Harnessing technology to enable aggressive business expansion.

Better Sales Process | Fewer Training Hours | More Customer Satisfaction

The Client

The client is a full service bank with a national presence across Australia. Active in all market segments, its lending is diversified among business, rural, housing and personal markets and includes a full range of deposit products. In its home state, Western Australia, the client is a market leader with a rich history and presence.

Their customers are served through an extensive network of stores and business centres, direct and third-party distribution channels, agencies and electronic banking facilities, as well as 24-hour telephone and Internet banking channels.

The Challenge

As part of their expansion plan, the client sought to increase sales (particularly in new Eastern States stores), increase customer satisfaction, as well as boost sales staff’s productivity and product knowledge by converting their pre-sales and sales process from a predominantly manual, paper-based one into a more adaptive and electronically supported system.

The Solution

In close collaboration with client stakeholders, Beacon custom built a customer-facing sales application where sales staff could profile a customer’s current banking products and circumstances, present marketing material on the banking products that would best serve their needs, and thus assist customers in making informed decisions to choose the products that were right for them.

The software enables staff to quickly and accurately consult market intelligence, perform calculations for quotes, print information, and close a sale. Intuitive contextual advice pages enable sales staff to easily maintain user competence while minimising the need for lengthy training.

Technology – With a small team of five, Beacon built the solution using the Microsoft .NET development platform, C# for coding, and Microsoft SQL Server as the database. The graphic design was completed using Adobe Flash Builder.

The Outcomes

The project was a stunning success, delivered in a tight timeframe to meet aggressive expansion plans on the east coast. The application was quickly adopted and now operates as a powerful sales tool for the bank.