Target Generation
VALUE PROPOSITION
- Surpassing corporate customer acquisition targets, improving new customer average profitability, and exposing previously unknown qualified leads
- Enabling the bank to achieve a major Digital Transformation leap, by utilising ELEMENT’s revolutionary Schemaless Knowledge Graph Technology
- Decreasing labour-intensive tasks by a providing process-centric, AI-embedded application
Improvement of lead generation as part of customer acquisition at a world-leading bank, by monetising information available to the bank from internal and external sources
BACKGROUND
The bank was facing unsatisfactory growth rates from new corporate customers and decided to prioritize the implementation of new outreach and acquisition methods
Lead generation was based on labour-intensive analyst and relationship manager efforts
Dependency on human judgement caused biased decision making, lacking statistical accuracy
TARGETS
- Modernise the bank’s lead generation infrastructure, identifying potential customers by evaluating a multitude of criteria
- Augment existing data assets with multiple types of external data sources, and create a unique and proprietary universe of companies, people, and relationships
- Automate prospective customers, allowing a local relationship manager to receive alerts regarding emerging candidate customers
ADDRESSING THE NEED
- Characterised a “Golden Customer” within the system, taking multiple factors into consideration (e.g. customer profitability, size, industry, risk, products used, cost of relationship maintenance, growth potential, etc.)
- Deployed an AI Candidate Customer Module that automates emerging candidate customer monitoring, letting a local relationship manager receive alerts regarding candidate customers based on a defined population, by evaluating various aspects of these parties, including their attributes or relationships with existing clientele or employees
- Applied Link Analyses to Knowledge Graphs about existing customers and employees, generating qualified leads and prioritizing acquisition channels
Other Use Cases
