We just posted our latest Online Banking Report.
It will be mailed to subscribers tomorrow. It’s also available online here. There’s no charge for current subscribers; others may access it immediately
Selling Behind the Password
Unlocking the marketing potential within
48 pages (published 21 April, 2009)
In this report (abstract), we go behind the login screen and report on the marketing and cross-selling practices of 15 financial institutions and card issuers.
Even among large banks, there’s a huge disparity in the amount of cross-selling efforts within online banking. Wells Fargo is the most prolific, with nine marketing messages and product placements alone on its main account-management page. The bank also uses login and logoff activities to display promotions (see screenshot below). On the other hand, US Bank has just a single link to an “offers page” buried below the fold. Most FIs fall somewhere in between.
We looked at the opportunities within six different areas:
- Interstitial pages (splash screen) inserted after performing any online activity, especially after the initial login.
- Banner and keyword promotions within the secure online banking area
- Product placement within online banking and bill pay
- Transactional upgrades
- Page displayed after an online banking session has concluded (either through logout or inactivity)
- Product/shopping/discount portals and third-party ads
The following financial companies were analyzed by logging in to actual accounts and documenting their sales and marketing efforts:
- American Express business gold
- Bank of America online banking
- Chase credit card
- Citibank business card
- Citibank online banking
- Discover Card
- First Tech Credit Union
- ING Direct
- Jwaala (demo only)
- Netflix (non-financial)
- Revolution Money
- US Bank
- Wells Fargo
Wells Fargo promotion displayed after logging out from online banking
(27 March 2009)