Selling Islamic finance to Mr. Smith: an exercise in collaboration to achieve real ROI

Kalika Tripathi and Dipen Mehta

In an environment of increasing product parity, the need to innovate has become critical. The key input for innovation is robust and insightful data from customers.

Selling Islamic finance to Mr. Smith: an exercise in collaboration to achieve real ROI

Kalika TripathiHSBC Bank Middle East, United Arab Emirates

Dipen MehtaQuest Consulting, United Arab Emirates

INTRODUCTION

In an environment of increasing product parity, the need to innovate has become critical. The key input for innovation is robust and insightful data from customers. Given this scenario, this paper explores the triggers and barriers that exist within typical companies in the drive to gain better customer insights to fulfill the end need of innovation.

A few of the impediments, such as the lack of senior “hands-on” researchers...

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