Backbase and Microsoft Sales Deck Elliott Haralambous

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Engagement Banking with Backbase

Backbase and Microsoft Sales Deck

Elliott Haralambous: Global Alliance Director [email protected]

Backbase is the global industry leader for Engagement Banking Capabilities (recognized by Forrester, Ovum and Celent)

Backbase and Microsoft: Why you should care

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IPS LeaderDifferentiated CX

Core Modernization

150Financial

InstitutionsLive

1500Employees, 10 Regions, Global

Focus

100%SaaS Future only

with Microsoft

Core AgnosticEngagement

Banking Market Leader

40%Year on Year

Growth

AzureIPCo-sell ready

solution

Digital Banking Engagement Platforms Leader

Digital Banking Leader

Digital Banking Platform Leader

Dynamics CRMCo-sell ready

solution*

Azure (BYOL$1.52M

Backbase ARR p.a

$400800KACR p.a

Azure (SaaS$11.2M

Backbase ARR p.a

200K400K p.aACR BB Tenant)

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Experienced in Retail Banking

Engagement Banking Platform

Empower EmployeesGive a 360° customer view to your advisors

Accelerated InnovationOne platform to get value out of your core systems

Recognized Industry Leaders

Key Facts1100 Staff Globally50% of staff allocated to RnDServicing Clients Globally

Delight CustomersProvide tailored experiences across channels

Partner Network4000 Certified ExpertsAccenture, Bring, Capgemini, Capco, Deloitte, IBM GS, PWC, Xebia, Endava

Digital Banking Engagement

Platforms & Hubs Leader

Digital Banking Leader

Digital Banking Platform Leader

Strategic Partnership

● Backbase is a priority global MS partner (P200● Collaborating on the IPS Customer Experience in Banking● Tightly integrated with Dynamics ● IPCo-Sell Ready / Azure Co-Sell

Trusted by 120 leading financial institutions

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One Platform | All Lines & Solutions

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API API APIAPI

Digital Banking

Digital Sales

Digital Engagement

Digital Assist

Engagement Banking Platform (EBP

Common Services | Enterprise Integration | Unified Security

Fintechpartners

OpenBanking

Coresystems

Retail SME Corporate Wealth

● Adopt Go fast● Instant deployment● Prescriptive approach● Easy to configure ● Battle-ready in 90 Days● You are in control

Ready to Go Apps

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Enterprise-wide | Own the Digital Engagement

Engagement BankingMicrosoft Platform

Systems of recordCore & fintech

Omni-ChannelBust silo syndrome

Enterprise-wide Cloud-based Banking

Business ValueTransformational

All Digital TouchpointsCustomer-centric

Coresystems

Fintechpartners

Otherbanks &

industries

DataIntelligence

Action

Deployment strategies | Whats in it for you?

Private cloudPublic cloudBackbase-as-a-Service On-premise

● Backbase PaaS / SaaS offering● Hosted exclusively with Azure● Compensation: IpCoSell + ISV

Connect● ACR Consumption: 200K 400k p.a

Backbase tenant)●

● Backbase Deployed on Customer’s Infrastructure

● Deployment choice of FI (Competitive)

● ACR Consumption: 400K 800k p.a (depending on bank size)

● Past Backbase implementation migration private / on

prem

● Possible shift to the cloud on BaaS or Azure

(Competitive)

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Opportunity Identification | Where we play

Established Banks looking to

augment or overturn their digital

channels

Established Banks wanting to

wanting to launch a new full stack

Neo-bank

Neo-Banks wanting to get to market

fast with a new digital offering.

● The Backbase Engagement Banking Platform is a unified platform to power journeys for banks across Retail, SME, Corporate and Wealth.

● Backbase Digital Sales provides banking out-of-the box account opening and product application journeys to assist banks to current gaps and get to market faster.

● Backbase Digital Banking provides omni-channel journeys for new mobile & web banking apps that offer a superior customer experience and next generation/neo banking capabilities.

● Backbase Digital Banking:○ 10% reduction in cost to serve with upto 50% reduction in call center and branch visits○ Implementation time in 6 months or less

● Backbase Digital Sales: ○ 4x Banking Product adoption○ 40% Cross / upsell increase

● Backbase and Dynamics Offering (ISV Connect): ○ Embed deep customer banking logic within Dynamics for 40% less time on banking

transaction & compliance activities

Backbase-as-a-Service on AzureEngagement Banking Platform with Microsoft Dynamics and Azure

Challenge

Solution

Benefits

● Customer experience transformation in banking is slow, costly and requires big bang core investments

● Online channels organised in silos and through multiple vendors are leading to low customer engagement

● Account opening requires branch visits, leading to higher lead times & costs. This is creating low product penetrations and up/cross-sale revenue impacts for banks

EngagementBanking

CoreSystems

FinTechPartners

OtherBanks &

Industries

Aggregate fromCore & FinTech


Delight Customers Empower Employees

Orchestrate Engagement

Backbase Azure Co-Sell Ready - Benefits to Microsoft

1. Microsoft Referral and Sales incentive 10% quota relief of total license and services deal size to count towards Microsoft reps' quota. Average Backbase ARR of $1.5M USD

2. Accelerator for Azure sales drives usage and consumption (see side bar)

3. Dynamics 365 sales and stickiness: Distinct value proposition with Microsoft. Creates Dynamics stickiness and consumption, via holistic & integrated front-end and back-end customer journeys

4. New markets, new deals: With Backbase, new opportunities are present in the challenger bank / ‘neo-banking’ segment, close alignment with the release of the FS Banking Cloud

5. Differentiate from the competition: Backbase is the market leader in Engagement Banking and has a mature and differentiated relationship with Microsoft (P200 that is not shared with the competition

6. ISV Connect Agreement Sales incentives for joint wins and deployment with Dynamics

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Microsoft & Backbase | What’s in it for you?

