Harland Clarke
Creating A Mature Market Growth Strategy
Challenges
- John Harland, a US printed product (checks and forms) & financial software company, was struggling to grow in a mature market with shrinking demand for checks
Approach
- Conducted customer research with banks and credit unions to segment financial institutions, identify key purchase attributes and develop segment-specific value propositions
- Developed pricing strategies for different offerings and bundles
- Redesigned money center and super regional bank proposal development and sales process for multi-year RFPs
- Created product rationalization approach to eliminate low-volume and redundant products and streamline sales collateral and operations
- Customer segmentation and target customer identification
- Segment-specific value propositions
- Product development and rationalization
- Pricing strategy
- Go to market approach
- Developed a check program benchmarking tool to enable financial institutions to compare performance to user-defined competitive sets and identify Harland supported opportunities for increasing revenue and profit
Results
- Improved pricing profitability and win rates with largest bank customers
- Simplified and improved product and bundle pricing
- Developed opportunities to cross sell printed products and financial software
- Streamlined product line by 20-30%
- Improved customer check ordering process to reduce lead time and improve operational efficiency
Case Study Harland Clark Playbook
