Gartner Research

Acquiring Customers Successfully in Commercial Banking (Asia/Pacific)

Published: 24 April 2019

ID: G00708185

Analyst(s): Financial Services Business Leader Research Team

Summary

Businesses are expanding their financial provider networks and purchasing from more providers than before. Commercial banking leaders seeking to 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 for the Bank

Assumption 2: Clients Value New and Existing Providers Similarly

Understanding the Evolution of Client Behavior

Younger Business Owners Are Nearly Twice as Likely to Buy From New Providers

Business Owners Buy From Alternative Providers for the Same Reasons They Go to New Providers: Control Over Their Finances

Companies Purchasing Accounts Receivables and Payables Products Are Highly Likely to Do So From a New Provider

Business Owners With High Confidence in Managing Financial Operations Tend to Buy From (More) New Providers

Countering the Increasingly Spreading Share of Wallet

Reimagining the Economics of Acquisition Through Improved Prospecting Efficiency

Reimagining Value Creation in Acquisition

Conclusion

Recommended by the Authors

About This Research

Endnote

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