Investments in technology routinely rank high on the priority lists of most financial service providers. Enhanced marketing customer information file - MCIF - systems, data warehouses, platform automation, call center systems, contact management applications, intranets, or interactive Web sites are found on the current project list or shopping list of almost every banking company.

For many banks, intended technology investments have actually been little more than unrecoverable expenditures. Technology, of course, is not the villain. Too often, banks have simply failed to design their technology with sales in mind.

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