Large Commercial Banks
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Account Monitoring for Better Pipeline Creation

Learn how LeadGenius helped a Major Commercial Bank harness Account Insights to double booking rates while decreasing deliquencies by 35%

Challenges

  • Lacked ability to segment target account with meaningful insights and predictive information (ex. new locations, product launches, .)
  • Needed to Complement Existing Risk Models to identify delinquency risks
  • Existing GTM teams wanted a scalable way to predict which accounts had greater credit needs on an ongoing basis

Solutions

  • Leveraging Account Monitoring to track 40M+ orgs globally and identify 14 Signals as evidence of potential credit needs
  • Monthly feed of new evidence and account insights provide guidance on which accounts in each territory are primed for growth and financing
  • Signals Include:
    • New Offices
    • Funding Events
    • Product Launches
    • Strategic Hires
    • Bad Press
    • Supply Chain

Results

  • Accounts displaying growth insights outperformed accounts lacking growth insights 2 to 1
  • 5x Booking rate in accounts that displayed 4 or more signals over last six months
  • Significant decrease in delinquency rates on account where insights we present compared to baseline group
| Commercial Data Business Director

“Not only did these Insights contribute to higher booking rates, they also revealed accounts with higher spend and lower overall risk. ”

 

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