Preparing for the Mobile Future: Adding Fields to your Customer Information System

Looking through my notes from the Mobile Payments Forum last week (post here), I came across this tidbit mentioned by several speakers:

One thing you should do right away is capture mobile phone number(s) in your customer information system.

Not only does this provide a marketing database for people to contact when you introduce mobile services (note 1), it provides an alternative number for account problems now.

You should add the fields to your online banking My Account area and also begin asking for it on account signup forms and loan applications. While you are at it, seek permission to send a text message(s) when new mobile services are launched.

Note:

1. We are not suggesting you telemarket to the mobile numbers; that's a bad idea. But you should contact these customers through normal channels (email, mail) when mobile options become available. Also, seek permission to send a text message(s) to inform users of new mobile options.   

Remote Deposit Sightings: Wall Street Journal & PNC Bank

It takes a long time before a new process or technology becomes "conventional wisdom," something that is accepted at face value without questioning its pros and cons. While we are still years away from that happening with remote deposit technology, at least the mainstream press has picked up on its benefits, one of the first steps towards mass adoption.

The latest example was in today's Wall Street Journal special Small Business section. In "Branching Out," a general article on banks' growing interest in small businesses, author David Enrich prefaced an Aite Group "levels the playing field" quote with this (p. R6):  

Remote deposit makes it less important to select a bank based on its location or number of branches–which many big banks tout as a key selling point.

Analysis
The key take-away here is that banks should make sure remote deposit services are prominently featured in checking/cash management offers aimed at attracting new business clients. 

Google search on remote deposit capture CLICK TO ENLARGE For example, PNC Bank is currently running a remote deposit promotion with a free scanner for customers who sign up before the end of April (see landing page screenshot below). The service is powered by Bankserv (PNC data sheet here;

The promotion is well-placed on Google, with the fourth-highest AdWords placement giving PNC the top-right slot (see inset).

However, neither the promotion or remote deposit are mentioned on the bank's main business checking account marketing page (see second screenshot below). We like the promotion, the first we've seen advertising a free scanner via Google, but the bank seems to be missing the chance to grab new accounts with the freebie.  

PNC Bank landing page from Google search on "remote deposit capture"
(Seattle IP address, 19 March 2007, 9 AM PDT)

PNC Bank landing page from Google search on "remote deposit capture"

PNC Bank main business checking page (19 March 2007)

PNC Bank main business checking page (19 March 2007)

Freakonomics Meets Identity Theft

When I saw the blog postings this week that Freakonomics authors, Steven D. Leavit and Stephen J. Dubner, had penned an article on identity theft, I anxiously clicked into the Sunday NY Times Magazine to read the article (11 March 2007, link here). I had hoped that the popular statistical wizards had taken on the subject of why ID theft loss estimates vary by as much as 20-fold, from a couple billion to more than $50 billion (note 1).

Unfortunately, the article, Identity Crisis, shed no light on any of the statistical anomalies nor did it offer any help with definitions, even after using this lead sentence:

There are as many varieties of identity theft today as there are varieties of, say, mushrooms.

The lightly researched article relied on the usual Javelin and FTC numbers and reached the unsurprising conclusion that merchants are the ones that most care about credit card fraud. But the authors glossed over the fact that it's the online merchants who are burned most by card fraud, due to card-not-present chargeback rules (note 2). Real-world card swiping merchants are often made whole for fraud situations provided they followed the card association rules for checking the signature scrawled on the receipt against the 1/8 inch script scribbled on the back of the card (as if that stops much fraud).

The authors also failed to realize, or at least note, that the oft-cited Javelin finding that more than half of ID theft is from people you know, includes only the situations where the victim has knowledge of who perpetrated the fraud. In round numbers, here's what the pie looks like:

  • 50% of ID theft victims don't know who stole from them
  • 25% know who stole from them, but have no relationship with the crook
  • 25% know who stole from them, and the crook was family, friend or co-worker

I believe that it's a bit of stretch to say that half of all identity theft is from related parties when it could be a little as 25% or as much as 75%.  

