CUSTOMER STORY | BANKING
ING finds the business clients who need funding: 26% of the top 15% bought a credit
ING wanted to anticipate the funding needs of its business clients with limited commercial resources. TIMi identified the top 15% of clients to contact, at the two moments of the year when needs are highest.
Top 15% who bought a credit
26%
Conversion rate
+20%
Cost reduction
-€1.3M
OVERVIEW
The challenge.
Commercial resources were limited, so management had to detect, among its business clients, those with a funding need.
Limited commercial resources
Management had to find, among all business clients, the ones with a funding need.
Missed market opportunities
The aim was to miss fewer opportunities in the market.
Staying close to clients
Anticipating needs keeps the relationship with existing clients active.
SOLUTION
What was done.
TIMi modeled the likelihood of taking a credit and identified the business clients to contact, at the two moments of the year when needs are highest.
Model
TIMi modeled the likelihood that a business client takes a credit.
Select
The top 15% of business clients were identified as the ones to contact. In this group, 26% bought a credit.
Contact
Contact took place at two critical moments of the year: December and April, when funding needs are highest.
RESULTS
What changed.
The results of the lead scoring model.
Credit purchases
26% of the business clients in the top 15% bought a credit.
Conversion rate
The conversion rate increased by 20%.
Costs
Costs were reduced by €1.3M.
SEE FOR YOURSELF
Test it on your own data.
Run TIMi on your own data with a free trial, or talk to us about your case.
