Next wave of banking transformation strategy in china

中国商业银行在数据大集中之后 , 下一轮的变革策略 Next Stage of Banking Transformation Strategy in China Prepared by: Kelvin Tai Mobile: +8613918235069 ; Email : kelvin.kf.tai@gmail.com 第一 Research Study

目的 : Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

主要的观点 Key Findings ,[object Object],[object Object],[object Object],[object Object],[object Object]

关注 Issue: 中国银行业市场的发展趋势 What are the trends of China Banking Market 我们分析了 5 个主要现行发展趋势的假设 We have identified five hypotheses about trends which shape the current financial market Market Topography is Changing Rapidly and Competition is Intensifying B. 中国商业银行在收入 / 利润仍然非常依赖存贷业务 Bank’s revenue/profit margin still heavily relied on loan offering 虽然在过去几年当中 , 商业银行的中间业务收入有长足的进步 , 但相对于国际领先的银行 , 中间业务收入占比还是偏低 . 这代表了中国商业银行的产品创新能力有待改进 Although the fee based revenue has significant growths but it still be lag behind compared to Foreign Bank revealing the needs of product innovation of the bank ,[object Object],[object Object],[object Object],E. 农村合作社 / 信用社的合并 / 混合型银行的出现 Merger Among Rural credit union and FHCs grows Continuous reducing the no of Rural Credit Unions which are forming the city commercial banks? Meanwhile, the FHC starts to grow for example, PingAn 农村合作社 / 信用社的合并以增强实力市場中开始出现混合型的银行 , 例如平安銀行 C. 愈来愈严峻的监管条例与政府提倡的扩大内需经济 More intensified regulatory requirements 中国银行零售业务的增长比对公业务快 , 成为中国银行业的增长亮点 . Consumer banking segment has recorded a stronger growth rate than corporate banking D. 商业银行的 IPO 潮 Wave of IPO of Commercial Banks 由于需要符合 IPO 的上市要求 , 银行需要对管理合规系统进行升级 , 特别是符合 BASELII 的系统 This triggers the demand of risk and audit compliance especially for meeting the standard of BASE L II

根據國際著名的 IDC 研究報告中指出 , 中國銀行投資於 IT 的資金在 2010 年達到 500 億 , 並且預計在 2014 年會達到 800 的規模 . With the research by IDC, the banking investment in IT solution was 500 billion in 2010 and is expecting to grow to 800 billion in 2014. Insight 深度分析 : 在 2009 年银行 IT 解决方案 ( 包括软件与服务 ), 约占中国银行业 IT 总投资中的 30%, 并预计在 2014 年达到 267 亿 , 这代表了在 IT 解决放案的领域上在未来 5 年有超过 50% 的增长 . IT banking solution service including software would be about 30% among the total share and expects to have the market volume reached to 267 billion in 2014, it means that it has much room to grows in the next 5 years. 另外 , 对比美国与欧洲的银行业 , 中国银行业的 IT 投资还是偏低而且在现有的硬件与网络投资占比过重 . In addition, compared to Foreign bank investment in IT, the ratio of china bank investment is still far below from US and Euro bank

接下来 , 我们看一下零售银行渠道细分市场 , 在 2010 年市场规模达到 21 亿 , 当中渠道整合管理则为 8 亿 . For the segmented market of retail distribution channel, the market volume reached 21 billion in which channel integration and internet and mobile would shared about 8 billions in 2010. 深度分析 Insight: 最近几年 , 银行开始投资于渠道整合与网点改造 , 并且我相信这个市场愈来愈受重视与重点投资面 In recent years, more banks invests on channel integration and branch network reforms, it has expected to grow more and more. 自从 2009, 有银行开始推行手机银行作为其中一个渠道 , 由于智能手机的渗透率会愈来愈高 , 预计手机银行的未来 5 年会作为银行重点发展的渠道 . Since 2009, the mobile banking has been gaining more and more development in the market as the penetration of smart phone increased.

