New Online Banking Report Published: Selling Insurance Online (for Banks)

image We just finished issue number 199 of our Online Banking Report. Given that it’s a monthly publication, you can do the math, and see that we’ve been at this for a while. We’ve covered a lot of ground, but until now, we’d never taken an in-depth look at the insurance side of online delivery.

Why? There have been so many opportunities with core deposit/credit products that the “insurance report” kept getting pushed out into the future. From the looks of it, the same dynamic has played out in the banking industry. Sure, U.S. banks took in $7 billion brokering insurance last year (and a similar amount in underwriting). But “insurance” isn’t even mentioned on the websites of 7 of the largest 15 banks. 

It’s time to rethink where insurance fits in your product roadmap. Here’s why:

  • It’s a huge expense with premiums amounting to more than 7% of global GDP
  • Consumers are uncertain about their insurance needs and options
  • New types of insurance are even less understood
  • Online/mobile delivery (will) make it much easier to compare prices and purchase
  • Mobile delivery is especially valuable for the claims process for automobiles
  • Potential commissions and revenues are many times the $5/mo ill-fated debit card fee
  • Consumers are actually willing to pay for risk reduction/peace of mind provided

It’s a win-win for banks and their customers. And we expect a burst of activity in this area during the next few years (note 1).

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About the report
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Selling Insurance Online (link)
Can insurance help fill the fee-income gap at banks/credit unions?

Author: Jim Bruene, Editor & Founder

Published: 9 Dec 2011

Length: 48 pages, 24 tables, 11,000 words

Cost: No extra charge to OBR subscribers, US$395 for others here

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BB&T mentions insurance three times on its homepage

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Notes
1. In addition to upping our insurance coverage here, we hope to bring more insurance innovations to our Finovate conference as well. Know a cool insurance startup with new technology? Email jim@netbanker.com for info on Finovate

New Online Banking Report Published: True Virtual Banking Has Arrived

image I still remember the day in early 1999 when I met with Elon Musk and his 3-person team in a borrowed conference room in Palo Alto. They were plotting the complete and total disruption of the banking industry and fully expected to be one of the largest five U.S. banks by now.

The startup was named X.com and its original business plan was to acquire one or more existing banks to provide the credibility, and deposit insurance, of a traditional bank. While I was in awe of their ambition, I thought the plan had a flaw. I told them they’d be better off staying virtual, with no bank ownership slowing down their decision making and ability to take risks.

I’ll never know if they would have listened to me, because soon thereafter X.com began experimenting with P2P payments via email, and they saw that it was going to be huge. So they jettisoned banking, merged with PayPal, and the rest is history.

Why the reminiscing? That was the last attempt by a major tech startup to take on the U.S. retail banking industry via virtual channels (note 1).

Fast-forward to 2011: At this year’s FinovateFall, we saw the launch of not one, but two well-funded attempts at disrupting the incumbents. One through debit/checking/savings and the other through wealth management:

  • BankSimple: DNA from Twitter, analytics, and consulting
  • Personal Capital : DNA from Intuit, PayPal, Everbank and Fidelity Investments

Both companies are what I call True Virtual Financial Institutions, meaning they are complete front-ends to your money, including transaction capabilities and customer service, but they outsource the actual holding of customer funds to fully-regulated partners which pass FDIC/SIPA protections. This allows the newcomers to focus on user experience and service while moving much faster without the regulatory friction experienced by traditional financial institutions.

Others well-known companies using virtual models: Betterment (also profiled in the report), iBankUp.com (Plastyc) and Perkstreet.

Note to bankers: True virtual banking needn’t be limited to tech startups. These techniques can be employed by traditional companies to expand beyond regional or industry boundaries. The report outlines seven models for doing just that.

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About the report
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True Virtual Banking Has Arrived (link)
BankSimple, Personal Capital, Betterment and others go branchless,
paperless and “bank-less”

Author: Jim Bruene, Editor & Founder

Published: 1 Nov 2011

Length: 48 pages

Cost: No extra charge to OBR subscribers, $395 for others here

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Notes:
1. I should add that Lending Club, Prosper, Zopa qualify as major entrants bound on disrupting banking from the lending side.
2. BankSimple, Betterment, Personal Capital and Plastyc FinovateFall 2011 demo videos are available here.