Blog Comments on ID Theft
Unlike the old days when the only way to interact with an article was a letter to the editor, Leavit and Dubner maintain a blog (here) where readers can sound off on the issues. The blog entry, Who Cares About Identity Theft?, went up on March 9, two days before the full article appeared in the Sunday Times. I was surprised today (March 17) to find only 29 comments on the identity theft piece, especially since the blog has more than 55,000 readers and both the print and online NY Time's columns directed readers to the Freakonomics blog.

And no one seemed to care that the authors did little to further the debate on identity theft, chargebacks, or law enforcement priorities (note 3). In fact, it appeared that only a half-dozen of the commenters had even read the full article. So we have at least a partial answer to the "who cares" question, not the blog readers (note 4).

 

Notes:

1. During the past month, I've had conversations with extremely frustrated reporters from the Wall Street Journal and Wired Magazine, who were trying to figure out what the true costs of financial fraud in the U.S. really are. 

2. I have to admit being biased here. As an online-only merchant, I pay large credit card fees, around 3% that cover the supposed "high-risk" nature of online commerce, even though I have zero recourse if the charge is later disputed as fraudulent.

3. The article had conflicting anecdotal evidence on law enforcement efforts to stem financial fraud, saying the FBI usually needed at least $100,000 in losses to get involved. The article implied, but did not explicitly say, that lesser amounts are not pursued aggressively by local police departments. Although it cited an officer from the Los Angeles County Sheriff Department's ID Theft Task Force, which at least sounds like significant enforcement action.

4. It's not so much consumer don't "care," but that they are no longer so interested in discussing it and/or they are less concerned now that many understand that they are well protected against financial loss.

Future Friday: Zillow Powers One-Click Home Values on Your Mobile

WHERE signup for Zillow home values

Technology adoption is often hard to understand. Sure it can move in a straight, relatively predictable lines; think Moore's Law. Other times, consumer behavior defies logic. For instance, 10 years ago could you have imagined that teenagers today would frequently communicate using a tiny 10-key pad; closer to the Morse code of 100 years ago than the Jetson's world of flying cars and automatic doors (note 1).

Then there are times when technology leaps forward faster than even the most optimistic would have predicted. Case in point: Even a year ago, who would have guessed that on most streets in the country, you can now press a button on your cellphone and receive a near- instantaneous text message listing the current values of the three houses closest to where you are standing. 

Link to Zillow Using Zillow's API, uLocate created the ultimate mobile real-estate service for its WHERE suite <where.com>. Currently, it works on just six GPS-enabled phones running on the Sprint or Nextel network. And, you'll need to be in a neighborhood tracked by home-value superstore Zillow.

It does cost $2.99/mo (note 2), but signup is simple (see screenshot above) and even if only half the Realtors in the country subscribed, revenues would be $1.5 million per month. And how much would a nearby mortgage broker or Realtor pay to be listed in the message? Yeah, we wish we would have thought of it too.

But there's no indication that uLocate has an exclusive on this service. Check with Zillow and see if your financial institution could recreate this service in your area using the same API. It could be a great way to create new mortgage leads.

For more info see Zillow's blog entry here.

Notes:

1. Three days ago, I was in a conference where one of the speakers said his teenage daughter sent 2500 text messages last MONTH, more than 30 per DAY.  

2. The monthly fee includes other WHERE services, see its website for more details.

Beating Debit Card Fraud with Mobile Banking

ClairMail schematic of actionable text message alert 

There is no doubt consumers love debit cards. Despite cloudier fraud protections, no free float, and the confusion of "signature vs. PIN," growth continues at a 20% annual clip, with total U.S. transactions surpassing credit 15 to 18 months ago (see numbers here).

But continued negative press coverage could slow the growth. For instance, today's lead article in the Wall Street Journal's Personal Journal section, How to Protect Your Plastic, focused on recent debit card skimming incidents. 

What can a financial institution do to counteract the negative press?

