INVEST BANCA Digital revolution in the investment servicesDr. Stefano Sardelli CEO Invest Banca S.p.A.Managing Director Millennium Sim

PROCESS INNOVATION

OPENNESS TO NEW CHANNELSAND WORK TOOLS

THIS IS INVEST BANCA TODAY

Come guardiamo al futuro?

HOW DO WE LOOK AHEAD TO OUR

FUTURE?

THE TECHNOLOGICAL EVOLUTION HAS CHANGED THE SOCIAL SETTINGS

HABITS HAVE CHANGED

TECHNOLOGY IS THE NEW UNIVERSAL LANGUAGE

THE SAME DEMOGRAPHIC STRUCTURE IS REMARKABLY CHANGED

DEMOGRAPHIC MOVEMENTS SUBSTATIALLY AFFECT THE ECONOMIC GROWTH OF THE COUNTRIES

AS WELL AS CONSUMPTIONS AND THE HABITS

MOVEMENTS IN POPULATION COMPOSITION ARE FASTER THAN WE WOULD EXPECT

IN THE DEVELOPED COUNTRIES, THE DEMOGRAPHIC COMPOSITION SHOWS A PREVALING “SLOW AGING” TREND

CONVERSELY, IN THE DEVELOPING WORLD THE DEMOGRAPHIC COMPOSITION PRIMARILY CONSISTS OF VERY YOUNG INDIVIDUALS

THE «GENERATIONAL» WEALTH TRANSFER:FROM BABY BOOMERS TO GENERATION Y

BABY BOOMERSBorn in ‘50 / ’60 s

XGENERATION

Born in‘60 / ’80 s

YGENERATION

Born in ‘80 s/ 2000

IN THE UPCOMING YEARS A HUGE MASS OF WEALTH WILL PASS DOWN FROM THE GENERATION THAT HAS CREATED AND ACCUMULATED WEALTH, THE «BABY

BOOMERS », TO THE NEXT ONE, OFFERING OPPORTUNITIES AND CHALLENGES FOR THE SAVING MANAGEMENT AND FINANCIAL INVESTMENTS INDUSTRY

YY

XX

DETERMINATIONAUTONOMYATTENTION TO SAVING

Fina

ncia

l Edu

catio

nLi

fe S

tyle

Cons

umpti

on

SELF-CENTEREDNESSSELF-COMPLACENCYSOCIAL ADDICT

ATTENTION TO THE FINANCIAL ISSUES

DOUBTS ABOUT THE FAMILY WEALTH’S FUTURE

HIGH KNOLEDGEDISTRUST TOWARD FINANCIAL WORLD DUE TO THE FINANCIAL CRISESATTENTION TO THE “SOCIAL” REVIEWS CONCERNING INVESTMENT ISSUES

DECREASED LOYALTY TO BRANDS AND PRODUCTSOPENNESS TO CHANGEPROPENSITY TO FREQUENTLY CHANGE BANK OVER TIME

PRODUCTS “IMMAGE” FIRST!ATTENTION TO THE OTHER OPINIONS EXPRESSED ON NEW MEDIA HOMEBANKINGBRANDS COUNT IN TECH - LESS IMPORTANT IN BANKING SERVICES

GENERATIONS X and Y’s differences compared to BABY BOOMERSTHE «NEW CUSTOMERS» ARE TECHNOLOGICALLY ADVANCED

PEOPLE CHANGE MARKET RULES CHANGEIN THIS NEW MARKET WE HAVE UNDERSTOOD THAT THE

“BANK” SYSTEM CAN NO LONGER BE THE SAME

YESTERDAYYESTERDAY

SLOWNESS

PREDICTABILITY

CERTAINTY

TODAYSPEED

UNPREDICTABILITY

UNCERTAINTY

MARKET RULES

MARKET RULES

NEW MARKET RULES OPEN SEVERAL FUTURE SCENARIOS DEPENDING ON THE DIFFERENT

POSITIONING ON THE MARKET

CUSTOM-TAILORED BANKSCENARIO 4

SOCIAL MEDIA BANK SCENARIO 3

EVOLUTION OF THE CURRENT BANKSCENARIO 2

REJECTION OF ANY CHANGESCENARIO 1

DIFFERENT MARKET POSITIONING STRATEGIES WILL BRING DIFFERENT EXPECTED RESULTS

A. LOSS OF ATTRACTIVENESS AND LACK OF PROFITABILITY

Scenario 1 – REJECTION OF ANY CHANGEIMMOBITITY POSES HIGH BUSINESS RISKSTHE BANK DOES NOT INVEST AND LOSES ATTRACTIVENESS TO THE MARKETScenario 4 – CUSTOM-TAILORED BANKINVESTMENTS ARE NOT PROPORTIONAL TO THE REVENUE THEY GENERATE. THE BANK LOSES STRENGTH

