Tag: onboarding

Dormant fraud, sleeper fraud, trojan horse fraud . . . whatever you call it, it’s an especially insidious form of account takeover fraud (ATO) that fraud teams often can’t detect until it’s too late. Fraudsters create accounts with stolen credentials or gain access to existing ones, onboard under the fake identity, then lie low, waiting for an opportunity to attack.   It takes a strategic approach to defeat the enemy from within, and fraudsters assume you won’t have the tools in place to even know where to start.   Dormant fraud uncovered: A case study  NeuroID, a part of Experian, has seen the dangers of dormant fraud play out in real time.  As a new customer to NeuroID, this payment processor wanted to backtest their user base for potential signs of fraud. Upon analyzing their customer base’s onboarding behavioral data, we discovered more than 100K accounts were likely to be dormant fraud. The payment processor hadn’t considered these accounts suspicious and didn’t see any risk in letting them remain active, despite the fact that none of them had completed a transaction since onboarding.  Why did we flag these as risky?  Low familiarity: Our testing revealed behavioral red flags, such as copying and pasting into fields or constant tab switching. These are high indicators that the applicant is applying with personally identifiable information (PII) that isn’t their own.  Fraud clusters: Many of these accounts used the same web browser, device, and IP address during sign-up, suggesting that one fraudster was signing up for multiple accounts. We found hundreds of clusters like these, many with 50 or more accounts belonging to the same device and IP address within our customer’s user base.  It was clear that this payment processor’s fraud stack had gaps that left them vulnerable. These dormant accounts could have caused significant damage once mobilized: receiving or transferring stolen funds, misrepresenting their financial position, or building toward a bust-out.   Dormant fraud thrives in the shadows beyond onboarding. These fraudsters keep accounts “dormant” until they’re long past onboarding detection measures. And once they’re in, they can often easily transition to a higher-risk account — after all, they’ve already confirmed they’re trustworthy. This type of attack can involve fraudulent accounts remaining inactive for months, allowing them to bypass standard fraud detection methods that focus on immediate indicators.   Dormant fraud gets even more dangerous when a hijacked account has built trust just by existing. For example, some banks provide a higher credit line just for current customers, no matter their activities to date. The more accounts an identity has in good standing, the greater the chance that they’ll be mistaken for a good customer and given even more opportunities to commit higher-level fraud.  This is why we often talk to our customers about the idea of progressive onboarding as a way to overcome both dormant fraud risks and the onboarding friction caused by asking for too much information, too soon.   Progressive onboarding, dormant fraud, and the friction balance  Progressive onboarding shifts from the one-size-fits-all model by gathering only truly essential information initially and asking for more as customers engage more. This is a direct counterbalance to the approach that sometimes turns customers off by asking for too much too soon, and adding too much friction at initial onboarding. It also helps ensure ongoing checks that fight dormant fraud. We’ve seen this approach (already growing popular in payment processing) be especially useful in every type of financial business. Here’s how it works:  A prospect visits your site to explore options. They may just want to understand fees and get a feel for your offerings. At this stage, you might ask for minimal information — just a name and email — without requiring a full fraud check or credit score. It’s a low commitment ask that keeps things simple for casual prospects who are just browsing, while also keeping your costs low so you don’t spend a full fraud check on an uncommitted visitor.   As the prospect becomes a true customer and begins making small transactions, say a $50 transfer, you request additional details like their date of birth, physical address, or phone number. This minor step-up in information allows for a basic behavioral analytics fraud check while maintaining a low barrier of time and PII-requested for a low-risk activity.  With each new level of engagement and transaction value, the information requested increases accordingly. If the customer wants to transfer larger amounts, like $5,000, they’ll understand the need to provide more details — it aligns with the idea of a privacy trade-off, where the customer’s willingness to share information grows as their trust and need for services increase. Meanwhile, your business allocates resources to those who are fully engaged, rather than to one-time visitors or casual sign-ups, and keeps an eye on dormant fraudsters who might have expected no barrier to additional transactions.  Progressive onboarding is not just an effective approach for dormant fraud and onboarding friction, but also in fighting fraudsters who sneak in through unseen gaps. In another case, we worked with a consumer finance platform to help identify gaps in their fraud stack. In one attack, fraudsters probed until they found the product with the easiest barrier of entry: once inside they went on to immediately commit a full-force bot attack on higher value returns. The attack wasn’t based on dormancy, but on complacency. The fraudsters assumed this consumer finance platform wouldn’t realize that a low controls onboarding for one solution could lead to ease of access to much more. And they were right.  After closing that vulnerability, we helped this customer work to create progressive onboarding that includes behavior-based fraud controls for every single user, including those already with accounts, who had built that assumed trust, and for low-risk entry-points. This weeded out any dormant fraudsters already onboarded who were trying to take advantage of that trust, as they had to go through behavioral analytics and other new controls based on the risk-level of the product.   Behavioral analytics gives you confidence that every customer is trustworthy, from the moment they enter the front door to even after they’ve kicked off their shoes to stay a while.  Behavioral analytics shines a light on shadowy corners  Behavioral analytics are proven beyond just onboarding — within any part of a user interaction, our signals detect low familiarity, high-risk behavior and likely fraud clusters. In our experience, building a progressive onboarding approach with just these two signal points alone would provide significant results — and would help stop sophisticated fraudsters from perpetrating dormant fraud, including large-scale bust outs.  Want to find out how progressive onboarding might work for you? Contact us for a free demo and deep dive into how behavioral analytics can help throughout your user journey.  Contact us for a free demo

