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Recent Analyst's Journal Articles:

Oct

10

2018

Analyst's Journal

Businesses Express Interest in Sending and Receiving Payments via Email Address or Mobile Phone Number

By Dustin Greelis

Businesses have many ways to send and receive payments, whether through ACH transfers, wire transfers, online bill payment or by mailing a check. A more recent competitor in the payments market has been the ability to send or receive payments using an email address or mobile phone number. What makes these payments competitive is the ability to easily send payments to/from anywhere using a mobile phone or computer instantaneously without having to enter bank...

Oct

3

2018

Analyst's Journal

Middle Market: Reducing Retail Branch Network Dependency Is in Reach

By Donna Arce

Branchless banking for all will never come to be until we can solve for cash transactions. However, there is a lot to be learned about our ability to reduce branch dependency from those companies that are no longer using a branch. Is there opportunity to change the branch banking behaviors of middle market companies ($10MM-<$500MM in annual revenue)? Several learnings were identified in Barlow Research’s 2018 Middle Market Banking Study. Today, 70% of middle...

Sep

26

2018

Analyst's Journal

Brand Drives Overall Satisfaction in Small Business and It Should Be Emotional

By Sandy Hanson

Every business in every industry wants to delight their customers. This is no different in small business ($100K-<$10MM) banking. Reasons for wanting to delight your customers are simple: delighted customers are less likely to fall suspect to attrition, have higher product penetration and are more likely to buy with the primary bank in the future. Only 4% of small businesses who were delighted with their primary bank planned to change primary banks in the...

Sep

19

2018

Analyst's Journal

Improved UX Needed for Online Small Business Lending

By Joel Mueller

Demand for additional credit in the small business market remains low and unpredictable. According to Barlow Research’s latest third quarter Economic Pulse study, only 23% of small businesses have applied for additional credit in the last 12 months. The need for bank loans continues to be scarce with more and more small businesses indicating they have decreased need for bank loans. This puts added pressure on financial institutions not only to find credit opportunities in...

Sep

12

2018

Analyst's Journal

Monumental Changes in Business Banking Require Being Agile

By Emily Cade

At the 2018 Barlow Research Business Banking Conference, Tim Welsh, Vice Chairman at U.S. Bank, presented a strong message on the importance of Keeping Up with Our Customers. As part of the presentation, Mr. Welsh discussed how expectations of customers are often changing faster than what we anticipate. In order to keep up with these changing expectations and not be left behind, it’s important for the financial institution to incorporate an agile work environment. Customer...

Sep

5

2018

Analyst's Journal

Bank of America and Chase Lead in Mobile Check Deposit Usage Among Small Business Primary Bank Customers

By Youa Yang

Mobile check deposit has been around for the better part of the last five years; in fact, it was one of the most advanced features that brought value to the mobile device helping mobile banking apps gain traction amongst financial institutions and small businesses ($100K-<$10MM) alike. Looking back into our archives, in the 2010-2011 timeframe, we found that Chase and PNC were leading the charge with mobile check deposit for their small business customers. Fast forward to...

Aug

29

2018

Analyst's Journal

Middle Market Products with the Fastest Growth Are Utilized Outside of the Primary Bank

By Emily Anderson

Middle market companies ($10MM-<$500MM in sales) are lucrative customers. Just five of these companies could generate $1MM dollars in net potential revenue for a financial institution. But these companies are typically spreading their business by using multiple financial institutions. According to 1Q18 data, on average, they are using two financial institutions for their banking needs. Only about 1 in 10 middle market companies have added a banking relationship in the last year, but their...

Aug

22

2018

Analyst's Journal

Digital Banking: An Everyday Touchpoint for Middle Market Companies

By Dustin Greelis

On August 3rd, Barlow Research recorded a podcast aimed at discovering how middle market companies ($10MM-<$500MM in annual sales) use digital banking. Digital banking is a crucial and heavily used channel among middle market companies. Gaining a better understanding of the middle market customer’s opinions on different digital channels, products and services will facilitate more targeted solutions to the needs of those customers. To achieve this goal, Youa Yang, Director of Barlow Research’s Digital...

Aug

15

2018

Analyst's Journal

Higher Rates of Entrepreneurship by Acquisition Found Among Younger Middle Market Business Owners

By Donna Arce

Everyone is gearing up for the next generation of business owners. There is more to know about the younger generation aside from anticipating a stronger interest in interacting digitally. An examination of middle market ($10MM-<$500MM) companies by age of the business owner/largest shareholder revealed several telling learnings. Barlow Research has taken a closer look at middle market companies across four different age groups: <45 years old, 45-59 years old, 60-64 years old and...

Aug

8

2018

Analyst's Journal

Small Business Ownership Transitions Are Becoming a Reality, but Bankers Might Be Left Out of the Discussion

By Sandy Hanson

The recession caused many owners of small businesses ($100K-<$10MM in sales) to rethink and postpone retirement and succession plans. Until recently, the average age of the small business owner had continued to increase since many owners held onto their companies through the economic recovery. However, since 2010, we’ve also seen the percent of businesses planning to transition the ownership of their company in the next five years increase. Barlow Research’s most current data (2Q17-1Q18...