For financial institutions the world over, uncertainties from global events—not to mention competition from digital financial services—are leaving them in a bind.
Banca Sella was acutely aware of the need for smarter and more dynamic pricing. Operating in a crowded field, Banca Sella knew that it needed to boost its pricing capabilities to ensure excellence in customer service while maintaining profitability. This would mean adopting new models and tools to become faster and more accurate in adjusting pricing.
The company wanted a new way to deliver data-driven pricing that would meet customers’ needs when they choose credit products and that would deepen relationships with clients and support new growth. And it wanted to do all of this while maintaining its market position and operating profitably.
When tech meets human ingenuity
Banca Sella joined forces with Accenture to transform its data-driven pricing capabilities and allow it to optimize prices—accurately and automatically—during the negotiation process, depending on customer and market changes.
Using Accenture’s AI-powered pricing solution, the team accelerated the creation of a customized, data-driven tool to help Banca Sella drive easier, faster and more accurate credit product pricing negotiations. The solution looks at customer and market data models and insights in real time to increase demand and maximize revenue growth.
Importantly, the team also worked to foster a culture across every organizational level that would help all price makers understand the importance and impact of pricing strategy and decisions and make Banca Sella’s people better able to meet the needs of both the bank and customers.
"We want to give our customers the personalization they didn’t even know they wanted. With Accenture, we’re on the cutting edge of client retention, and our relationship managers are able to offer customers better pricing and a greater experience."
— MASSIMO DE DONNO, Deputy General Manager – Banca Sella
A valuable difference
Banca Sella has put in place a new set of pricing models that allow it to define, manage and monitor customer pricing more accurately.
The bank’s new AI-based pricing negotiation tool also improves the agility of its processes. Banca Sella can easily implement the tool into its banking system and manage all credit products in a user-friendly way. This allows relationship managers to make faster and more informed pricing decisions and be more productive and focused on enhancing relationships during customer conversations.
What’s more, the project helped the bank scale up the importance of a strong pricing culture across all organizational levels.
Banca Sella’s work with Accenture has completely transformed its pricing management. All of this is helping the company take better care of profitability and, most importantly, the customers that it values so highly.
Meet the team
Managing Director – Strategy & Consulting, CFO & Enterprise Value