Client Stories + Industry Knowledge

Question 1

Why use a client story? And when?

Answer 1

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)

Question 2

Give me one (oral only) Enterprise IB client story about talent retention and rebranding

Answer 2

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)

Question 3

Give me one (marketing permissions) Enterprise IB client story about talent retention and efficiency / revenue generation

Answer 3

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

Question 4

Give me one (marketing permissions) mid-market IB client story about tech modernisation + efficiency

Answer 4

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

Question 5

Give me one (marketing permissions) Enterprise FA client story about tech modernisation + improving quality of deliverables

Answer 5

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

Question 6

Give me one (oral only) Enterprise FA client story about tech modernisation + talent retention

Answer 6

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Challenges = WPP was not fit for purpose (no ownership, outdated, difficult to use), productivity was suffering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

Question 7

Give me one (marketing permissions) PE client story about tech modernisation + efficiency

Answer 7

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

Question 8

“What do other teams like us use UpSlide for?”

Answer 8

Go into features here.

E.g., for IB = linking data, automating tombstones, automating formatting, waterfall charts, modelling

Question 9

What do you do if they mention they are working with a competitor?

Answer 9

Give a high level overview of how we compare

(We are finance specific, built to solve your challenges + premium)

Question 10

Can we get a free trial of this please?

Answer 10

Sadly we don’t do free trials. Due to the customised nature of the product we can’t build branded versions for trials

Question 11

Who are our top Private Equity partners?

Answer 11

Coller Capital, Ardian, BC Partners, Apollo, Permira, Apax

KKR + Carlyle - oral only

Question 12

Which 4 teams use UpSlide the most in PE? And what for?

Answer 12

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)

Question 13

What key deliverables do PE teams produce?

Answer 13

ICs

Fund reports

DD reports

Pitches

Question 14

What key deliverables do IB teams produce?

Answer 14

Pitches
Reports
IMs

Question 15

What key deliverables do FA teams produce?

Answer 15

DD Questionnaires
DD reports
Pitches

Question 16

What key deliverables do AM teams produce?

Answer 16

Portfolio reports
RFPs
Fund presentations

Question 17

Top features for asset managers?

Answer 17

Templates
Formatting
Data accuracy (Excel Link)
Reviewing (slide check)

Question 18

Top features for advisory?

Answer 18

Smart format
Complex charts
Excel link
Templates
TOC
Content Library
Formatting
Dynamic Library

Question 19

Top features for IB?

Answer 19

Smart Format
Complex charts
Excel Link
Formatting

Question 20

What is a Corporate Marketing brand driven deal?

Answer 20

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

Question 21

What is a brand driven, mid-market, PE client story?

Answer 21

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

Question 22

What is a brand driven, mid market, IB client story?

Answer 22

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

Question 23

What is a mid market, brand driven, FA client story?

Answer 23

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

Question 24

What is a revenue driven, mid market, IB client story?

Answer 24

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

Question 25

Good story of why our Excel Link is so valuable compared to native link?

Answer 25

Hays McIntyre (advisory / accounting firm), one junior had to spend an entire day re-linking a report after the native link broke

Question 26

What is a mid market IB client story about the Library + onboarding?

Answer 26

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

Question 27

What documents do Valuations teams create in Real Estate?

Answer 27

Valuation Reports

Market Analysis

Exec Summaries

Pitches (less so)

Question 28

Key features for Vals teams?

Answer 28

• Excel link to PPT and Word
• Library (to ensure uniformity in reports)