Digital Origination for Banks: What It Is, Where It’s Going, and How to Get Ready

Hey, everybody. Thanks for spending your lunch with us. I’m Valerie Wise, and I lead financial services go to market here at Atrium. Our financial services practice, we have more than 500 f, FSC certifications, hundreds of projects behind it, and we are early adopters of digital origination, which is what we are here to talk about today. I’m joined by Ian White from Salesforce who’s gonna show you the real thing in a few minutes. So I’m gonna tell you a quick plan for the hour. Alright? Ian is gonna introduce himself, and then I’m gonna tell you a little tiny bit more about me and why I actually get really excited about digital origination. Then Ian is gonna demo consumer lending, walk us a little bit through the road map, and then we’ll come back with how to get ready, where to get started, and your questions. So drop your questions in the chat below at any time. We’re saving a little bit of time at the end, and we will try to answer as many as we possibly can. Alright. So with that, Ian, and go ahead and tell everybody a little bit about yourself. Yeah. So my name is Ian. I’m a solution engineer on the financial services team. I am one of our digital origination specialists. I’m based out in the suburbs of Chicago and really, really excited to run you through kind of all the puzzle pieces that that we have today. I love it. And as I said, I’m Valerie Wise. I am South Of Ian. I am in the thriving metropolis of South Bend, Indiana. If you know where that is, you probably know it’s home of Notre Dame. But let’s let’s go back to why I’m so excited about this. I think it helps to understand a little bit about where I come from and my background to really understand why this gets me pumped up. Because anybody that’s talked to me about digital origination in the last year and a half knows I get super excited about it. So before Atrium, I spent close to two decades in financial services. I’m a certified financial planner. I manage teams, ran wealth, and that’s where my bank got started with Salesforce, and it changed the way that we worked with clients. We built the COE. We took Salesforce enterprise wide across all our lines of business, and then we eventually turned our focus to our loan origination and account opening all connected to the Salesforce platform. And for any of you that are out there, if you’ve ever tried to connect data, lending workflows, digital experiences, and back office processes across multiple systems, you know that’s not an easy feat, and it’s a cause for a few of my gray hairs. So when I look at digital origination, I honestly see a solution that I wish I had had six years ago when I started my own personal journey. Right? Because back then, there were really two ways to solve this. Right? The first, it looked a little bit like one of these, like one of my kids’ boxes of LEGO bricks. Right? With that, you get complete flexibility, and you can build anything you want. Right? The problem is you typically need a much larger budget than I had, and you have to build everything. When I look at that box of Legos, I could do anything, but I have to do everything. Right? Every workflow, every integration, every experience, every decision. It is truly building custom digital origination, and people have been doing that on Salesforce for a long time. Right? The second option when I did it, it looked a little bit more like this strange piece out of a Lego set. Right? This is purpose built, and and that’s the route that we ultimately ended up going, and that solved a lot of problems for us. But when you have something that’s purpose built, it’s like this Lego pieces glued together. This piece, whatever kit it came out of, it works great for exactly what it was built to do. The problem is it only works for exactly what it was built to do. If I need this piece to do absolutely anything else, I’m gonna have a hard time reconfiguring this. It doesn’t do a whole lot more than other the per… Other than the purpose that it was originally built from. And that’s what we ran into with our solution. It worked absolutely great for the purpose that we bought it for, but the moment that I needed it to do something else, that’s when things get complicated. And what we find is that when we’re talking to prospects and to clients and people working in the ecosystem, they’re saying the same thing. Like, it’s wonderful for what it works for for everything else we wanna do for that scaling, that flexibility. We’re running into challenges, and it just doesn’t work the way that we actually work. So enter in digital origination. It’s that middle ground, and it’s what I wish I had six years ago because I really have started to liken it a lot more to, this three in one creator set. Okay? You’re not starting with a random box of pieces. You’re also not buying something that only does one thing. It still is purpose built. It still is proven. It is still designed to solve a real problem, but it can evolve into different things, reusing the same exact pieces. And that’s what we’ll see what digital origination does. It’s a data model, but that data model has extensibility. It has scalability. So when we think back to that three in one creator set, right, today, it’s this. You guys, you all remember. Right? This was all we needed. And this might be a short cord, but if your house was anything like my house, you had that 16 foot cord so that you had freedom to move around your house, and you weren’t gonna be stuck at home. But we all know expectations changed, and this little rotary eventually became that wonderful bag phone that you might have been fortunate enough to have in your car or the original cell phone. Right? Because