• Royal Bank of Canada: Creating profitable relations with small business clients

      Slagmulder, Regine; Grottoli, D. (2005)
      Royal Bank of Canada or RBC, Canada's largest financial services group, is at the forefront of customer profitability analysis. The case illustrates how RBC uses customer profitability data to identify profit opportunities and make strategic decisions about its customer mix. In particular, it illustrates how the new customer-level information enabled RBC to recognise the untapped profit potential of its small business client portfolio. The purpose of this case is to illustrate how financial institutions like RBC can use customer profitability analysis to identify and enhance the profit potential of its various customer segments. The case describes the elements of RBC's customer value metric and how the bank reaped the benefits from targeted sales and marketing efforts informed by the customer-focused profitability analysis.
    • Shadow or not? A business intelligence tale at KBC - Part A

      Viaene, Stijn; De Hertogh, Steven; Lutin, Luc (2008)
      This is part of a case series. Mark Casselman, in charge of commercial processes and systems for KBC retail banking operations, was troubled. The chief information officer had recently appointed a manager to size up the business intelligence (BI) activities at KBC in order to professionalise the BI environment. Mark was worried that the retail information exploitation network, a virtual network of information exploitation profiles that had grown seamlessly within retail over the last couple of years, would be under siege. He feared it would be dismissed as mere shadow IT, but was ready to fight. Mark was adamant about the network's value for home market competition
    • Shadow or not? A business intelligence tale at KBC - Part B

      Viaene, Stijn; De Hertogh, Steven; Lutin, Luc (2008)
      This is the second of a two-case series (909-003-1 and 909-004-1). Mark Casselman, in charge of commercial processes and systems for KBC retail banking operations, was troubled. The chief information officer had recently appointed a manager to size up the business intelligence (BI) activities at KBC in order to professionalise the BI environment. Mark was worried that the retail information exploitation network, a virtual network of information exploitation profiles that had grown seamlessly within retail over the last couple of years, would be under siege. He feared it would be dismissed as mere shadow IT, but was ready to fight. Mark was adamant about the network's value for home market competition
    • Spreading the culture @ TORFS

      Dewettinck, Koen; Van Laere, Kirby (2014)