SME platform pilot: launching the operating layer around the current account

Context

Mid-size commercial bank in UZ. SME segment 8000 active clients, contributes significantly to deposit base, but cross-sell ratio low (1.4 products average). Fintech competitors starting to capture SME spaces.

CMO + CCO joint initiative — explore SME platform.

Diagnostic (5 weeks)

Customer interviews with 30 SME owners (micro to medium):

• Top 3 pain points: Soliq compliance, document accumulation, legal templates.
• Existing tools: Excel + outsourced accountant + 1C (for medium).
• Willingness to pay for integrated solution: positive if saves 5+ hours/month.

Internal capability: mid-size data engineering team, no SME product team.

Vendor landscape: 1C partners available, Soliq integration providers limited.

Approach (12 months)

Months 1-3. Foundation. Architecture, partnership procurement (1C vendor, Soliq integration via established provider), regulatory mapping.

Months 3-6. MVP build. Three modules: current account integration + light accounting + Soliq submission. Built as a layer around ABS, not replacement.

Months 6-9. Pilot launch. 500 SMEs invited (mix of segments). Onboarding in branches with advisor support.

Months 9-12. Iteration. Customer feedback loop, friction removal, modules expansion (legal templates, RFQ).

Results

After 12 months:

• Pilot adoption: 380 of 500 actively using (76%).
• Cross-sell in pilot cohort: average products per customer 1.4 → 2.6.
• Retention in pilot: 92% vs 78% control non-pilot SME.
• Transactional volume on account: +38% pilot vs control.
• Customer satisfaction: NPS +24 vs control.
• Cost per SME activation: $40 (vs $120 for traditional onboarding).

What is critical

Partnership with established 1C / Soliq vendors — not build from scratch.

CCO sponsorship for cross-functional alignment.

Branch advisor training — for assisted onboarding.

Continuous friction removal — every pain point identified addressed in 2-week sprint.

What would not have worked

Build all modules in-house — 24+ months and unavailable team capability.

Big-bang launch without pilot — operational risk too high.

SME segment treated as “retail+” — different needs.

How SamaraliSoft engages

An engagement of this class — 12-15 months. Diagnostic 4-6 weeks, design 8-10, pilot rollout, scaling preparation.

Related

• /en/solutions/banking-sme-platform/ — SME platform
• /en/decisions/banking-build-vs-buy-sme/ — decision
• /en/insights/banking-sme-economics/ — SME economics
• /en/architecture/banking-around-core-architecture/ — wrap