the need changed. Things evolved. Right? And then eventually, we know that it became more like this. Right? And then it became more like this. And now we’re all basically walking around with, like, supercomputers, you know, in our hands at all times. Right? So that… That’s really what digital origination does. It has those same exact bricks. You’re not starting over again. You’re just simply building something for evolution. And that’s the choice that you all have today. Right? So we now no longer have to say, well, you can only do it custom and you gotta build it all yourself, or now you have to do a closed single purpose. It’s a platform that really lets you build for exactly what you need to do, scale and evolve for what you need to do later. And that’s really how I think about digital origination. It’s not that lending tool that just does one thing. It’s a platform. And because it’s a platform, it… Right? It’s connected to Data three sixty, Experience Cloud, Agent Force, absolutely everything else that Salesforce keeps investing in. So what gets me excited is not only what it’s gonna do today and what Ian is gonna show you, it’s what it can become. It’s that connections. It’s the optionality that comes with it. It’s the way that you can adapt it, extend it, add new experiences, bring in new data, use new intelligence. Because you’re gonna have to solve problems that you’re not even thinking about today, and you need a system that’s going to be there for you that’s gonna let you do that. So for the first time right now, we’re not talking about just digitizing lending. We’re talking about creating connected intelligent foundations for lending that evolves as the company and the market does. And as somebody who spent years stitching this together, one integration at a time, overcoming all of these challenges, I can tell you that, like, this is why I’m pumped because this is an exciting place to be. So… Alright. Enough from me and why I get really excited about this. Ian, I wanna flip it over to you so that you can actually show them what it looks like, and then we can talk a little bit about where it’s going. Yeah. I I love that. And the Lego creator set analogy is one of my favorites that I’ve heard for any product in Salesforce. So really, really appreciate that one. Let’s see if we can pull those those slides on screen. Perfect. So Salesforce digital origination, it’s it’s designed to be that single unified platform where you can originate every product, simple consumer lending, complex deposit account. We wanna give you the puzzle pieces to be able to accomplish each origination journey. And what makes this truly powerful is the combination of AI driven insights and agentic automation. So we’re empowering your teams to decide with confidence by giving them the three sixty degree view of the customer. And we’re letting our agents handle the heavy lifting of data gathering, verification, document processing. And some of the early results, we’ve seen the 30% increase in loan officer productivity, which allows your best people to focus less on the administrative tasks and more on the building of meaningful relationships. And then I’ll close out our product team has an exciting roadmap that they’re going to be delivering against over the next year. So we will have an activity for you at the end to kind of help us understand what would be most valuable next for you. But let’s start with the puzzle pieces that are already part of the solution. So the ability to define your products and pricing to build that out to ensure compliance is built into the process to start from pre configured templates and build out customer facing application portals, The ability to run the right processes, the right rules at the right time and generate necessary documents, and then the ability to integrate with the third parties where they’re needed are all things that are already puzzle pieces that are part of this solution for you to put together to build out. And what are we actually going to see today? What we’re going to see today is we’ll see Loni go through an application. So we’re gonna start with the authenticated portal with Prefill. We’re gonna start with our OmniScript, which is the name for our dynamic forms for disclosures and consent. We’ll see a business rules engine run. We’ll see a product catalog create an offer and rate. We’ll see our dynamic UI based on customer selections, and we’ll see co borrower and more complex borrowing structures. So the outcomes of this first portion is gonna be how do we create fewer abandoned applications and less rekeying? How do we cross sell at the moment of intent? And how do we support real world borrowing situations? Then we’ll look at the document and status portal. So that same location where we’ll have conditions checklists, the ability to upload documents. And and really the goal there is transparency on where’s my loan. You can keep it on the demo slide, please. Compliance with three day window automatically handing three day window kind of automatically handled and document generation. Then we’ll flip over to the loan officer getting ready. What does this look like from within the walls of Cumulus Bank? The unified application data model will see applicants action items, credit integrations, the products. We’ll see the rules and pricing engine, and we’ll see where agent force can help you, your teams be more efficient with the goal of less manual processing, and then automate automating the creation of accounts and AI to show the gaps. Then we’ll view the underwriter review and counter offer, and then we’ll look at the digital closing ceremony. So the goal is to show you all the puzzle pieces Salesforce offers customized to the needs of Cumulus