BUILDING A MARKET
The client was a subsidiary of a large Irish services company, this division of the company was one of the leading suppliers of software in client on-boarding lifecycle management solutions. Its market-leading enterprise platform is designed to streamline, simplify and rationalise the often complex operational interactions of client lifecycle management.
Based in London and Dublin the company has approximately 50 employees. Their initial success came in the retail and wholesale banking sectors.
The company was looking for a partner with experience within the Wealth Management and Prime Brokerage arenas, in order for them to test whether their application would fit into this space and also to gain introductions within the sector.
Steve D’Souza and Sales Kinetics with their wealth of experience, knowledge and contacts in these areas were the ideal partner for the company.
They wanted to test the market in 6 different sectors to see if they had a fit and were also looking to collaborate with established consultancies in these areas.
Sales Kinetics funnelled down the areas where the client should concentrate these efforts which were Wealth Management, Prime Brokerage and Consultancies.
Over the year that Sales Kinetics worked for the client they carried out the following :-
Market analysis was undertaken of the various sectors;
Sales Kinetics created a list of clients to market test the solution and proposition against;
Market testing was carried out with the result of eliminating a number of sectors that weren’t going to be conducive to the client’s software;
A pipeline of opportunities was created;
Coaching was provided on Sales Presentations;
Cap Gemini was signed up as a strategic partner for the company;
Sales Kinetics created qualified opportunities in Wealth Management organisations.
The success of the initial project ensured that Sales Kinetics was retained to deliver against the pipeline that they had created. The signing up of Cap Gemini as a strategic partner provided the client with a global distribution of their software at a much higher level than they could have achieved by themselves.
Sales Kinetics established the customer as a credible incumbent to suppliers in the Wealth Management space.