'The Backbase Digital-First Banking Platform significantly increases Microsoft Azure adoption, volume and consumption. With their 'Co-Sell Ready' partner status, Backbase accelerated my quote achievement and made Capital Bank of Jordan's journey to cloud-based digital banking easy'.

Huda RabayiaEnterprise Commercial Account Executive, Microsoft

Option 1

Key Contacts Elliott Haralambous

Number of Employees

±2000

Locations

HQ Amsterdam, HQ Atlanta, Princeton, Boise, London, Dubai, Singapore, Mexico Japan

Industry Focus Banking (Financial Services)

Regional Coverage

All regions

Engaged Districts

All districts

Microsoft Competencies

Azure, powerplatform, MS Dynamics (ISV Connect + IP Co-sell)

Sales Plays- Differentiate a customer

experience - Modernise core banking

With a radically different legacy-free and unified platform, Backbase is the leading vendor in Engagement Banking Platforms.

Position if:

➔ Prioritizing the highest quality customer and employee experiences possible

➔ Desires flexibility over implementation time and scope ranging from OOTB options to accelerated build

Managed & Professional Services: BB is either deployed by:

1. Our existing profession services team 2. Or, our partner network

Customer Case Study 1: Navy Federal Credit Union (NFCU)

Business Problem: The US-based NFCU is the world’s largest credit union and its mission is to offer a great experience to its 10 million members. However, as it managed multiple siloed systems it was limited in its ability to create consistent member experiences across digital channels (mobile vs. web).

Solution: The NFCU adopted Backbase as the standard for all customer & employee-facing touchpoints. They revamped their digital channels, offering seamless self-service capabilities and attracting new users.

Outcome: Over 70% of NFCU members adopted these apps, bringing cost savings of $14.4 million. To increase their share of wallet, NFCU continued with Backbase Digital Sales for credit card applications. The seamless credit card offering and experience increased revenue by $1.7 Million in 2019 alone.

Customer Case Study Two: Citizens Bank

Business Problem: Citizens Bank is the 13th largest bank in the United States with an ambition to become a digital leader in the market. However, their digital channels were running on a 16 year old technology stack, limiting their ability to keep up with customer expectations.

Solution: Citizens Bank adopted the Backbase Digital Banking technology stack, which helped Citizens launch new mobile & web banking apps that offered a superior customer experience.

Outcome: Citizen Bank saved $5M in IT costs associated with technical debt and rework while shrinking their digital product release timelines form 10 weeks to daily. The superior customer experience benefits of this resulted in $1.5M deposits made on mobile over two years.

Backbase & Microsoft14

One platform, all lines of business

The Backbase Engagement Banking Platform

The Backbase Engagement Banking Platform helps financial institutions turn the threat of digital into an opportunity and get ahead in today's competitive digital landscape.

It gives financial institutions the speed and flexibility to create and manage seamless customer experiences across any device and deliver measurable business results.

The Backbase Engagement Banking Platform on Microsoft Azure: enabling banks to innovate at scale.

Backbase-as-a-Service, powered by Azure

Microsoft Azure is the public cloud of choice for many large banks that are choosing to accelerate the cloud transformation.

By using Backbase-as-a-Service BaaS on Microsoft Azure, banks can go live in weeks with turn-key solutions.

Instant Execution Power


Banks can continue to innovate by building on the solutions at their own pace to customize for a unique customer experience. BaaS and Microsoft empower these unique experiences to end users quicker.

Backbase Engagement Banking on theMicrosoft Cloud for Financial Services

Microsoft Cloud for Financial Services is an end-to-end solution designed for complex control frameworks and regulatory requirements.

The offering includes: ● Multi-layered security● Comprehensive compliance coverage● Global scalability

Continuous Innovation


Backbase Engagement Banking Platform compliments Microsoft's capabilities and data models with customer experience and onboarding solutions.

Banking-specific logic: ● Delivers differentiated customer experiences● Improves employee collaboration and

productivity● Modernizes core systems

Azure Cloud Hosting on Customer Tenant

Microsoft Azure has the highest levels of security, built-in data governance, protection, and enterprise control.

Banks can take advantage of valuable business data to improve the customer experience, streamline operations, and transform products and services quickly.

Secure Deployment


The Backbase Engagement Banking Platform’s out-of-the-box capabilities with turn-key apps can be deployed quickly alongside Azure.

Microsoft Dynamics CRM brings disparate data sources together for a 360-degree customer view to manage the customer experience across all channels.

Employees are empowered to serve banking customers through a unified dashboard which anticipates and meets customers’ needs for a more personalized, hassle-free experience.

Frictionless Experiences


Backbase Digital Sales enhances Dynamics 365 with the ability to leverage best-in-class onboarding and origination.

It allows banks to acquire new customers and offers them more banking products, therefore minimizing costs and decreasing employee inefficiencies.

Backbase Engagement Banking onMicrosoft Dynamics 365

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Sales Enablement Assets to support co-sales

Showcase Asset (With Microsoft)

Battlecard

Ready (In Review)

2 Page CEO/CTO Handout

Ready (In Review)

Sales Deck

September Release (In Review)

Digital Showcase Video (PoC

September Release (In Development)

Demonstrate Backbase Engagement Banking, enabling Microsoft sellers to co-sell our joint FS

Cloud solution.

Backbase and Microsoft Sales Deck Elliott Haralambous

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