Regulatory Reporting Software Provider
Early Stage Business Development:
A project within the UK insurance market to understand current Solvency II Pillar 3 reporting process and to generated demand for the Regulatory Reporting Software provider
Country/Region:
UK
Client Product:
Regulatory Reporting
G2M Service:
Early Stage Business Development
Category:
Insurance
Requirements
Engaged G2M Demand Generation experts to focus on the UK insurance market to understand current Solvency II Pillar 3 reporting process and challenges, current provider and position the benefits of working with the clients’ solution.
Approach
We followed standard G2M process for the campaign messaging, however given this is a very competitive market, we placed particular attention on the competitive positioning, allowing G2M to objection handle around prospects already having a solution in place. Finding the problem and budget owners was also key within Finance, Compliance and Regulatory Reporting. Very targeted approach focused upon approx. 50 UK Insurance Firms – including Life, GI, P&C, as well as Lloyds Syndicates. Accounts ranged from Tier 1, 2 and 3 to test best fit.
Results
G2M managed to identify weaknesses in one of the competitive solutions in the market and were able to secure qualified leads at a number of these accounts, including one of the UK’s largest life and pensions providers. The team qualified out 26 firms and provided detailed insights on the reasons why including brokers who do not submit Pillar 3 returns and users of other systems (internal/external) without issues and drivers for change. A detailed report was submitted with feedback and advice for Phase 2 campaigns.
