A Worldwide leader in the creation and delivery of customer and information management solutions worked together with OnTarget Partners to do custom prospecting among Tier 1 and Tier 2 retail banks.  The business challenge was to identify the key decision makers within the banks and to understand their needs.  The sales process for this type of engagement is often very long.  The challenges were not only finding the opportunities to pursue, but avoiding the ones that were not in their “sweet spot”.  

OnTarget consulted with the firm about how to target the key decision makers and work seamlessly to find good opportunities for closable business utilizing our customized prospecting solution.  We targeted the top 90 retail banks; built a database of C-level decision makers within the banks, then conducted exploratory calls to learn of any upcoming initiatives.  Our final step was to call and set up either teleconferences or in person meetings with qualified prospects. 

As a result of OnTarget's efforts, we have identified 541 key decision makers within the 90 Tier 1 and Tier 2 retail banks.   Among those decision makers, we were able to define 46 quality opportunities.  One has already closed (9-12 month sales cycle), and 32 others are still considered to be “hot opportunities”.  We continually interact with this firm’s sales reps and do in person training sessions every few months.  We are continually filling this firm’s pipeline where the executives focus on doing what they do best, closing business.