This article was updated on February 23, 2024. First impressions are always important – whether it’s for a job interview, a first date or when pitching a client. The same goes for financial services onboarding as it’s an opportunity for organizations to foster lifetime loyalty with customers. As a result, financial institutions are on the hunt now more than ever for frictionless online identity verification methods to validate genuine customers and maintain positive experiences during the online onboarding process. In a predominantly digital-first world, financial companies are increasingly focused on the customer experience and creating the most seamless online onboarding process. However, according to Experian’s 2023 Identity and Fraud Report, more than half of U.S. consumers considered dropping out during account opening due to friction and a less-than positive experience. And as technology continues to advance, digital financial services onboarding, not surprisingly, increases the demand for fraud protection and authentication methods – namely with digital identity (ID) verification processes. According to Experian’s report, 64% of consumers are very or somewhat concerned with online security, with identity theft being their top concern. So how can financial institutions guarantee a frictionless online onboarding experience while executing proper authentication methods and maintaining security and fraud detection? The answer? While a “frictionless” experience can seem like a bit of a unicorn, there are some ways to get close: Utilizing better data - Digital devices offer an extensive amount of data that’s useful in determining risk. Characteristics that allow the identification of a specific device, the behaviors associated with the device and information about a device’s owner can be captured without adding friction for the user. Analytics – Once the data is collected, advanced analytics uses information based on behavioral data, digital intelligence, phone intelligence and email intelligence to analyze for risk. While there’s friction in the initial ask for the input data, the risk prediction improves with more data. Document verification and biometric identity verification – Real-time document verification used in conjunction with facial biometrics, behavioral biometrics and other physical characteristics allows for rapid onboarding and helps to maintain a low friction customer journey. Financial institutions can utilize document verification to replace manual long-form applications for rapid onboarding and immediately verify new data at the point of entry. Using their mobile phones, consumers can photograph and upload identity documents to pre-fill applications. Document authenticity can be verified in real-time. Biometrics, including facial, behavioral, or other physical characteristics (like fingerprints), are low-touch methods of customer authentication that can be used synchronously with document verification. Optimize your financial services onboarding process Experian understands how critical identity management and fraud protection is when it comes to the online onboarding process and identity verification. That’s why we created layered digital identity verification and risk segmentation solutions to help legitimize your customers with confidence while improving the customer experience. Our identity verification solutions use advanced technology and capabilities to correctly identify and verify real customers while mitigating fraud and maintaining frictionless customer experiences. Learn more

Despite economic uncertainty, new-customer acquisition remains a high priority in the banking industry, especially with increasing competition from fintech and big tech companies. For traditional banks, standing out in this saturated market doesn’t just involve enhancing their processes — it requires investing in the future of their business: Generation Z. Explore what Gen Z wants from financial technology and how to win them over in 2023 and beyond: Accelerate your digital transformation As digital natives, many Gen Zers prefer interacting with their peers and businesses online. In fact, more than 70% of Gen Zers would consider switching to a financial services provider with better digital offerings and capabilities.1 With a credit prescreen solution that harnesses the power of digital engagement, you can extend and represent firm credit offers through your online and mobile banking platforms, allowing for greater campaign reach and more personalized digital interactions. READ: Case study: Drive loan growth with digital prescreen Streamline your customer onboarding process With 70% of Gen Z and millennials having already opened an account online, it’s imperative that financial institutions offer a digital onboarding experience that’s quick, intuitive, and seamless. However, 44% of Gen Z and millennials state that their digital customer experience has been merely average, noting that the biggest gaps exist in onboarding and account opening.2 To improve the onboarding process, consider leveraging a flexible decisioning platform that accepts applications from multiple channels and automates data collection and identity verification. This way, you can reduce manual activity, drive faster decisions, and provide a frictionless digital customer experience. WATCH: OneAZ Credit Union saw a 25% decrease in manual reviews after implementing an integrated decisioning system Provide educational tools and resources Many Gen Zers feel uncertain and anxious about their financial futures, with their top concern being the cost of living. One way to empower this cohort is by offering credit education tools like step-by-step guides, score simulators, and credit alerts. These resources enable Gen Z to better understand their credit and how certain choices can impact their score. As a result, they can establish healthy financial habits, monitor their progress, and gain more control of their financial lives. By helping Gen Z achieve financial wellness, you can establish trust and long-lasting relationships, ultimately leading to higher customer retention and increased revenue for your business. To learn how Experian can help you engage the next generation of consumers, check out our credit marketing solutions. Learn more 1Addressing banking’s key business challenges in 2023.

