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Selling Solutions Instead of Products in Commercial Cards
Mercator Advisory Group examines opportunities for commercial card and traditional treasury management sales models
Published on: December 17, 2014 Author: Richard Hall Alternate Point of Contact: Amy Dunckelmann
Corporations are seeking to simplify and consolidate accounts payable operations and lower their payment overhead costs. For banks with corporate clients, continuing development to improve efficiencies through technology and deploy new commercial payment solutions is necessary to stay competitive—or even to remain in the game. Mercator Advisory Group believes that along with the advancements in corporate payment solutions, a real opportunity exists to improve the way commercial payments products are sold.
Mercator Advisory Group’s research note, Commercial Card as an Integrated Payables Solution, looks at traditional sales models for commercial payable solutions, including cards, and suggests a new model in which integration is just as important for sales channels as it is for products themselves. Greater use of tools like segmentation and enhanced solution training for a more client-centric sales model can provide a genuine point of differentiation and result in successful client relationships.
“As commercial cards continue to grow, an integrated sales process can maximize the opportunity that comes from a comprehensive program,” comments Richard Hall, Director of Mercator Advisory Group’s Commercial and Enterprise Payments Advisory Service and author of the report. “With increasing ubiquity of commercial payables solutions, a key factor in differentiation and client value lies as much in the way these solutions are sold as in what is sold.”
The research note is 7 pages long and contains 2 exhibits.
Members of Mercator Advisory Group’s Commercial and Enterprise Payments Advisory Service have access to this report as well as the upcoming research for the year ahead, presentations, analyst access and other membership benefits.
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Highlights of the research note include:
Commercial & Enterprise Payments
Debit & Alternative Products
North American PaymentsInsights
Small Business PaymentsInsights
Fraud Experience PaymentsInsights
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