SEB

SEB

Improved knowledge of customer segments and product portfolios to easily identify cross-selling opportunities that drive further account penetration and product expansion.

Bedrijfsprofiel

Regio: Sweden
Omzet: > $1B
Bedrijfstak: Verzekeringswezen, Securities & Investments
Functie: IT, Marketing, Sales

"Improved knowledge of customer segments and product portfolios to easily identify cross-selling opportunities that drive further account penetration and product expansion.

Background

  • A North European financial group spanning four divisions of merchant banking, retail banking, wealth management and life insurance for 400,000 corporate customers and institutions, and 5 million private customers
  • Headquartered in Stockholm, Sweden
  • With ~300 billion in assets, SEB achieved ~$6 billion in revenue with 20,000 employees

Challenges

  • Gain a better understanding of insurance customers and portfolio to improve cross-selling of products and increase customer share of wallet
  • Improve IT project management within merchant banking

Solution

  • Deployed QlikView to ~150 users within the Life and Merchant Banking Divisions across 2 functions in Sweden, Germany and Baltic countries Life Insurance and Pension Funds Division:
  • Sales Analysis: Analyze sales activity by salesperson, sales team and region across customers, products, and profitability over time
  • Marketing Analysis: Assess customer data to analyze customer portfolio across lines of business to identify cross-selling opportunities; Create target lists for cross-selling campaigns Merchant Banking:
  • IT Analysis: Monitor IT project status by department from Module 1 data
  • Rapid implementation in less than 3 weeks for sales and marketing applications within Life Insurance division
  • Leveraged QlikView Server to aggregate large data volumes from its IBM DB2 data warehouse for the pension funds and insurance group

Benefits

  • Increased revenue from expansion of customer portfolios
  • Improved insight from customer sales data allowing for the identification of cross-selling opportunities
  • Improved IT project management

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