Hedge Fund Solution Messaging, Sales Playbooks & Activation Sessions Drive $2M in Annual Revenue Opportunities
- LSEG Refinitiv (formerly Thomson Reuters)
- Data, analytics, and workflow solutions
- Insights and analytics to accelerate the pace of innovation
- Targeting financial services firms including hedge funds
Challenge
Hedge funds typically have the most knowledgeable and demanding buyers in financial services. To grow hedge fund revenues, Refinitiv not only had to ensure hedge fund decision makers were aware of the solutions the Company could provide, but sales people also had to be able to clearly articulate how these solutions deliver value and why they are different.
Solution
Refinitiv engaged BPM to run a series of workshops with the relevant stakeholders in London and New York to rapidly gather the required knowledge and develop the value propositions. BPM’s Proposition Mapping™ methodology and Messaging Workbench™ platform enabled the various team members to work together efficiently.
We then worked with the marketing team to deliver sales collateral, playbooks and a video-driven activation package that was rolled out globally.
Outcome
- Generated $2M in annual revenue opportunities
- 800% return on investment for Thomson Reuters
