Slides from the QlikTalk: QlikView for Banking presentation by Sander Daniels, MD of BI for Banking LTD & FORMER Head of Client Relationship Management (CRM) / Client Strategy at RBS in Customer QlikTalk Track I at the Business Discovery London event on 22nd November 2011

1. Business Intelligence for Banking LTD,
QlikTech & Thomson Reuters deliver an online
Sales Opportunity dashboard that uses the financials of 82,000 publicly-
quoted clients to spot the products that best fit with the client’s financial
profile & needs
Sander Daniels
MD of BI for Banking LTD & FORMER
Head of Client Relationship
Management (CRM) / Client Strategy
at RBS
Mob: 07909 882643
© Business Intelligence for Banking LTD bi4banking@gmail.com

2. Business Intelligence for Banking LTD, QlikTech & ThomsonReuters
deliver an online Sales Opportunity dashboard that uses the external financials of 82,000 publicly-quoted clients to spot the
products that best fit with the client’s financial profile & needs
 The BI 4 banking platform has been developed based on specific requests from banks to
target cross-sell & RoC in a consistent way across all their clients
 The BI 4 banking platform runs hundreds of detailed queries across 40+ global banking
products to determine which product solutions best fit a particular client’s needs. The
BI4banking platform uses PUBLIC account financials and other reliable external data made
available by ThomsonReuters and this online platform is based on proven QlikView technology
which most banks use already. The end result is an innovative online Sales Opportunity
platform
 The BI4banking platform can be used on the Apple Ipad / RIM Playbook / mobile devices
without a costly integration with a bank’s internal systems & data. 50% of the top 100
Investment Banks have already announced their plans to replace Blackberry devices and
ordinary mobile phones with Smartphones & Tablets
 SPOT was invented by Sander Daniels in 2007 using a bank’s internal credit data only. This
tool won “Best Client Management Solution in Wholesale and Capital Markets” by FT / The
Banker and 3 other awards in 2008. SPOT was rolled-out across 40 countries to assist 1,200
bankers with Account Planning and some 1,000 Product Specialists with product campaigns
 Back in 2007 we already discovered the power of QlikView which we used for product
campaigns; the QlikView technology allowed us to run hundreds of detailed queries across
thousands of clients and identify those say 150 clients that would most likely be interested in
certain products
Result: an increase of product cross-sell of 7% in the first 6 months and £15mln+ revenues
© Business Intelligence for Banking LTD

3. Example of how the TR data & BI4Banking platform create powerful product alerts
Sander Daniels interviewed circa 250 product specialists and 150 bankers to understand in detail how they use company financials to
determine which clients would be interested to buy their products. Below an example of a bond issue (1 of 45):
 250-2,500 desktop users of
BI4Banking:
Powered by:
 Balance Sheet, P&L, CF statements
provides product opportunities across 45 products / 82,000 clients
 Share price, CDS & Market Cap compared to peers  Does the client have at least £300mln long term debt or capital leases
maturing before the end of the financial year?
 Historic ECM, DCM and Syndicated Loan issuance by bank  Does the client have at least another £100mln of LT Debt and leases
maturing within the next financial year which could be refinanced?
 Detailed debt maturity profile  Does the client have an external S&P or Moody's rating?
 Has the companies’ rating remained stable or increased?
 Rating data and most recent recommendations
 Is the client expected to finance at least £100mln in CAPEX during the
next financial year?
 Company news tagged to 55 products
 Is the client active in an industry/country that is predicted to grow fast
according to equity analysts?  25-2,500 I-pad/phone/
 Sales by region & country / International footprint
Android/BB users:
 Has the company recently made significant acquisitions for which it
needs financing?
 Key competitors & Industry data
 Should the client increase its LT/ST debt ratio compared to its peers?
 Equity Analyst rating  Has the client issued any news regarding future investments or
acquisition strategy which might require financing?
 Existing ownership breakdown  Has our bank ever led a DCM issue for this company?
 Has the client used Debt Capital Markets within the last financial year?
 Earning forecasts
 Does recent share price development favour a DCM issue over equity?  250-2,500 Bankers &
 Key company directors  The results of the above questionnaire is that exactly 5,415 companies
Product Specialists use
BI4Banking for Account
globally have £500+mln in LT Debt maturing in 2011 and are likely to
Planning, review of Sales
consider issuance of bonds
Opportunities & Product
Campaigns. A bank’s
 Linkage to FX and IR derivative cross-sell opportunities... strategy team uses the
platform for product/ market
choices & investments.
Credit Committees can
challenge bankers on Capital
Allocation and Cross-sell:
© Business Intelligence for Banking LTD

4. Powered by:
provides product opportunities across 45 products / 82,000 clients
The BI 4 Banking© platform generates actionable Sales Opportunities for bankers;
products & solutions they can realistically sell to their clients based on an intelligent analysis of
the client's financial data and markets conditions.
Key benefits for a bank include:
a) Increased revenues across chosen clients
b) Higher Return on Capital (RoC)
c) Closer customer relationships because bankers offer the most relevant solutions at the right
time
d) New products can be tested before costly development & marketing campaigns can be highly
tailored within hours rather than weeks; reducing time-to-market
e) More efficient use of both Human & Financial Capital; account planning and pipeline
management become more scientific rather than subjective
f) Knowledge sharing & retention = More Sales
© Business Intelligence for Banking LTD

10. Paul McCartney Maria Sharapova

13. Paul McCartney Maria Sharapova

17. Paul McCartney Maria Sharapova