Brokerage Firm Quantifies Revenue Gain from Data and Analytics – Case Study

Company increases money under management by 5% with optimized data and analytics.

Data and the analytical applications that generate business value from that data have become a critical part of every successful business. But most will agree that they are just scratching the surface of the value they could generate if those systems were used more effectively by the business. Understanding, managing and improving the use and effectiveness of the data and analytics remains a big challenge for most organizations. It’s about more than just understanding the underlying data and how it gets accessed and how it’s performing.

Teleran’s data and analytics optimization solution tracks, analyzes, and makes visible how business users interact with their analytics and data on premise and in the cloud. The objective is to identify how the business users can improve and extend the impact of their analysis on the bottom line. What follows is a great example of how we have worked with our clients to build more measurable benefits to the business including getting more revenue, better customer service, lower costs or improved margins.

How a Brokerage Firm Increased Money Under Management

One of our clients, a US-based brokerage firm with 15,000 brokers and 2 million retail accounts, had invested heavily in an enterprise data warehouse. They leveraged leading analytical and visualization tools such as Tableau and Oracle Analytics to enable their brokers to better analyze their customer data to increase sales. The problem was they were not getting the business improvements they expected.

They called on Teleran to help them understand how their analytics and data were being used. Teleran worked with the analytics staff to correlate their business KPIs with analytics and data usage metrics that Teleran collected and analyzed. They decided to look at the top 10% of brokers and how they leveraged their data and analytical applications to drive more money under management (MUM), a primary business KPI.

Identifying Analytics and Data Usage Best Practices to Drive More Business

We were able to evaluate the usage patterns of all the brokers and correlated that to the data accessed and analytics used. With the statistics gathered, we identified the analytical behaviors top brokers used to drive more business. From that process, the client identified best practices analytics and data usage and developed a broker training program and ongoing measurement process using or solution. The training program was rolled out over several months across their broker community.

      Comparative Broker Performance – Money Under Management Correlated to Data/Analytics Usage

Quantifiable Business Results

The results were truly gratifying. Within 12 months, the client increased MUM by 5%. For a company of this size that is a huge amount to have moved the needle. It was a  very material improvement that shows the power of data and analytics, when optimized, can deliver quantifiable business results. This was a very instructive process for our company as well. We have worked hard to expand the practice of optimizing data and analytics to drive measurable business results.

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