Bank in the name of faster timelines to fund a compliant process by design and AI assisted decisions. So let’s flip into what this actually looks like for Loni. So Loni is… We’re really excited to kind of show you what Loni is gonna walk through today. And I am going to be playing the part of Loni Baloney. We’re gonna try to get him a home equity loan with Cumulus Bank. Ian, we’ve gotta work on that name, Loney Baloney. I love that. I don’t come up with the names here. We’ve moved on from Rachel Morris. Now it’s Loney Baloney. I’m I’m just the the person saying the name. I don’t actually create the words. But, yeah, is a name that we are going to go with. All right. I love it. Let’s do it. Lone baloney, man. Yeah. But to get started here, he’s interested in a loan to fund a home renovation project. It’s going be a pretty hefty renovation around $300,000 So this is gonna be what that initial prequalification looks like. Because Lonely is an existing customer and it’s gonna start the application in an authenticated experience, we can do some prefilled in… Information. But we’re also gonna ask for additional information if we don’t have it, things like current address as well as identity verification on the last four of the Social Security number. So we’ll go ahead and pop the address in there and put the last four of the Social Security number. These fields are required to kick off the application process as well as doing things like disclosures and consent. These forms are fully configurable OmniScripts that can present the borrower right in be presented to the borrower right in the portal experience. So we can do things like consent and notifications for our fair credit reporting polls in the pre qualification and loan application process to ensure the full interaction audit is captured. So let’s go ahead and get started with our offers. This is going to be run and run based on knowing that Lonely is an existing customer and is looking to be offered a home equity loan. It’s going to use our business rules engine in conjunction with our product catalog to offer up this home equity loan, the rate and the monthly estimate, all with a pleasing UI. I’d also like to highlight that towards the bottom, we can add in additional products to our digital origination solutions that supplement things like our loan products. So one of these that comes up often is debt protection on the loan, being able to go ahead and add that through the application process. We’re gonna go ahead and choose to add the debt protection, and you can see above when I toggle this on and off, the per month will automatically change. So that’s the dynamic UI offer with our Omniscript capabilities. You can also see down below that the debt protection disclosure dynamically shows when the offer is selected. So we’re presenting disclosures and consent throughout this journey for the borrowers so they’re educated and we’re running a completely compliant process. I’m going to go ahead and select this offer. And in this application where it makes sense, we also want to add the ability to give loanee offers for additional personalized products. In this particular example, it’s a Visa credit card offering, a consumer line of credit. Because Loni is an existing customer with Cumulus, we have information and knowledge about the existing products and services that Loni has, and therefore we can make the additional products, recommendations and applications while we have you. So we’ll go ahead and skip this one for now and continue to rate review. And the rate review is going to give us a presentation of that final rate. Obviously this is just the pre approval. We haven’t run credit yet nor have we done any submittal of documents or underwriting. We will get to that in a moment. So we’ll go ahead and accept that rate and continue. And many of our borrowers aren’t as straightforward as single borrowers. So through this process, we can also support more complex borrowing structures that we need to set up for this loan opportunity, adding things like co borrowers, properties that are held in trust and guarantors, power of attorney, all the things are able to be done here. So you and you can see that with this dynamic UI being presented. So if you’re adding that complex bar structure in, our engine can run against that, and all of the automation will run against multiple borrowing parties and multiple structures for this application process. So in this particular example, Loni is married to Sarah. We have their information within Salesforce that they’re one household, so he’s gonna be able to co borrow in hopes of getting a boost in risk rating or maybe some improvement on that APR. So Loni is going to complete the application here. We’re gonna get that final confirmation screen for the borrower saying you’ve been prequalified pending a bunch of additional checks and balances. And now the loan ops team will be confirming that and momentarily, we will we’ll get there. But before we get there, I wanna take a chance to look at the rest of this portal. So once Lonnie is done with that application step, he can move to the loan portal where he will be able to see the application status and any, any documents that have been generated for distribution. So another thing to kind of call out here is once that loan estimate has been generated, we’ll be able to post it and he can click through and see all of that information about the loan offer that we are making. Additionally, in this portal, this is where we can dive into the conditions checklist and the conditions checklist is going to be all the documentation that comes in that has to be submitted as a borrower when we’re going through a secured loan experience. So things like employment