New Online Banking Report Published: 2012 Guide to Remote Banking Products, Marketing, & Strategy

It’s 479 days, 2 hours and 54 minutes until the end of the Mayan calendar* and you know what that means? Yep, it’s time to start putting together your 2012 business and marketing plans. imageAnd don’t think that the end of the world is any excuse to hold back. 

As usual, we’ve got your back. Announcing OBR’s 2012 Online/Mobile Banking Planning Guide. Its goal: to provide a resource for financial institution managers (product and/or marketing) to help prioritize potential remote-banking projects for the coming year.

The latest version was released just this afternoon.

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About the report
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2012 Product, Pricing & Strategy Guide for Remote Banking (link)
Preparing for the mobile-first future

Author: Jim Bruene, Editor & Founder

Published: 29 Aug 2011

Length: 76 pages

Cost: No extra charge to OBR subscribers, $695 for others here

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The report contains a list of every idea that has appeared in Online Banking Report or this blog. There are more than 1,000 possible tactics listed in the current report, divided into the following categories:

1. Product tactics
A. Checking & transaction cards
B. Deposits & savings
C. Loans & credit
D. Personal finance management
E. Investments & insurance
F. Payments & transfers
G. Mobile banking/payments
H. Family (children, teens, tweens)

2. Online sales tactics
A. Increase online sales
B. Selling behind the password
C. Enter new markets & segments
D. Attract new residents (movers)
E. Increase referrals and word-of-mouth
F. Social media and Web 2.0
G. PR: appeal to community/shareholders

3. Service, security & retention tactics
A. Increase satisfaction levels
B. Enroll more online banking users
C. Encourage/reward self-service
D. Encourage paperless adoption
E. Address security concerns

4. Small business

5. Fee-based planner

6. Messages & alerts

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*We don’t want to feed into the Mayan calendar hysteria, but you might want to pick up these super cool keychains here.

New Online Banking Report Published on Youth Banking: Attracting Tween, Teens, & Under-25 via Online/Mobile

clip_image002We were still in the Web 1.0 world when my kids (teenagers now) started their first savings accounts. So there were few youth banking services available to facilitate online savings and spending.

Fast forward 10 years. We have Facebook, we have Twitter, we have mobile weather info. But we still have virtually no youth banking tools at the major U.S. banks (Wells Fargo is furthest along, see screenshot below).

And that makes no sense.

There are 100 million people under age 25 in the U.S., and obviously, 15 to 25 years from now, a good portion of your profits will come from this group. However, in the next five years, this cohort will generate exactly zero percent of profits.

In the branch-based past, it made business sense to wait another five years to start selling to this group. After all, high-school graduates closed their bank accounts when they moved to college. College graduates closed theirs when they moved to their first job. And first-time job holders switched accounts when they landed a better job, and so on.

But that was a different time. In today’s remote-banking world, THERE IS NO REASON TO EVER CLOSE YOUR ACCOUNT. You just send in a change of address and keep logging in to the same place.

A 12 year-old girl today is expected to live another 70 years (boys, only 65 more). So if those kids won’t ever need to close their accounts, it stands to reason that getting them hooked to their parents’ online banking becomes pretty important.

That’s why we are seeing interesting startup activity in this area including (from recent Finovates):  image

  • Bobber Interactive
  • Kiboo
  • MatchFund
  • MoneyIsland (from BancVue)
  • Thwakk
  • Tile Financial 

And there is a rush to social media, such as the brilliant Young & Free campaigns invented by Canada’s Currency Marketing.

Finally, the report includes articles from two industry experts:

  • Justin Hosie of Chambliss, Bahner, & Stophel PC on the importance of bank compliance with the Children’s Online Privacy Protection Act (COPPA)
  • Matt Cullina, CEO of Identity Theft 911, writes about the importance of protecting your kids against identity theft

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About the report
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Family Banking: Online/Mobile Services for Tweens, Teens & their Parents (link)
In a remote banking world, your most-promising prospects aren’t even driving yet!

