A leading global financial services focused on global trading activity processing trillions of dollars of security transactions on a daily basis worldwide wanted to establish a strategic dialog with its 30 top strategic accounts. They knew they needed to engage a more senior level of executive and that their CRM and existing data would not enable them to do this.
The chief marketing officer and chief client officer engaged RelPro to analyze their key accounts to identify target executives (based on key functional roles), complete missing details (such as contact information) and identify connections from their Board and senior management to these target executives. First, the company provided RelPro with a list of its top 30 accounts. Our data services team quickly applied analytics and relationship mapping to identify new target executives in the 30 companies, find their contact details and reveal valuable relationship intelligence and ways of connecting with these executives.
1,700 new target executives were identified, and detailed relationship intelligence was sourced with RelPro. Our client prioritized 700 executives for targeted follow up by their relationship management and sales teams – closing new sales as well creating the new strategic dialog.
The firm is now using RelPro for ongoing alerts, collaboration and follow-up across the global account base, and has expanded RelPro data services to analyze its next tier of accounts.