Treasury & ALM Software Provider
Sales as a Service: Treasury & ALM UK Market
A Nordics based software vendor for ALM and Treasury for the Banking Market. The client had already a long term customer in the UK but wanted to make a pivot towards the UK and address a gap in the market for an integrated ALM and Treasury. The Service included a Senior Sales Consultant and a Demand Generation Consultant from G2M.
Country / Region:
UK
Client Product:
Treasury & ALM
G2M Service:
Sales as a Service
Category:
Banking
Requirement
The remit was to acquire new name customers in the UK Banking and Building Society markets for the Treasury and ALM solution. To provide the Nordic based supplier with a UK based sales presence and reach into the market locally.
Approach
Since the product was already mature in its capabilities and go-to-market messaging. The focus was on the execution of the UK campaign, systematically approaching the Treasury, Risk and ALM teams within the Tier 2 and 3 deposit taking Banks, Building Societies and Digital Banks in the market. A universe of 200 accounts were identified and a multi-channel joint sales and marketing campaign was agreed including digital marketing, events, direct outreach and networking activities.
Results
After 12 months of systematic campaigning, we were able to see that over 90% of the target accounts had been engaged. 40 leads/opportunities had been created which represented a significant pipeline and a landmark new business deal had been won at one of the UK leading digital banks.
