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Industry Insights

Articles

“Inside Sales” for Small Business Growth

Profound changes in customer channel usage patterns now argue for a dedicated staff of telephone-based bankers who can strongly augment small business sales.

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Articles

Complexity Challenge in Commercial Lending

To improve market responsiveness and streamline complex operations, many commercial lenders need to establish a target operating model. One-off projects won’t suffice.

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Harnessing Digital for Branch Sales

Online shopping and branch sales are now joined at the hip, yet most banks are not yet measuring the day-to-day effectiveness of digital in driving shoppers into the store.

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Customer Analytics: Unlocking Growth

A new era is unfolding where in-depth customer analytics will have a direct impact on shareholder returns. The hunt is on for specific applications to drive performance.

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Customer Analytics: Can Regional Banks Overcome Scale Disadvantages?

A North America multi-bank study by Novantas reveals an “arms race” to build systems, applications and talent in customer analytics.

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Digital Drivers of Branch Sales Productivity

Rather than being divided, online shopping and branch sales fulfillment are joined at the hip for new household acquisition — one cannot succeed without the other.

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Street Corner Presence vs. Perceived Convenience: Are Banks Ready for the Shift?

As the branch loses its all-encompassing role, retail banks must redefine how they provide and promote convenience.

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Articles

Relationship-Based Deposit Pricing: A Technique for Building Lasting Balances

To win in the next era of rising rates, banks must learn to use relationship data in pricing to attract and retain lasting deposit balances, as opposed to chasing “hot money.”

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Improving Commercial Loan Pricing

Pressured for profitable growth, commercial lending units will need an improved analytic framework to support the field negotiations of relationship managers.

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Advanced Modeling for Deposit Performance

Progressive banks see crisis avoidance as but one benefit of a larger analytical push in deposit management, using advanced modeling for tangible performance improvements.

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