Case Study

Case Study: Sovereign Bank Improves Multichannel Selling With Online Advice Tool

August 10th, 2009
CM
Chad Mitchell
With contributors:
Peter Wannemacher , Benjamin Ensor , Courtney Tincher

Summary

Sovereign Bank knew that more small business customers were going online, but its Web site had only static content with no online application. New accounts could only be opened in branches. Many of the leads Sovereign did get online were unqualified, and finding the right products could be challenging for both new customers and branch representatives. The bank implemented an online guided selling tool from Ignite Sales using the Web as a gateway for its multichannel sales process. Within three months of its online launch, the online channel had sourced more than $2 million in new deposit leads for the branches. The online guided selling tool has improved the online customer experience with self-service applications, improved lead quality for the bank, and reduced complexity and sales time for customers, and it has also helped the bank integrate multiple channels into a better sales process.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.