Transforming global financial leader’s offer for significant growth

Challenge

Our client aimed to integrate a front-office order management system provider. However, this was met with doubts from analysts, stakeholders, and media. The firm needed to rapidly deliver on its ambitions to combine data and analytics with its traditional asset services. This required a new platform to integrate two offerings, establish strong positioning outside the firm’s core business, and effectively execute a first-of-its-kind offer.

At a glance

• 90+ executives and leaders aligned
• 22% YoY revenue growth after acquisition
• $83 million in new revenue from new offer in 2021

Action

• We initiated workshops to foster alignment between leadership teams of both firms during an intense integration phase
• We developed a distinct value proposition and adopted an account-based approach
• We prioritized must-win accounts, particularly early buyers
• We empowered customer-facing and enablement teams to quickly position and land the new offer, using sales playbooks, battlecards, and pitch decks

Impact

By responding quickly to a high-stakes situation, and leading a series of team sprints, we gained buy-in from executives in both firms, built a distinct value proposition, and accelerated time to market for the transformed offer – winning new customers.

• Successful launch, rapid market traction, and a fast rise to category leadership in front-to-back automation
• The new proposition generated a substantial $83 billion in revenue in 2021
• Over 90 executives and leaders from both businesses achieved alignment
• The client experienced 22% year-over-year revenue growth for the overall group post-acquisition

“What we saw happening, within almost a quarter of us acquiring the firm and conceptualizing the new proposition, was the pipeline started building, and we were doing a lot of development."

CEO, Global Financial Services Leader