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