how digital-ready are you? - ncrgro funnel™ • creates a data feed from your legacy systems to...

How Digital-Ready Are You?

Converting Leads To Customers in a Digital World

David Eads, CEO

Gro Solutions

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Factors that Have Changed Expectations

Millennials The Amazon Effect

• Grew up in the digital age

• Expect to accomplish all day-to-day

tasks from a mobile device

• 3x more likely to open a new account

using a mobile phone

• Consumers expect a consolidated and

streamlined shopping experience

• Shopping (marketing) and buying

(checkout) should happen in the same

place, at the same time


The Channel Disconnect

FIs have moved 85% of day-to-

day bank interactions to digital

channels

However, they still rely

primarily on sales efforts

to happen at the branch

Banks and credit unions are not selling

where people are shopping.


The Importance of a Digital Sales Platform

The ability to have this digital call-to-action button

can change the way you sell forever.


Checklist: Key Considerations for Digital Readiness

How reliant is your sales process on branch traffic?

Are your customers primarily interacting with you through web and mobile?

Can your applications be completed entirely online?

Does your digital presence have effective calls-to-action for customers?

Do you know the lifetime value of a customer acquired through digital channels?


Digital Sales Lifecycle for FIs

CheckoutClose the deal

MarketingAutomate stellar growth

Post-Sale OnboardingDeepen relationships & cross-sell


Checkout: The Virtual Slip’N Slide

The digital checkout process is

much like the experience of riding

a Slip’N Slide. It should be:

• Completely frictionless

• Free of impediments that can

slow you down

• A refreshing and quick experience


Streamlined Workflow

• Ask only questions needed to open the account

• Reduce input and keystrokes

• Use technology such as ID scanning to automate wherever possible

Info FIs Like to Collect That Can Wait!

Personalization of

checks or cards.

Contact in case

of death.

Signature cards.


Why 4 Minutes or Less?

• Anything longer risks abandonment

• Most financial institutions don’t even know or

track their abandonment rates

• Lost opportunity – track these as hot leads


By 2019, financial institutions will hit a tipping point when

half of all new accounts will be opened digitally.*

* CEB 2015 Report “The Digital Tipping Point, New Reasons for Retail Banking.”

Shouldn’t your marketing efforts align to this shift as well?


Align Marketing and Sales Efforts

• Connect the rich data found in your core system with leading marketing

automation and CRM tools

• Get the right offer to the right person at the right time

• Gives financial institutions the ability to:

– market to customers and prospects with smart, targeted offers – just like Amazon and other

online retailers

– build more effective campaigns that get better results

– save money by selling more products with the same or less marketing spend


Data Flow for Connected Marketing

Bank core

3rd-party data

Legacy Bank

Systems

CRM

Marketing automation

Marketing

Tools Leads

Prospects

Customers

Leads

Prospects

Customers

Inte

gra

tion

Funneled Straight Into Checkout


Let’s Look at a Use Case

The head of marketing wants to run a campaign to

cross sell auto loans to their existing customers who: have a credit score of at least 760

don’t have a current auto loan with their bank

haven’t had an open auto loan on their credit report for the past 3 years

No auto loan

Credit bureau

Inte

gra

tion

Score >= 760

No car loan

Targeted Email Offer

This criteria means they

WILL be approved and

gives the best chance to

find a person ready for a

new car now!

Bank core

Marketing

Tools

Checkout Process


Key Benefits

• Sell more products and deepen relationships

• Convert more leads into sales with the same marketing spend

• Ability to segment based on ultra-targeted criteria

• Real-time analytics and results of marketing efforts

• Total automation of campaigns


Nurture Customers to Keep Them Engaged

• Planned communications on Day 1, Day 15, Day 30, etc.

• Cross-sell other products based on intelligent data

• Even existing customers are leads for other bank products

FIs who mentioned “deepening current relationships”

and “increasing share of wallet” as

top marketing priorities.

(from 2017 Financial Marketing Trends Report)

54%


Look for a Partner Who Has a:

Unified

Approach

Streamlined

Workflows

Key

Integrations


Gro Solutions Offers a Complete Digital Sales Platform

Gro Funnel™

• creates a data feed from your legacy systems to your marketing systems

• run tightly, targeted marketing campaigns to generate more qualified leads

Gro Checkout™

• converts leads into sales in just minutes versus weeks or months

• significantly reduces keystrokes and data entry

• dramatically reduces application abandonment

• open and fund new accounts in less than 4 minutes


Proven Success

50+ bank and credit union customers across the U.S.


Why Gro?

Configurable – parameter driven implementation

Simple –minimal workflow reduces friction

Innovative – first to offer mobile web ID scan in 2014 and first to direct connect to mobile carriers

Open – our platform integrates with your existing infrastructure


You can earn 10 points toward the

Innovation Game right now!

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feedback.

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22NCR Innovation Conference 2017: Confidential

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