Post-Merger Strategic Realignment in Capital Markets Technology
Discover how B2B research powered strategic realignment after a major capital markets tech mergeru2014restoring brand trust, realigning communication, and unlocking cross-sell opportunities.n
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Presentation Transcript
M&A Strategy Meets Operational Complexity Amid accelerating consolidation in fjntech expected to surpass $650B by 2030, a global market infrastructure provider acquired a specialized trading technology fjrm to deliver an integrated, multi-asset platform across trading, data, and compliance. While strategically sound, this horizontal merger uncovered systemic challenges post-close: Brand dissonance Rising client attrition Integration delays Underleveraged cross-sell Fragmented internal execution Jasper Colin was engaged to conduct a focused B2B research program, uncovering actionable insights to bridge the gap between intended synergies and operational reality. for more insights /insights@jaspercolin.com
Research Framework Turning Complexity into Clarity To decode the root causes of post-merger disruption, Jasper Colin designed a multi- layered research strategy, blending qualitative insight, quantitative precision, and operational validation. Qualitative Exploration We initiated in-depth interviews with internal leaders and competitor CXOs to uncover the underlying frictions, decision- making bottlenecks, and client pain points that weren t visible in surface metrics. Quantitative Measurement A survey of 200+ stakeholders provided measurable insights into churn risk, brand perception, and integration challenges, allowing us to prioritize issues based on scale and impact. for more insights /insights@jaspercolin.com
Operational Data Validation By analyzing real-time support metrics, platform usage, and performance, we grounded perception in behavior, ensuring the fjndings were directional. Scope of Engagement Stakeholders surveyed/interviewed Tools: 200+ Quantitative survey, in- depth executive interviews, operational data review Internal: Product, Sales, Strategy, Ops Competitors: CXOs, Market Experts (M&A, Finance, Ops) Regions: UK/EU APAC North America for more insights /insights@jaspercolin.com
What the Data Revealed More than 40% of acquired clients at risk of attrition, driven by support delays, unclear escalation paths, and fragmented service delivery. NPS declined post-merger among Acquired company s clients, confusion about brand ownership, product continuity, and long- term support damaged trust. Integration latency of 4 - 6 months attributed to overlapping systems and misaligned tech roadmaps; platform consolidation lagged expectations. for more insights /insights@jaspercolin.com
Cross-sell realization at just 18%, hindered by siloed account ownership and absence of harmonized pricing models. Lack of coordinated client engagement strategy - only a fraction of internal teams shared feedback loops or aligned communication cadences. for more insights /insights@jaspercolin.com
Strategic Recommendations Enabling Transition with Precision Client Command Center Client Impact Prioritization A cross-functional task force for Tier-1 accounts, unify communication, and mitigate churn through real-time escalation governance. A data-driven matrix to triage platform features based on client value contribution, driving a focused 90-day integration sprint with adoption toolkits. Sales Model Realignment Enterprise Governance Layer Joint ownership of strategic accounts and cross-sell incentives tied to bundled offerings, enabling consistent value articulation and revenue capture. KPI convergence across product, strategy, and client success, weekly impact reviews, real-time dashboards, and executive sponsor accountability. for more insights /insights@jaspercolin.com
Outcome: From Operational Drift to Strategic Control The research enabled the client to shift from reactive post-merger management to structured, priority-led integration. Client communication stabilized as realigned support teams delivered consistent service across priority accounts. Early renewal signals emerged, especially among legacy clients who had previously disengaged. 1 Cross-sell pilots in select accounts expanded the pipeline, offering a scalable monetization path. 2 Brand clarity improved through internal alignment and enabled consistent client messaging. 3 for more insights /insights@jaspercolin.com