verification, income verification, tax returns, title search of the property. Because this is a home equity loan, we need information on the home property itself, as well as additional things around the property, such as homeowners insurance, flood insurance and those types of things. And what’s really valuable here is that we are presenting the same conditions checklist borrower facing that we are when processors, underwriters, loan officers are looking at this loan application. So everyone is going to be on the same page. Now let’s pop over and let’s start working this loan application from inside the walls of Cumulus Bank. So we’ll start this portion in the persona of associates or processors or loan ops. Their sole mission initially is to make sure that our application is comprehensive and complete, that we’re firing documents through third party systems, getting the things that we need. And appraisals are a great example of that, which we’ll dive into momentarily. But if I orient you here to the left side of the screen, this is a representation of our data model of everything related to this application. So you can see our two applicants, Sarah and Loni. Valerie, I’m not sure why Sarah gets a normal name and Loni has to be Loni, but it is what it is. These act and then the second thing here is the action items. So these are going to be the conditions checklist that we looked at in that borrower portal. You can see kind of the same set of documents that are needed the connections and integrations that we need to return from our outside vendors and solutions. And we can also see the product that is being applied for as well as the credit profiles. So this is how we organize all of the information that’s needed to move this loan application forward. And then down here, we’ve got our loan summary. So we have all of the information we are going to show how all of this information is brought together by AI. But before that, let’s go through what the… You know, where it is stored, how you can manually find it. We talked about the conditions that Loni was going to be seeing in the portal. This is that same representation internally. So there’s a lot of things happening here in terms of connections to third party systems. We need the status of documents, certain connections. If I were electronically connecting to providers that give us this information, where is that in terms of status? So as a processor, my sole mission is making sure that we’re getting these things. We’re getting them in a timely manner, and we can move forward with decisioning the loan and getting it to underwriting. So in this document checklist, you can see that there’s one thing that’s pending and it’s going to be the appraisal report. Hopefully, that’s going to come back soon. I’m going to flip us over to terms and fees here as well. But before we talk about that, I want to highlight this yellow box. So the digital origination platform through tools like our business rule engine, our pricing engine that run-in the background of the solution can build things like this particular scenario. This loan was flagged as a high priced mortgage loan, HPML, So the APR has exceeded that APOR threshold, which means we require additional escrow accounts to be created. Those are automatically going to be created via the platform as application form product fees, which will then turn into additional accounts. These escrow accounts are in a holding pattern here as we go through the loan process, and then they will turn into financial accounts upon the closing and funding of the loan. They appear here because the rules engine and pricing ran in the background and made sure that they got created. Again, huge value of the platform that we can do these types of automations on behalf of your teams. You don’t have to manually create these placeholders or these accounts. They can be automatically created. Now this is a complicated data model. There’s a lot of information needed to move an application forward. So let’s look at how AI can help our teams understand what needs to be done rather than having to kind of navigate all of this information. So instead of clicking on all of those tabs, going through the left hand side of the data model, our pre built AI can help us by doing that automatically. It can save me a significant amount of time as a processor to see an AI generated summary of where the gaps in the application are and what documentation is going to be needed to move us forward in decisioning. So what you’ll see momentarily, what’s going to be presented to me here is a out of the box capability to analyze all of this information and generate this AI summary. So if I look at it here, I can kind of go through and I can see our anomalies in next steps. I can see all of the things that I need to do to get this ready for our underwriters. So as the processor, this is what I need to be focused on. It looks like there are about 15 open action items I need to resolve to get this over to underwriting. So where we are in terms of credit scoring being pulled for both applicants, basic details, employment details, income verifications, I get a very comprehensive look at what I need to be focused on to make sure to move this loan application forward. So as the processor, I work through all of these things, and then I’m going to push this over into underwriting. So let’s go ahead and look at what the underwriter workbench looks like. For this particular secured loan, again, I’m presented with that same HPML warning and presented with how it got calculated. So you can see down below what we call that decision explainer. So this is presenting how thus far it’s been pre qualified. No decisions been made, we are sitting in a referred to manual review