Summary

We helped a financial services leader* maximize its $2.6bn acquisition to launch it’s new combined proposition and drive significant revenue growth. By responding fast to a high-stakes situation and leading a series of team sprints, we gained buy-in from executives in both firms, built a distinctive value proposition, and accelerated time-to-market for the transformed offer – winning new customers.

At a glance

Situation

• Financial services leader announces it will acquire front-office order management system provider
• Deal questioned by analysts, media, and some shareholders.
• The firm needs to rapidly deliver on its ambitions to combine data and analytics with its traditional asset services
• Specific challenge for the executive teams to create:
  - New platform to integrate two offerings
  - Strong positioning outside core business
  - Effective execution of a first-of-its-kind offer

Action

• We created and ran workshops with the leadership teams of both firms, achieving alignment through an intense integration phase
• Developed the customer offer, building a distinct value proposition and driving an account-based focus
• Applied insights to prioritize must-win accounts with a focus on early buyers
• Empowered customer-facing and enablement teams to rapidly position and land the new offer using sales playbooks, battlecards, and pitch decks

Impact

• Successful launch, rapid market traction, and fast rise to category leadership in front-to-back automation
• Revenue of $83 billion from the new proposition in 2021
• 90+ executives and leaders aligned from both businesses
• 22% YOY revenue growth after acquisition for the overall group

*We take our clients' confidentiality seriously. While we've changed their names, the results are real.