Go-to-Market Messaging Case Study:
Proposition for Hedge Funds

Thomson Reuters had a huge opportunity to sell additional solutions to hedge funds to address the challenges they face post 2008. However, these firms typically have the most knowledgeable and demanding buyers.

The Company not only had to ensure hedge fund managers were aware of the breadth of solutions the Company could now provide, but sales people also had to be able to clearly articulate value and competitive differentiation.

“This approach enabled us finally to crack the problem of engaging with a huge range of people across the company to develop a consistent and powerful set of messages for hedge funds – and then get real engagement with the sales teams."

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