Case Studies – Xtiva Financial

Corporate Overview
www.xtiva.com

Xtiva Financial Systems is a leading provider of enterprise-wide business and technology solutions for the financial services industry. Their solutions for retail, institutional, and correspondent clearing firms enable their clients to flexibly support a wide range of business including; full service, independent contractor, and institutional brokerage, as well as providing support for banks and insurance firms on either a fully-disclosed, or self-clearing basis.

Xtiva Financial Systems manages the process by which representatives of financial services companies are paid commissions on the basis of their executed sales processes. Xtiva’s ‘commission manager’, ‘commission web, and ‘license manager’ fully automate the processes by which financial services firms calculate and compensate their direct sales and advisory channels of distribution.

Solutions
Commission Manager – Automates receipt of clearing data from clearing & settlement firms, i.e. Pershing, NFS, and then calculates and pays sales individuals the commission due.

Commission Web – Provides full commission report detail and publishes to web for the benefit of sales management and representative.

License Manager – Automates the tasks of tracking status of various securities licensing and continuing education program involvement for sales representatives.

Background
Dealbuilders brought its successful retail broker/dealer sales experience to further support Xtiva’s efforts to identify qualified prospects for its ‘commission manager’ solution offering. The top 50 retail broker/dealer firms doing business in the United States were added to a master prospect call list and calls were made to the Chief Financial Officers, Treasurers, and Presidents of the targeted firms for the purpose of determining their interest in a new system for calculating and paying out commissions to their sales organization.

Dealbuilders Role
Once contacted, Dealbuilders fully qualified the prospect’s “pain” and then scheduled follow up in-person meetings and conference callas between the Xtiva sales organization and the prospect. Dealbuilders joined in on the initial call and acted as a moderator to set the meeting agenda and to balance the conversations between the Xtiva sales representative and the targeted prospect.

Results
During the course of the current engagement with Xtiva Dealbuilders has successfully scheduled over 50 new meetings with qualified prospects and has helped to drive the sales of Xtiva’s compensation management solutions to the following firms: