In Brief
Empower front-line banking teams with cost, profitability, and risk data for transformative results
- Unify front- and back-office data: Integrate OFSAA with Salesforce for a single source of truth.
- Gain deeper profitability & risk insights: Surface OFSAA metrics in Salesforce to inform better decisions.
- Deliver a 360-degree customer view: Capture household relationships, influence networks, and account hierarchies for stronger customer engagement.
Data and operational silos continue to hold banks back from fully leveraging the wealth of information within Oracle Financial Services Analytical Applications (OFSAA) and Salesforce. This disconnect often prevents front-office teams, like relationship managers, from accessing critical cost, profitability, and risk data right when they need it most.
The result? Banks miss out on more informed sales, pricing, and risk decisions where the rubber meets the road: during interactions between market-facing personnel and their customers. By unifying front-office and back-office data through an OFSAA and Salesforce integration, banks can provide deeper insights and a 360-degree view of each customer, driving higher revenue growth and improved experiences.
Two systems, one goal: Enhancing bank data integration
While many banks use both Oracle and Salesforce — often in tandem with CRM Analytics, Marketing Cloud, Financial Services Cloud, Sales Cloud, and Service Cloud — neither platform alone provides the full visibility needed to deliver exceptional customer service. This disconnection creates a gap in insights that could otherwise help boost bank profitability and mitigate risk.
Robust data on product costs, profitability, and risk typically resides in OFSAA, which is often managed by a bank’s finance function. Meanwhile, customer-facing teams rely on Salesforce or another customer relationship management (CRM) tool for account details, customer interactions, and lead management. However, these systems do not inherently provide metrics on customer or account profitability, leaving relationship managers without the insights they need to present tailored leads, optimize client pricing, or minimize risk. This disparity underscores why aligning OFSAA with Salesforce is essential to enhancing bank data integration and driving better decisions.
Capturing the relationship hierarchy for a 360-degree view
Visualizing the entire customer relationship hierarchy (households, beneficiaries, centers of influence, and more) is key to uncovering a customer’s true share of wallet and overall value. As banking becomes increasingly data- and AI-driven, such relationship-based insights are fast becoming the standard in retail, commercial, and wealth management lines of business.
Banks can significantly boost sales and service performance by ensuring cost, profitability, and hierarchy data is consolidated within OFSAA and then seamlessly shared with frontline personnel through Salesforce. This integration empowers relationship managers, advisors, and bankers to make timely, informed decisions, leading to increased revenue and more personalized customer experiences.
Why visibility matters for banking risk and profitability
Consider a relationship manager (RM) within a bank’s commercial lending division. They may have access to a business owner’s loan and cash management balances and a record of past interactions, but critical data on the profitability of each account — and the relationship as a whole — can remain siloed in OFSAA or other systems. Even personal and spousal accounts, or parallel lines of business, might not be visible if they reside in different data repositories.
Walking into a meeting with only a fraction of a household’s total relationship profile makes thoughtful decision making nearly impossible. Worse, undervaluing the customer’s worth can damage the bank’s long-term relationship. Scenarios like this illustrate how siloed data is not just an IT issue but a strategic threat to a bank’s bottom line, particularly when banks lack real-time access to risk and profitability metrics.
Unifying disparate data through OFSAA and Salesforce integration
Eliminating data silos in financial services is essential, but it is far more than a simple technical undertaking. Integrating Oracle Financial Services Analytical Applications (OFSAA) with Salesforce demands a thoughtful approach that spans all lines of business (retail, commercial, and wealth) to ensure cost, profitability, and risk data can be effectively shared and acted upon.
Data discovery: Laying the foundation for a 360-degree view
Before data can be centralized and integrated with Salesforce, banks must identify every source of cost and profitability information. While OFSAA often serves as the record system, additional details may live in other data warehouses, operational systems, or even spreadsheets. Consolidating these disparate sources into OFSAA establishes a consistent foundation for CRM analytics and Salesforce Financial Services Cloud, ensuring all teams operate from a single source of truth.
Defined, tailored metrics: Aligning cost and profitability across bank functions
Banks need to decide how to define and report cost and profitability under different circumstances. A fully loaded approach — encompassing proportional personnel and operating expenses — may be ideal for line-of-business-level profitability calculations. However, fully loaded metrics may not be practical for relationship managers whose compensation depends on directly controllable factors (e.g., pricing). Clarifying these definitions and aligning them across teams leads to more consistent reporting and transparent measurement of success.
Accessible, actionable insights: Powering CRM analytics for bank growth
Once data is accurately centralized and standardized, the next step is making it accessible through the right systems. Salesforce excels at sales and service enablement, especially when enhanced by industry-specific solutions such as Salesforce Financial Services Cloud. By surfacing OFSAA profitability data within Salesforce, banks can automate processes, provide real-time recommendations, and give frontline bankers the intelligence they need to deliver personalized, profitable experiences. This synergy not only delivers a 360-degree customer view but also strengthens trust between relationship managers and their clients.
Unlock data-driven decisions
Data silos block financial institutions from the critical insights their teams need at the moment of interaction. Integrating OFSAA and Salesforce unifies the front, middle, and back office, empowering relationship managers, advisors, and service representatives with visibility into cost, profitability, and risk. With the right data at the right time, banks can optimize pricing, minimize risk, and forge deeper relationships with customers to drive sustainable growth.
To learn more about how your organization can leverage an OFSAA and Salesforce integration to enhance profitability and decision-making, reach out to one of our financial services experts.