Case Study: Mellon Financial: Financial Institution and Outsourcer
Mellon Financial pioneered the concept of a financial service institution outsourcing private-label cash management services to financial institutions in 1989, when it formed the Enterprise Cash Management group. To this day, Enterprise continues to differentiate itself as more than simply a technology provider, but rather as a full-service, cash management outsourcer. As a non-traditional player, Mellon serves as a good example for other financial institutions hoping to break new ground in the technology space.
According to Christine Barry, Celent analyst and author of the report, “As a business unit run by a financial institution, Enterprise has several advantages over traditional technology providers, including a greater awareness of the needs and wants of its fellow financial institutions. This awareness, coupled with Mellon’s proven track record, breadth of products, and financial stability, make the Enterprise product suite an attractive one for prospective customers.” However, Enterprise’s financial roots pose certain challenges, such as overcoming customers’ concerns over shared data and privacy, as well as avoiding cannibalizing business within Mellon’s other business units.
This case study takes a look at how a well-known financial institution has succeeded in the very competitive cash management outsourcing arena. It addition to analyzing its unique advantages and challenges, its also looks at Mellon’s comprehensive suite of product offerings and concludes with its future plans on how to increase its brand awareness and customer base.