{"id":34575,"date":"2020-02-09T19:04:51","date_gmt":"2020-02-09T19:04:51","guid":{"rendered":"https:\/\/www.sisinternational.com\/?page_id=34575"},"modified":"2026-05-05T17:07:44","modified_gmt":"2026-05-05T21:07:44","slug":"etude-de-marche-sur-les-services-bancaires-de-gros","status":"publish","type":"page","link":"https:\/\/www.sisinternational.com\/fr\/solutions\/recherche-de-conseil-en-strategie-fintech\/etude-de-marche-sur-les-services-bancaires-de-gros\/","title":{"rendered":"Wholesale Banking Market Research | SIS International"},"content":{"rendered":"
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Wholesale Banking Market Research<\/a><\/h1>\n
\"\u00c9tudes<\/figure>\n<\/p>\n
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Wholesale banking consists of services from banks to larger organizations and corporations such as real estate developers. <\/span><\/h2>\n

Les PME sont \u00e9galement d\u2019importants utilisateurs de services bancaires de gros. Ce mod\u00e8le bancaire peut \u00e9galement impliquer des investisseurs et des commer\u00e7ants \u00e9trangers\/internationaux. Ainsi, la banque de gros peut couvrir une gamme de sujets diff\u00e9rents. <\/span><\/p>\n

Les services bancaires de gros incluent la conversion compl\u00e8te des devises. Elle fournit \u00e9galement du financement en capital. Les services bancaires de gros jouent \u00e9galement un r\u00f4le dans le pr\u00eat et l\u2019emprunt de fonds. Le processus d\u2019emprunt et de pr\u00eat est un \u00e9v\u00e9nement important. Cela se produit quotidiennement dans les ventes et les services commerciaux. Les institutions financi\u00e8res ne g\u00e8rent pas toujours tous les aspects du cr\u00e9dit. Les pr\u00eats entre deux grandes organisations ou institutions peuvent n\u00e9cessiter certaines fonctions bancaires de gros. Des personnalit\u00e9s et des agences gouvernementales de premier plan ont \u00e9galement recours aux services bancaires de gros. D'autres exemples de services r\u00e9serv\u00e9s incluent les fonds de pension et les clients\/clients institutionnels.<\/span><\/p>\n<\/div>\n

Wholesale Banking Market Recherche<\/a>: How Leading Institutions Win Corporate Mandates<\/h1>\n

Wholesale banking market research has shifted from periodic benchmarking to a continuous discipline that shapes pricing, product, and coverage decisions. The corporate treasurer is now the buyer, and the buyer’s expectations have changed faster than most coverage models.<\/p>\n

Banks that compete for cash management, trade finance, and capital markets mandates face a CFO suite that compares them against fintech challengers, regional specialists, and the client’s own treasury automation roadmap. Winning the wallet requires evidence about how decisions actually get made inside the corporate, not assumptions inherited from the last RFP cycle.<\/p>\n

Why Wholesale Banking Market Research Drives Mandate Capture<\/h2>\n

Corporate banking revenue concentrates in a small number of high-value relationships. A single Fortune 500 treasury mandate can cover the cost of a coverage team for years. The economics reward precision over reach.<\/p>\n

The conventional approach treats wholesale banking market research as a satisfaction survey exercise. Senior coverage bankers sit with their top clients, ask about service quality, and report a Net Promoter Score upward. The exercise confirms relationships that already work and reveals little about wallet share leaking to competitors.<\/p>\n

The better approach combines structured B2B expert interviews with corporate treasurers, group treasurers, and assistant treasurers across the buying committee, paired with win\/loss analysis on recent mandate decisions. SIS International Research has consistently found that the decision criteria treasurers cite in post-RFP debriefs differ from the criteria coverage bankers believe drove the decision, with pricing weighted more heavily by the bank and platform integration weighted more heavily by the client.<\/span> That gap is where mandates are lost.<\/p>\n

What Corporate Treasurers Actually Evaluate<\/h2>\n

Treasury teams at large multinationals evaluate wholesale banks across a tighter set of criteria than relationship reviews suggest. ISO 20022 migration readiness, host-to-host connectivity, and API coverage now sit alongside credit appetite and pricing. SWIFT gpi tracking, virtual account architecture, and in-house bank support determine which institutions make the shortlist before pricing is discussed.<\/p>\n

Buyers at firms such as Unilever, Siemens, and Microsoft have rebuilt treasury operations around real-time visibility and payment factory consolidation. A wholesale bank that cannot integrate cleanly with Kyriba, FIS Quantum, or SAP Treasury loses the mandate before the credit committee meets. Research that surfaces these technical gating criteria, by interviewing the people who set them, separates winners from incumbents coasting on relationship inertia.<\/p>\n

