www.FSOkx.com

Speakers

Anant Gupta

VP BPM Practice

Prolifics

Scott Simmons

Banking Solutions

Architect- BPM

IBM

Padelford Louis Lattimer

Founding Member

TurtleBay Advisory Services (TBAS)

Sponsored by

Prolifics at a Glance

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W h o A r e W e ?

S t a b i l i t y, L o n g e v i t y & G r o w t h S o l u t i o n L e a d e r s h i p

Off-Shore Development Center

Hyderabad, India

Application Testing

Santa Clara, CA USA

A Corporate Group of 1000 Employees Worldwide specializing in the expert delivery of end-to-end IBM Solutions

New York Boston Philadelphia Washington DC

Orlando San Francisco London Hamburg

Over 30 years in business, Prolifics is an end-to-end systems integrator specializing in IBM technologies

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2004 2005 2006 2007 2008 2009 2010 2011Gro

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SINGLE MISSION Solving business problems with domain expertise and technology solutions by providing expert consulting services and high-value technology enablers

END-TO-END SERVICES – FROM THOUGHT TO FINISH Services across the full project lifecycle including advisory services, architecture, requirements, analysis, design, development, testing, training, support, and system administration

Age of the Customer

• Information asymmetry is greatly reduced

Information age is over ?

Collaborative consumption is fast becoming the norm

Customer touch-points have increased dramatically

Barriers to switching – constantly eroding

Sales Optimization & Customer Loyalty

• Who are our customers ?

• Who are our best customers ?

• Who are dis-satisfied / likely to leave ?

Do we understand our customer

Do we understand our customers articulated or un-articulated needs ?

Do all customer touch-points have access to the same information ?

Do we know who are our potential customers ?

Do we know where Sales and marketing $ are being spent ?

Making Insight Operationally Actionable

Monetizing the insight is what organizations have strived for

Traditional year end “thank you” is not enough

Using the insight to make every interaction more relevant and personalized

Gain insight quickly – react dynamically

Tracking and measuring operational gains

Approach to Making Insight Actionable

Extensive Data Analysis

Extracting Business Insights (Patterns, Hypothesis, Models)

Formulating multiple tactical strategies

Prescribing the most effective strategy to implement

Business Process Assessment

Establishing linkage between strategy and business processes

Improving alignment between strategy and process

Mass customization at the moment of truth

Operationalize and Automate decision making

Maintenance to sustain the advantage

Offerings from Prolifics

Free discovery session

- Explanation of the offerings

- Explanation of the Unique IP

Business insight phase for customer

loyalty or sales optimization

- Fixed Price

Implementation / Operationalization

Phase

The Relationship between BPM, Decision Services and

Analytics

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Operational Decision Management Analytical Decision Management

Business Processes, Applications & Solutions

Decision

Services

Business

Rules & Events

Predictive Analytics

& Optimization

Internal & External Data

Policy

Regulation

Best Practices

Know-how

Risk

Clustering

Segmentation

Propensity

Scenario Analysis

& Simulation

BPM and Analytics – Banking Scenarios

Competition Competition

Price, terms and conditions, competitive

blocking, market share growth imperatives,

channel arbitrage

Compliance Compliance

KYC/AML, Do not call/solicit, CARD Act, Dodd-

Frank Act, Consumer Protection Act, Section

615(h) of Fair Credit Reporting Act (FCRA),

Basel II & III, Solvency II

Customer

Opportunity

Customer Opportunity

Acquisition, retention, lifetime value, share of

wallet, propensity to buy, product/ service

affinity, household analysis, real time context

Risk & Cost

Risk & cost

Credit worthiness, professional/ geo/ business

risk segment, net landed cost, product/ service

availability, occupancy rate, yield management

Pricing Promotion

Revenue Mgt Catalogue Mgt Cross/up-sell

Packaging Offers

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NA Multi-national Bank: Up-sell/Cross-sell with BPM and

Analytics

© 2011 IBM Corporation

Offer

Identification &

Scoring

Offer Allocation

Offer Eligibility

Offer Creation

Customer

Segmentation

Offer Arbitration

Channel delivery &

Integration

Measure Offer

Effectiveness

Predicative Analytics

BPM/

Marketing

Processes

BRMS/

Decision Services

Offer Assessment &

Pricing

Reports

Country/Region

Consumer Data

(mdb/xls)

DataSubmission

ReconcileDash

boardsRISK

Data Stewardship

Operations

ReportingAutomation Transform/Load

Risk ODS COGNOS

Services – Business and Technical

In-BoxEntitlement/

Authorizations

ContentStore

EntitlementsDatabase

In-Box/Task Mgmt

Credit Data

Risk Management Master Processes

Data Approval

Aggregation Svc Scheduling Svc In Box Svc Entitlement Svc Reporting SvcException Svc

Process Layer

Finance Data

Analytics

US Multi-national Bank: BASEL Risk Solution Architecture

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European Bank: FATCA Payment Processing

** FATCA – Foreign Account Tax Compliance Act

Payment Initiation

Payment Process (BPM)

Rules Predicative Analytics

Payment

Assessment FATCA

Assessment

Payment

Calculation

FATCA Review

Submit

Withholding

Validation Qualification

FATCA

Classification

Model

Rules

Calculate

Withholding

Fast

Track

1. Fast Track

2. Use Assessor True /

False

Payment

Value

Assess

FATCA

Analysis

Assess

Classification

Rules

optional

True /

False

Customer

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