status. So let’s go through this real quick from the underwriters perspective of of how this is presented. So I’ve got the applicant summary here, I’ve got all of the information that I need on the loan file, whether it’s the borrower information, or it’s the assets because this is going to be a secured loan. The asset will be the the primary… The asset and the collateral will both be that residence. And then I also have collateral liabilities here and then credit. I’ll go ahead and double click into credit. But one thing I want to call out is these are pre built UI components that we call flex cards that are pre mapped to the data model within digital origination. So when the application is filled out by customers, all of these get filled in for me. So for the example of our home equity loan, the loan is the asset. It’s also the collateral. And then but yeah, let’s let’s dive into the party credit profiles. So in this scenario, we have a connection with Equifax. And if I click into this credit profile, what we’ll be able to see is the credit score that came back, and then we’ll have the attached document that came back through that integration. Back to the underwriter. If I click into the key ratios, this is where we’ll see the final APR that’s sitting at 6% right now. On the key ratios screen, we can see things like loan to value, debt to income before the loan, debt to income after the loan. So we can do that analysis here. And those ratios on this loan look fine. The credit came back good, debt to income came back good. Our issue here is actually with the appraisal. So if I go into the documents and pop that open, we had an initial appraisal amount of around 500,000 that was sitting in assets and collateral, but the appraisal came back significantly lower around 400,000. So that could be new flood zone determination or any other reason that could push that appraisal value down. But because it came back significantly less than we expected, it’s caused for that manual review step because we’ve exceeded the ceiling that we’re comfortable with. So what we need to do now is create a counteroffer, which is exactly is exactly what we’re going to do here as the underwriter. We’re not comfortable in our procedures running a loan of anything over $200,000. So I’m going to go into our what if scenario. I’m going to adjust the loan amount to be $200,000, and we’ll go ahead and reevaluate here. And when that reevaluation comes back, it is eligible as a counteroffer. So I’m gonna go ahead and make this offer to Loni, which you will then see in the portal. So that’s still gonna get Loni a very solid home renovation. And let’s assume for now that Loni has accepted this, and we’ll go into the contract generation stage. So I’ll mark that as the current stage. We’ll see that we move over to, the contract generation portion, and things like our disclosures, can can automatically be generated. So we have our document creation and our document generation solutions that are being used here. We can also hook this up to esignature, which will show on the portal how that gets executed. So let’s go ahead and pop over to Loni’s experience on the portal again. And we can see that there has been a conditional approval for the loan. We can see the appraisal report, and we can also see the revised loan estimate. So if Loni is curious why the $300,000 wasn’t approved, he’ll be able to see that appraisal report, and then he can also review that that, updated loan amount for 200,000 here. He’s gonna go ahead and accept that proposal, and then we’ll be able to also present him with the pricing disclosures here, as well. So now that we’ve, now that we’ve gone through the process from Loni’s perspective, we are ready to, close this $200,000 loan. All the documents have been submitted, and let’s look at what that looks like from a closing portal perspective. As loanee, I love that Cumulus offered me the availability of virtual closing to the portal experience. It lowers the barrier of access to borrowers, and everyone loves doing things electronically now. So this is really just a more pleasing customer experience, and it’s a growth lever for financial institutions like Jim and his bank to offer these electronically capable systems that can originate and close. So in our closing portal, we start with the status of the documents in the process. And then as you’ve seen a few times, disclosures and consent is supported at… Is a supported feature and function throughout origination. We see that in a more comprehensive way in the closing portal. So before borrowers sign the final loan paperwork, we do wanna present all the disclosures and consent that we need so they can go through and read all of them and then give them the ability to check that box to agree to to those disclosures. Then we can move into the signing ceremony. Some loans do need wet signature, which is supportive, but in this particular example, we can offer virtual closing. So we’ll do that right from within this portal. So we’ll go ahead and consent to electronic signature where we can then launch the DocuSign for closing and the closing and funding set of paperwork. And then lastly, our favorite part, we’ve closed and funded the home equity loan for Loni and Sarah so they can get going with their home renovation, which we’re really excited about. But we want to present them with kind of that that screen to set expectations because they’re not going to get the funds right away. Usually, it’s one to three business days, so we can be transparent with our borrowers on what’s expected and what I’m actually going to when they’re actually going to receive the funds. And that’s going to close out our story of what Loni and Sarah getting started with their home