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Price Disparity Analytics

Driving

Revenue

Uplift

We addressed a data set of over 100 million rows: leading to a €50mm annualised revenue uplift

The transaction banking arm of a global Universal Bank, was looking to drive revenue growth by assessing pricing disparity across their cash management client base.

Industry: Investment Banking

Challenges

A large, complex data picture

The cash management business had a large global footprint but no single data model to control the numerous products and pricing points, resulting in a highly fragmented billing and charging landscape.

Complex Pricing Schedules

Pricing schedules could be complex with rebates, bundled products, incremental and tiered based prices.

Complex Systems

We needed to extract, normalise and merge data from 35+ global billing and charging systems to support the revenue disparity exercise.

Location Linking

In addition, we constructed a robust methodology to link together clients across different locations to ensure a robust client hierarchy was used in the disparity analysis.

Data Solution

Price Disparity Analysis Methodology

Using the normalised transactional records from each of the global billing and charging systems, we re-priced 100m+ transactions to validate the pricing methodologies applied and to identify revenue leakage; this data was then enriched with client and product hierarchies.

Products were identified for analysis and were initially put into volume buckets where appropriate.

Volume Buckets

Products were identified for analysis and were initially put into volume buckets where appropriate.

For each volume bucket a 50th and 75th percentile price was calculated and fed back to the business in a pricing workshop.

Target Prices

Target prices were determined from the pricing workshop, these new target prices were applied to the historical transactions; having already confirmed the pricing structures we could calculate the new revenue based on the target prices

Harmonisation

Different checks, capping and harmonisation processes were implemented to modulate the uplift.

Outputs

Outputs were then generated by client for new and old pricing for review by the business.
Benefits

A highly successful piece of data analytics delivering enhanced divisional profitability

Advanced Logic

The development of a robust set of capping logic at both the overall client and client-product level resulted in an extremely low level of client attrition.

Uplift of €50m

The programme was highly successful generating an uplift of €50m of additional revenue on an annualised basis.

Increased Profitability

The use of minimum revenue limits allowed the cash management business to further improve profitability.

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Peter Griffiths

Co-Founder & CEO
Peter is the co-founder and CEO of Calimere Point and has been with the firm since its inception in 2009. Prior to founding Calimere Point he spent the first 15 years of his career in Investment Banking, working within trading, structuring and risk management disciplines across a number of asset classes. Peter has a Masters in Finance from London Business School, a BSc in Economics and Finance from Oxford Brookes University and is a qualified accountant (CIMA qualification).

Dominique Nelson-Esch

Chief Marketing Officer

Dominique is a multi-disciplinary visual designer, communications and brand strategist, with a two-decade journey in collaborating with startups and SMEs. Her portfolio includes consulting for over 100 businesses globally, where she managed branding, design, and digital communications.

Dominique’s extensive background in financial services equips her with a nuanced understanding of our industry landscape, including 14 years in financial services, holding key roles such as Head of Portfolio Risk Audit and Niche Portfolio Management for major Insurers.

In her current role as Chief Marketing Officer (CMO) at Calimere Point, Dominique focuses on strategically positioning and promoting the firm. Her goal is to enhance brand awareness and establish market leadership through innovative marketing strategies that highlight Calimere Point’s expertise in delivering impactful data-driven solutions.