How we sold costly software to top Russian banks

Client

Wolters Kluwer Financial Services provides a broad range of services and software solutions to help banks, credit unions, brokerage funds, mutual funds, hedge funds, leasing and insurance companies meet their complex and ever-changing compliance and regulatory obligations.

Goal

To expand the client audience in Russia and to sell complex IT solutions for risk management in the banking sector.

Solution

The client came to RMAA Group with an IT product for risk management in the banking sector. We needed to find a way to reach decision makers in banks and tell them about this product.

The product was complex and high-priced, and conventional methods such as ads, e-mailing, or calls would be ineffective. That is why we came up with a decision to organize an event and gather risk managers and vice presidents from the largest and most influential banks in Russia at one place and to make a vibrant presentation of the product to them.

We organized a financial and banking summit in Moscow as a top-level event. Our agency shouldered all issues related to the summit holding: we chose a venue, invited participants, and arranged the whole infrastructure, including equipment and catering.

The summit was a good solution: Wolters Kluwer members presented their product to top managers face-to-face, answered all questions, and allayed all fears at once. After the presentation, there were several preliminary negotiations concerning the product purchase and integration.

Result

We helped Wolters Kluwer build a dialogue with top Russian banks, conclude material contracts, and strengthen cooperation with their old partners. As a result of the summit that we arranged in 2015, Wolters Kluwer decided to hold the event annually.