Projects
FinTech Firm
Sales Process Evaluation
It was a pleasure to work with a major FinTech/data provider that provides its unique data to the capital market segment. They needed to re-ignite their top line growth so they engaged us to perform a Sales Eval.
We began with a brief but comprehensive review of their sales process, their sales team, compensation and their materials and also investigated the challenges being faced by this firm. Upon completion of the audit, we provided this great FinTech Firm with a detailed overview of our observations, findings, and recommendations to help re-start and accelerate their sales.
Our Process
- Review and advise on sales compensation plans, pipeline management, and forecasting tools to develop smarter approaches, boosting team member engagement and productivity throughout all phases of the sales cycle
- Identify operational issues hampering progress and expansion, overcoming these pitfalls with best-practice sales processes, methodologies, and metrics
- Establish a consistent and repeatable sales process, accurately defining the selling culture while maximizing performance
- Revamping your company’s message and value positioning while maintaining a finger on the pulse of customer experience
Prattle
Go to market advisory
Assisted in fine-tuning the company’s go-to-market sales strategy and product launch with their new equities version of the Prattle signal product suite.
FGCG continued with the relationship as an advisor to the CEO during the company’s eventual sale to Liquidnet.
Tabb Group
Acquisition study & analysis
Made research/due diligence calls to senior players in the equity capital markets and loan syndication/origination space relating to an acquisition a TABB client was considering.
Assisted in securing attendees for an AI-focused breakfast forum co-hosted by TABB and a small Swiss-based AI provider.
Penned a research paper on the earnings estimates product segment for a TABB client doing due diligence on a potential acquisition focused on earnings estimates.
Presented findings to the client’s M&A team.
Morningstar
Product development project
Contracted to create a broker estimate product for Morningstar.
Wrote a strategic plan, meeting with numerous brokers throughout the project.
Worked closely with numerous product experts, equity research players, and internal marketing to develop the client-facing deck and supporting marketing materials.
Financial Intelligence Informa
Sales evaluation, market research & creation of an M&A target list
Initialized market research for IFI by speaking with nearly 50 buy-side firms across various titles and investments to better understand what they value in research, data, and analytics.
Formulated a new value proposition for the EPFR sales team, focused on becoming more of a subject matter expert on their own data while also becoming more in tune with how clients could use the data for investment purposes.
Wrote a strategy plan for the then-IFI President, carrying the strategy forward by detailing the sequence of required decisions and activities.
Developed an M&A target acquisition list in various market segments, including data, data science, and AI technology companies.
Wall Street Horizon
Interim management role focused on commercial repositioning
As a part of our interim management services, Fador took on a full-time role as Chief Commercial Officer to accelerate revenue and greatly expand market awareness.
Substantially expanded the channel and third-party distribution of data adding new channels — such as IHS Markit — and recasting existing deals with platforms like ICE/NYSE.
Established a PR effort focused on creating broader market awareness for the company.
Initialized and ran several events for prospects and clients with other major industry participants such as S&P, Estimize, Flextrade, and more. Partnered with leading industry academics with the intent of casting WSH as a thought leader in the realm of alternative data and how it could be used to generate alpha.
Recognia
Corporate development
Focused on corporate development and identifying potential buyers for Recognia.
Progress resulted in an offer from Thomson Reuters (TR), later rescinded due to TR’s internal organizational issues that prevented a transaction.
Offered strategic product and sales advice to the CEO, CFO, and head of sales.
Utilized an extensive network in the financial services community for introduction to prospects and new potential channel partners.
Thinksheet
Thinksheet Project Engaged by Bill Stahl for access to the FGCG network to help raise capital and introduce prospects and potential partners.
Engaged by Bill Stahl for access to the FGCG network to help raise capital and introduce prospects and potential partners.
Scout Finance
Scout Finance Project Worked one-on-one with the founder to discover new strategic investors or acquirers. Later acquired by Money.net.
Worked one-on-one with the founder to discover new strategic investors or acquirers.
Later acquired by Money.net.
Kuberre Systems
Kuberre Systems Project Engaged to help develop a sales process, make introductions, and engage in direct sales activity as needed. Directly responsible for several client deals that continue to be Kuberre clients contributing regular annual revenues since first signing with Kuberre in 2015 and 2016.
Engaged to help develop a sales process, make introductions, and engage in direct sales activity as needed.
Directly responsible for several client deals that continue to be Kuberre clients contributing regular annual revenues since first signing with Kuberre in 2015 and 2016.
Virtua
Virtua Project Maintaining a 13-year relationship with Virtua and Andy Detwiler on an as-needed basis. Provided guidance, introductions, and sounding board for the company.
Maintaining a 13-year relationship with Virtua and Andy Detwiler on an as-needed basis.
Provided guidance, introductions, and sounding board for the company.
Corporate Insight
Corporate Insight Project Worked directly with the CEO as a mentor and advisor on both strategic and tactical issues and initiatives. Addressed specific issues and questions around organizational structure, personnel decisions, and potential partners, among others.
Worked directly with the CEO as a mentor and advisor on both strategic and tactical issues and initiatives.
Addressed specific issues and questions around organizational structure, personnel decisions, and potential partners, among others.
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