higher User Adoption All Levels of Organization Drill to Detail Social & Mobile Email Bookmarks Collaboration Design once; Ipad ready Enterprise Ready Billions of records Tens of thousands of users INTRODUCTION & OVERVIEW • Business Discovery in FS and Qlik • Top10 Solution Areas for FS CASE STUDY #1 • Westpac BTFG (Australia) • Sales Productivity CASE STUDY #2 • Non-Bank Financial Company (US- based) • Credit Sales & Risk • App Demo SUMMARY and Q&A Agenda Qlik in Financial Services - Banking - Insurance - Financial Markets
- 5. Top 10 Solutions - Customer and Distribution Intelligence - Risk, Compliance, and Capital Frontiers - Operations and Technology Performance Exec Dashboards / Scorecards Financial Management Risk Management / Reg. Compliance Expense Management Customer Analysis / Targeting Sales and Revenue Analysis Transaction Monitoring IT Management Client Servicing Customer Analysis and Targeting Retail Banking Sales App
- 6. Customer Analysis and Targeting Social Media (Twitter, Facebook, etc) Sentiment Analysis App This app was developed by Partner named QVSource. Sales and Revenue Analysis Commercial Lending (Loan Portfolio) App
- 7. Sales and Revenue Analysis Equity Securities Sales App Client Servicing (Extranet) Wealth Management App
- 8. Client Servicing (Extranet) Branch Performance App Expense Management Supplier Spend Analysis App
- 9. Financial Control CFO Dashboard App This app was developed with a partner named Slalom Consulting Financial Control (Drill Down) CFO Dashboard App
- 10. Financial Control Flash Balance Sheet App This app was developed by an Elite Solution Partner named Project Brokers. Risk and Compliance Real-time Intraday Liquidity Risk App (with Panopticon)
- 11. Transaction Analysis Trading Analysis App Investment Analysis Stock Research App
- 12. Investment Analysis Asset Management App This app shows the performance of different asset classes, regions, funds, etc Transaction Analysis Trade Monitoring App
- 13. This app was developed by an Elite Solution Partner named Axis Group. IT Management Project Portfolio Management App IT Management IT Asset Tracking App
- 14. IT Management IT Help Desk App Investors Relations & Regulatory Reporting Public Internet App (mBank S.A., Poland)
- 15. Download your copy: Top10 Business Discovery Solutions for Financial Services http://www.qlik.com/us/explore/solutions/industries/financial-services INTRODUCTION & OVERVIEW • Business Discovery in FS and Qlik • Top10 Solution Areas for FS CASE STUDY #1 • Westpac BTFG (Australia) • Sales Productivity CASE STUDY #2 • Non-Bank Financial Company (US-based) • Credit Sales & Risk • App Demo SUMMARY and Q&A Agenda
- 16. Westpac BT Financial Group Delivering Sales Productivity Westpac BTFG - Key Facts (2013) BT Financial Group (BTFG) is the wealth management arm of the Westpac Group, which, following the Westpac and St.George merger in late 2008, also includes the wealth division of St.George bank BTFG is the largest administrator of superannuation,retirement and investments in Australia with more than $107 billion in total investments* Our BT Wrap and Asgard investment administration platforms are used as an investment hub by over 10,000 advisers around Australia We manage corporate superannuation plans for over 23,000 employers across Australia, with around 550,000 plan-members Our bank-tied and affiliated advice networks have more than 1,500 financial planners, making it one of the largest in the country Business Challenges • Business users do not have trusted information on a timely basis • Businesses and distributors unable to collaborate effectively • $50k per change request for reporting system • QlikView was implemented in 12 weeks. • 96 % improvement in Staff Productivity. • 22% increase in new business revenue. • Faster time to receive reports - from 8 or 9 days to a few minutes. • Narrowing the focus of the sales people. • Understanding profitability attribution. • Optimizing territory allocations. • Helping improve skills and retention through better KPI’s. What Value did QlikView deliver?
