SUMMARY
The client, has a 150-year history in South Africa and started building a franchise in the rest of Africa in the early 1990s. It currently operates in 18 countries on the African continent, including South Africa, as well as in other selected emerging markets. They have organized as three business units but present as one. The three main pillars of business are Personal & Business Banking, Corporate & Investment Banking, and Wealth – Liberty.
BUSINESS CHALLENGE
The Bank transformed its sales force through deploying a comprehensive Guided Sales Workbench on mobile tablets alongside business process redesign without a rip- and-replace of legacy systems. It has done so supporting Personal and Private Banking lines of business, as well as Business Banking and Offshore. Prior to the rollout of the mobile sales force application, the Bank had no capability to support proactive acquisition of customers remotely
PROJECT HIGHLIGHTS
The Sales Force Enablement Application is a native iPad application developed using Objective C and XcodeIDE. Both Sales Agents and customers interact with the application and benefit from a guided sales process. The Customer’s private and confidential information captured during the guided sales process is stored securely in iPad’s local SQLite Database. This information is encrypted using “AES 128 bit” algorithm and is purged once the completed application forms are sent for fulfillment, improving security. Subversion (SVN) is used for configuration management during development. The installable file (ipa) is generated using Bank’s provisioning profile, and the final build is uploaded onto the Amazon Cloud for each country. The project used agile (SCRUM) methodology, resulting in a highly collaborative mobile application development
BENEFITS
- Within a very short timeframe, the Bank and C Ahead team conceptualized the tools and utilities that would empower the sales force to proactively and remotely acquire customers, and cross-sell products and services based on profiles of the customers and prospects.
- The solution is used to service personal banking, high net worth, and bancassurancecustomers in eight countries with 406 tablets in use with another 1,000 deployments to follow. Thus far, the results have been noteworthy.