Xtiva Financial

Case Studies – Xtiva Financial

Corporate Overview
www.xtiva.com

Xtiva Financial Systems is a leading provider of enterprise-wide business and technology solutions for the financial services industry. Their solutions for retail, institutional, and correspondent clearing firms enable their clients to flexibly support a wide range of business including; full service, independent contractor, and institutional brokerage, as well as providing support for banks and insurance firms on either a fully-disclosed, or self-clearing basis.

Xtiva Financial Systems manages the process by which representatives of financial services companies are paid commissions on the basis of their executed sales processes. Xtiva’s ‘commission manager’, ‘commission web, and ‘license manager’ fully automate the processes by which financial services firms calculate and compensate their direct sales and advisory channels of distribution.

Solutions
Commission Manager – Automates receipt of clearing data from clearing & settlement firms, i.e. Pershing, NFS, and then calculates and pays sales individuals the commission due.

Commission Web – Provides full commission report detail and publishes to web for the benefit of sales management and representative.

License Manager – Automates the tasks of tracking status of various securities licensing and continuing education program involvement for sales representatives.

Dealbuilders Role
Dealbuilders brought its successful retail broker/dealer sales experience to further support Xtiva’s efforts to identify qualified prospects for its ‘commission manager’ solution offering. The top 50 retail broker/dealer firms doing business in the United States were added to a master prospect call list and sales calls were made to the Chief Financial Officers, Treasurers, and Presidents of targeted broker/dealer firms for the purpose of scheduling sales meetings on behalf of Xtiva's field sales organization. Dealbuilders also participated in the sales calls and sales meetings in conjunction with Xtiva sales engineering resources and the assigned Xtiva sales representative.

Results
During the course of the current engagement with Xtiva Dealbuilders has successfully scheduled over 70 new meetings with qualified prospects and has helped to drive the sales of Xtiva’s compensation management solutions to the following firms:

AIG
E Trade Financial
Sigma Sammons
Centaurus Financial
Triad Advisors
AG Edwards
WRP Investments
NEXT Financial
John Hancock
Securian Financial
Morgan Keegan
Sovereign Bank
NY Life Securities
TD Waterhouse
Nationwide Financial