Case Studies

Creating A Mature Market Growth Strategy

Harland Clarke is a leading provider to financial and commercial institutions as well as individual consumers and small businesses. The company, headquartered in San Antonio, Texas, has a national presence with manufacturing facilities and customer service centers across the country.

Challenges

Number 2 US printed product and software company was struggling for ways to grow a business in a mature market with shrinking demand for paper-based payments systems (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 at 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

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