1. Educate customers on their limited liability

2. Provide clear and understandable zero-liability fraud protection guarantees

3. Provide tools for monitoring checking accounts, such as transaction and security alerts

But once you have those "best practices" in place, you can still boost usage, and differentiate your debit card and checking accounts by integrating actionable text-message alerts (see ClairMail example above). 

While the industry-standard email alerts are helpful, the phishing epidemic, spam filling up the in-box, and  the time lag for reading and responding to bank emails, make them less and less effective for time-sensitive communications such as fraud alerts.

Enter the mobile phone. Most banking customers now keep a mobile device with "three rings" of their person much of the day, and almost always when out of the house. Therefore, a real-time text message each and every time a debit cards is used, will go a long way towards making users comfortable that their card has not been comprised. And in the event their is a fraudulent transaction, a quick text message back to the issuer can lock the debit card down, avoiding any additional unauthorized transactions.

This is about as win-win as you can get in banking. The user is happier with his debit card leading to increased loyalty and more debit transactions, boosting both short- and long-term revenues for the bank, credit union, or card issuer.

For more information see our latest Online Banking Report, Mobile Banking & Payments 2.0 (OBR 138/139).

Chase Advertises Security Alerts in the NY Times

Chase ad in New York Times featuring mobile security alerts

Once again (previous post here), Chase used a three-quarter page color ad in the front section of the New York Times (p. 17, National Edition) to showcase its alert services (see partial screenshot right). The ad shows a man relaxing in the stands at some type of sporting event, Yankee Stadium perhaps.

The camera looks over his shoulder, focusing in on the image displayed on his Treo smartphone, which says "SECURITY ALERT" in large white letters on a light-blue background.

You had to feel for this poor guy, jarred from his leisure time with an urgent missive from the bank. Within a few seconds, three things likely crossed his mind: 

1. What the (expletive deleted)? Pretty poor timing to be interrupted at a baseball game with a security alert from the bank (which, these days is 99.9% likely to be a false positive, or a phishing attempt, see number 2).

2. Is this even from Chase? How do I know it's not a new kind of mobile phishing attach (mishing?). Should I ignore it? Does my liability go up if I don't respond immediately?

3. Now what? Can I click the message and find out if this was just a notification that I'd used my debit card to buy beer at a Yankees game, something I'd never done before, or has someone just transferred my 401k to a numbered account in the Jersey Islands? Or will I have to excuse myself and make a voice call, spending the 6th and even part of the 7th inning, talking to a Chase CSR, who may not even have enough info to explain why I got the alert? 

Analysis 
The ad demonstrates the pitfalls of using a very negative attribute, security breaches, in marketing your brand. But despite the uncomfortable thoughts that come to mind, we think it's an effective ad because it grabs attention and positions Chase as caring for the financial security of its customers. However, given that Chase's actual alerts look nothing like this, it's a bit of a stretch. I suppose they're allowed a bit of creative license; it's advertising after all. 

We'll give it an A-

Conference Notebook: Mobile Payment Forum

Mobile Payment Forum link I attended the public portion of the 2-day Mobile Payment Forum Spring Member Meeting in San Diego yesterday <mobilepaymentforum.org>. The group was formed by MasterCard, Visa, American Express and JCB more than five years ago to help develop standards and promote best practices in mobile payments.

The current board of directors:

  • Simon Pugh, VP Standards & Infrastructure, MasterCard 
  • Stephanie Ericksen, VP Product Technology & Integration, Visa
  • Martin Harrison, Head of Sales and Strategy, First Data
  • Christopher J. Bierbaum, Product Development, Emerging Products Group, Sprint
  • Bob Adamany, VeriSign
  • Oliver Kelly, Vodafone

It was a pay-to-present day, with each sponsor allotted time based on the size of their financial contribution. Six gold sponsors spoke for 30 minutes, a silver sponsor was allotted 15 minutes, and the only platinum one was handed the podium for a full hour. Consultant Richard Crone of Crone Consulting gave the keynote and handled the introductions and wrap-up.  

