Marketing Case Study - Expanding the Marketplace for Global Electronic Markets

"Sanborn Consulting has been very effective in helping us to implement our strategy of listening to our clients' needs. We've benefited greatly from their flexible work style and financial industry expertise." - Brian Lynn, CTO and Co-founder, Global Electronic Markets

Global Electronic Markets, a start-up technology company with expertise in OTC Derivatives operations, engaged Sanborn Consulting in September 2004 to provide marketing, business development and market research services to help grow its business.

The company had early success selling to a major dealer and a group of large hedge funds, but was looking to leverage that success into greater sales. The founder, Brian Lynn, had been managing the company while also conducting sales and marketing activities. The company had grown to the point where he needed someone with relevant experience to create new marketing materials, gather client feedback, and generate new revenue.

Sanborn Consulting provided the expertise, and continues to work with this client. During the last two years, Global Electronic Markets has seen significant increases in the awareness of the company within its target market and generated new revenue from the addition of clients on the buy-side and other organizations. Meanwhile, Lynn has been able to allocate more time on the growth of the company, the management of key client relationships and the development of its products.

The services and activities provided by Sanborn that led to these successes centered on a targeted marketing campaign, client feedback loop, and development of business with new clients. The marketing campaign included the production of new marketing materials, implementation of a conference participation strategy, and the introduction and management of a bi-monthly e-mail flash to a growing community of decision-makers in the target market.

During the client feedback loop, Sanborn conducted a number of targeted surveys and informal product discussions with key firms on the buy and sell side of the market. This feedback has helped to drive product strategy and design for Global Electronic Markets. The marketing and client feedback work provided transition to new business discussion. Sanborn managed the sales cycle and proposal process with qualified prospects that led to new client relationships and new revenue.

For more information on Global Electronic Markets, go to www.global-emarkets.com

Product Management Case Study - Enhancing User Interfaces for Golden Source

"As a leader in Enterprise Data Management Goldensource is committed to delivering innovative solutions using state of the art technology.  The User Experience which includes the ability to find the right information quickly is a key element driving the acceptance of packaged EDM offerings. Sanborn Consulting has an outstanding knowledge of the Financial Services Industry which was instrumental in the successful design of the next generation User Interface for the GoldenSource EDM product offering" Marc Planquart, Chief Technology Officer, GoldenSource Corporation.

The GoldenSource Corporation is a global software provider of Enterprise Data Management (EDM) solutions for financial and securities institutions.  The company sought to enhance the user interface in its global security master application in order to enable clients to save time in finding and interpreting data in the security master.  In order to achieve the goal, GoldenSource hired Sanborn Consulting searched as an expert in financial data and user interface design that would complement the skills on their business analyst team.

Sanborn Consulting aided the business process by facilitating the collection of user requirements, worked with its business analysts to define new user interface screens, and coordinated with the development team who built and tested these new screens.  As part of the project, Sanborn also trained business analysts in user interface design, provided interpretations of vendor data, and produced long-term recommendations related to the project.

Sanborn’s experience and knowledge with vendor data and user interface principles for financial customers enabled it to provide a quick start to the project and to work side by side with the business analysts to analyze complex data problems.  As a result of the services provided by Sanborn Consulting, the GoldenSource Corporation was able to accelerate a number of high priority projects and establish processes and techniques that will contribute to the success of future interface projects.

For more information on the GoldenSource Corporation, go to www.thegoldensource.com

Project Management Case Study - Database Enhancement Project for Wall St. Dealer

"The thing we liked about Sanborn is that we knew he would get a running start and get the job done." Managing Director at Wall Street Dealer

A major Wall St dealer engaged Sanborn Consulting to provide hands-on advisory work to help the Fixed Income division expand its database in order to support its in-house analytics library.

The database group had created an initial definition of the expansion but did not have the resources to complete the research and population of the database, and was seeking a person who had the expertise in Fixed Income data and analytics. Sanborn Consulting gathered requirements based on market standards, facilitated agreed approaches between the database and analytic groups, and guided the development team during a multi-phase implementation. The result was expanded use of the data and a more valuable and integrated database.

Sanborn Consulting also provide the database group with its first comprehensive database documentation and initiated a quality metric program that allowed different application groups to define their own quality criteria.

Marketing Case Study - Startup Technology Company Gets Acquired

A start-up technology company with expertise in Fixed Income and other solutions engaged Sanborn Consulting to provide marketing and business development to help grow its business.

The founder had bought out the other owners and was looking to take the company in a new direction. The company had developed good relationships with a set of customers and was seeking to expand its client base for its connectivity solution and its front-to-back end technology for financial markets e-commerce.

Sanborn Consulting produced a business plan, designed a new web site, and produced new marketing materials. Sanborn also helped the company in developing new relationships with electronic trading platforms and other potential partners. The result was significant growth in the company's revenue, development of many new client relationships, and an acquisition by a larger company.