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Market Entry Strategy: Advised C-level Executives

Client

Tier 1 Japanese Bank

Function

Market sizing; Technology 

Asset Class

Multi-asset

Geography

Global

Duration

3 months

The Ask

A Japanese bank undertook business development planning for the US, European and Asian (ex-Japan) markets in the long term (3-6 years).

As a pre-study of this initiative, the bank was looking for support from GreySpark to provide market research on five business domains: OTC Derivatives (middle and back office); Collateral Management; Corporate Actions Processing; Cashflow Management; and Client on-boarding.

In particular, GreySpark assisted with:

  • Market sizing: Assessment of financial results from vendors and estimation of Tier 1 to 3 banks’ IT budgets.
  • Vendor profiling: Functional coverage.
  • Market Trends: Impact of new products and services; Regulatory changes; and outsourcing versus in-house.

Methodology

GreySpark deployed a senior project team with domain knowledge across Middle and Back office investment banking technology and with experience undertaking market intelligence research.

The research was based on:

  • Desk-based research;
  • Interviews with CIO/CTO/Head of IT/Head of Operations in Tiers 1-3 Investment Banks;
  • Consolidation and analysis of interview feedbacks into a bespoke report; and
  • Vendor analysis gathered from interviews with the vendor and their clients.

Outcome

GreySpark delivered the project in two consecutive phases:

Phase 1

Five initial market sizing models:

  • OTC Derivatives Operations
  • Collateral Management
  • Corporate Action Processing
  • Cashflow Management
  • Client Onboarding

Phase 2

Five detailed sectoral reports (one per in-scope segment) covering:

  • Refined market sizing model
  • Competitive landscape (positioning, strength and weaknesses, market share)
  • Underlying market trends

GreySpark Delivered Benefits

  • GreySpark helped the client to build long-term strategic plans aligned with their priorities.
  • GreySpark helped the client to understand the ins and outs as well as the key requirement related to entering the technology software market in Europe and the US.
  • The client was able to leverage GreySpark’s work during C-level executives meetings to present long-term views on the strategy and the key development areas that the bank should focus on over the next few years.

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