Platinum Sponsor:
ClairMail: Joseph Salesky, CEO

Gold Sponsors:
Firethorn Mobile: Tripp Rackley, CEO
PayCash Mobile (Cyphermint): CEO, Joseph Barboza
eBizMobility: CEO, Jeremy Kagan
Erico: VP Marketing, Larry Loper
mFoundry: VP Product, John Pizzi

Silver Sponsor:
Sapphire Mobile Systems: Rick Rasansky, CEO

For the most part, the speakers did a commendable job keeping things informative and not heading straight to sales-pitch mode (see note 1). The highlight was Firethorn CEO Tripp Rackley and ClairMail CEO making impassioned pitches on opposite sides of the SMS banking (ClairMail) vs. downloaded app (Firethorn) continuum (note 2). And as usual, Richard Crone of Crone Consulting set the stage with an entertaining and fact-filled keynote (note 3). 

Despite being a payments forum, most of the talk centered around online banking (Firethorn, ClairMail, mFoundry, Sapphire), mobile advertising (Erico), and ecommerce (eBizMobility). Only PayCash Mobile and keynoter Richard Crone spent more than a few minutes on payments. 

The main reason: Mobile banking is on the verge of breaking out, and banks are reaching for their checkbooks. With far more infrastructure hurdles, cellphone-based payments will lag mobile banking adoption by five years (see forecast in our most-recent Online Banking Report, 138/139).

I'll post a few more items from the conference during the next few days.

Note:

1. Hint for conference attendees: Always look for private-company CEO presentations. Private-company CEOs usually do a great job speaking about the broader issues, understanding that their industry knowledge is a far better sales pitch for their organization than a dozen "About us" slides. Marketing VPs on the other hand, seem enamored with how many times they can work their company and client names into the presentation deck. Unfortunately, the same cannot be said of many public-company CEOs who are so ham-strung by disclosure regulations, they can hardly say anything that's not already widely known.  

2. For more on the mobile banking debate, see our latest Online Banking Report, "Mobile Banking & Payments" (OBR 138/139 here).

3. Disclosure: Mr. Crone has been an occasional contributor to our sister publication Online Banking Report. His first article appeared in our 1996 issue.

Back Story: Wall Street Journal’s Article on Online Financial Planning Tools from Banks

The Wall Street Journal published an extra section yesterday on personal finance entitled, Your Money Matters. Online financial tools were highlighted in Jane Kim's, "Check it Out: New online tools from financial institutions can help consumers manage their money." 

Here's the back story on several of the items mentioned in the article:

  • Our sister publication, Online Banking Report, was cited as the source of the following statistic: "About 16% of U.S. households used some personal-finance feature at least once in 2006. That percentage is expected to climb to an estimated 33% by 2016, with nearly three-quarters of those households using personal-finance tools offered by their financial institution online."

    The information cited in the WSJ story was contained in the report we published last fall in Personal Finance Features for Online Banking (OBR 131/132see Table 3, p. 3, lines 4 and 10). Current usage estimates were based in part from data provided by Javelin Strategy as shown in Table 2 on the same page. 

  • Wells Fargo My Spending Report CLICK TO ENLARGE In the article, Bank of America's My Portfolio was the first of two existing personal finance tools mentioned. The service, powered by Yodlee, was quietly launched in December and was covered in NetBanker at the time (link here) and received an OBR Best of the Web award in our final report of 2006 (OBR 137) where it was rated the third most important development of 2006.   
  • The second example cited was Wells Fargo's MySpendingReport (see inset and previous coverage here). The service, which is basically just a consolidated view statement data across the bank's transaction accounts, is a great example of positioning online banking features in a way that resonates with users. It was awarded an OBR Best of the Web in 2005, finishing the year as the tenth most important new development of the year (report here).

The story finished with hints of new services planned for later this year at Everbank, Bremer Financial (powered by Corillian), and a Digital Insight tool that allows users to hand enter additional bill payments in order to their entire payments picture in one place.

