Fintechs, alternative lenders, and neobanks are working hard to disrupt the commercial space. The commercial lending market used to be dominated by universal, regional, and community banks — traditional lenders. The new challengers have taken a chunk of the market by differentiating themselves with speed, cutting-edge technology offerings, and superior client experience through automated processes and increased use of digital verification and validation methods. How can commercial banks close the gap, enable faster credit decision-making, and improve speed to market?
To stay competitive, traditional relationship management models in commercial banking need to be transformed by digital technologies and enhanced by data insights so that relationship managers can be freed from transactional and routine tasks to focus on comprehensive solutions and building more meaningful relationships with clients. Owning the risk management process (i.e., staying ahead of emerging risks and complying with regulatory requirements), as well as staying closely tied to key relationships, is equally critical. We know AI and data-driven insights are game-changers for commercial banks — particularly embedding insights from internal and external sources directly into Salesforce with powerful visualizations that increase adoption, drive growth, and empower relationship managers to cultivate high-value relationships.
Atrium’s commercial banking portfolio management solution centers on a true client 360 experience with a consistent view of the client’s activities, opportunities, products, and services to grow client relationships, retain high-performing relationship managers, and increase wallet share across LOBs.
Arm relationship managers with centralized analytics that nurture more effective client interactions to cultivate deeper banking relationships.
Extend new client onboarding and digital engagement with automated onboarding process, document generation and uploads. Proactively schedule continued servicing activities (e.g., renewals and relationship reviews). Enable better monitoring for client reviews and contact touchpoints.
Differentiate with consistent engagement by providing multiple channels for client interaction (e.g., online, mobile, and in person), to make it easy for clients to access services and support via self-service portal. Also, deliver personalized journeys and offers that improve the likelihood of a positive outcome.
In addition to a 360-degree view of the client, their engagement and activity, and tailored next steps, empower relationship managers with full portfolio analytics and insights into revenue, credit exposure, segmentation, whitespace, and who to call next.
Drive meaningful conversations, increase cross-LOB introductions, and increase your wallet share of multi-LOB clients with action plans, goals, business milestones, next best actions, and automated notifications and alerts to help you target the right clients at the right times.
Relationship managers can proactively manage their portfolio and drive cross-sell opportunities by surfacing key engagement insights into credit exposure, loan terms, maturity dates, and pricing, helping them prioritize. And by automating low-value or non-revenue-generating tasks, centralized analytics allow them to nurture more effective client interactions to cultivate deeper banking relationships.
Leverage AI for credit risk profile insights to gain a deeper understanding of the credit risk profile of each borrower (e.g., payment history, collateral, and financial stability) and decrease non-performing loans. Additionally, enhance document generation, tracking, and approval of consent and disclosure documents, reducing risk and ensuring compliance with regulations such as AML and KYC. Increased process and client visibility creates a strong foundation for comprehensive risk management.
Commercial banks are facing immense pressure to keep up with current digital capabilities and win market share back from challenger banks. Whether it’s driving new client acquisition and referrals from within, or keeping your current high-profile clients, our team of Salesforce consultants focused on commercial banking can help you streamline your operations, harness the historic and predictive client details in your data, and surface the insights you need quickly in your relationship managers’ everyday workflow.
Snowflake is a powerful tool that can be used to improve portfolio management for commercial banks. One of the key benefits of using Snowflake is the ability to easily integrate data from various sources, such as customer information from multiple systems. This provides a more complete and accurate view of the customer, which can be used to better understand their needs and tailor service accordingly.
Snowflake features data governance to protect customer data, ensuring regulatory compliance. It enables data analytics to reveal patterns, trends and highlight customer segmentation based on behavior, demographics and other attributes. With a team of certified SnowPros, we’re equipped to help you get the most value out of Snowflake.
Salesforce’s Financial Services Cloud is a platform that specifically aims to foster long-lasting client relationships through personalized, proactive advice. The cloud-based platform allows for increased efficiency, scalability, and flexibility in the commercial lending process, improving the customer experience and enabling lenders to grow their business. Whether you are new to using Financial Services Cloud or looking to optimize your use our team is available to assist you in getting the most out of your investment.
Our commercial banking customer implemented Salesforce in a single org across all LOBs (i.e., Commercial & Investment Banking, Wealth and Asset Management, and Retail) for a single view of clients, common pipeline tracking, and unified call management. To address reporting needs, the bank used Tableau, which essentially became a cobbled-together CRM with disconnected reporting portals for LOB insights — resulting in poor user adoption of core CRM processes.
Focusing on visibility and actionability to accelerate the value realization of their new bank/market acquisition and ensure minimal business leakage in the process, our team formulated an approach to improve all-inclusive LOB reporting within CRM Analytics — right in the everyday workflow. We conducted a business value assessment with the bank’s team, during which we reviewed the current state objectives, business processes, Salesforce configuration, reports, and Excel usage across numerous LOBs. We identified analytics and predictive insights use cases, both common across LOBs and unique to specific LOBs, to promote:
With improved adoption and centralized, actionable insights, the bank has accelerated new market value realization and significantly streamlined everyday operations for their team.