- 17. Westpac BTFG Customer Success Video • http://www.qlik.com/us/vid eos/customers/individuals -bt-financial • http://www.youtube.com/w atch?v=PDEgtkiHiCQ INTRODUCTION & OVERVIEW • Business Discovery in FS and Qlik • Top10 Solution Areas for FS CASE STUDY #1 • Westpac BTFG (Australia) • Sales Productivity CASE STUDY #2 • Non-Bank Financial Company (US-based) • Credit Sales & Risk • App Demo SUMMARY and Q&A Agenda
- 18. About the NBFC and Qlikview • The NBFC has more than $35 billion in finance and leasing assets. A member of the Fortune 500 with over 3,600 employees • The Company provides commercial financing and leasing products, and management advisory services to clients in a variety of industries. • It serves clients in a variety of industries, including transportation, aerospace and rail, manufacturing, wholesaling, retailing, healthcare, communications, media and entertainment, and various service-related industries. • Its products include asset-based loans, secured lines of credit, leases (operating, finance and leveraged), vendor finance programs, import and export financing, debtor-in-possession/turnaround financing, acquisition and expansion financing, letters of credit/trade acceptances structuring and small business loans. • The Company operates through five business segments: Corporate Finance, Transportation Finance, Trade Finance, Vendor Finance and Consumer Finance. • QlikView Phase 1 (2012) Solution Profile – No. of Deployed Users = 375 – Time to Develop & Deploy (No of Weeks) = 6 – Data Volume (# of Records) = 10,000,000 Demo – Credit Sales & Risk Management Challenges • Multiple data sources • No version of the truth • Stale reports Benefits • Single, timely and shared view • Improved utilization and profitability • 360 degree Customer Intelligence • Risk/Reward tradeoff and Pricing • Credit mix analysis and strategic portfolio planning Questions asked: • What is the profitability of my business unit / sectors ? • How is my territory / salesforce preforming ? • How can I better re/balance my portfolio • Where are the potential ‘hot spots’ to maximize profits and reduce risks • Are there opportunities in my pricing model?
- 19. Free App & Script Download • http://demo.qlik.com/ INTRODUCTION & OVERVIEW • Business Discovery in FS and Qlik • Top10 Solution Areas for FS CASE STUDY #1 • Westpac BTFG (Australia) • Sales Productivity CASE STUDY #2 • Non-Bank Financial Company (US-based) • Credit Sales & Risk • App Demo SUMMARY and Q&A Agenda
- 20. Risk Management & Compliance • Risk & Exposure Analysis - Credit, Market, Portfolio, Operational - Cross-Product and Counterparty Risk • Compliance – Traded Products, Basel II, KYC, AML, USA Patriot Act, TCF Operations, IT, & Back Office • Expense Management • Financial & Management Reporting • P&L Analysis by LOB • Fund Accounting / GL • IT Systems & SLA Management Executive Management • Executive Dashboards and Mobile /Tablets • Balanced Scorecards • Predictive / What-If Analysis • Product Performance • Performance, Margins, Commissions Trading • Trade Activity & Realization Analysis • Cash Management • Predictive Analysis • Sales & Trading Performance • Trade Life-Cycle Management Sales, Distribution, & Financial Advisors • Sales & Revenue Analysis • Customer Targeting • Wealth Management Analysis • Sales Performance Analysis • Online Channel Applications Asset Management • Portfolio Management & Analysis • Investment Performance & Profitability • Investment Research • Scenario / What-If Analysis • AUM Analysis / NAV Interpolation Lending, Payments & Transactions • Transaction Activity Analysis - Deposits & Withdrawals - Payments & Collections • Mortgage and Loan Production • AML / Fraud Investigation Marketing & Product Management • Customer Cross-Sell and Up-Sell • Customer Profitability & Segmentation • Product Performance Analysis • Marketing Campaign Analysis • Web Analytics Common QlikView application areas for Financial Services QlikView as a Platform Enables Timely, Aggregated, and Actionable Insights Country 1 Country 2 Country/Business n
- 21. QlikView Business Discovery Enables Both Agility and Governance • Self Service • Visual dashboards • Associative search • Interactive analytics • Any device • Collaboration • Assemble and prepare data • Deliver relevant data • Ensure security and scalability • Enforce standards BUSINESS USERS MOVE FAST I.T. RETAINS CONTROL OVER DATA DEVELOPERS ARE AGILE • Rapid development cycles • Quick turn around • Leverage global standards and best practices Q & A
- 22. Thank You