Futuristic Friday: Banks in Second Life

Second Life, the alternate reality with four million members worldwide, has a surprising driver, capitalism. According to Second Life Insider, US$1.5 million changed hands yesterday (link here). And if there's money changing hands, there are opportunities for banks and financial scammers (not necessarily in that order).

In a March 6 search, Second Life Insider found ten banks operating in Second Life (SL) (post here). Several operate only in Second Life, raising numerous questions about the legitimacy of these non-regulated entities. 

But what most interests us are the six real-world banks that have set up shop in Second Life such as ING's Virtual Holland (see inset above and screenshot below).

Here's a banks in Second Life timeline:

Sep. 2005: Wells Fargo is the first real-world bank with a presence in Second Life (SL)
Dec. 2005: Wells Fargo leaves SL, moving its Stagecoach Island to a new platform (see previous coverage here)
7 Dec 2006: ABN Amro becomes first European bank in SL (press release here)
7 Jan 2007: BNP Paribas opens a small test area (post here)
7 Feb 2007: Swiss bank BCV opens its doors in SL (press release here)
21 Feb 2007: ING Bank launches website and blog to get users involved in building what it calls Our Virtual Holland <ourvirtualholland.nl>
2 Mar 2007: Danish Saxo Bank announces plans to create trading platform in SL (Reuters article here)

Analysis
It's hard to predict whether banking will ultimately become a transactional business in Second Life or other virtual realities (note 1). However, with four million registered users and an inordinate amount of press attention, leveraging a Second Life presence for marketing purposes looks to be a winner.

But if you are going into SL, make sure you mirror the effort with a Web presence that lets the other 1 billion Internet users see what you are up to. And there is no one doing that better than ING, who's taken a Zen approach to its SL strategy. They've made the process of building a SL presence more important than the actual result. Their Web 2.0-inspired website ourvirtualholland.nl involves the community with blogs, suggestions, and an email list (see screenshot below).

ING Our Virtual Holland home 10 Mar 2007

Note

1. For the record, we believe that full banking capabilities, including transactions, lending, currency exchange, will eventually be conducted in virtual communities such as Second Life. Whether it will ever be more than just a niche play, is unknown.

ING Direct’s Electric Orange Launched to General Public

I don't know how I missed this yesterday. The Bank Deals blog, which routinely gets this stuff first, was the first to note that ING Direct's much-discussed new paperless checking account is now visible on its website (see below). The full launch follows a 4-month invitation-only period (see our previous coverage here).

However, the account is not currently running on the homepage, which tonight was rotating through three product offers:

  • 4.5% Orange Savings
  • 6.0% Orange Mortgage
  • Orange retirement accounts: Traditional and Roth IRAs  

ING Direct, along with Everbank, are currently running ads on Google for "electric orange" and "electric orange ING Direct" (see inset). The landing page, shown below, includes a Jane Kim Wall Street Journal clipping.  Interestingly, the ING Direct landing page still says you must first open a savings account to qualify for the checking account. The Website carries no such restriction.   

We'll have more info on the account as we run it through its paces.

ING Direct product page

ING Direct's product page with Electric Orange checking

ING Direct landing page from Google AdWords ad

US Bank’s Over-Zealous Login Lockout

Looking for the ultimate in frustration? Try this sometime. Go to all of your bank, brokerage and credit card accounts and enter the correct username, then make up passwords and hit enter until you are locked out of your account. 

For research on a previous report in our Online Banking Report (here), I locked myself out of more than a dozen accounts. That was almost four years ago, and I have no plans to do that again, ever. However, yesterday, through a bit of miscommunication with my wife (note 1), we found ourselves locked out of our account at US Bank.

