Success in Marketing & Selling RDC

Transcription

1 Success in Marketing & Selling RDC Panel Discussion Kevin Han, VP Sales SME, Panini North America- Moderator Victoria Lant, Product Marketing Director, Fiserv- Panelist Samuel Olson, VP Sales Treasury, Zions Bank- Panelist Retail and Commercial Bank Track Friday, September 30 8:15 am-9:15 am

2 RDC in 2011 and Beyond Historically, RDC has been a horizontal bank Treasury Product Mid-large enterprises with 100 s of checks per day/location RDC is the best selling Treasury product we have - Steve Ellis EVP Wholesale Bank, Wells Fargo 2007 In 2011 there are two distinct RDC markets Mass Market (Business Banking and Retail) Simplified product, dramatic price reductions, mass marketing campaigns Commercial and Treasury Market Distributed Enterprise (Multi-branch/office/store/apt) Every office has few checks but aggregate volume is significant RDC is part of an overall enterprise receivables strategy and platform Common payments UI, secure transactions, automated posting Integration to vertical industry or custom back end systems, business rules engines Bank sponsored and bank-neutral solutions competing in marketplace

3 Mass Marketing Results (American Banker, May 26, 2011) JPMorgan Chase QuickDeposit feature used in Android, iphone and ipad 2 apps has handled more than $1 billion in the past 10 months. PayPal Inc. iphone app has been depositing checks at a rate of about $1 million per month since October, leading it to introduce an Android app 3

4 Effectiveness in Mass Market- Panini perspective Mass Marketing Advertising in major markets (Web, print, radio, TV) Emphasis on simplicity, convenience, low cost (to premium customers) All-in-one monthly solution pricing, hardware bundled for Business Banking Additional promotions to premium customers Sales Sales focus, quotas, incentives and training for Business Banking officers Branch demos, teller referrals Pre-qualification to simplify sales, enrollment Sales and marketing coordinated in a focused and sustained product campaign Solution Built from ground up for simplicity of use, installation and support Entire customer experience tested for speed, ease, cost and quality of support Hardware fleets moving to single model and often, to high performance single feed scanners to reduce complexity and cost of support

5 Effectiveness in Commercial Market- Panini perspective Marketing Vertical industry press, case studies, trade shows Emphasis on industry success stories, practice management systems integration, business rules integration, business process enhancements Sales Selling to business issues more than convenience value Enhancing the donor database, eliminating risk of accepting rent payments during eviction periods, consolidating banking relationships to reduce fees Senior RDC sales specialists to support Commercial relationship salesforce Sales to CFOs as well as A/R departments Solution Verticalization in UI and in back end integration connectors Consulting opportunities for business, technology architecture, integration and adoption/marketing strategies Partnerships with major practice management, accounting, ERP systems

6 RDC Sales and Marketing Success Samuel Olson, Zions September 30, 2011

7 RDC History at Zions Bank ZFNB LAUNCH Affiliate Rollout ZFNB Campaign Bancorp Wide SMB Campaign Launched Bancorp Wide 10K Scanner Deployed (ZFNB 2,400) ZFNB 3,000+ Scanners Deployed Anytime Deposits Thin Client Launch Outsourced Scanner Deployment Thin Client Integrated with Treasury Gateway (Multi-Auth Portal) Bancorp Wide Receivables & Small Biz Client Copyright 2010, RemoteDepositCapture.com 7

8 Zions Bancorp Snapshot Copyright 2010, RemoteDepositCapture.com 8

9 RDC Marketing 101 Victoria Lant Product Marketing Director, Fiserv

10 Basic Steps to Success Internal Why it s important to the employee, bank and clients Hands on demos Repeat Current Clients Let them know first! Demo at their businesses Statement stuffers, direct mail Website and Telemarketing (customer service) Special events Webinars, Remote Deposit Capture Day Repeat Prospective Clients Pick some success stories Website Direct mail Seminars Webinars Special events Remote Deposit Capture Day

11 Merchant Acceleration Program 2010 Results Average client grew RDC user base by 20% Identified 500 1,000 new business prospects within a 10 mile radius of branches Built internal support and awareness

12 Business Acceleration Program 2011 Program to drive RDC growth for merchant, consumer and mobile Key Factors: Education internal and external Prospecting Online events Incentives for employees

13 Simple Messaging

14 Prove the savings ROI Calculator

15 Consumer or Mobile Capture Trials Try before you buy low risk approach to gaining confidence and support Copyright 2010, RemoteDepositCapture.com 15

16 Website Advertising Home & Consumer RDC: Opportunity & Case Study 16

17 Cost-Per-Click (CPC) Advertising CPC advertising can get results for as little or as much as you are willing to pay. CPC advertising is offered by all major search engines as well as social networking sites Examples: Google CPC Ad Facebook CPC Ad 17

18 On-line Tutorials Home & Consumer RDC: Opportunity & Case Study 18

19 Panel Discussion Kevin Han, Panini North America moderator September 30, 2011

20 What do you see being successful? Is RDC still strategic? Why or why not? How are you selling and marketing RDC differently this year? What has worked and not worked? Where are you continuing to see growth in sales? How are you addressing pricing compression?

21 Audience Questions? Copyright 2010, RemoteDepositCapture.com 21