Risk & Product Control Data Consultants
Sales as a Service: Risk & Product Control Data Consultants
UK based consultancy startup needed a Sales Leader and Execution skills but wanted to access this on a fractional basis. As a start up, new projects/revenue was critical. To achieve that a clear go-to-market plan was needed.
Country/Region
EMEA
Client Product:
Risk & Product Control Consultants
Requirements
Define proposition and go to market for the Consulting Business. The initial priority was to download from the owner / founders their key experience, skills and IP that could be assembled into a clear proposition and align it to market needs in order to take to market. Data Lineage was one of the key themes which aligned with previous delivery experience, in house skills and market drivers.
Approach
Finance and Product Control experience at a large Tier 1 Bank in the UK was used to define a proposition for this function in the Banking space. BCBS 239 was also starting to impact the Banks across Europe and a proposition and campaign approach was defined to outreach to this market in the UK and Mainland Europe in order to showcase the customers experience and the proposed approach to solving the key risk data issues large banks were having in addressing BCBS 239.
Results
After a cold approach to the CRO of Santander an initial presentation and proposal to conduct a analysis phase, a significant programme of work was won to deliver the BCBS239 framework for the bank with a multi-phase / year contract put in place.
A campaign across the market yielded another initial client in Singapore. Here G2M leveraged their network of contacts in this market to make an introduction to the Directors and to help position their expertise in Finance / Product Control data and best practice architecture. A project was won to review the Bank’s Teradata architecture and target state and to advise on the best practise for delivery against the business requirements.
During the term of the engagement G2M were able to establish the clients into Asset Management and Insurance clients, each time having to break new ground by winning business in a new sub sector of the financial services.
6
new customers were acquired in 2 year period and >£4m in revenue. Including first
client in Asset Management Sector, a large Insurance client and major clients
in the Banking Sector.