The same pattern holds in trade finance. Corporate buyers evaluating supply chain finance programs weigh onboarding speed for suppliers, multi-bank platform compatibility, and KYC documentation burden. The bank with the lowest funding cost frequently loses to the bank with a working integration to Taulia or Kyriba SCF.<\/p>\n

How Wholesale Banking Market Research Reveals Wallet Share Movement<\/h2>\n

Wallet share in corporate banking moves quietly. A treasurer rarely fires a bank. A treasurer reduces volumes, redirects FX flows, gives the next bond mandate to a competitor, and waits for the relationship review to come around.<\/p>\n

Tracking this requires primary research with the buying committee, not the relationship banker’s contact. Group treasurers, regional treasury heads, and treasury technology leads each carry different votes. In structured interviews SIS International has conducted with corporate finance leaders across North America, Western Europe, and the CIS region, the treasury technology lead has emerged as the deciding voice on cash management mandates more often than the group treasurer, a shift that most coverage models have not absorbed.<\/span><\/p>\n

The institutions winning share have rebuilt their account planning around this reality. They run quarterly competitive intelligence on the top 50 corporate accounts, map the buying committee for each, and refresh the map when treasury organizations restructure. The output is not a slide deck. It is a list of named individuals, their stated priorities, and the specific competitor capabilities they have referenced in the last twelve months.<\/p>\n

Where Geographic Expansion Research Pays Back Fastest<\/h2>\n

Cross-border corridors remain the highest-margin segment of wholesale banking, and the corridors with the most pricing power are the ones with the fewest credible providers. CIS countries, Sub-Saharan Africa, and parts of Southeast Asia continue to reward banks that can combine local clearing access with multinational treasury standards.<\/p>\n

SIS International has supported payment technology providers and wholesale banks entering markets including Azerbaijan, Uzbekistan, Kazakhstan, Poland, and the Czech Republic, combining quantitative buyer surveys with persona research across corporate treasury, mid-market CFO, and correspondent banking segments. The pattern across these engagements is consistent. Local pricing benchmarks published by industry associations understate what corporate buyers will pay for reliability, and they overstate what those buyers will pay for features they cannot operationalize.<\/p>\n

Market entry assessments that test propositions with actual buyers, rather than extrapolating from regional GDP and banking penetration data, produce go\/no-go decisions that hold up at credit committee. The institutions that skip this step typically discover the gap eighteen months into the build, when the local sales team explains why the pipeline is not converting.<\/p>\n

The SIS Wholesale Banking Intelligence Framework<\/h2>\n

Effective wholesale banking market research operates on four layers, each answering a different decision.<\/p>\n

\n\n\n\n\n\n\n\n\n
Layer<\/th>\nDecision Supported<\/th>\nPrimary Method<\/th>\n<\/tr>\n<\/thead>\n
Buying Committee Mapping<\/td>\nCoverage allocation<\/td>\nB2B expert interviews<\/td>\n<\/tr>\n
Capability Gap Analysis<\/td>\nProduct investment<\/td>\nWin\/loss analysis, treasurer panels<\/td>\n<\/tr>\n
Wallet Share Tracking<\/td>\nAccount planning<\/td>\nCompetitive intelligence, share-of-wallet surveys<\/td>\n<\/tr>\n
Corridor Opportunity Sizing<\/td>\nGeographic expansion<\/td>\nMarket entry assessment, persona research<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n

Source: SIS International Research<\/em><\/p>\n

The layers compound. Buying committee maps make capability gap analysis specific to named accounts. Capability gaps inform which corridors deserve investment. Corridor research feeds back into account planning when a multinational opens a new regional treasury center.<\/p>\n

What Separates the Banks Capturing Share<\/h2>\n
\"\u00c9tudes<\/figure>\n

The wholesale banks gaining mandate share share three operating characteristics. They treat treasury technology vendors as part of the buying committee and brief them accordingly. They run competitive intelligence on platform capabilities such as virtual account hierarchies, real-time liquidity dashboards, and API catalogs, not just on pricing. They commission primary research before product roadmap reviews, not after launches underperform.<\/p>\n

The institutions still relying on relationship surveys and internal win\/loss debriefs continue to report strong satisfaction scores while losing share to competitors who have done the work to understand what corporate treasurers will switch for. Wholesale banking market research, executed at this depth, is the difference between defending a relationship and growing a wallet.<\/p>\n

\u00c0 propos de SIS International<\/h2>\n

SIS International<\/a> propose des recherches quantitatives, qualitatives et strat\u00e9giques. Nous fournissons des donn\u00e9es, des outils, des strat\u00e9gies, des rapports et des informations pour la prise de d\u00e9cision. Nous menons \u00e9galement des entretiens, des enqu\u00eates, des groupes de discussion et d\u2019autres m\u00e9thodes et approches d\u2019\u00e9tudes de march\u00e9. Contactez nous<\/a> pour votre prochain projet d'\u00e9tude de march\u00e9.<\/p>\n

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Related SIS Resources<\/h3>\n