renovation is going to look like. So what we saw today, we can pop back to those slides. And while we’re popping back to those slides Yeah. I would like to make a formal request, that if Loni gets to be Loni baloney and he’s married to Sarah, that we need to change her name to Joni so that it’s Loni and Joni Baloney because, like, that underwriting, that story, it just writes itself. So whoever… Like, if I need to call Mark myself and be like, listen. I need Sarah’s name to be Joni. You tell me, but, like, we need that for the next time. Her name needs to be Joanie. I… It… Yeah. Loney Loney and Joanie baloney really does roll off the tongue. It’ll it’ll make my day. I will… I’ll see what I can do. Okay. Thank you. To do. But, yeah, what we saw today were kind of all the puzzle pieces that Salesforce offers customized to the needs of Cumulus Bank to serve their customers the right products when they need them, empower their team with the information they need to make decisions to help close more of the right loans and offer the right consumers the right products. So the three outcomes that we really want to be driving are faster to fund compliant by design and AI assisted decisions. And what’s really exciting is that there’s a ton more on the horizon. And we would love to get your feedback on what you’ve seen and what would be most important to you in the future. So this is one of our roadmap slides. And the exercise we would like to run is to have you spend a minute or two reading through this, thinking through what would be most important to your business, and then letting us know through a poll. Alright. So you should see on your screen the poll and all of the choices. Right? What are you most excited about? Documents, business deposit origination, spreading, KYC ongoing diligence, turnaround time, covenant tracking, referral integration. Or if you don’t see your choice there, there is an other, and then you can specify in the chat, like, this is what I’m actually most excited about. You guys aren’t even thinking about it yet, but I’m excited about it. So what’s what’s getting you? I I see the results coming in. Right now, it’s neck and neck. We’ll give it just another thirty seconds or so for people to find the polls. We have a clear front runner. We do right now. It’s not what I expected. It’s still moving. Think people figured out where the poll button was. It it looks like three, like, little graph guys. It’s in a little circle. Alright. Ten seconds. Find it. Lock in your final answers. Like, this is really, really important. Alright. I… Oh, pull… One just pulled ahead. Guys, this is like watching a horse race. We should have taken some, like, bets on it. What’s it gonna be? Alright, Pat. Why don’t you go ahead and you share the results so they can they can see them? So way ahead of everybody. The most of the results got a little bit of love, but KYC and ongoing due diligence, my goodness, that is spoken like a room full of bankers, credit union people, and wealth people. We love ourselves some due diligence in KYC. So love love to hear that. And I know in the chat, I actually saw a couple questions that that go and delve into that a little bit too, which we’ll definitely get to. So fun. And then tied for a second is referral integration and turnaround time. I would have thought maybe those two would have come out a little bit higher because, I mean, turnaround time, right, speed to market is everything. I remember when we first launched our first digital account opening, the goal was to get it under five minutes. I was on with a client the other day, and they said their goal was ninety seconds. And I’m like, what? That’s crazy. Right? So turnaround time, speed to speed to value, really important stuff. Referral integration, we hear that a lot. You know, wanting to work across those lines of business, wanting to make sure that all of your lines of business are connected, that, you know, whether you are inside a bank, a credit union, a wealth firm, that they are optimizing and utilizing all of your services and that they are full service clients. And what a great way to do it is to integrate those referrals both from internal sources as well as from centers of influence. So all three really important things. Thanks for participating in that poll. Alright. Well, before we get into the q and a, Ian, anything else you wanna go over? No. I think that’s that’s most of what we wanted to show. Now we just wanna talk about Talk about how you get there. Yeah. Yeah. So let’s talk about that. I mean, at the end of the day, like, how do you get ready for digital origination? Right? You saw what it does. You saw a little clip it. And I know Ian could have made that demo take ninety minutes. Right? Because there’s so much underneath it. The capabilities are incredible. So you got to see it just a snippet about what it does. So, like, how do you know how to get ready, and what’s gonna decide whether you embarking on a digital origination or any kind of path like that is gonna go well. And surprise, the answer is mostly not the technology. I mean, the absolute number one is people and ownership. So if you’re thinking about, hey. This is a path that we wanna go on. You first… You have to identify a lead, somebody with actual real decision rights. And plug your ears if you’re from IT, It’s usually not IT running the prob… The the the project. Like, right, IT has to have a very critical role in it, but the business involvement is absolutely critical for success. You need to pull in a couple lenders. You need to pull in your underwriters. You need to pull in people early often because they’re the ones that are gonna tell you where the bottlenecks are, where things are taking longer, and where that