Blog · Industry
Which business customers hold one product and fit five. Which segment is growing on new logos and shrinking on share. Which relationship team covers a thousand accounts and touches two hundred. From the ledger and the CRM, customer IDs only, and inside your own tenant when it has to be.
How a bank, insurer, payments or fintech firm selling to businesses joins its product ledgers on the customer identifier to see product depth per customer against the segment norm, segment movement by product, team coverage, and a roll-up that ties to the ledger.
16 Sept 20263 min readHow a financial services firm separates products held from products used, from the holdings file and the transaction ledger: accounts with no activity since opening, the share of a customer's products that are dormant, why a product count overstates the relationship, and the two lists that follow, activation for recent openings and attrition watch for products that went quiet.
16 Sept 20262 min readHow a financial services firm handles customers that cross a segment boundary during the year: what the norm was, what it becomes, why product fit and cross-sell measures jump at the boundary, and the reporting rule that shows the movement instead of hiding it as a gap that appeared from nowhere.
16 Sept 20263 min readHow a financial services firm reads product depth against relationship tenure, from the customer master and the holdings: products used by tenure band, the depth a customer of each tenure typically reaches, the long-tenure customers well below it, why they are the cheapest cross-sell in the base and the most likely to be assumed fully served, and the list per relationship manager ranked by the gap.
16 Sept 20262 min readHow to choose analytics software for Financial services: the questions, the data, ten vendor questions and the traps.
24 Sept 20264 min readThe ten customer KPIs a multi-product financial services firm should run on, each with its formula, the export it comes from and what it tells you: one customer view coverage, products held against the segment norm, products opened and unused, tenure against depth, segment migration, primary relationship indicators, balance and activity attrition, contact recency by value, complaint and service recurrence, and revenue concentration. Also the three measures most firms miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readRevenue coverage analytics for financial services sales teams.
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