CECILIA'S PORTFOLIO
Company A
A world’s leading software and IT services company
Challenges
The vendor might only be able to provide solutions in their area of expertise; each product segment worked as “silos” and could be missing a bigger picture of opportunities in the financial/insurance companies. There were a few incidences where they might fail to provide a “total solution” for clients. The vendor was missing a subject matter expert (SME) in insurance to perform cross-functional activities to cover a broader horizon in sales & marketing, products, consulting and system implementation.
Approaches
•A pre-sales for the APAC region and responded to 10+ business proposals over the years. Creating client-specific presentation decks. Lead as a SME to provide guidance, industry standards & practices, recommendations and covering industrial trends
•The average time to replace a CORE system is roughly 15 years. Instead of waiting for RPI/RFP to arrive, a more proactive Go-To-Market (GTM) was employed. In one instance, seven leads were created by talking to three clients using the thought-leadership approach by creating whitepapers. As a result, a salesperson was employed in Australia.
•For areas with fewer footprints, located and collaborated with possible alliance partnerships for the APAC region & a couple of partnership opportunities around the region
•Worked closely with the product teams and informed the latest innovations, trends and potential partnerships. Involved in the due diligence and product evaluation activities.
•Collected business and systems requirements over the five years and also liaison as a PM for a local project
Skills
Business requirements gathering, Problem solving, Go-To-Market (GTM), Creative skills, PMO, SDLC, Communications, Teamwork, Creating presentation decks, Presentation skills, Consulting, Research, CRM, Local marketing events involvement, Thought leadership, White papers and consultative selling