process is actually going to break. Right? Really important. Then getting your process and your policies in line, you know, really making sure you know what products and channels are in scope. One of the best ways to move forward is starting small and then, you know, ultimately iterating and expanding. If your credit policy lives inside of someone’s head or hasn’t been updated since, you know, my kids weren’t born, then you really can’t configure that. Right? So we gotta get that stuff out of heads onto paper because that’s how we’re gonna pull it into the system. And, also, we need to bring our besties into the design. My besties are my compliance people. Right? You don’t bring them in at sign off. You bring them in from the beginning. Otherwise, guess what? Rework is going to happen. Data and integrations, that’s the long pole in the the tent. Right? Not everything needs to go day one, but duplicate borrowers, right, bad data that creates a really bad application experience fast. So you don’t have to solve that all day one. I mean, I’d say raise your hands if you have perfect data, and I don’t even have to ask that because guess what? None of you would raise your hands. And if any of you did, I would have to very politely assess your lying because no one has perfect data. It is an anomaly. Right? So… But you do need to know who. Right? You need to know who owns your core, who owns your bureau corrections, who owns your document vendors, who you’re working with on your data and your integrations, and start to have a plan of… You know? Right? We want people, process, and then the plan to start to work with that data integrations and ultimately start small. For the platform foundation, we have found that digital digital origination works best if you’ve got that really solid relationship with FSC. If that’s not in place, you do have the ability to build it parallel and keep it, you know, a step ahead of your digital origination. But the two go hand in hand, and that’s how you’re really gonna get that next level digital origination experience that we were talking about cultivating. Not just creating a better origination experience, but a better overall holistic whole life cycle experience. Right? So the tech is the easy part. The groundwork is what’s gonna move your timeline. So if we had all those four things in place, where would you start? Where where would you start and and do that? Well, first, you’re gonna start small. Nobody should be coming to a digital origination and saying, hey. Guess what? We’re gonna completely redo our commercial lending platform, our consumer lending platform, our mortgage lending platform, our deposit account opening, our business account opening. By the way, guys, it’s a platform. You can do all those things, but you’re not going to. You know, we really recommend, right, start consumer, you know, or we’ll obviously have to talk about ROI. But like consumer, start with a product. You’re gonna build that product. You’re gonna have clear rules. You’re gonna wanna pick a product that’s got really good volume that works in one channel. You are going to launch it. And then… Because remember, guys, it’s reusable Lego pieces. You get to reuse those pieces of the product that you just launched and what you just configured for digital origination to do the next thing. Right? So if you launch everything at all at once, you’re debugging everything at at once. You’re not getting the opportunity to get that extensibility that we’ve ultimately all been talking about, which is a huge value to this platform. So the bottom line is, like, you cannot let the pursuit of perfect and a perfect future state system delay your transformation. Get a product live, then you start improving. That is the way for success. For us, we think it’s really important, you know, you understand, right, a phase one, you might be looking at that at, like, twenty to twenty four weeks. I mean, and this is right back in the napkin estimate. Disclosure, your timeline might be different depending upon the complexity of what you’re doing. It could also be shorter, but you get your foundation plus. Right? You get your first product live. Guess what? Your second product moves so much faster because if we did this right, we’re reusing what you just built. Right? Then we get into, like, a phase three. Right? We’re getting into a rhythm where we’re adding products and channels based on everything we learn, and we’re continuing to reduce that time to market, which is an incredibly important KPI to be looking at. So, you know, if you want a a read on where you stand across those four areas and then what your actual journey to get started would look like instead of these, you know, kind of general guidelines, Like, let’s have a ready… Readiness conversation. That’s what Atrium is here to do is to support banks, credit unions, lenders, wealth firms in all of their digital origination experiences. Alright. Let’s flip over. I saw that some questions came in. We’re a little short on time, and we are going to try to get through as many as we possibly can. We already said… Somebody asked about if it could be consumer or commercial. You already heard me say it is a platform, so it can be lots of lines of business. And then depending on the features and the things that you need is how well it’s ready to fit your use case. And so let’s talk about that. There are certain commercial features that might not be available right this second. They’re a little further down on the road map, but there are lots of things that are available. Consumer, commercial, real estate, account opening. It is a platform play. This is not a a bespoke. It does one thing, one trick pony. Ian, anything you wanna add to that? No. I completely