Case Study: Large Multinational Financial Services Corporation
The company and our engagement
A large multinational financial services corporation, which recently acquired a niche software company with a portfolio of workflow management solutions, brought in ASG to help integrate several business operations functions, including sales and marketing.
Integration of business operations was required to streamline salesWhile the company’s solutions were highly integrated, marketing and sales were fragmented into different product groups, each with a distinct sales lead. The new parent company had several complimentary services to existing offerings, but internal knowledge was lacking to sell them to clients.
How can products offered by the parent and acquired company be integrated from a messaging standpoint?
What tools can be created to help facilitate sales for new products?
Develop framework to capture workflow process and existing solutions from the client and parent company
Target specific offerings to pitch to clients based on identified gaps
Customer workflow and needs were better understood by company management, allowing for an integrated portfolio selling approach.
- Increased selling time for field sales, and reduced time for training �
- Easier communication of value proposition
- Increased revenues