How to Align Product & Sales to Accelerate Treasury Management Revenues
Product teams create capabilities. Sales discovers client needs. But there’s a disconnect between what a bank can offer its customers and what it does offer them — and it’s causing banks to lose more than 50 percent of its potential sales for treasury management products.
One key example of this is Remote Deposit Capture (RDC), and banks' wild variation of penetration percentages with commercial customers. Best-in-class banks report 48% remote capture penetration. Conversely, median banks report 25% penetration and those in the bottom 20th percentile have a 10% remote capture penetration. These disparities are a function of a bank's inability to translate capabilities into client needs and the magnitude is stark.
The biggest thing that sets banks with the money apart is their go-to-market capabilities. Go-to-market capabilities is the disciplined delivery of bank capabilities to client needs. This whitepaper outlines the foundational elements of a go-to-market infastructure and provides valuable insights around resolving the disconnect that limits banks' potential to effectivly meet client needs and deliver products with a compelling value proposition to drive revenue for the bank.
