Newsletter

Want access to our weekly Analyst's Journal articles?

Get a 12-month individual subscription for just $499!


Recent Analyst's Journal Articles:

Jun

20

2018

Analyst's Journal

How to Avoid Becoming Obsolete in the Age of Fastest Growing Technological Advancements

By Dustin Greelis

Barlow Research held its annual Business Banking Conference on May 21st and 22nd this year. While several of the presentations were digital-focused, one in particular was more narrowly focused on artificial intelligence (AI), robotics, virtual reality, augmented reality and cryptocurrencies. Gene Munster, a Managing Partner and Co-founder of Loup Ventures with 21 years of prior experience at Piper Jaffray as a Research Analyst, presented on the history of these technologies and their present...

Jun

13

2018

Analyst's Journal

Bank of America, U.S. Bank and Wells Fargo Weigh-in on the Opportunities and Challenges for Middle Market Transformation

By Donna Arce

The middle market banking segment (companies $10MM-<$500MM in annual sales) is ripe for transformation. While there are strong ties between clients and Account Officers who navigate the bank for the client, friction still finds its way into the customer journey. This year, at the Barlow Research Business Banking Conference, we invited banking experts to participate in a Middle Market Panel discussion to identify and discuss opportunities to streamline internal and customer facing interactions. Our...

Jun

6

2018

Analyst's Journal

Commercial Bank Loans Compete with Business Credit Cards as a Source of Small Business Funding

By Sandy Hanson

Even though small businesses’ ($100K-<$10MM in sales) perceptions of the U.S. economy were positive after the recent tax cuts, according to Barlow Research’s most recent Economic Pulse data (1Q18), their borrowing intentions remained lower than pre-recession levels. We have seen an increasing number of small businesses that say they have no additional need for financing. And when they do need something, they reach for credit cards and personal savings before a commercial bank...

May

30

2018

Analyst's Journal

Fifth Third Sets Sights on Being a Market Share Leader in the Chicago Middle Market

By Joel Mueller

On May 21st, Fifth Third announced a merger with MB Financial, a Chicago-based bank with $20B in assets. MB Financial has a long history in Chicago, primarily with middle market companies ($10MM-<$500MM in annual sales). With this acquisition, Fifth Third captures a significantly larger portion of the middle market primary bank market share in Chicago. Barlow Research’s latest rolling eight-quarter data finds Fifth Third in the 14th position with 1% market share...

May

23

2018

Analyst's Journal

Finding the Sweet Spot in Account Officer Contacts Can Lead to Higher Bank Delight Among Small Businesses

By Emily Cade

The Account Officer is an important contact within the bank that many small businesses ($100K-<$10MM in annual sales) interact with, although less than half have one assigned. One third of small businesses do have one assigned. Regardless of whether the company has an assigned Account Officer, Barlow Research collects a variety of data around service levels from the primary bank Account Officer including annual Account Officer visits and calls. Ensuring that the Account Officer...

May

16

2018

Analyst's Journal

Bank of America Changes the Game with Erica, a Virtual Financial Assistant

By Youa Yang

The day has finally come.  Since October 2016 when Erica was demoed at Money 2020, we’ve been waiting with great anticipation for the launch of Erica.  Erica, as described on the bank’s website, is a virtual financial assistant that can help with a variety of different tasks such as providing check routing numbers, viewing bills and scheduling payments, transferring money and finding past transactions among a long list of other tasks.  Erica...

May

9

2018

Analyst's Journal

Bank Advantages Based on Two New Key Drivers of Satisfaction Surface

By Emily Anderson

It is vital to understand what drives a middle market company ($10MM-<$500MM in annual sales) to be delighted with their primary bank. Every year, we run an analysis to better understand which channels and attitudes/opinions drive overall bank satisfaction. In our upcoming 2018 annual middle market banking report, 88% of overall bank satisfaction was accounted for by attitudes and opinions of the bank while only 12% came from channels. We have consistently found...

May

2

2018

Analyst's Journal

Businesses Express Concern about Online Security Despite Few Fraud Attempts

By Dustin Greelis

The proportion of small businesses ($100K-<$10MM) and middle market companies ($10MM-<$500MM) using a digital channel at their primary bank is at an all-time high. While businesses are increasingly comfortable and accustomed to using digital banking technology, Barlow Research’s data reveal that most businesses are still concerned about online security. With the usage of desktop and mobile banking continuing to increase, it’s important to both acknowledge and find ways to alleviate the customers...

Apr

25

2018

Analyst's Journal

Data Doesn’t Lie: Senior Management Is NOT the Best Point of Contact for Error Resolution in the Middle Market

By Donna Arce

As a banking customer, bringing your problem to the Account Officer or Senior Manager for action is not the best way to seek resolution. Fifteen percent of Middle Market companies ($10MM-<$500MM in annual sales) report experiencing an error at their primary bank in the last 12 months. A view by size of bank reveals that errors are more prevalent in large banks (assets >$50B) compared to medium (assets $1B-$50B) and small banks (assets...

Apr

18

2018

Analyst's Journal

More Non-Banks Are Being Added by Small Businesses for Their Credit Needs

By Emily Cade

The small business ($100K-<$10MM in annual sales) bank market share has been fairly stable over the last several years. Half of small businesses, 53%, bank at large banks (>$50B in assets). Twenty-two percent of small businesses bank at medium banks ($1-$50B in assets), 18% at small banks (<$1B in assets) and 7% at non-banks. Non-banks include fintechs and other financial institutions such as credit unions. Few companies, 5%, plan to...