Future of Private Banking - CFA Institute · Nieuwe technologie voor de fin. markt High Performance...

Future of Private

Banking

May 2019

2

Marktontwikkelingen

3

Marktontwikkelingen

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Marktontwikkelingen

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Marktontwikkelingen

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Content

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Engagement

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Robotisering

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Trends in Wealth management

Klant behoefte

Technologische ontwikkelingen

Personal, Robot or hybrid advice?

Future of Private banking

Exponential developments

10

Artificial Intelligence

11


Klant behoefte




Who is your Future advisor?

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‘Most trusted advisor’

Geen relatie

Relatie

Onafhankelijk

13

Agenda



Klant behoefte



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Number of HNWIs, 2010–2017 (by Region)

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HNWI Financial Wealth, 2010–2017 (by Region)

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HNWI timeframe for Bigtech relationship

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HNWI financial wealth transfer to Bigtechs

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Differentiators and Barriers for Bigtechs

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Apple is making the first move…

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Firm level focus on investment priorities

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Importance level of Hybrid Advice

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Activation Orientation Intake Analysis Advice Execution Monitoring

Efficient, personal adviceEngage & attract Stay relevant

1

Profile clients

and prospects

Targeted

marketing

Automated

advice

Pre-populate

intake

Relevant calls

to action

Peer-based

insights

2 3 4 5 6

Predict client

needs & cluster

into peer groups

Trigger clients

based on their

personal situation

Ease the intake by

smart predictions

Support and

trigger actions

based on peers

Automate advice

to bring down

costs & complexity

23

Customer willingness to share data

24

Agenda

Trends


Klant behoefte

Personal, Robot of Hybrid advice?


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Market trends Wealth management

Nieuwe technologie

Toename mogelijkheden

met AI, machine learning

en big data

Personalisatie & gemak

Optimale clientjourney

wordt de standaard

Data beschikbaarheid

met PSD2 en de opkomst

van data aggregators

komt er veel data digitaal

beschikbaar

26

Nieuwe technologie voor de fin. marktHigh Performance Computing AI / Machine Learning

UX / Investment decision making Blockchain

27

Together, with your data combined with

open data we can help solve your

toughest problems and grow your

business. With Google Cloud, our

infrastructure is your infrastructure. Our

tools are your tools. And our

innovations are your innovations.

Sudar Pinchai – CEO Google.

Every company will become a

data company

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Data,

wat zien we,

begrijpen en geloven we wat we zien?

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Content

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Data,

wat zien we,

begrijpen en geloven we wat we zien?

=> bepaal welk doel je wilt bereiken met de beschikbare data

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Big data, de nieuwe olie….

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Big data

Sterke toename door de volgende ontwikkelingen:

Volume (90% van de data in the wereld is van de laatste 2 jaar)

Velocity (snelheid is belangrijker dan hoeveelheid)

Variety (verschillende data bronnen, social media, health data, nieuwe

devices: data ‘autonomous cars’)

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Auto’s, 1 gigabite data per seconde

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Google translate

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Scan healthcare

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Moodcall, analyze your emotions

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Welke bron van informatie moeten we gebruiken voor goede dienstverlening?

1.Antwoorden die een klant geeft in een voorgelegde vragenlijst?

2.Meten hoe de klant heeft gehandeld in het verleden?

3.Andere methodieken / bronnen……?

=> Verschillende bronnen die ‘big data’ genereren!!

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Handelen mensen naar hoe zij denken?

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Van big data naar persoonlijk advies

Big data

Persoonlijke data

Maatwerk advies

Klantprofielen

Data

43

Big data & klantprofielen

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Big data & gepersonaliseerde data

Data

Persoonlijke data

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DatabronnenCompanies with

core activity

data

aggregation

Products

within

company

Investment

products

Mortgages Automatic

valuation of

houses

Pensions

&

Insurance

US X X X X X

NL X X X X X

Germany X X X X

UK X X 2019

Sweden X X

Denmark X X X X

Finland X

France X

Belgium X

Canada X

Other X

46

Beschikbaarheid van data over verschillende landen

US

Netherlands

Germany

UK

Sweden

Denmark

Finland

France

Belgium

Canada

Other

Different sources are further in different countries

100%

47

Agenda

Trends


Klant behoefte



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Klantbehoefte HNWI

Wensen ten aanzien van dienstverlening:

Totaal overzicht financiën

Gemak

Pro-actieve begeleiding

Snel vragen beantwoorden (digitaal / persoonlijk) geeft vertrouwen

Onafhankelijk (transparante benadering)

49

Klantbehoefte HNWI

Rol en toegevoegde waarde adviseur:

Keuzes obv gemak, vertrouwen

Compleetheid van dienstenpakket

Overziet de complexiteit

Intake persoonlijk

Update 1 / per jaar of twee jaar

Validatie bij advies / keuze

Onderbouw waarom het advies goed is

=> vertrouwen

Advies en executie in 1 hand => gemak

Second opinion

50

Agenda

Trends


Klant behoefte



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Revenue

per client

How do we maximizeboth revenue and engagement,

while minimizing costs?

