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Jake Fowler

Customer Scoring: Analytics and Technology to Move Your Bank Ahead

Recorded On: 10/25/2016



Andrew Frisbie, Managing Director, Novantas
Edward Niestat, Managing Director, Novantas


In the current rate and competitive environment, it is more critical than ever for banks and their customers that banks optimize relationships with their customers. The difficulty is in understanding what exactly is the optimal relationship with each customer. The best way for banks to understand and achieve this mutually beneficial outcome is by utilizing "big data" techniques applied to a bank's customer, product, account, and transactional data to generate highly accurate suites of scores. Experience has shown that when developed and implemented effectively, the use of customer scoring can significantly improve the outcomes of deposit strategies.


  1. Moving from customer life-time value to customer potential value—theory and applications
  2. Relationship pricing—a case study in score development and execution
  3. New technology and analytics for curated metrics


  1. Precise product development, pricing, and targeting for offers and promotions
  2. Lowering the cost of deposit balance acquisition
  3. Improved returns on cross-sell spending

Andrew Frisbie

EVP, Head of Consumer Pricing, Novantas

Andrew is an EVP at Novantas with over 15 years of experience in product and pricing strategy, LOB strategy, and balance sheet management. He has also led engagements in stress testing, CCAR, corporate forecasting, and merger integration. His mortgage experience includes building demand elasticity models for a big-4 UK bank, introducing elements of risk-based pricing into another non-US market, and evaluating US servicing advance financing offerings during the GFC.  He has been published widely in articles and press quotes. Andrew is a magna cum laude graduate of Princeton University.

Edward Niestat

Managing Director, Novantas

Edward Niestat is a Managing Director at Novantas where he leads the Customer Scoring and Analytics practice. Eddie brings 30 years' experience in financial services consulting focusing on retail and wholesale customer analytics including product strategy and pricing, risk analysis, and technology and implementation. His expertise has helped most of the top retail and commercial banks in the US, UK, Canada, Australia, Asia, and Europe.

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