La relación entre los Big Data y la experiencia del cliente

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CLAVES:

  • Las instituciones financieras gestionan un gran volumen de datos relacionados con sus clientes.
  • El correcto tratamiento y utilización de estos datos será muy beneficioso tanto para las entidades como para los clientes.
  • La aplicación de la analítica y de la gestión de Big Data permitirá crear una estrategia digital que mejore la experiencia del cliente con respecto a las entidades financieras.
  • Las tecnologías móviles existentes hoy en día se convierten en el método más simple y eficiente para lograr desempeñar las funciones derivadas de la gestión de Big Data.

El sector bancario ha sido tradicionalmente una de las áreas  empresariales que más volumen y cantidad de datos sobre los consumidores ha gestionado. Debido a esto, y según confirma IBM, el sector minorista de banca es el más cualificado para entender y adaptarse a las necesidades de los consumidores. Para lograrlo, solamente tendrá que ser capaz de analizar la ingente cantidad de información de la que dispone.

Serán, precisamente, los Big Data quienes revolucionen la experiencia de consumo en el área de banca. Los cambios se producirán desde el marketing y las ventas, pasando por los aspectos de seguridad y el resto de servicios disponibles.  Para ello, el mercado financiero tendrá que adquirir nuevas habilidades y estrategias y promover un cambio radical en la manera de pensar y gestionar los datos de los clientes.

La construcción de una estrategia digital global

Según  el libro blanco publicado en Mayo por IBM “Smarter digital  banking with big data: Transform customer relationships  and improve profitability”, las instituciones financieras se encuentran en la mejor posición para seguir capturando y analizando grandes cantidades de datos. Las fuentes de información a las que tendrán acceso hoy en día las instituciones financieras son muy abundantes y diferentes: redes sociales, información sobre el tráfico en la navegación, los patrones de comportamiento en líneo o la información sobre transacciones son algunos ejemplos de estas múltiples variantes.

Toda esta información permite que los vendedores financieros puedan monitorizar el comportamiento de los clientes en tiempo real para ofrecer información en tiempo real, dentro de un contexto inmediato.

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En esta línea es inevitable pensar en los canales digitales como una de las primeras estrategias a utilizar para comenzar a trabajar con grandes cantidades de datos, Big Data.

La banca móvil no será suficiente a partir de ahora para mejorar la estrategia y visión digital de las grandes entidades, si no que será imprescindible convertirla en un servicio informático con servicios y funciones más amplias destinadas a la total satisfacción de los usuarios.

Conocer de antemano la voluntad, los deseos y las aspiraciones de los clientes se convertirá en una ventaja competitiva sobre el resto de entidades. Ahí radica la importancia de los Big Data.

Implicaciones y capacidades reales de los big data

Para las entidades financieras adaptarse a los Big Data implicará aumentar sus capacidades para capturar y gestionar grandes volúmenes de datos procedentes de distintas fuentes. Además tendrán que aprender a utilizar estos datos  y traducirlos en una nueva estrategia de marketing y de negocio.

A pesar de que esto parezca muy complicado, las entidades están de enhorabuena, ya que las capacidades de los nuevos canales móviles permitirán facilitar todo este proceso.

Si seguimos el proceso es necesario estudiar el poder potencial de la analítica moderna en la vida diaria de los consumidores. IBM, desde su libro blanco, establece las 5 capacidades que los bancos deberán adquirir para sacar el máximo provecho de los Big Data:

  • Establecer nuevas estrategias de marketing que se basen en el análisis de Big Data procedente de los patrones de consumo y gasto de los clientes.

El análisis predictivo permitirá conocer los hábitos de consumo de los clientes del banco, y por ejemplo, ofrecer alternativas y nuevas líneas de crédito en base a los hábitos de consumo. Con este ejemplo concreto también se pueden observar los beneficios para las entidades: conocerán y podrán estudiar de primera mano los perfiles de riesgo de sus clientes para tomar decisiones con respecto al crédito.

  • Gestión y análisis de contenido usando técnicas de reconocimiento textual (OCR).

Las funcionalidades de la banca digital permitirán, entre otras opciones, el archivo de documentación relacionada con las compras y hábitos de los clientes. Las grandes entidades, a través de sus sistemas OCR, podrán analizar estos documentos justificativos y saber en qué invierten sus clientes para así ofrecer servicios relacionados y adaptados a sus actividades.

