Financial Services: How Does It Work?

TSL will use the following assets to help you leapfrog the competition in selling to financial services companies:

• Data — TSL maintains a micro-segmented list of all financial services related companies, broken down by SIC code. You can drill down to various segments of the broader financial services industries to target your ideal companies.
• Segmentation — Once you have found your sub industry targets, we will help you identify your most ideal clients by employee size, revenue, geography, etc.
• Sub-Segmentation — TSL can help you increase the likelihood of success by targeting companies based on intelligence from Standard & Poors, AM Best and other third party sources. For example, you may target companies that have high R&D expenditure in comparison to industry standards, or target the 1,500 fastest growing companies worldwide.
• Technology Infrastructure — Choose only those companies that use a technology infrastructure that your solutions are compatible with. TSL maintains intelligence on the platforms, databases and enterprise applications used in a number of financial services companies. The list covered is growing all the time.
• Target titles — No matter which titles you target in an organization, TSL will already have the names of the people to target, or will develop them specifically for you. Integrate our lists with your direct mail.
• Experience — Our dedicated Financial Services industry team will help you refine your lead generation pitch based on deep experience in pre-sales for this industry. Using our team to bypass the learning curve will significantly fast track your lead generation process, compared to developing in-house skills or training up a non-specialist agency.
• Best Practice — Measure your selling and sales lead performance against industry standards and best practice.
  • Do you send the same message to everyone in a target organization, or do you tailor messages depending on the recipients likely areas of interest?
  • Do you conduct "one-off" marketing tactics or do you establish relationships with Prospect accounts and nurture them over time?
  • TSL has established benchmarks for performance and best practice for lead generation for IT companies selling to financial services. Don't wait until next year to find out what you did wrong. Talk to us and get it right first time!

The Top 100:
TSL can prepare you even further for selling into the top 100 financial services companies in Europe or North America. Within these companies TSL will:

• Outline their business strategy so that you can align your solution with helping them achieve their company goals.
• Provide you with archived IT RFP's to help you understand their previous purchasing decisions and also gain a more in depth understanding of their existing IT infrastructure.
• Outline their typical decision making process for IT solutions based on interviews TSL has held with key executives at these companies.
• Provide quarterly "temperature check" surveys to understand what are the key issues in the IT arena that executives at financial services companies expect to be concerned about in the next Quarter. This also includes whether they expect to increase, decrease or maintain IT spend that quarter.