At Fincad, Kate Morgenstern works with hedge funds and sophisticated financial institutions to improve their technology and analytics.
Fincad is the leading provider of enterprise portfolio and risk analytics for multi-asset derivatives and fixed income. An industry standard since 1990.
We will talk with Kate about the particular challenges of enterprise-level deals with complex and long sales cycles. She will also share her tips for managing a remote team and dealing with personal finances in times of crisis.
Key takeaways- Tenacity and added value in communication: the key to success for strategic enterprise level-deals
- Structure while working from home: Kate offers some advice on onboarding junior team members working remotely (or confined)
- Personal finance tips for difficult times
As a company, we're about building long-lasting relationships. Educating the client on what you're trying to do and then if they're not at that point, know that you've given them enough and that you're staying in touch enough in order that when they are ready to purchase you are the one that they call.
A lot of the big banking clients or hedge funds, they're not set up for working from home. They're used to working with lots of screens and all the people they need around them. The approvals are also assigned by committee and committees are all in person. So working from home, I think, for them has been a particular challenge.
It's about tying up the marketing and sales strategy together. So if you have a really kind of top content piece, then having the right events engagement practises with those clients on those topics, making sure that your cold outreach or emails or personal outreach from the sales team is also a message.
We don’t just try to get something in front of clients all the time, but really trying to offer value. That methodology seems to be working well.
About
This podcast is dedicated to helping the Fintech industry navigate the threats and opportunities of the 20s.
Each episode features an interview with an executive or thought leader, discussing topics like marketing, growth, sales, culture, career and more.
If you’re looking to overcome your growth challenges and discover new ideas to engage with your prospects and clients or learn best practices from B2B Fintech experts, this show is for you.
The Fintech Files is brought to you by Orama, our mission is to connect providers of financial innovation and technology with the firms that will benefit from it. We do so with episodic content, in audio and video format.Get in touch with me: [email protected]