内容 ,[object Object],[object Object]

[object Object],“ 虽然中国商业银行的中间业务收入有长足的增长 , 但是占比率 3 倍小于国际领先银行” (The Banker) ,[object Object],[object Object],[object Object],在全球经济衰退的阴影之下 , 中国政府在 2008 年开始调整经济增长模式 , 强调要从过往的投资 / 出口驱动转型到内需驱动经济体系 , 所以在此背景之下 , 个人 / 零售财务的需求将会有很大的发展空间 , 但同时 , 中国政府可能会减缓对金融市场自由化的进度 . “ 收集并分析不同的客户在不同的渠道的信息能大大的帮助银行对客户的行为 / 财务需要进行有效的分析 , 从需推出有针对性的产品与服务” (Deloitte)

[object Object],“ Although the fee based revenue has significant increment for the past years, it still 3 times less than International Best Practice bank. (The Banker) ,[object Object],[object Object],[object Object],Under the shadow of global economy turmoil, the Chinese Government would be more emphasize on the “internal consumer market” that will boost the retail banking needs and withhold the deregulation of financial market. “ Recognize different customer segments and capture information on them across channels to understand their needs and behaviour – develop product strategy accordingly” (Deloitte)

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],渠道对于银行的作用就如人的眼睛与鼻子一样 , 是触摸感受客户的重要载体 , 所以渠道的转型改造能帮助银行通过提供针对性的服务产品来提升竞争力 , 增加客户的忠诚度与利润率 .

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],As channel act like the eye and ears of bank, the channel transformation would help the bank to provide more competitive differentiated value to the customer and in return increase the customer loyalty and profitability

[object Object],[object Object],[object Object],从 IT 的角度而言 , 大部份的中国商业银行在 2000 年初已经实施了数据大集中的项目 , 银行很难在短期之内为核心系统进行再次升级计划 , 所以渠道的整合与改造在中长期 IT 规划中就成为银行最优的业务改革的利器

[object Object],[object Object],[object Object],From IT perspective, as most of the China Bank have done a core banking replacement for data centralization in the past decade, it is hard for the bank to invest such a big investment to replace the core banking again. As such, the channel integration would be the best option for the bank to plan for their short term IT planning roadmap

-- 以下的图表示的是解决方案服务供应商在不同的商业银行层次和解决方案类型的覆盖范围 . HP 中国在市场上主要专注于提供管理合规类产品与渠道类的解决方案予所有不同层次的银行细分市场 / 客户 Product ( 產品重心 ) 管理合规类 􀂉 企业资源管理 􀂉 商业智能 / 决策支持 􀂉 风险管理 􀂉 金融审计和稽核 􀂉 客户关系管理渠道类 􀂉 渠道管理 􀂉 银行卡系统 􀂉 电话银行 / 呼叫中心 􀂉 网络银行 􀂉 其他渠道 ,[object Object],[object Object],[object Object],[object Object],[object Object],国有商业银行 State 股份制商业银行城市商业银行农村商业银行 / 信用合作社外资商业银行 IBM HP Local Vendor Local Vendor

-- 以下的圖表示的是解決方案服務供應商在不同的商業銀行層次和解決方案類型的覆蓋範圍 . HP 中國在市場上主要專注於管理合規類產品與渠道類的解決方案 . Below charts shows the solution vendor coverage for different type of commercial bank, HP is focusing providing the management & compliance and channel solution to all type of banks except stated owned commercial banks Segmented Market /customer Product ( 產品重心 ) Management & Compliance 􀂉 企业资源管理 􀂉 商业智能 / 决策支持 􀂉 风险管理 􀂉 金融审计和稽核 􀂉 客户关系管理 Channel Category 􀂉 渠道管理 􀂉 银行卡系统 􀂉 电话银行 / 呼叫中心 􀂉 网络银行 􀂉 其他渠道 ,[object Object],[object Object],[object Object],[object Object],[object Object],State Owned Commercial Bank Shared Owned Commercial Bank City Commercial Bank Rural Commercial Bank Foreign Commercial Bank IBM HP Local Vendor Local Vendor

Channel Integration 混业性银行全方位银行 – 区域性商业银行全方位银行 – 全国性商业银行专业银行 Channel Integration among different legal entity Enterprise –wide Business Intelligence BASELII Compliance Enterprise –wide CRM Business Intelligence & Decision Support BPO/ITO Customer Centric Core banking System New Distribution Channel BASELII Compliance Channel Integration Business Intelligence & Decision Support BPO/ITO Customer Centric Core banking System New Distribution Channel Channel Integration Data Mining BPO/ITO New Distribution Channel Specialized Solution 根据国外的经验 , 将来中国的商业银行有可能会发展为以下 4 种的银行定位 , 下图表示的是不同的银行定位有可能需要的业务改革需要 HP China competitive advantage and entry points