Published: July 15, 2011

Author: Jim Bruene, Editor & Founder, Online Banking Report

Length: 52 pages (10,000 words), 52 Figures, 7 Tables

Cost: No extra charge for OBR subscribers, $495 for everyone else (here)

Abstract here

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Wells Fargo offers up solutions for four age groups (18 July 2011; link)

Wells Fargo's offers up solutions for four age groups (18 July 2011)

New Online Banking Report Published: Creating Fee-Based Online & Mobile Banking Services

image The scariest thing about being a banking industry analyst, besides boring your family & friends, is looking back at the advice you handed out 5, 10 or even 15 years ago. While I’ve had my share of hits and misses, one thing I’ve been particularly adamant about, is the need to create fee-based online financial services. Sadly, this is one that’s been completely ignored so far (see note 1).

If U.S. financial institutions had charged an average of $1 per month per user (note 2) over the past decade, it would have generated $10+ billion in incremental profits, much of which would have been reinvested into the channel. 

Had that happened, we’d already have:

  • Ironclad security
  • Highly personalized 2-way alerts & messaging
  • Integrated PFM and credit monitoring
  • Responsive online/email customer service
  • Killer mobile banking and iPad apps
  • And much more

But what matters now is where do we go from here? Consumers have been trained to expect everything, even costly services such as online billpay, to be free of charge. Anyone who tries to charge fees for the existing state of the art risks massive backlash from customers and the media.

The way to introduce fees after the fact is to charge only for new value-added services such as those listed above. That way, no one pays fees unless they want the new benefit. It’s the classic freemium model, and it works well across a number of industries, just ask LinkedIn.

Our latest report lays out 33 value-added modules that could support a la carte subscription fees. We look at eight use cases where these modules are bundled together for various-high value segments:

  • Power mobile users
  • Road warriors
  • Families/parents
  • Small/micro business
  • Homeowners
  • Financial trackers
  • Empty nest/retirees
  • VIPs

Currently, the best examples of multi-tiered pricing in the United States is business online banking where a number of banks and credit unions have a basic free option and at least one higher-end “cash management” solution (see Western Bank screenshot below).

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About the report
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Creating Fee-Based Online & Mobile Banking Services (link)
Pricing 2.0: How new revenue models will propel online/mobile banking to the next level

Published: May 18, 2011

Author: Jim Bruene, Editor & Founder, Online Banking Report

Length: 44 pages (10,000 words), 17 Tables

Cost: No extra charge for OBR subscribers, $395 for everyone else (link)

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Western Bank’s online banking pricing matrix (link, 15 May 2011)

Western Bank's online banking pricing matrix

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Notes:
1. At least in North America. Financial companies in other areas of the world have been more successful with fee-based services.
2. This is an average amount. Most users would pay zero, but with 20% paying $5/mo, you get to the $1/mo average. 

New Online Banking Report Published: Delivering "Live Help" Online

image At Online Banking Report we’ve written a few reports about online customer service over the years (see note 1). However, we’d never looked in-depth at so-called “live help,” (note 2) which includes:

  • Live chat: predominantly audio, but can also be one or two-way video
  • Click-to-call: a button used to request a call-back from an agent
  • Co-browsing: sharing a screen between user and agent

Co-browsing is still a little too out there for most customers, so we focused primarily on live chat and click-to-call, both relatively widely adopted and proven money makers for online retailers.

clip_image002Bottom line: After reviewing dozens of white papers, talking to a number of industry experts, looking at a hundred websites, and live chatting with service reps in the wee hours, I’ve come to a definitive conclusion on the value of live chat.

It depends. 

Clearly, live chat delivered perfectly can cut costs and lift revenues. But it can also confuse customers, drive up support costs, and get in the way of moving from point A to point B on a website.

clip_image002[10]But as generation text moves into their prime banking years, banks will be chatting more and more with customers, both online and via mobile messaging. So eventually, most financial institutions will need to offer some variation of Live Help to remain competitive (note 3).

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About the report
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Delivering “Live Help” Online (link)
Live chat and click-to-call promise to increase sales, make customers happy, and save money; what’s not to like?

