Bank Technology News
August 2, 2005
by Deena M. Amato-McCoy

Excerpts:


“LaSalle expanded [its eMarketing] initiative with SAVO’s Sales Asset Manager platform, or SAM. Dubbed ’eMarketing Central’ at LaSalle, the solution acts as a one-stop sales tool kit for the bank’s relationship managers, [assistant vice president of commercial marketing Jack] Thurston relates. Based on parameters input by LaSalle, SAM suggests products best suited for cross-sell to the relationship manager. The platform assembles and customizes the best, targeted selling materials and information for the highlighted product within seconds.

‘Over time, customer effectiveness has become the driving force behind the initiative,' says Alisa Gilhooley, vice president of marketing for SAVO. ’Having the most-precise information and materials in hand and available when face to face with a customer means LaSalle’s relationship bankers are armed for a discussion that is meaningful’, she adds. 'Besides adding value to the relationship, this can ultimately translate into more business, faster.’

‘Our tool provides relationship officers with the right information to properly identify potential cross-sell opportunities within our existing customer base,’ LaSalle's Thurston explains. SAVO's tools helped LaSalle save printing, storage and mailing costs, as well as reduce manual labor for relationship managers. More important, the tools contributed to more than $50 million in incremental deals, according to Thurston.”

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