Merrill Lynch –
Foundational Research
Equity
Methods (a division of Merrill Lynch) is a leading company in equity
award
financial reporting, forecasting and valuation services..
The company was facing new competition from
competitors and substitutes at the same time that the regulatory
requirements
for filing were rapidly changing. Equity
Methods wanted to conduct customer and prospect research to support a
compelling case to use their services.
Avenue
ISR developed an online survey to help quantify the dollars as well as
the
personnel hours companies spend on compliance with this standard. Using this data, Avenue ISR worked with
Equity Methods to develop a compelling case to demonstrate how much
money as
well as personnel resources could be saved by working with Equity
Methods. The content from this case was
used in
presentations at national conferences, in marketing materials, and in
the sales
presentations. Avenue ISR helped provide
Equity Methods with the data and story it needed to develop thought
leadership
and gain additional visibility in the market.
“Avenue
ISR helped us to quantify how we help our clients.
By doing research with our customers, they
helped to identify our customers key “pain points” and where we can
help save
customers the most time and money. We’ve
used this information at industry conferences as well as in one-on-one
sales
presentations. It’s also helped us as
well as our customers to understand how much time/money they are
spending on
compliance relative to benchmarks of companies their same size. Avenue ISR helped us to refine our own
“story” and demonstrate the value we bring to the industry.”
- David Roberts, President and
CEO of Equity Methods