Wealth Management Platform Provider
Early Stage Business Development
Wealth Management platform provider in the UK targeting SIPP Providers and known users of a competitors product
Country/Region:
UK
Client Product:
Wealth Management Platform Provider
G2M Service:
Early Stage Business Development
Category:
Wealth Management
Requirement
The client had defined target market of approx. 25 specialist SIPP providers and known competitor customers. G2M working as an extension of the client’s sales team. Therefore supporting the Sales Team in “opening the right doors” and gathering intelligence within target accounts/market.
Approach
After an initial period of training and “downloading” of the proposition resulting in an agreed G2M campaign document (Goals, Pain Points, Qualification Q’s, Pain Points, USP’s, Competitors, References etc). Combined with Account background and some data provided by the client. Enhanced by G2M online research. Phone based outreach by G2M team to agreed targets to introduce the client proposition supported with a follow up email. Qualifying the right contacts and decision makers, understanding pain points, push for angles around competitors products use and working with the client closely to guide the messaging and look for opportunities now or in the future.
Results
During the campaign of the 25 firms engaged, there were 6 categorized as leads including names such as JLT, Mattioli Woods, Dentons, Morgan Lloyd, Clifton Asset Management and Hargreaves. All 25 target accounts have the right contacts identified within them and the client are now “known” to them. 13 of these accounts were well qualified/engaged and were then put into a nurture program.
