Strategic Insights for Carbon Accounting SaaS Engagement
Key Takeaway
The project’s insights equipped leadership with a comprehensive strategy for engaging portfolio managers, building the foundation for an effective client partnership approach and reinforcing commitment to human-centered strategy.
Client
Corporate Carbon Emissions Reduction Firm (recently acquired by a Big Five Canadian bank)
Project Scope
Developed an engagement strategy for introducing a carbon accounting SaaS to corporate banking clients, aiming to support portfolio managers in advising clients on emissions reduction.
Challenge
The leadership team required insights into the needs of portfolio managers and their clients to shape a low-risk engagement strategy for a significant new client base.
Approach
Internal Insights Review: Organized and analyzed existing research from both the SaaS company and the acquiring bank.
Research Question Formation: Defined key research objectives and questions to guide the study.
Discussion Guide Design: Created a non-leading, structured guide to ensure objectivity in interviews.
Interviews: Conducted 1:1 interviews over two weeks with banking portfolio managers, gathering insights on their client needs and SaaS experience.
Follow-Up Research: Conducted additional service blueprint workshops and surveys to deepen understanding and provided insights regularly in business unit lead meetings.
Results
Delivered actionable insights that shaped an engagement and support strategy, now in execution, aimed at portfolio managers.
Secured funding for continued research, strengthening long-term strategy and engagement with key partners.