Client

dropout

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3 models

Digital client journeys &

online portalsDedicated

advisor tooling

Omnichannel insight,

advice & guidance

hybrid personaldigital

Personalized, engaging

experience

24/7 insight into past and

current investments

High-quality investment

advice or guidance

Top-of-the-line performance

Holistic financial

planning

Efficient what-if &

optimization

Detailed insight into risk

and return

Common interface for

advisor & client

Interactive engagement

& guidance

Multiple channels,

synchronized

+

+

+

+

+

+

+

++

+

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3 models



advisor tooling


advice & guidance



experience


current investments


advice or guidance


Holistic financial

planning

Efficient what-if &

optimization


and return


advisor & client


& guidance

Multiple channels,

synchronized

+

+

+

+

+

+

+

++

+

Te duur voor veel

mensen, ‘advice-gap’

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Robo advies platform, persoonlijke advies service

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3 models



advisor tooling


advice & guidance



experience


current investments


advice or guidance


Holistic financial

planning

Efficient what-if &

optimization


and return


advisor & client


& guidance

Multiple channels,

synchronized

+

+

+

+

+

+

+

++

+

Te duur voor veel


Te onpersoonlijk (nog),

Hele simpele cases

(1 portefeuille – 1 doel)

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Persoonlijk advies versus robo advies

Robo advies Investment advies

(simpel)

Persoonlijk advies Financieel advies (planning)

(complex)

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Client segmentation based on client behaviorBusiness models under pressure

HNWI

Private

Banking

Mass

affluent

Retail

Market

DelegatorsAdvice

SeekersValidatorsSelf-

Directed

Direct model for self-directed

Multi-Channel full service model

Tailored self-service model

Direct model for retail market

58


HNWI

Private

Banking

Mass

affluent

Retail

Market

DelegatorsAdvice


Directed





59


HNWI

Private

Banking

Mass

affluent

Retail

Market

DelegatorsAdvice


Directed





60

Use case: PGGMClient journey client – 3 stappen, max 5 minuten

Huidige situatie

Eerder stoppen

Minder werken

Specificatie berekening van:

Belastingdienst

UWV

Pensioenregister

Nibud

Benodigde data en bronnen:

Aanpassen levensstijl

Specificatie berekening van:

Aanvulling klant

Kleiner wonen

Spaargeld inleggen

Direct inzicht in “Activatie trigger”

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Use case: PGGM

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Use case: Geautomatiseerd advies

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Use case: Geautomatiseerd advies

Demo

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Agenda

Trends


Klant behoefte



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3 models



advisor tooling


advice & guidance



experience


current investments


advice or guidance


Holistic financial

planning

Efficient what-if &

optimization


and return


advisor & client


& guidance

Multiple channels,

synchronized

+

+

+

+

+

+

+

++

+

Te duur voor veel


Te onpersoonlijk (nog),

Hele simpele cases

(1 portefeuille – 1 doel)

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Predictive

engagement

Toolbox for hybrid advice


Advisor

tooling (UI)

Economic

scenarios

Goal-based

planning

Calculation

engine (APIs)

Robo-advice

& optimiser

Goal

monitoring

Upload

digital data

Data

analytics / AI

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quality of

advice

time spenton advice

time savings

quality &

consistency

gain

added value of

advisor

traditional advisory process

new advisory process

automated advice

Efficiency en consistentie in het adviesproces

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Maak het leuk en simpel

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Client portal in de toekomst

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Client portal in de toekomst

Demo

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Demo

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Future of Private banking: hybrid advice

Financiële planning monitoring op real time basis voor elke cliënt, 24/7

Financieel advies wordt grotendeels (simpelere cases geautomatiseerd)

Investment advies wordt geautomatiseerd

Inzicht en advies in 5 minuten

Volledig afgestemd op de behoefte en doelstellingen van de cliënt

Rol van adviseur verandert naar coach

Inzet van specialisten

Gemak: Zoveel mogelijk services die voorzien in gemak aangestuurd vanuit 1 punt

Onafhankelijke opstelling

Globalisering => cross border services

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Future of Private Banking - CFA Institute · Nieuwe technologie voor de fin. markt High Performance...

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Transcript of Future of Private Banking - CFA Institute · Nieuwe technologie voor de fin. markt High Performance...