To drive profitable growth and customer retention in today’s highly competitive landscape, businesses must create long-term value for consumers, starting with their initial engagement. A successful onboarding experience would encourage 46% of consumers1 to increase their investments in a product or service. While many organizations have embraced digital transformation to meet evolving consumer demands, a truly exceptional onboarding experience requires a flexible, data-driven solution that ensures each step of customer acquisition in financial services is as quick, seamless, and cohesive as possible. Otherwise, financial institutions may risk losing potential customers to competitors that can offer a better experience. Here are some of the benefits of implementing a flexible, data-driven decisioning platform: Greater efficiency From processing a consumer’s application to verifying their identity, lenders have historically completed these tasks manually, which can add days, if not weeks, to the onboarding process. Not only does this negatively impact the customer experience, but it also takes resources away from other meaningful work. An agile decisioning platform can automate these tedious tasks and accelerate the customer onboarding process, leading to increased efficiency, improved productivity, and lower acquisition costs2. Reduced fraud and risk Onboarding customers quickly is just as important as ensuring fraudsters are stopped early in the process, especially with the rise of cybercrime. However, only 23% of consumers are very confident that companies are taking steps to secure them online. With a layered digital identity verification solution, financial institutions can validate and verify an applicant’s personal information in real time to identify legitimate customers, mitigate fraud, and pursue growth confidently. Increased acceptance rates Today’s consumers demand instant responses and easy experiences when engaging with businesses, and their expectations around onboarding are no different. Traditional processes that take longer and require heavy documentation, greater amounts of information, and continuous back and forth between parties often result in significant customer dropout. In fact, 40% of digital banking consumers3 abandon opening an account online due to lengthy applications. With a flexible solution powered by real-time data and cutting-edge technology, financial institutions can reduce this friction and drive credit decisions faster, leading to more approvals, improved profitability, and higher customer satisfaction. Having a proper customer onboarding strategy in place is crucial to achieving higher acceptance and retention rates. To learn about how Experian can help you optimize your customer acquisition strategy, visit us and be sure to check out our latest infographic. View infographic Visit us 1 The Manifest, Customer Onboarding Strategy: A Guide to Retain Customers, April 2021. 2 Deloitte, Inside magazine issue 16, 2017. 3 The Financial Brand, How Banks Can Increase Their New Loan Business 100%, 2021.

New challenges created by the COVID-19 pandemic have made it imperative for utility providers to adapt strategies and processes that preserve positive customer relationships. At the same time, they must ensure proper individualized customer treatment by using industry-specific risk scores and modeled income options at the time of onboarding As part of our ongoing Q&A perspective series, Shawn Rife, Experian’s Director of Risk Scoring, sat down with us to discuss consumer trends and their potential impact on the onboarding process. Q: Several utility providers use credit scoring to identify which customers are required to pay a deposit. How does the credit scoring process work and do traditional credit scores differ from industry-specific scores? The goal for utility providers is to onboard as many consumers as possible without having to obtain security deposits. The use of traditional credit scoring can be key to maximizing consumer opportunities. To that end, credit can be used even for consumers with little or no past-payment history in order to prove their financial ability to take on utility payments. Q: How can the utilities industry use consumer income information to help identify consumers who are eligible for income assistance programs? Typically, income information is used to promote inclusion and maximize onboarding, rather than to decline/exclude consumers. A key use of income data within the utility space is to identify the eligibility for need-based financial aid programs and provide relief to the consumers who need it most. Q: Many utility providers stop the onboarding process and apply a larger deposit when they do not get a “hit” on a certain customer. Is there additional data available to score these “no hit” customers and turn a deposit into an approval? Yes, various additional data sources that can be leveraged to drive first or second chances that would otherwise be unattainable. These sources include, but are not limited to, alternative payment data, full-file public record information and other forms of consumer-permissioned payment data. Q: Have you noticed any employment trends due to the COVID-19 pandemic? How can those be applied at the time of onboarding? According to Experian’s latest State of the Economy Report, the U.S. labor market continues to have a slow recovery amidst the current COVID-19 crisis, with the unemployment rate at 7.9% in September. While the ongoing effects on unemployment are still unknown, there’s a good chance that several job/employment categories will be disproportionately affected long-term, which could have ramifications on employment rates and earnings. To that end, Experian has developed exclusive capabilities to help utility providers identify impacted consumers and target programs aimed at providing financial assistance. Ultimately, the usage of income and employment/unemployment data should increase in the future as it can be highly predictive of a consumer’s ability to pay For more insight on how to enhance your collection processes and capabilities, watch our Experian Symposium Series event on-demand. Watch now Learn more About our Experts: Shawn Rife, Director of Risk Scoring, Experian Consumer Information Services, North America Shawn manages Experian’s credit risk scoring models while empowering clients to maximize the scope and influence of their lending universe. He leads the implementation of alternative credit data within the lending environment, as well as key product implementation initiatives.