Building Specific Business Intelligence Applications

Identifying Higher-quality Prospects Within Your Customer Base

Individuals and organizations who share relationships are likely to use some of the same products. ISI’s customer profiles and connectivity networks reveal which products a customer’s connections are using, but the customer is not. That customer can then be identified as a prospect for those products.

Reducing Credit Losses by Leveraging Hidden Customer Connections

When an individual or organization experiences a default, it is likely to increase the risk of default of those with whom that person or entity is connected. Being able to quickly identify those parties connected with a defaulting customer enables your organization to be alert for additional indications of weakness or even take preventive measures to forestall further risk with connected customers.

Managing Credit Risk by Leveraging Hidden Customer Connections

The more you know about an entity’s financial commitments the more able you are to accurately judge their level of risk. Using a customer’s connectivity network to better understand their potential credit exposure provides valuable business intelligence for making the right credit assessment. This is especially true of businesses with cross-linked equity positions (example: customer A owns 15% of customer B, customer B owns 10% of A, and Customer C owns 20% of both customers A and B).

Aligning Channel/Service Level Based on Extended
Customer Connections

A financial institution probably would identify a college student whose total relationship was a $500 checking account as a customer requiring a basic level of service. However, if the financial institution recognized that the family of the student had relationships — including a business relationship — totaling over $15 million, the determination of appropriate service level would likely be different. Using a customer’s network of connectivity — including both individual and corporate relationships — enables an organization to more accurately determine the customer’s true potential value and assign sales channel and service level accordingly.