FastStats & Dashboard Product Overview

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1 FastStats & Dashboard Product Overview Guide for Clients July 2011 Version 1

2 Matrix FastStats Overview Matrix believes that FastStats is an ideal analytics tool for UK Mortgage lenders. Matrix FastStats is a pioneering data visualisation tool for train of thought analysis and insight. FastStats provides powerful analysis with an easy to use Windows interface, enabling analysts to gain valuable insight which increases the speed and efficiency of everyday tasks. Matrix FastStats Interface FastStats allows the user to: Analyse target segments with easy data selections and cross tabulations; Produce stunning charts and Venn diagrams; Create customer and market segments directly from visualisations; Produce PDF reports and transfer analysis into Excel, Word and PowerPoint; View and sort sample data on grids; Export data in a wide variety of formats for linkage with other systems; Perform basket and transaction analysis; Create algorithmic expressions and use wizards to derive new variables without the need for IT assistance; and Create and save templates and reports for quicker analysis and distribution of regular tasks. 1

3 Ease of Use Using a consistent and intuitive drag and drop approach throughout, FastStats provides a unique combination of speed and power for data exploration and understanding. Every drag and drop action automatically results in a query that can be saved and reused with ease. FastStats analysis options are virtually unlimited as any technique can be applied to any results in any order. FastStats contains a number of key analysis tools to fulfill segmentation and targeting requirements. Standard tools include Selections, Cubes, Trees, Charts, Venn diagrams and Data Grids. These tools can be used to develop analysis workbooks that the user can save and use to create reports for distribution internally. Highly targeted analysis can be created by highlighting areas of visualisations and creating new segments using interactive drag and drop. Venn Diagrams and Data Grids The base module can also be extended with Microsoft MapPoint integration allowing for geographic analysis and segmentation within a mapping environment. This allows firms to overlay bespoke regions and their branches for detailed analysis. Wizard driven processes FastStats includes easy-to-follow step by step Wizards for transaction and basket analysis, and uploading 3 rd party datasets without the need for an underlying database model change. Additional wizards provide help with data aggregation, geographic analysis and new variable creation. All wizards are aimed at speeding up analysis and allowing users to maximise what they can achieve within FastStats without the need for 3 rd party involvement from IT resources. 2

4 Optional Modeling Module Understanding the characteristics of customers and strengths and weaknesses across market sectors is a prerequisite of any market analytics. The Modeling Module within FastStats uses market penetration, customer profiling, Predictive Weight of Evidence (PWE) scoring, Clustering and decision trees (including CHAID) to help inform decisions. Data modeling using FastStats is not only powerful, but fast, intuitive and simple to use. Profiling allows comparison between your current customers and any data universe within the RMS data. Processing millions of records in just a few seconds, FastStats produces a profile report which highlights the characteristics that are statistically most prevalent within your existing customer base or any subset selection. FastStats also allows you to compare two groups of customers that have been acquired from different channels e.g. direct versus intermediary, comparing regions, mortgage types, or brands. This means that significant characteristics can be identified to drive smarter distribution and integration strategies. Market Penetration and Potential reports within FastStats show the sectors in which you are underand over- represented. This enables you to develop strategies for those markets offering the largest potential opportunities and avoid those that are already saturated. Data modeling predict the behavior of customers Once your customer profile has been created a model can be applied which scores, ranks and segments every record in the RMS data. FastStats offers three main modeling techniques: Profiling Using a patented Predictive Weight of Evidence (PWE) method that combines widely recognised Information Theory and Bayesian Probability, this technique scores individual customers and is fast, automatic and requires a minimum of user input. 3

5 Decision Tree Models (including CHAID) This method produces a set of rules which are ranked to identify distinct segments or groups which contain proportionally more of your best customers. Clustering - uses the well-proven K-Means technique to allocate each point to its nearest cluster centre. However, the FastStats implementation introduces a number of powerful options including a multi-stage (Divisive or Agglomerative) clustering process. The user can also control the maximum number of iterations allowed, calculate the cluster proximity measure using Euclidean or City Block approaches, and finally define how the initial cluster centres are calculated (Frequency or Random). The Modeling Module is available as a per named user bolt-on and is simple to deploy at any time. 4

6 Mortgage-Clarity Dashboards Overview The Mortgage-Clarity Dashboards are an ideal tool for distributing key information to different firm departments in a timely and consolidated fashion. A series of dashboards can be created with different user groups having access only to their relevant dashboard set. Further the data provided can be limited for each user to focus only on their geographic area or area of interest. Mortgage-Clarity Dashboards are accessed securely over the web using a unique username and password and can be accessed using desktops, laptops or smartphone browsers for universal access. Matrix has produced a range of out-of-the-box dashboards that meet the requirements of most firms departments: Management and market analysis market share by any of the RMS variables including product type, geography, time period, borrower or property type; Intermediary Sales broker salesperson performance, panels and KPI, and when combined with the MFID, a complete view of all underlying brokers including contact details, addresses and profiles; and Marketing profiles of customers and brokers (when combined with the MFID) including contact details of all brokers to support sales activities; An example of each standard dashboard is provided below. Dashboards can be customised and extended to deliver different views and analysis to meet new requirements. 5