agree. The next question I would dive into is if we have our… We’ve seen it a couple times. If we have our own portal experience, can we use digital originations at the back end? The answer is absolutely yes. You don’t need to use our Experience Cloud portal. You can still put our forms into whatever site that you want to put them into, so that that whole kind of origination experience is is based in Salesforce, but you don’t need to be using Experience Cloud for this solution. Yeah. Absolutely. And you’re gonna want a few of those status updates flowing back to the cuss… You know, back to the customer profile in real time and back to the customer. So you’re gonna wanna have that connectivity because we don’t want anybody calling the branch and saying, where’s my loan? We want them to be able to understand that. But we also want if somebody walks into a branch or calls the branch or messages the branch, that the branch also understands what’s happening in your portal, and we’ve got that complete, you know, connect… Connectivity. So great. Alright. We could… We have time to pull two more two more questions. Let’s see here. We had a question about compliance. Essentially, they just wanna know, you know, what does Salesforce cover versus what is the bank, the credit union, the wealth firm on the hook when it comes to compliance? Yeah. So my my understanding, which I definitely would want to kind of double click more into, is that the compliance that is built is built in is more kind of we’ll save the data on the processes that you’re running, but the actual development of what that compliance is going to look like would would sit with you. But I’m I’m more than happy to kind of dive deeper on that and and come back. And please do go have these conversations with with Atrium. Go have these conversations with your account team and and bring them those questions for for deeper dives. Yeah. Absolutely. And your your general understanding is spot on, and we can definitely dive further in in a one on one about, you know, alright. Salesforce is gonna provide this, and then here’s what the bank ultimately does when it comes down to, like, reg b and HMDA and state rate caps and, you know, all of those things. Can get into the nitty gritty based on what type of loan and ultimately what you need to do. So that’s a great conversation to have. And then… Oh, go ahead. No. I was just gonna say there are a couple questions around integrations from, like, a document perspective or from a a separate channel perspective. There are specific partnerships that Salesforce has with some of the out of the box integrations. But one thing I would call out is with the Salesforce open platform, as long as the system it’s coming from can receive a notification from Salesforce and send something back, we are going to be able to pull it back in and tie it in. And that’s definitely something that you wanna be focused on as you think about preparing for your implementation is is where where do I need to pull data from? How do I get it in front of my people in that single pane of glass within within Salesforce? Yeah. Absolutely. And then the last question that we’ll have time for is cross collateralization available today? I would have to check into that. That might be something that is on our road map, but happy to to follow-up on that one around if it’s there or when it would be coming. Yeah. I I know that we we we have implemented collateral and lien lien assignment, and I know you can secure multiple loans, and one loan can be backed by multiple assets. So, again, we can definitely un… Unpack that and make sure that we get it into all of the details. But… Yes. I mean… And that’s the beauty, you guys. Salesforce is investing in this digital origination system. And because it is a platform and because it is something that is continuing to develop and get these active releases, it might not have been able to do something three weeks ago that it can do today. And part of our job here at Atrium and working with our clients is to understand what do we need to do today, and what do you need it to ultimately do, and are there any gaps? And let’s assess those gaps that you might have. And if there is a gap, is it a gap that there’s an existing solution that we can use while we wait for the road map to catch up if it even needs to? Or is it something that that we, you know, should build? And we talk through what are all those levers? What are all of those choices? And that’s why having a hybrid platform experience is so critical in this world because you can look at, it’s gonna do this, this, this, and this, but I’m gonna need to bring this to the table, and we might need to do this to really make it work. And then guess what? We’re we’re customizing it to what you need to do without getting into that entire full box of Legos and customizing the whole thing. We’re able to use the underlying data platform and all the templates and everything that’s available to us to really get a much more bespoke solution for you, your bank, your credit union, your wealth firm. So… Alright. Well, we got through as many of the questions as we could. Everybody, thank you so much for joining us for today’s digital origination webinar. If you want to talk more about digital origination, whether it’s consumer, commercial, real estate, any… Anything in between mortgage, like, let’s talk about it. I’m available on LinkedIn. Valerie Wise, w e I s. You know how to find me. Ian White from Salesforce. Thanks again for joining us over your lunch break, and we are looking forward to you all reaching out and to having those great one on one conversations. Ian, thanks for being here today. Thanks so much. This was fun. All right. Bye, everybody. Have a great day.