IN BOTH CASES, THE EXPULSION FROM THE MARKET WILL OCCUR OVER TIME

DIFFERENT MARKET POSITIONING STRATEGIES WILL BRING DIFFERENT EXPECTED RESULTS

B. DEVELOPMENT OF NEW ATTRACTIVENESS

Scenari 2 e 3 – EVOLUTION OF THE BANK AND SOCIAL MEDIA BANKTHE CHANGE WILL BE CONSISTENT AND WE WILL NEED TO RETHINK STRATEGIES AND SOLUTIONS FOR A BANK EVOLUTIONTO REMAIN IN LINE WITH THE CHARACTERISTICS OF AN INCREASINGLY ADVANCED AND EVER-EVOLVING DEMAND

HOW TO INTERCEPT THE NEW MARKET?

L’ APPROCCIO TRADIZIONALE SI E’ RILEVATO INADEGUATO AL NUOVO PUBBLICO

THE TRADITIONAL APPROACH PROVES INADEQUATE TO CAPTURE THE INTEREST OF THE NEW PUBLIC

WE MUST HAVE THE RIGHT TOOLS TO GET INTEREST AND ACQUIRE THE “NEW” CUSTOMERS

WE NEED TO FIND QUALIFIED INTERLOCUTORS TO BE ABLE TO

PROVIDE OURSELVES WITH INNOVATIVE TOOLS

CABEL GAVE US THE OPPORTUNITY TO ESTABLISH

PARTNERSHIP WITH MARKET LEADERS IN THE TECHNOLOGY INDUSTRY:

VAR GROUP E CISCO

Inspiring Innovation

Francesca MorianiCEO Var Group

190 Mill

ions

€Revenue 30/04/2015

42 Years

23

Experience

+7%Grow 2015/2014

75

0

Employees

Location in Italy

A technology partner that has become a partner in the business evolution

Innovation strategies, specialized

business units working in

synergy

CUSTOMEREXPERIENCE

MOBILE &BUSINESS

APP

E-COMMERCE

SOCIAL MEDIA &

DIGITAL PR

BIG DATA &ANALYTICS

Banking sector –dedicated centre of

expertise

Digital skills that simplify and

transform processes

A partnership with Cisco that, starting from the collaboration,

enables new services

Revolutionise communication with customers to create new business opportunities

OPEN YOUR ONLINE ASSET MANAGEMENT

OPEN THE ASSET MANAGEMENT ACCOUNT WHEREVER YOU ARE INONLY 15 MIN 5

STEP

CONTACT DATA

1 STEP

Registration on the portal

MIFID

1I STEP

Evaluation of your risk profile

CHOOSE A PRODUCT

1ii STEP

Identification of the management type to implement

PERSONAL DETAILS

1v STEP

Data entry for anti-money laundering profiling

INVESTMENT DETAILS

v STEP

Identification of amounts and alert thresholds

User-friendly web design along with ADVANCED TECHNOLOGIES

allow to bring easy use also for complex

tasks such as:

DIGITAL SIGNATURE

DISTANCE RECOGNITION

An Invest Banca operator, connected via videoconference with the customer, shall carry out the operations of identity checking and verification as envisaged by the regualtions in force:

During this process, the Invest Banca operator calls the customer on the phone

to carry out the operations of identity checking and verification

At the end of the identity determination procedure the

DIGITAL SIGNATURE CERTIFICATEwill be sent to the customer

With this simple procedure, the customer is enabled to

DIGITALLY SIGN CONTRACTSIN FULL RESPECT OF THE COMPLIANCE

AND THE RULES OF LAW

This system also contribute to the paper elimination process

“DESCARTES”

Which projects undertaken with Cabel aimed at introducing

ADVANCED ELECTRONIC SIGNATURE SYSTEM also at branch level, belong to

Or for the mobility work of AGENTS and FINACIAL ADVISORS

BUSINNESS and TECHNOLOGY are now an INSEPARABLE COMBINATION

THE FULL INTEGRATION OF THE PROCESS THAT WE HAVE SHOWN

WILL LEAD TO THE CREATION OF NEW RULES

RELATED TO RELATIONSHIP WITH CUSTOMERS

In compliance with the NEW PARADIGMS IMPOSED BY THE MARKET

FUTURE DEVELOPMENTS

CALENDARBook an appointment online with your financial

advisor or bank operator

APP MOBILE

APP MOBILEContact your financial advisor

directly from your mobile phone or tablet

ROBO ADVISOR

ROBO DVISOR

ROBO ADVISOR

RO ADV

ROBO INVESTOR

ADVANCED ONLINE FINANCIAL CONSULTANCY

ROBO INVESTOR

THANK YOU

@SsSardelli@InvestBanca

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