     Published: April 5, 2011

     Authors: Jim Bruene, editor & founder, Online Banking Report 
                    with Philip Britt, founder, S&P Enterprises

     Length: 60 pages (12,000 words), 14 Tables

     Cost: No extra charge for OBR subscribers, $495 for everyone else here

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Notes:
1. The most recent Online Banking Report on email customer service is here (2004)
2. Our inspiration for the latest issue was Jeffry Pilcher’s post in The Financial Brand (Jan. 2011).
3. However, the first order of business remains turning email into the valued support tool it needs to be. See Email Banking: Revitalizing the Channel (Aug. 2010)

New Online Banking Report Published: Merchant-Funded Rewards Programs

image While I like a deal as much as the next person (note 1), I’ve never been much of a coupon clipper. To me, coupons are a hassle to collect, impossible to organize, and mildly embarrassing to redeem. 

But I love frequent flyer miles. Once registered, they pile up automatically, are maintained at the airline or card site, and there is no stigma to redeeming them. However, miles are pretty worthless unless you spend a lot and have the flexibility to use them during the off season.

That’s why financial rewards programs have moved away from a sole reliance on airline miles and towards broader programs with cash and merchandise rewards. However, with falling fee revenues, especially interchange, these programs are becoming harder to justify cost-wise.

But customers have grown to expect them, especially the big-spending households that drive banking and card profits (note 3). And this is not a time when you want to irritate a lucrative segment of your customer base.

What to do?

imageEnter a new breed of loyalty program called “merchant-funded rewards.” Instead of financial institutions buying goods and services to give away, the system is turned around. Merchants pay direct cash rebates to your customers. And they may even pay you for the privilege of giving away money.

The catch? Because the cash-back offers are targeted to customers who shop at the competition, merchants need actual cardholder-level spending data to make the right offer, e.g., a $25 rebate offer to Home Depot customers who come to Lowes and spend at least $50 on your card (note 2). And to boost awareness, they need to plug directly into your online banking and statements. 

Making this work takes sophisticated integration between spending data and merchant offers. Enter an important new vendor in the banking world: the rewards service provider. In the report, we look at the five biggest, each with 100 or more financial institution clients:

  • Access Development
  • Affinity Solutions
  • Cardlytics
  • Cartera Commerce (recently merged with Vesdia)
  • RewardsNow

While these companies have the early lead, clever newcomers are creating their own hybrid programs connecting APIs with ad-serving and social networks. It’s a wide-open field with dozens of players, including Finovate alums Billeo, BillShrink, Micronotes, and Segmint as well as others such as Clovr Media, DBG Loyalty, EDO Interactive, and OffermaticMasterCard and Visa also have rewards programs that issuers can plug in to.

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About the report
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Merchant-Funded Rewards Programs (link)
Rewards 2.0: Turning a money pit into a profit center

Author: Daniel Thomas, principal consultant, Mindful Insights

Editor: Jim Bruene, editor & founder, Online Banking Report

Published: 28 Feb. 2011

Length: 32 pages

Cost: No extra charge for OBR subscribers, $495 for everyone else (here)

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Notes:
1. Probably more, as the son of a frugal Iowan (thanks Dad!)
2. Of course, private cardholder data is not revealed to merchants or service providers. It’s done through computer matching programs.
3. According to COLLOQUY, the average U.S. household is enrolled in 18 rewards programs, and nearly a quarter of those are financial.

New Online Banking Report Available: Online & Mobile Banking Forecast through 2020

image The latest Online Banking Report: 2011 to 2020 Online & Mobile Banking Forecast is now available. It was mailed over the weekend to all OBR subscribers. It’s also available online here. There’s no charge for current subscribers; others may download it immediately for US$495.

The report includes our latest 10-year online & mobile banking and bill-pay forecast. While our reading of the tea leaves is unlikely to be perfect, it seems clear that the demand for online banking in the United States has reached a plateau (note 1); in fact, we are likely within a year or two of online banking penetration peaking and slowly heading down.  

How could that be? Mobile of course. In fact, through the end of 2020, we project an increase of 40 to 45 million U.S. households using mobile banking, to a total of nearly 60 million. During the same period, online banking penetration is actually expected to drop by a few million households.

If we are right, sometime near the end of the decade mobile banking will surpass online (note 2), although by then, the two will look pretty similar. 

The report also includes a revised 10-year forecast for U.S. peer-to-peer lending. After more than doubling in 2010, we expect continued strong growth of around 40% compounded annually through 2020.

