I experienced this myself when I built a new browser based single dealer channel for the interest rate trading business of a large UK bank in 2008-10. Part of t

I experienced this myself when I built a new browser based single dealer channel for the interest rate trading business of a large UK bank in 2008-10. Part of the motivation of single dealer channels is to get wholesale bank clients off the people intensive voice & email channels (phone calls to highly paid sales people) and on to self service electronic channels. For instance, for an index tracking block trade, we'd want to deter them from emailing a sales person a spreadsheet, and encourage them to upload via a browser for automated processing. The resistance to changing entrenched manual workflow among Japanese clients was phenomenal, and far greater than in London or New York.