Due to this inadvertent bit of research, I found out that US Bank has added a "lock-out alert" (one step forward) to its messaging services, but fails to tell users what is going on and how to resolve it (two steps backwards). Here's what the alert looks like (see notes 2 & 3):

US Bank lock-out email message

Recommendations:

  • The alert (above) needs to tell users EXACTLY what to do next. US Bank correctly tells the 1% of users what to do if the failed login was not imitated by them (call the bank), but the bank fails to explain to the other 99%, who simply forgot their password, what they should do.
  • The screen displayed after lockout (see below) also must tell users EXACTLY what to do. US Bank's message to frustrated users: "Internet Banking is unable to verify the information you've entered. Please confirm your Personal ID and password." At the very least the bank should empathize with the user and explain the possible causes of the problem and link them to the password reset screen.  
  • Don't lock out users after only three or four attempts: US Bank locked my wife out after 3 or 4 trys, more stringent that the six allowed in our test four years ago. That is just too few. Most users who make a mistake (attempt 1), will retype the exact same info (attempt 2), then try once more paying very close attention to their typing (attempt 3), before trying a different password (attempt 4). So at minimum you must allow four tries. Even better is 5 or 6 or up to ten. The cost in customer service for locking out at 3 or 4 attempts is far more than any fraud that will be prevented with such strict measures.
  • Help users remember they created a new password: In our case, if the on-screen error message had said, "You recently changed your password, are you using the new one?", the whole episode could have been avoided. Instead, US Bank gives no information to its customers (see screenshot below). It doesn't even explicitly tell them they entered the wrong username/password. It just drops them onto this blank page that has a vague message about logging in.
  • Warn users before lockout: Tell users they are about to be locked out, with a warning, "One more incorrect attempt will lock you out of your account. If you've forgotten your username or password, click here." 
  • Let users back in after lockout: The last time we tested, US Bank allowed users to log back in 24 hours after lockout if they remember their username and password (note 4). That's a good policy, but why 24 hours? Why not 12 hours, or 3 hours, or 1. If you have the correct username and password, why should you not be allowed back into your account after a relatively short period of time? 

Enough with the rant. I know these policies are in place to discourage unauthorized entry. But you also shouldn't run up your customer service costs, not to mention irritating customers, with arbitrary lockout parameters.

US Bank's screen after an unsuccesful login attempt gives almost zero info


Notes
:

1. Anyone with a joint checking account can probably recognize that "a bit of a miscommunication," is a euphemism for, "I forgot to tell her I changed the password."

2. An alert is generated for each failed attempt. We receive three identical messages. The email address has been erased from the screenshot.

3. Note the email is generated from the URL, cs.usbank-email.com, which cannot be verified through direct navigation (it results in an error message). That's phishy looking. Emails should carry the normal, user-recognizable URL, in this case, usbank.com. If that's not practical, at least post a page at the email URL verifying that the URL is genuine.

4. It's been about 16 hours since lockout, and we still cannot get back into the account.

Social Lending Pioneer Zopa Celebrates Second Birthday

The nascent market of online social or person-to-person (P2P) lending turned two as its pioneer, UK-based Zopa, celebrated its second birthday today. In addition to slapping a this enormous "2" button on its homepage (see screenshot below), the company marked the occasion with an open house at its headquarters, an online lunch-time webcast, and an online giveaway of ten iPod shuffles (see the text of the email message sent to Zopa lenders and borrowers here).

Zopa's homepage on its second birthday (7 March 2007)

The Latest Numbers out of Zopa

According to Easier Finance (thanks to PaymentsNews for the link):

  • Zopa has 135,000 members
  • Zopa lenders have received on average 6.75% before-tax annual return after fees and defaults
  • Zopa borrowers have obtained loans at rates as low as 4.2% APR
  • The current default rate is only 20 basis points, 0.2%

Zopa continues to create a considerable buzz in the UK. The company's homepage links to 42 articles from a diverse range of publications, most recently The Sunday Times and The Daily Mirror. And my favorite, an awesome piece from the UK's public-service Channel 4, that is unlike anything I've ever seen on U.S. news (click the play button below). 

The YouTube replay of the 4-minute feature was posted to Zopa's blog March 1 along with TV clips from CNBC and Fresno, CA news. The Channel 4 piece covers the topic of "social lending" in general and primarily covers Zopa, but near the end, another UK alternative lender is interviewed, Fair Finance <fairfinance.co.uk> is interviewed. We'll look at Fair Finance in a separate post.