Channel Integration Financial Holding Bank Full Service – Regional Bank Full Service - Nationwide Bank Specalized Bank Channel Integration among different legal entity Enterprise –wide Business Intelligence BASELII Compliance Enterprise –wide CRM Business Intelligence & Decision Support BPO/ITO Customer Centric Core banking System New Distribution Channel BASELII Compliance Channel Integration Business Intelligence & Decision Support BPO/ITO Customer Centric Core banking System New Distribution Channel Channel Integration Data Mining BPO/ITO New Distribution Channel Specialized Solution There are 4 types of banking position which might be evolved in China, below chart shows what are the transformation initiatives would be needed for each type of position. HP China competitive advantage and entry points

Below table show the how are the IT implications for each type of banking position and the needed transformation initiatives, in which details the Specialized bank and Regional bank Banking Position Transformation Initiatives Major IT Implication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

下面的表格中显示是不同的银行定位与业务改革需要对银行系统的含义 – 详细描述了专业银行与全方位银行 – 区域性商业银行银行定位业务改革策略需要主要的银行系统含义 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Below table show the how are the IT implications for each type of banking position and the needed transformation initiatives, in which details the Nationwide Bank and Financial Holding Company Position of Bank Transformation Initiatives IT Implication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

下面的表格中显示是不同的银行定位与业务改革需要对银行系统的含义 – 详细描述了全方位银行 – 全国性商业银行与混业性银行银行定位业务改革策略需要主要的银行系统含义 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

以 SWOT 分析工具来分析 HP 中国应该以提供渠道整体解决方案包装渠道整合 / 网上银行 / 手机银行再加上商业智能分析系统为契机 , 针对性对城市商业银行和农村商业银行提供服务 , 以争取扩大 IT 服务市场的占用率机会 Opportunity 危机 Threat ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],强项 Strength ,[object Object],[object Object],[object Object],[object Object],S.O. S.T. ,[object Object],[object Object],[object Object],[object Object],[object Object],弱項 Weakness ,[object Object],[object Object],[object Object],W.O. W.T. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

With the SWOT analysis, HP China should focus on the Channel solution, including the channel integration, internet banking and mobile banking bundling with Business Intelligence solution to cater for City commercial bank and share owned commercial bank Opportunity Threat ,[object Object],[object Object],[object Object],[object Object],1. High Investment on high end resource team and long selling cycle would impact the EBITA in a certain period of times. 2. Economic turmoil would impact the short and long term strategy. 3. Take times (years) to build up the core competence in service market due to regulation restriction and maturity of outsourcing in financial market Strength 1. No 2 Mid range server Vendor in the world 2. No 1 PC vendor in the world 3. Acquired EDS in 2008 and becoming the 2 nd largest outsourcing companies in US 4. World Class Data Center with cloud computing solution S.O. S.T. ,[object Object],[object Object],[object Object],[object Object],[object Object],Weakness 1. Hardware Vendor Preconception. 2. Lack of Proprietary Banking Solution 3. Lack of High End consulting expertise in China W.O. W.T. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

-- 下面提出的策略建议是建立于 HP 中国在达到扩大市场占有率 , 建立核心竞争力于细分市场上 , 所应该考虑的几个方案 “ 可能被执行的策略 ” “ 所需执行的行动” ,[object Object],[object Object],[object Object],A. “ 專注於渠道 ” 并且提供一站式服务 ,[object Object],[object Object],[object Object],B. “ 专注于城市商业银行与股份制商业银行” C . 与国外的专业产品供应商和本土的集成商建立策略性伙伴关系以提供渠道类的一站式解决方案 ,[object Object]

-- Below are the suggested strategy for HP China for achieving enlarging the market share and building up the core competence and center of excellence in niche market with niche target bank “ Possible Strategy” Strategy for the “Possible Move” ,[object Object],[object Object],[object Object],A. “Focus on Channel ” with One Stop solution store ,[object Object],[object Object],[object Object],B. “Focus on City Commercial Banks and Share Owned Commercial Bank C . Alliance with local SI vendor and the solution provider to provide one stop solution store ,[object Object],[object Object]

Next wave of banking transformation strategy in china

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