FinListics Case Study: Account Cluster Planning

Sales Teams clearly indentify and prioritize opportunities

Business Issue:

• Solution provider’s specialized account team focused on largest commercial banks North America.
• Unprecedented write-down of securitized and other assets made it challenging to analyze banks’ performance and identify potential areas of opportunities.
• Sellers generally not comfortable with analysis of client performance at the line of business level and how to position their solutions in context of consequences of financial markets’ turmoil.

 FinListics Solutions Customization:

• FinListics conducted detailed analysis for each targeted bank’s lines of businesses like Retail, Commercial and Wealth Management.
• Detailed analysis included financial performance trend and peer benchmarking for key financial metrics and identification of business and financial goals.
• FinListics experts reviewed results with sales team. 

Results:

• Sales team was able to more clearly identify opportunities within lines of business.
• Accounts were better prioritized based on specific line of business needs, bank’s financial viability, and likelihood of desire and ability to invest in solutions over next 12 months.