Our case studies

FinTech Sales Strategy, Execution and Top-Line Growth

Derivative RFQ (request for quote) platform required help developing a client strategy and gaining traction. Our TACTech partner worked closely with the CEO, COO and existing sales team. The result being top-line growth and a solid foundation for future growth.

Further information

Derivative RFQ (request for quote) platform required help developing a client strategy and gaining traction. Our TACTech partner worked closely with the CEO, COO and existing sales team. The result being top-line growth and a solid foundation for future growth.

 

The Client

Capital Market FinTech platform for messaging derivative trade information between buy and sell-side firms via request for quote (RFQ) required help to develop a client strategy and gain traction.

 

Challenges

The FinTech platform had established strong sell-side relationships but needed to expand reach into other asset managers and buy-side firms. The business had a strong offering but lacked sales leadership, process, strategy and narrative.

 

How TACTech Partners Helped

Our TACTech partner has worked directly and indirectly with FinTech firms for a number of years. For this assignment he was contracted fractionally and worked closely and hands on with the CEO, COO and existing sales team. Firstly conducting a firm wide review of sales process, collateral, internet persona, sales team, PR, inbound and outbound approaches, client pipeline and pricing.

Our consultant attended buy-side and sell-side client meetings and calls as well as internal sales and product meetings. 

Quickly implementing a buy-side pricing policy and creating a buy-side strategic narrative and sales owner, our consultant moved onto the sales process recommending and implementing changes to the targeting and qualifying approach as well as the reporting suite made available to the board and investors. 

Our TACTech partner engaged with the firm’s own PR agency to drive and execute their content and strategy and then conducted a review of the firm’s website, presenting the firm with a number of cost effective alternatives to self administering an internet strategy.

Once these remedial steps had been taken our consultant worked with the firm to employ the feedback from both buy and sell-side firms to adjust the platform offering to generate more relevance and ease of deployment. At the same time creating a communication bridge between the product, dev and client side of the firm. Our partner mentored the sales staff who, as in many cases, had not come from a larger capital market or more mature firm. 

Employing multiple years of FinTech experience in direct sales the TACTech partner pursued a review of the strategic landscape for partnerships and joint ventures for the management team as well as a review of the requirements for international expansion. 

 

Results, Return on Investment and Future Plans

The FinTech continues to build on much of this foundational work with many of the sales and marketing approaches and processes still employed. Consequently the FinTech is gaining traction with both the buy and sell-side community and is currently preparing for a Series A funding round. Our partner has maintained a strong relationship as an independent advisor to the CEO despite moving to other projects and keeps a regular dialogue with the CEO who values their independent and impartial counsel. 

 

About TACTech Go-to market services.

TACTech’s bench of Executives in residence and market practitioners includes individuals versed in developing and delivering a go-to market strategy for FinTechs. 

Whether it is marketing, mentoring approach channel and partner sales, messaging, implementing sales process, pricing strategies,  UX/UI of your customer journey, social media campaigns, website design, generating inbound interest, internationalisation or even opening a few doors we can help.

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