Based in Germany, Optimization Methods, Inc. is the expert for optimization software and consulting, especially in the domain of credit risk mitigation (credit, collateral and guarantees), for cross collateralized credit, and Basel II.
Product - OCM credit risk optimization tool. OCM fully optimizes credit risk mitigation for complex credit risk exposures within the commercial loan portfolios of Tier I banks.
Dealbuilders Role - Dealbuilders performed their S.R.A. (Sales Requirements Analysis) in September 2008 to help determine the market for OCM within Tier I banks in the United States. Dealbuilders helped craft the right sales message for the OCM product after in-depth analysis of the precise value deliverables of the OCM credit risk tool. Once the purpose of OCM to their target market audience was clearly defined, Dealbuilders then provided all the necessary market research needed to assemble a contact listing of senior executive management within Tier I banks having oversight responsibility for managing credit risk analytics for their bank. A complete sales prospecting target account list, and sales call script were presented to Optimization-Methods senior management, and the sales calling campaign commenced on October 1, 2008. Sales calls to target prospects were made by Dealbuilders, and several conference calls with decision-makers were scheduled on behalf of Optimization-Methods. Once the sales calls were scheduled on the calendar, Dealbuilders coordinated all the steps in the process towards organizing and confirming the calls on the schedules of Optimization-Methods and the sales prospect. Dealbuilders then participated in each of the conference calls and Web meetings they scheduled on Optimization-Methods behalf.
Results - Dealbuilders succesfully created new selling opportunities within the following Tier I banks: Citigroup, SunTrust Bank, Regions Bank, Key Bank, JP Morgan Chase, Bank of America, Wells Fargo, and PNC Financial.