Project Scope

Engaged with banking advisors to gather insights on client dynamics, challenges, and processes. This research aimed to inform the integration of a sustainability service that aligns with existing workflows and supports client decarbonization efforts.

Challenge

Advisors were unfamiliar with the sustainability service and needed clear guidance on how it fits into their existing product portfolio. Additionally, the service presented a unique challenge: the primary buyers often differed from the end users, creating a disconnect in adoption and engagement.

Approach

Interviews: Conducted interviews with corporate banking advisors to understand client portfolios, decision-making processes, and readiness for sustainability-focused solutions.
Market Trends and Client Motivations Analysis: Analyzed industry trends and client motivations for adopting emissions reduction tools, focusing on cost-conscious and regulation-driven markets.
Product Rollout Alignment: Reviewed existing product rollout processes to identify opportunities for better alignment and integration of the sustainability service.

Results

Developed a rollout strategy tailored to the workflows of advisors, ensuring seamless integration with their existing tools and processes.
Identified gaps in client awareness and interest, leading to recommendations for  educational materials that emphasize financial benefits and compliance advantages.
Created detailed buyer and user personas to guide future marketing and research efforts, ensuring the product meets the needs of all stakeholders involved.