Gartner Research

Acquiring Customers Successfully in Commercial Banking (Europe and South Africa)

Published: 04 April 2019

ID: G00708001

Analyst(s): Financial Services Business Leader Research Team


Businesses are expanding their financial provider networks and purchasing from more providers than before. Commercial banking executives seeking to help their firms remain profitable amid the changing economics of acquisition must prioritize acquiring efficiently.

Table Of Contents

Acquisition Is a Key Concern

Challenging Two Assumptions About Acquisition

Assumption 1: Acquisition Yields Long-Term Benefits to the Bank

Assumption 2: Clients Value New and Existing Providers Similarly

Understanding the Evolution of Client Behavior

Growing Companies Tend to Buy From New Providers

Younger Business Owners Buy From New Providers More Often Than Existing Providers

Business Owners Buy From New Providers Because They Seek Control Over Their Finances

Companies Purchasing Accounts Receivables and Payables and Online Products Are Highly Likely to Do So From New Providers

Growth-Confident Business Owners Tend to Buy From New Providers

Countering the Increasingly Spreading Share of Wallet

Reimagining the Economics of Acquisition Through Improving Prospecting Efficiency

Reimagining Value Creation in Acquisition


Recommended by the Authors

About This Research


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