Commerzbank Performance Manager

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1 London / Commerzbank Performance Manager Integrated Sales Performance Management in collaboration with SAS Thomas Braun Private and Business Customers

2 Agenda Commerzbank AG Requirement: Integrated Sales Performance Management Solution: Commerzbank Performance Manager Thomas Braun, Private and Business Customers, London /

3 Key figures of Commerzbank as of Balance-sheet total 616.5bn Equity as shown in balance-sheet 16.1bn Ratings - Moody s Investors Service Aa3 - S&P A - Fitch Ratings A Market capitalization 17.3bn Staff 36,767 - Germany 27,646 - Abroad 9,121 Customers 8.92 m Branches worldwide (Group) 1,198 Thomas Braun, Private and Business Customers, London /

4 Milestones of corporate history Commerzbank headquarters in Frankfurt 1870: Commerz- and Disconto-Bank founded in Hamburg 1971: Transformation of New York representative office into a branch the first of a German bank 1990: Opening of the first branch in east Germany following the reunification 1995: comdirect bank AG - Germany s leading online broker - established 2003: increase of stake in BRE Bank, Poland, to more than 70 % 2004: acquire the branch network of SchmidtBank (70 branches, 29 self service centres) 2005: acquisition of Eurohypo making Commerzbank Germany s second largest bank 2006: measured by market capitalization Commerzbank ranks no. 27 among Europe s banks (source: European Banker) Thomas Braun, Private and Business Customers, London /

5 Commerzbank worldwide Thomas Braun, Private and Business Customers, London /

6 Commerzbank worldwide Europe Foreign branches Representative Offices Group companies and major foreign holdings Thomas Braun, Private and Business Customers, London /

7 Private & Business Customers (including German Asset Management) 1. Commerzbank s Strategic Position One of the leading retail banks in Germany with more than 5.5 million customers: - No. 1 for Business Customers - Among Top 3 in Private Banking - No. 1 in Online Banking and Online Brokerage - No. 1 in Retail Credit - No. 5 in Asset Management 2. Profitability Drivers Focused investments in branch network, comdirect and cominvest Ongoing efficiency programs for Branch of the Future, Retail Credit Administration, IT and Back Office (Service to Perform) Increased profitability of the loan book by higher quality of new business and risk-return oriented credit portfolio management 3. Strategic Goals Achieve organic growth in revenues, customers and assets under management Extend earnings momentum, contain cost increase by running efficiency programs, reduce risk costs and focused investment for growth Increased profitability is reflected in a medium term operating RoE-target (Basel I) of > 23% by 2010 Thomas Braun, Private and Business Customers, London /

8 Agenda Commerzbank AG Requirement: Integrated Sales Performance Management Solution: Commerzbank Performance Manager Thomas Braun, Private and Business Customers, London /

9 Branch network & customer management model Branch network Commerzbank AG in Germany as of Private- & Business Customers 792 Locations main branches regional branches branches 1) Complexity added through need for: Provision of identical sales performance information at all levels Depiction of different branch types including Branch of the Future & advisory centres Depiction of separate customer market segments Consideration of different relationship management models (Generalists & Specialists) Allocation of users based on special superior & agent-rules Dynamic accommodation of changes to branch network data reorganisation 1) incl. advisory centres Thomas Braun, Private and Business Customers, London /

10 Integrated performance management of complete product offering Requirements Depiction of the strategic product groupings Goal Complete und uniform depiction of all Sales Management relevant information - Wealth management - Insurance - Investments - Credit & loan products - Payment instruments (incl. current accounts) High flexibility to allow inclusion of new products Depiction of both new- and existing business Availability of revenue-, volume- und profitability information High breath and depth of available information with simultaneous focus on Key Performance Indicators Thomas Braun, Private and Business Customers, London /

11 Immediate translation of information into performance management Availability Daily information: following day 8am Weekly information: following Monday 8am Monthly information: 2 working days after provision of raw data Performance Users: >6.000 Peak processing periods 3.5 Terabytes Read- and write capabilities individual queries processed every Monday Heterogeneous addressees Differentiated Performance Management focus Complex rights management -Functions -Level of Information Processing Intuitive usability Supportive analysis process Depiction managementprocess Usability Thomas Braun, Private and Business Customers, London /

12 Agenda Commerzbank AG Requirement: Integrated Sales Performance Management Solution: Commerzbank Performance Manager Thomas Braun, Private and Business Customers, London /

13 Reporting in Performance Manager Daily Sales Support Weekly Activities Monthly Revenues Standard Reporting Sales support - Investments High-level reports - Sales performance (weekly) - Activities - Appointments High-level reports - Sales performance (monthly) - Stock-levels & customer numbers - Revenue Detail Reports - Product details & drivers Detail Reports - Product details & drivers Advanced Analyis Options Emphasis Activity management Ranking - Overview branch network Sales performance management Ranking - Overview branch network Managementcommentary Managementcommentary Basic reports - High breadth and depth - Time series analysis Revenue management Thomas Braun, Private and Business Customers, London /

14 Overview SAS-Plattform Frankfurt Kelsterbach Architectural principles Web-Server 1 Web-Server 2 Web-Server 3 Web-Server 4 Web-Server 5 Web-Server 6 Web-Server 7 Web-Server 8 Mirrored design in two locations - Disaster management - Guaranteed availability Layered model with explicit separation of functions Applikations-Server 1 Applikations-Server 2 Applikations-Server 3 Applikations-Server 4 - Efficient maintenance SQL-Datenbank SPD-Server Produktion 1 SPDS-Cluster (Logische Adresse) Heartbeat Storage Area Network SPD-Server Produktion 2 Datenaufbereitungs- Server Backup Server - Simple expansion and upgrading SPD-Server in cluster - In event of failure, automatic switching to second system - Maintenance on live system possible Storage Area Network Spiegelung - Information security through duplication - Simple expansion in need Thomas Braun, Private and Business Customers, London /

15 Implementation ensures higher flexibility and scalability Architecture Java und SAS - Platform independent - Simple migration between operating systems and hardware - Secure investment - Scalability SPD-Server - Scalable Performance Data Server - Optimised storage - Simultaneous access - Simple processing of greater data magnitude - Shortened load time through cluster configuration Flexibility und Scalability Administration Metadata guarantees quicker adaptations to new requirements - Indicators - Reporting rows and columns Simpler capturing and administration of actions Capturing of targets and traffic light-style performance graphics Drill-down management views (De)Activation of single cells in every report Rights administration integrated in front-end for special users and user groups Thomas Braun, Private and Business Customers, London /

16 Disclaimer / This presentation has been prepared and issued by Commerzbank AG. This publication is intended for professional and institutional customers. / Any information in this presentation is based on data obtained from sources considered to be reliable, but no representations or guarantees are made by Commerzbank Group with regard to the accuracy of the data. The opinions and estimates contained herein constitute our best judgement at this date and time, and are subject to change without notice. This presentation is for information purposes, it is not intended to be and should not be construed as an offer or solicitation to acquire, or dispose of any of the securities or issues mentioned in this presentation. / Commerzbank AG and/or its subsidiaries and/or affiliates (herein described as Commerzbank Group) may use the information in this presentation prior to its publication to its customers. Commerzbank Group or its employees may also own or build positions or trade in any such securities, issues, and derivatives thereon and may also sell them whenever considered appropriate. Commerzbank Group may also provide banking or other advisory services to interested parties. / Commerzbank Group accepts no responsibility or liability whatsoever for any expense, loss or damages arising out of, or in any way connected with, the use of all or any part of this presentation. / Thomas Braun, Private and Business Customers, London /

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