Sumitra Karthikeyan
Managing Director & Partner
New York
Sumitra Karthikeyan is a core member of the Financial Institutions (FI) and Marketing & Sales practices at Boston Consulting Group. She is BCG’s global lead for securities services and the North America lead for revenue growth in FI.
Sumitra works with FI clients across commercial, capital markets, payments, retail, and wealth, as well as on revenue enhancement strategy. She leads large programs on pricing, share of wallet, retention, client segmentation, and coverage model. She also helps financial institutions build capability and drive impact through data analytics. Sumitra is a transaction banking expert with deep knowledge of products, industry trends, and client behavior in both treasury solutions and securities services. Her clients include top global and regional banks.
Before joining BCG, Sumitra worked as a senior consultant for Growth Ventures Group, a boutique retail consulting firm; as a Marketing Manager at Citigroup Credit Cards, Dubai; and as a Brand Manager for Perfetti Van Melle Group, India, managing a portfolio of confectionery brands.
The use of deep data analytics and change management tool kit to drive pricing optimization in Trade Finance.
Following the lead of successful B2C service providers in other sectors could generate improvement as high as 10% to 15% of current daily banking revenue.
To bolster profitability, banks are designing and deploying smart pricing that reflects the value of trade finance to their clients.
Attrition accounts for 10% to 15% of gross revenue loss annually. Much of this loss is addressable. Corporate banks that pursue targeted client retention efforts can double their revenue growth without selling more.
By ensuring that their relationship managers account for customers’ price sensitivity when setting target prices, commercial lenders can increase revenues by up to 10%.
Superior pricing capabilities offer a potential revenue windfall for retail banks caught in the industry’s crossfire of slow growth, heightened competition, price-conscious customers, and regulatory change.
