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case Study

Sales Strategy

We supported a capital markets data provider in achieving robust sales growth via a global strategy proposition pivot and a tailored sales strategy.

Client Description

Global Capital Markets Data Provider

Our client is a leading global capital markets data, analytics, and technology services provider, distributing relevant insights across the value chain via a digital platform. The client services over 200 countries, and frequently provides data and scorecards to financial media / press.

Problem Statement

Despite being well-established, the client wished to further drive its sales conversion, especially within the APAC region.

Project Approach

Demand Analysis

We analysed demand in the region for data and insights services, to identify opportunities and proposition gaps.

Proposition Pivot

We designed a proposition pivot for the client, from being a raw data provider to offering data analytics services.

Sales Supercharge

We produced sales collateral based on the refined proposition and provided training to the client’s global sales team.

Key Achievements

Value Proposition

Refinement of client’s business that reflects market demand and client’s existing capabilities.

Business Case

Development of business case to secure buy-in from stakeholders to business pivot.

Client Acquisition

Acceleration in client acquisition, especially in a relatively saturated market.

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