Strategy Solutions

In modern enterprise sales, data intelligence and ecosystem trust outperform cold prospecting. Growth comes from being present when markets shift — and from knowing which triggers signal the right moment to engage.

FinTech Market Expansion and Strategic Sales Enablement

Challenge

A Europe-based FinTech leader sought to establish a strong foothold in the APAC region. The mandate was to accelerate pipeline growth across Australia, New Zealand, and the Pacific Islands through new logo acquisition and ecosystem partnerships. Key challenges included:

Long enterprise sales cycles (12 + months) in complex banking transformation environments.
High competition from cloud-native core banking vendors (Mambu, Thought Machine).
Need to differentiate beyond technology — to sell customer experiences and transformation outcomes.
Lack of territory structure, partner alignment, and market intelligence in the new region.

Solution

Harmonic developed a multi-layer growth and go-to-market framework to position the FinTech as a strategic banking partner rather than a software vendor.

Strategic Territory Segmentation: Decomposed the APAC market into Tier 1-3 banks, digital-only institutions, and emerging neo-bank sponsors, identifying regulatory and modernization triggers.
Event-Driven Targeting: Built a “trigger event” model around M&A activity, C-suite changes, and new compliance mandates (e.g., APRA changes, Open Banking, ISO 20022).
Ecosystem Mapping and Partner Leverage: Mapped key System Integrators and consultancies (Capgemini, TCS, Accenture) to enable joint pursuits and early pipeline visibility.
Value Proposition Reframing: Shifted the narrative from core banking replacement to composable banking journeys — highlighting speed to value through Cloud and modular banking.
Account-Based Marketing and Thought Leadership: Integrated ABM campaigns, executive roundtables, and co-branded whitepapers to build trust and visibility in key markets.
90-Day Sales Execution Plan: Developed a three-phase program (Learn → Engage → Drive) linking KPIs to pipeline stages, deal conversion rates, and territory penetration.

Key Deliverables

APAC Territory Sales Framework and Heatmap for Tier 1–3 financial institutions.
Partner Enablement Playbook for SIs and consultancies.
Trigger-Based Lead Generation Model integrating compliance and transformation signals.
Sales Execution Dashboard for tracking pipeline build, conversion, and quarterly KPIs.
Strategic Messaging Toolkit highlighting key differentiators (Cloud, Composability, Explainable AI).

Client Benefits

The FinTech would achieve a repeatable, data-driven sales model anchored in regional insights and ecosystem relationships. Key benefits:

Faster pipeline build through partner-led market entry.
Stronger competitive positioning against cloud-native challengers.
Increased win rates via event-driven and ROI-based engagement strategies.
Improved visibility of sales performance and territory coverage through data-linked dashboards.

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