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Top innovations & trends of 2010
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The report includes a summary of the top ten innovations or trends during the past year (in alphabetic order):

  • In-statement merchant rewards goes from zero to 100 financial institutions
  • Loan preapproval wizards reduce uncertainty for applicants
  • Location-aware mobile services for banking debut
  • Mobile banking goes mainstream
  • Mobile capture removes the paper from commerce
  • Mobile payments gains real momentum
  • Online personal financial management (outside of the bank) struggles
  • P2P lending solidifies its niche
  • Social media proves it can have real impact in financial promotions
  • Transaction streaming and sharing gain a foothold

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New entrants on the list of the top 43 innovations of all time
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Each year we rank the top online/mobile innovations of all time (North America). There are a total of 43 products listed from 42 unique companies:

  • 15 banks
  • 5 credit unions
  • 9 non-bank financial services companies
  • 13 technology companies

The class of 2010, which was unusual for being all technology companies rather than financial institutions (note 3):

  • Blippy for its automated transaction-sharing network
  • Cardlytics for its merchant-funded in-statement online rewards service
  • Finsphere for its location-aware fraud-targeting service, PinPoint
  • Mitek Systems for its mobile photo bill pay

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Notes:
1. The penetration of online banking into U.S. households is relatively flat going forward. However, because each households accesses a larger number of financial accounts, growth at individual financial institutions is still growing on average.
2. Forecast is for the United States. Mobile has already surpassed all types of banking in some developing countries.
3. Perhaps this can be explained by the necessary focus of financial institutions on getting through the global banking crisis beginning in 2008.

New Online Banking Report Published: Paperless Finance, Banking & Billing

imageWhen I first began writing about online banking in 1995, there were many unknowns. But by the late 1990s, most people were pretty sure of three things:

  • Online would trump the ATM, call center, and branch for routine information queries and simple transactions.
  • Alerts would keep users informed of account activity and status.
  • Bills would be paid online and delivered the same way.

Most of this vision has come to pass. The only holdout is bill/statement delivery, which has remained stubbornly paper-based, despite a decade of trying to coerce consumers to do without the paper security blanket.

imagePaper bills and statements are an enormous waste of resources, costing $40 billion or more annually in paper and postage. Plus, there’s all the time customers spend storing, sorting, and rummaging through paper statements. And there’s the tens of thousands of calls to customer service that could have been avoided with better organization.

But consumers will continue to cling to the paper until there are:

A.) Clearly better alternatives
and/or
B.) Tangible incentives to turn off the paper

Both of these themes are addressed in the latest Online Banking Report (link). Financial institutions, situated at the intersection of the bill and the payment, are in a great position to drive paper out of the system. But so far, it’s not happening as fast as it should.

Doxo, which launched an ebilling hub last month, could be the catalyst for change, at least on the billing side. It’s encouraging to see two billing innovators, Sprint and Kansas City Power & Light teaming with the startup, even before the service gets out of private beta (see previous posts).

So what can you do to take part in the inevitable movement away from paper? Read our latest report for 34 ways to convince customers to part ways with paper.

About the report:
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Paperless Banking & Billing (link)
Cloud computing combined with mobile capture mark
the beginning of the end of paper statements

Author: Jim Bruene, editor & founder

Published: 26 Nov. 2010

Length: 40 pages

Cost: No extra charge for OBR subscribers, $495 for others here

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New Online Banking Report Published: 2011 Guide to Online & Mobile Products, Pricing & Strategy

Washington new years license plateIn case you hadn’t looked at your calendar, it’s Q4 everyone.  Time to sharpen your pencil, fire up your spreadsheet and create that glorious semi-fictional piece of work, the business plan.

And we at Online Banking Report are on your side. That’s why every year we put every online/mobile idea we can think of into our Annual Planning Guide for Online & Mobile Banking.

