Client Stories + Industry Knowledge Flashcards
Why use a client story? And when?
Why = social proof of product, enhance I (impact) and N (need payoff) of SPIN
When = when a prospect asks a question about how something works (implementation) or expresses a particular need (banker burnout)
Give me one (oral only) Enterprise IB client story about talent retention and rebranding
Nomura (2023)
Challenges = brand consistency + juniors complaining about low quality tooling in the Junior Banking Committee
Impact wanted = happier teams that work more effectively + improvement on PresBuilder (their internal tool)
Result = brand standardised, bankers have best tools on market, futureproof techstack (bringing in tools today to solve tomorrow’s challenges)
Give me one (marketing permissions) Enterprise IB client story about talent retention and efficiency / revenue generation
HSBC (2021)
Challenges = banker burnout, brand consistency across teams + geographies
Impact wanted = retention of staff + giving their people the best tools
Result = productivity gains, happier staff
Give me one (marketing permissions) mid-market IB client story about tech modernisation + efficiency
Greenhill (2017)
Challenges = brand compliance (analysts would spend hours trying to find / build compliant content) + tech future proofing / optimisation
Impact achieved = brand-compliant templates, increased efficiency, dedicated support from UpSlide
Give me one (marketing permissions) Enterprise FA client story about tech modernisation + improving quality of deliverables
KPMG Netherlands (2022)
Challenges: too many tools being used and missing functionality, unproductive outputs, competitor lag
Impact wanted: improved brand consistency, efficiency, collaboration across teams
Result = MDs report fewer notes + reviews needed per transaction, reports produced 20% faster
Give me one (oral only) Enterprise FA client story about tech modernisation + talent retention
EY (2022)
Challenges = WPP was not fit for purpose (no ownership, outdated, difficult to use), productivity was suffering
Impact wanted = industry specific requirements from a product (which UpSlide provided), time saved on report generation
Results = independent study of financial impact UpSlide brought = $20mn in savings (efficiency, internal tool redundancy, thinkcell reduction, less use of off-shore team to ensure data accuracy), employee satisfaction
Give me one (marketing permissions) PE client story about tech modernisation + efficiency
Nordic Capital (2024)
Challenges = existing tool (learning point) has very limited functionality, productivity was low (lots of copy paste for IC memos), 8+ hours a month wasted, poor output quality
Impact wanted = improved cross selling, better brand compliance, time efficiency
Results = saving time equals money made (PM said saving 5 mins a week for professions is millions each year for the business)
best in class tooling for their professionals
“What do other teams like us use UpSlide for?”
Go into features here.
E.g., for IB = linking data, automating tombstones, automating formatting, waterfall charts, modelling
What do you do if they mention they are working with a competitor?
Give a high level overview of how we compare
(We are finance specific, built to solve your challenges + premium)
Can we get a free trial of this please?
Sadly we don’t do free trials. Due to the customised nature of the product we can’t build branded versions for trials
Who are our top Private Equity partners?
Coller Capital, Ardian, BC Partners, Apollo, Permira, Apax
KKR + Carlyle - oral only
Which 4 teams use UpSlide the most in PE? And what for?
Fund accounting (recurring reports in PPT + Word)
Investment specialists (models + data in excel, transferring to PPT for IC’s)
IR (ensure client deliverables have up to date figures)
Marketing (firm wide brand consistency)
What key deliverables do PE teams produce?
ICs
Fund reports
DD reports
Pitches
What key deliverables do IB teams produce?
Pitches
Reports
IMs
What key deliverables do FA teams produce?
DD Questionnaires
DD reports
Pitches
What key deliverables do AM teams produce?
Portfolio reports
RFPs
Fund presentations
Top features for asset managers?
Templates
Formatting
Data accuracy (Excel Link)
Reviewing (slide check)
Top features for advisory?
Smart format
Complex charts
Excel link
Templates
TOC
Content Library
Formatting
Dynamic Library
Top features for IB?
Smart Format
Complex charts
Excel Link
Formatting
What is a Corporate Marketing brand driven deal?
Clarksons (2018)
Challenges:
- painful rebrand
- brand consistency
- productivity
Impact they sought:
- ROI of Marketing team (small team, didn’t have time to manually check every external doc)
- Time lost for client facing teams ensuring docs are client-ready
UpSlide achieved:
- increased productivity + employee satisfactions
- improved quality of pitches
- easy to acess perfectly on brand content
What is a brand driven, mid-market, PE client story?
Coller Capital (2017)
Challenges:
- efficiency; needed to automate admin tasks to focus on high value work
- launching a new brand and wanted every employee to be an ambassador with high quality deliverables
Impact they sought:
- Marketing control
- Productivity
- Employee satisfaction
How UpSlide helped:
- Automated efficiency
- Consistent brand reputation
- Focus on high value work
What is a brand driven, mid market, IB client story?
Singer Capital Markets (2020)
Challenges:
- brand consistency after the merger
- efficiency
- quality of documents
Impact they sought:
- brand identity
- productivity
How UpSlide helped:
- consistency long term
- increased efficiency for bankers
- quality of content
What is a mid market, brand driven, FA client story?
FRP Advisory (2019)
Challenges:
- consistency
- productivity
- accuracy
Impact they sought:
- waste of time for employees
- time consuming review process of documents
How UpSlide helped:
- saved users time
- ensured deliverables were homogenous
What is a revenue driven, mid market, IB client story?
Drake Star (2022)
Challenge:
- productivity: juniors spending too much time on copy/paste, creating charts + formatting slides
- brand consistency: across BUs they had inconsistent slides. Marketing team too small to manage
Impact they sought:
- Fix banker burnout; juniors were so burnt out. CFO agreed.
How UpSlide helped:
- juniors spending fewer late nights in the office; doing more with less
- producing better pitches, faster, winning more deals
Good story of why our Excel Link is so valuable compared to native link?
Hays McIntyre (advisory / accounting firm), one junior had to spend an entire day re-linking a report after the native link broke
What is a mid market IB client story about the Library + onboarding?
Axeco (2023)
- big challenge with content management
- worried about adoption of best practice and client facing teams using the library
- 1 year on and they have 98% deployment rate
What documents do Valuations teams create in Real Estate?
Valuation Reports
Market Analysis
Exec Summaries
Pitches (less so)
Key features for Vals teams?
- Excel link to PPT and Word
- Library (to ensure uniformity in reports)