Fuente: IBM
Fuente: IBM
  • Personalización total de servicios y canales informativos a través de datos procedentes de patrones de comportamiento y preferencias anteriores.

Conocer datos relacionados con los hábitos de los clientes permitirá ofrecerle ventajas adaptadas a sus  comportamientos habituales: horarios en los que más consume, ubicaciones preferidas, establecimientos más frecuentados, etc. Las tecnologías móviles permiten llegar en un “click” a aquellos ámbitos a los que el cliente confiere más importancia e interés.

Fuente: IBM
Fuente: IBM
  • Ofrecer alternativas derivadas del análisis de datos.

Esta es una de las capacidades más importantes que los Big Data pueden aportar a los bancos.

En lugar de que los bancos aprovechen la analítica de datos para tomar decisiones a nivel interno, las entidades podrán echar mano de los resultados para “ayudar” a sus clientes a tomar mejores decisiones y, sobre todo, que están sean mucho más informadas.

Así, por ejemplo, un servicio o chat online de atención al cliente sería una estupenda alternativa en este sentido.

Fuente: IBM
Fuente: IBM
  • Integración de datos de manera anónima en la plataforma bancaria.

Ofrecer a los clientes funcionalidades de este tipo permitirá que todos los implicados se vean beneficiados por el uso de datos. Los bancos obtendrán importantes cantidades de información y los clientes podrán conocer de manera más detallada su evolución en el sector, realizar comparaciones con iguales, establecer patrones de consumo y gasto que sean interesantes para la gestión financiera personal, etc.

El valor real de los Big Data

El análisis de grandes cantidades de datos permitirá a las instituciones financieras desarrollar nuevos productos y servicios adaptados a sus clientes y ofrecerlos de una manera mucho más proactiva.

Según IBM los bancos necesitan lo que ellos han denominado  “cost-effective horsepower”  que permitirá que cada entidad comprenda a cada cliente de manera individual. Gracias a ello, la experiencia del cliente se verá totalmente transformada:

  • Los usuarios podrán mejorar la gestión financiera personal.
  • El ahorro personal será más fácil de controlar.
  • Conseguirán simplificar todos los aspectos relacionados con la banca que a veces resultan complicados para los clientes.
  • Y, en general, facilitarán la vida diaria al usuario.

Combinar la tecnología digital móvil y los Big Data  parece una estrategia de lo más inteligente para mejorar la experiencia de cliente  al mismo tiempo que las instituciones financieras aumentan sus tasas de retención y satisfacción, y generan ingresos adicionales.

Documento completo: Smarter digital  banking with big data

doc completo

THE FINANTIAL BRAND. 5 Critical Big Data Capabilities Financial Marketers Must Master. 09-11-2015 [consultado 12-11-2015]. Disponible en: http://thefinancialbrand.com/55178/big-data-marketing-strategies-in-banking/

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  102. Минут десять серфил данные инет, случайно к своему восторгу заметил поучительный ресурс. Это он: вот ссылка . Для моих близких вышеуказанный ресурс оказал незабываемое впечатление. Всего наилучшего!

  103. Решила настрочить в ветку форума, прошу булыжниками не закидывать, Вашему вниманию сайт: порно на ночь короче посмотреть ) Надеюсь понравится он =)

  104. Коляска – это значительно больше,чем просто способ транспорта для вашей драгоценности.
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  106. Some women in the USA and Great Britain fear lockdown. It can be, while, the power of the country doesn’t ensure the vaccine. This year was very unlucky. More and more workers in the USA lost work. In addition, men who have families, are in a huge failed situation. The best way to solve this situation – get a payday loan.

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  107. Изготовление фонарей.
    Компания постоянно развивается и совершенствует нашу продукцию, поэтому возможно изменение размеров, конструкции и комплектации представленных моделей при сохранении или улучшении функциональных и технических характеристик.
    Производство МАФов для комплексного благоустройства города (скамейки уличные парковые, урны, вазоны.

    Фонари – это важная часть проекта. Выбор фонарей для улицы
    Особенности уличного освещения парка имеет свои определенные характеристики.

  108. Минуту назад анализировал данные инета, и неожиданно к своему удивлению заметил нужный вебсайт. Вот ссылка: читы для cs go . Для моих близких вышеуказанный вебсайт оказал яркое впечатление. Всем пока!

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  110. Много разглядывал материалы интернет, вдруг к своему удивлению открыл важный сайт. Посмотрите: зрение ижевск . Для меня вышеуказанный сайт оказался очень нужным. Пока!