The launch and growth of a software product family in North America

Situation: One of the largest provider of software solutions for the banking industry in the world, i-flex solutions (now Oracle Financial Services) had developed analytical solutions for banks but had no major customers in the US. A brand new US based team was created, of which, the founder of Yellow Rickshaw was a part. The objective was to initially establish a presence in the US and create a global analytics brand to rival SAS institute.

Engagement: Given its long history of providing IT services to the US financial services industry, selling software products required i-flex taking a completely new approach to selling. A separate business unit with a dedicated sales team with an obsessive focus on consultative selling was created. Analysts were aggressively identified and courted. In addition, a rigorous approach to opportunity identification and qualification was put in place.

Result: One of the key solutions in the stack became the leader in its class in North America in two years. Through a relentless focus on building the brand globally, Oracle’s analytical solutions are now considered a top three solution for analytics for banks globally.