Online Banking Report 2011 Planning Report coverThis year, it’s 84 pages long with a thousand or so possible tactics, tips, and strategic endeavors for your online and mobile services. But we don’t make you wade through all 1,000 to find the six you need. The ideas are separated into three buckets:

  • Best practices (5% of total): Must-have features to maintain parity with the competition
  • Best tactics for competitive advantage (25% of total): Ideas that will help you stand out from the pack and/or drive incremental revenue/profit
  • The rest (70% of total): Every company has different strengths and weaknesses; these tactics could be perfect for you

And we’ve also taken our favorite 20 and isolated them in their own section. Here is their alpha order:

  • Activity dashboard/ticker
  • Archives, long-term  
  • Automatic alert enrollment
  • Blog/Twitter and other social media
  • Credit score/report zone
  • Email channel
  • Home equity center
  • In-statement merchant ads
  • Lending center
  • Micro/small-business services
  • Native mobile app (iPhone/Blackberry/Android)
  • Personal finance functionality 
  • Premium/VIP online services
  • Prepaid/gift cards
  • Retirement planning center
  • Student banking/financial education center
  • Text (SMS) banking
  • Transaction streaming
  • Ultra transparent (flat fee) mortgages
  • Usage-based contests/rewards

 

About the report:

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2011 Product, Pricing & Strategy Guide for Online & Mobile Banking (link)
Will online banking fees make a comeback?

Author: Jim Bruene, editor & founder

Published: 30 Sep. 2010

Length: 84 pages

Cost: No extra charge to OBR subscribers, $695 for others here

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ActivePath Named OBR Best of the Web for Email Banking System

obr_bestofweb In our most recent report, Email Banking: Revitalizing the Channel, ActivePath was named the third OBR Best of the Web winner in 2010. The company was cited for its unique plugin software that turns the user’s email inbox into a mini online-banking center.

We believe that the future of banking information delivery is outside the website. Increasingly, users will rely on information pushed to them through Facebook, Twitter or RSS feeds, to mobile phone apps, and to the email inbox. ActivePath’s solution plays into that trend.

The just-launched Israeli startup becomes the 78th company to win the designation since we began awarding it in 1997. The other two winners this year:

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Note: OBR Best of the Web awards are given periodically to companies that pioneer new online or mobile banking features. It is not an endorsement of the company or product, just recognition for what we believe is an important industry development. Recent winners are profiled in the Netbanker archives.

New Online Banking Report Published: Email Banking – Revitalizing the Channel

image Each day, the typical consumer household completes several banking and credit/debit card transactions. And 99% of the time, the transactions require little extra attention other than mentally checking them off to ensure you aren’t a victim of fraud, or more likely, human error.

But to stay on top of that routine activity, Americans collectively make hundreds of millions of visits to banking websites each month. This, my friends, is not an efficient use of time.

And it’s mostly unnecessary. There’s really no reason to log in every week to manage my accounts. All the info I really need could be sent to me via email.

That would eliminate the need for most website visits. And if I could initiate transactions right from the email, I’d only need to visit the website every few months to tweak my settings (even that could potentially be done through email interactions).

But as pervasive as email (and text) alerts have become, they are often cryptic messages that make you feel less certain of your finances, creating more anxiety and more website visits (see note 1). This is not what you want from financial providers.

What’s missing is a rich email experience, where a balance summary message can be expanded into a full statement with the click of a link. Where key supporting actions, such as paying a bill, are imbedded in the message. And where it’s easy to resolve issues immediately while you are thinking about them, rather than moving to another channel later on.

That’s the promise of Email Banking that we explore in the current report (see below). We also look at a new Israeli startup, ActivePath, that is delivering much of this vision with its new email banking service launching in the U.S. later this year (note 2). The screenshot below shows how a password-protected daily account-summary email can become a full-featured account-management tool with numerous links to act on the information presented. 

Finally, in an addendum to last month’s report on email/text alerts, we look at the alert-control panels at five major banks: Bank of America, Capital One, Chase, U.S. Bank and Wells Fargo.

About the report:

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Email banking: revitalizing the channel (link)
New technologies and more thoughtful design could elevate email
to a central role in account management

Author: Jim Bruene, Editor & Founder

Published: 19 Aug 2010

Length: 40 pages

Cost: No extra charge to OBR subscribers, $395 for others here

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Daily account summary email from ActivePath
Note: Embedded buttons to a.) view transactions, b.) role money into a CD,
c.) transfer funds, d.) view transaction detail, e.) chat with customer service

clip_image002

Notes:
1. For more on email alerts, see last month’s Online Banking Report: Email Alerts & Transaction Streaming.
2. See ActivePath, along with 55 other innovators, at FinovateFall, Oct. 4/5 in NYC.