Challenges: In the wake of the Dodd-Frank Act in the US and the G20 reform in Europe, our client identified a clear opportunity to grow its business. With many investment banks and clearing houses responding to the new regulatory landscape by launching over-the-counter (OTC) clearing services, the firm was quick to recognise that this move would create demand for new supporting technology.
The Objectives: We were engaged to help the client achieve several core objectives:
# Understand the size and scale of the opportunity and the nature of the market itself
# Define which messages to take to market and how best to educate the market about the proposition
# Establish better visibility on how purchasing decisions were made and structured
# Review the firm’s entire sales and marketing strategy for maximum efficiency and productivity..
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