Surveys

We believe that our clients should have the data that is needed to understand their products' acceptability and potential profitability as soon as possible, and therefore advocate incremental research. It is more economical and effective to conduct surveys and analysis in small distinct steps than in large all-encompassing studies.

By segmenting the market, gathering and analyzing market information in layers, our clients can see the results as they are obtained. Our approach makes it possible for our clients to redirect or modify a survey while the costs are still minimal. This results in a clear understanding of the opportunity while saving time and money.

TSG surveys are conducted on a confidential basis or are for general industry use. For example, our annual Market Data Survey has become the standard by which data vendors' customer satisfaction is measured. This survey, published each March, is used by customers and vendors alike to improve the overall level of quality in the industry.

In the survey we contact the users of various market data products to determine how the users of these services rate their vendors' accuracy, reliability and coverage. The results are published in a supplement to our newsletter, Securities Operations Letter. Highly rated vendors receive awards at an annual ceremony in New York.

Product Development

Today's evolving marketplace provides numerous product opportunities, and the changes in the available technology encourage the consideration of new delivery techniques. We help our clients capitalize on these trends and bring new products to market by conducting market research, competitive surveys, pricing analysis, and by defining the new product's entry strategy and delivery requirements.

We have assisted in developing and implementing numerous banking and securities products, including consolidated statements, cross-border settlement services, electronic interfaces and new delivery mechanisms.

Competitive Analysis

Understanding competitors' positioning, products and strategies is essential to establishing a distinctive and successful business strategy.

We have assisted several of our clients by analyzing how industry trends and opportunities affect the general competition or a specific competitor, and have collected detailed information on competitors to help our clients increase their profitability.

Benchmarking

Knowing your own results is important, but not nearly as important as knowing where your results are compared to rest of the industry. A benchmarking process can provide a neutral ground where competitors can share certain categories of information to their mutual advantage.

TSG has performed several benchmarking studies for our clients, and has helped these clients improve their products and processing, and introduce new products.

Benchmark Syndicates

Surveys that are implemented for a specific client can only give one level of information about the market place. The establishment of a syndicate of survey sponsors and participants can result in industry benchmarks that will be useful to all of the participants.

In a benchmark syndicate, all of the participants receive annual evaluations of their results compared to the average results of the entire group. Detailed data is confidential for each participant.

Customer Survey

Engaged by a major software firm to interview their current and potential clients to identify how their market penetration could be improved. We talked to CIO's and senior development staff, summarized the responses and made specific recommendations on the firm's positioning, and on the marketing and sales activities that would increase revenue in the short and long term.

Trends Analysis

A leading Global Custodian wanted to identify and understand the key trends that are driving the worldwide securities industry. We conducted primary and secondary research that resulted in the identification of eleven basic trends. Each major trend was supported by defining the underlying trends and a set of metrics that would allow our client to continue monitoring the trends after the assignment was completed.

Surveys

Conducted numerous telephone, questionnaire and in-person surveys of customers, potential customers and industry experts to answer specific client questions and concerns. The results of TSG's confidential surveys are discussed only with our client, while the results of general industry surveys are published in our newsletters, Securities Operations Letter or Global Custody News.

Benchmarking

Identified unit costs and average processing times for multiple activities and collected comparable data for equivalent firms. Compared the results, identified Best Practices and assisted our client in implementing the most useful concepts.

Statement Design

Re-designed a client statement package that consolidated banking and brokerage information and presented it in an easy to understand format for the Private Banking business of a major international bank. After surveying the existing competition, we conducted focus group sessions to understand how people used statements. We then designed the statement, built the data repository, and produced customized statements within a six month period of time.

Industry Survey

Engaged by The Depository Trust Company to evaluate the market potential for a new industry-wide service that became Trade Suite. The survey involved numerous in-depth interviews with senior industry experts as well as questionnaires that were sent to banks, brokers and investment managers throughout the securities industry.

Marketplace Training

Surveyed how the leading database vendors served the securities industry and presented the results to our client - the database vendor's senior marketing and sales staff. The presentation included an overview of how the securities industry works and how various firms within the industry use database software.

Technical Architecture Survey

Reviewed how leading firms architected their applications and employed technologies to meet their current and future needs. The survey included detailed interviews with key CIO's and senior technical staff in securities firms throughout the US. The result of the survey was used as input for a new strategic technology plan and as the basis for the redesign of several applications.

Applications Analysis

Assisted several clients in defining User Requirements after TSG evaluated what our clients' competition was using to support similar products. We prepared RFPs, evaluated the results of the RFPs and developed a recommendation. Many of these assignments have resulted in The Summit Group assisting in the implementation of the new application that was selected.

Staff Survey

Assisted a leading international bank to identify the technical and professional competencies of its current IS staff and determine the competencies that will be needed to implement the next generation of technology within the bank. The research process included a detailed questionnaire and a series of in-depth focus group sessions, which resulted in a presentation of the results and a recommendation to our client's senior management. Based upon our recommendation, the bank changed its recruiting, hiring and training policies for technology professionals.

Product Analysis

A major international services firm located in Europe engaged The Summit Group to identify the specific products that could be added to their product line that would position the firm to profit from fundamental industry trends, and which would not compete with their bank owners. The process involved detailed, in-person interviews with over forty senior bankers in the US and in Europe. As a result, our client was able to modify their product line and processing flow to increase revenues within a very short period of time.