7 Management Summary - Use the controls on the left of screen to change the Current Selection using any combination of loan, property, borrower, region, time period or broker to focus on an area of analysis; - Add bookmarks to save and re-use useful selections and analysis; - Review own sales over time by any dimension from the RMS data e.g. LTV band, sales channel or mortgage type; - Review Indexed Sales Growth and market share for any of these dimensions or combinations; and - See how your mortgage profile compares to the rest of the market by any dimension. 6

8 Mortgage Analysis - Compare your mortgage characteristics against key variables for the borrower, property or loan to benchmark your mortgage mix against the market; - Available for any selection or profile of the direct or intermediated market. 7

9 Sales Team Management - Look at each sales team s performance by division, salesperson, region, or allocated brokers; - Compare the performance of each team member; and - Analyse accounts where they are above/below LBG markets share by product. 8

10 Broker Targets - Compare which brokers promote your products versus the market at any level; - Map brokers by region, product type or salesperson panel; and - Review which brokers are growing or declining including your market share at each of network, firm or outlet level. 9

11 Broker Analysis and Details (incorporating the MFID for contact details) - Zoom in on an individual broker to see their offices and contacts; - Compare their sales or your products against the market by firm or individual office; - See your market share of their business and how important they are to each mortgage segment; and - Optionally integrate all details with your broker CRM system at firm and office level to achieve a Single Intermediary View. 10

12 Marketing Lead Generation (incorporating the MFID for contact details) - For any selection of broker firms, select the contacts and addresses of relevant individuals for easy marketing support for any sales initiative; - Export selected contacts for marketing activity or plot them on maps to assist with seminar or meeting planning. 11

13 Matrix Financial Intermediary Database (MFID) The MFID is a comprehensive source of financial intermediary and broker information used by over 60 firms across the financial services arena for marketing and sales CRM purposes. The data is updated monthly from a wide range of sources providing profiling, branch, telephone and contact details for all Regulated Individuals at IFA and broker firms (note mortgage brokers will start to be individually regulated under the MMR in due course, although a large percentage are already individually regulated via their investment permissions.) MFID Sources FSA Register This is a public record of firms that are registered with and are regulated by the FSA and individuals at those firms who are approved to carry out particular functions. The FSA register is the starting point for the MFID as it provides basic details on the legal and regulatory nature of the organisation and its employees. However, the register only covers head offices, meaning branch information must be gathered from elsewhere to supplement the FSA register. Centaur Publications Centaur is one of the UK s leading business publishing information companies, specialising in publications that are targeted towards financial intermediaries. Centaur market weekly publications for distinct business communities. Some of their publications include Money Marketing, Mortgage Strategy, Fund Strategy and Corporate Adviser. The subscriber registration cards for these publications are tailored and used to collect information on financial intermediaries and brokers. Registration details include branch information for firms which are used to enhance the MFID. APCIMS, EIRIS, AIFA and BIBA Membership The Association of Private Client Investment Managers and Stockbrokers (APCIMS), Ethical Investment Research Service (EIRIS), the Association of Independent Financial Advisers (AIFA), the Association of Mortgage Intermediaries 12

14 (AMI), and the British Insurance Brokers Association are trade organisations for wealth managers/discretionary portfolio managers, ethical investors, IFAs, Brokers, and insurers respectively. The membership lists of these organisations contribute key information to MFID. MyLocalAdviser.co.uk This free website, designed and owned by Matrix, puts consumers in touch with financial intermediaries and brokers in their area. Advisers sign up to the site to advertise their services simultaneously providing additional information for MFID in return. The site has over 100,000 unique searches per year providing a real incentive to Advisers and Brokers to share their information. Top 100 Research Matrix employ a 20-strong research team dedicated to updating and building on the sources above. A result of this research is the Top 100 IFA s published by FT Adviser and Professional Adviser each year. Further targeted research is regularly undertaken based on client led assignments and sales levels in Mortgage-Clarity and Financial-Clarity to ensure the best coverage. 13

15 Single Intermediary View and CRM Deployment The MFID is available as an optional bolt on for the Mortgage-Clarity Dashboard products. In addition, it can be used as the basis for a Single Intermediary View (SIV) and intermediary CRM deployment in conjunction your firm s internal CRM information. This cleans and matches each firm and individual from any disparate sales CRM systems to the MFID providing a consolidated SIV across each intermediary sales team. This information can then be populated back into your firm s chosen CRM and linked directly with Mortgage-Clarity Dashboards. While beyond the scope of this proposal, the following diagram outlines the Matrix approach to a SIV: Business Uses Software Tools Data Integration Sales Team Daily Interaction CRM Options Mgmt Reporting Sales Dashboards Team Management Internet/Intranet Single Intermediary View KPI Reporting Distribution Analytics Channel Strategy Product Development Mortgage-Clarity Dashboards Marketing Support Data Extracts Mortgage Clarity MFID Existing Sales CRM Data Broker Marketing Database LBG Internal As a Certified Salesforce.com Partner, Matrix can readily deploy Mortgage-Clarity Dashboards within a Salesforce.com CRM environment. Matrix is also practiced at integrating the data with other common CRM systems. 14