2. Sorin Mîndruţescu –Director Vânzari Servicii Financiare Oracle în Industria Financiar Bancară

3. Banking Blueprint

4. SEGMENTATION Foundation: Customer Information Hub Provide Single, Enterprise Wide Customer View Target customers more effectively (e.g. up- & cross-sell opportunities) Route customers to the right channel / team member for interactions Increase accuracy and efficiency via multi-channel integration Customer Repository Satisfaction Indicators Customer Criticality Profitability Products Transaction Activity Interaction History Quotes Contact Information Campaign Responses Offer Information Payment / Credit History Service Agreements Satisfaction Indicators Customer Criticality Profitability Products Transaction Activity Interaction History Quotes Contact Information Campaign Responses Offer Information Payment / Credit History Service Agreements Interaction Channels Internet/ATM Email Phone Online Chat Branch Real - Time MessageBoard Delayed

5. Produse Contracte Call Center Canale de interactiune Marketing Vanzari Clienti Tranzactii Produse Clienti Tranzactii Produse ProfitabilitateIstoricTranzactii SEGMENTATION Clientul – Element central in activitatea bancara Colectare informatii intr-o singura locatie  Eliminarea fragmentarii informatiei  Acces rapid la toata informatia disponibila  Monitorizarea activitatii clientilor in relatia cu banca Consolidate Analyze Report

6. SEGMENTATION Key to Multi-Dimensional Profitability ORACLE FINANCIAL SERVICES ANALYSER (OFSA) Customers Managers Business Units Products Segments Account Profitability

7. SEGMENTATION D etermine Segment & Channel Profitability Identify Sources of Profitability to Make Better Decisions  Store Information at Account Level – Cost allocations and revenue – Cost center – Customer and segment  Select a Dimension for Analysis  Aggregate Relevant Account Data Based on Selected Dimension  Gain Consistent Representation Across all Dimensions “Huntington Bank now has detailed views of profitability for customers, households, accounts, and products…including rankings and indicators of ‘at risk’.” -- Kathleen Khirallah, The Tower Group “Huntington Bank now has detailed views of profitability for customers, households, accounts, and products…including rankings and indicators of ‘at risk’.” -- Kathleen Khirallah, The Tower Group “We can slice and dice revenue and cost to quickly identify which businesses, products and customer segments add value, so we can tailor our business strategy.” -- Chris Matten, CFO, OCBC “We can slice and dice revenue and cost to quickly identify which businesses, products and customer segments add value, so we can tailor our business strategy.” -- Chris Matten, CFO, OCBC Organization Account-Level Data Product Segment Relationship/Household Profit Center Customer Sub-Segment Business Line Channel Channel

8. SEGMENTATION Business Benefits Account Level Profitability Solution Multiple views of profitability measurement are internally consistent because profitability is calculated and stored at account level Accurate profitability measures through Activity Based or Standard Costing measures Allows the identification of the most profitable customers Risk Based Capital and other attributes can be stored at the account level Complex allocation methodologies can be performed on a monthly basis

9. Financial Services Solutions Databases KnowledgeEngines AnalysisSystems FinancialManagementApplications C u s to m er s Front End Systems Call Centre E Commerce BillPresent/Pay HomeBanking Front Office Other Front End Systems Processing Systems Loans Deposits Cards Other Bank Systems Bank Operating Systems Business Management Risk Management Profitability Marketing Planning

10. Oracle Proprietary and Confidential Oracle Financial Services Applications Architecture Financial Data Manager Oracle Database Data Extraction Data Extraction Mainframe Systems PC/LAN Based Systems Other (i.e., activity, etc.) Transfer Pricing Performance Analyzer Budgeting and Planning Budgeting and Planning Risk Manager Campaign Management Reporting Suite

11. Oracle Proprietary and Confidential OFSA Business Solutions (A) Account Level Profitability Solution (B) Organisational and Product Profitability Solution (C) Asset Liability and Risk Management Solution (D) Budgeting and Planning Solution (E) Customer Relationship Management Solution Customer Account Data General Ledger Activity Data Relationship Data Oracle Database Financial Data Model

12. SEGMENTATION Effectively Address Capital Regulations Increase Capital Levels, Decrease RisK BASEL REQUIREMENTS  Meet Minimum Capital Requirements  Establish Internal Supervisory Review Process  Ensure increased Market Discipline – To control risk  Meet Minimum Capital Requirements  Establish Internal Supervisory Review Process  Ensure increased Market Discipline – To control risk  Collect & Store Data – Transactions, customers, assets, operations  Calculate and Add Details of Risk & Capital Requirements  Model and Report – Internally & externally  Collect & Store Data – Transactions, customers, assets, operations  Calculate and Add Details of Risk & Capital Requirements  Model and Report – Internally & externally  Manage Level of Bank Reserves  Understand Capital Reserves  Meet Regulatory Deadlines & Gain Competitive Advantage  Manage Level of Bank Reserves  Understand Capital Reserves  Meet Regulatory Deadlines & Gain Competitive Advantage Activity Solution Requirement

13. Solutiile Oracle in Domeniul Financiar Bancar Permit: 1.Un sistem operational bancar integrat si centralizat 2.Masurarea performantei dupa criterii multidimensionale 3.Viziune integrata asupra clientului si realizarea de oferte personalizate si profitabile 4.Standardizarea si eficientizarea sistemelor suport interne 5.Infrastructura sigura, scalabila si flexibila INTELLIGENCE TECHNOLOGY ProcessServiceManage Market & Sell Analyze, Plan & Report CONSULTING SERVICES