Case Studies

Understand
the
Customer
Create
Messaging
and Content
Enable
Sales
Launch
and Generate
Demand
Nurture
Prospects
to Close
Penetrating accounts with additional products and services
Traditionally at this Company, sales people had focused on selling individual product lines. Senior management wanted to equip sales people with the knowledge to position and sell a broader range of products and services to provide more complete solutions to the challenges banks face.
The range of products and services the company now had provided the opportunity to sell complete business solutions valued at $5M+.
Defending revenues and displacing competitor products
This global leader in market data and tools had recently launched a new desktop and mobile platform to serve capital markets professionals. The new platform was designed to replace a range of existing and well established legacy products from the Company, and also displace competitor products in certain market segments.
To achieve the aggressive goals the Company had set itself for the replacement of legacy desktops, however, it would be critical to provide customers with compelling business reasons to upgrade to the new platform. To displace competitor products, it would be necessary to explain exactly how the new desktop and mobile solution was different and delivered superior business value.