RelPro and Vertical IQ partnered to deliver company and industry intelligence in each other’s products. Both companies serve financial services firms and the Relationship Management (RM) function at banks, with many customers requesting an integrated solution. Joint customers have access to both programs via bi-directional authorization and accreditation at the user level.
“This is a partnership both companies’ customers have been clamoring for. So we listened to what the market was telling us and worked to bring the concept to fruition. It was a natural fit.”RelPro CEO Martin Wise
Vertical IQ provides a set of over 500 plain-English industry overviews designed for financial services firms that are broadly applicable to RMs, business development, and sales reps, particularly professionals that support many industries. The profiles provide a high-level understanding of industries, including industry norms, structure, trends, pain points, call prep questions, forecasts, and news.
RelPro is a traditional sales intelligence service with company and executive content sourced from sixteen partners. Data partners include Zoominfo, Dun & Bradstreet, BoardEx, GuideStar, Crunchbase, and HG Insights. Rel Pro users build prospecting lists, perform account planning, identify additional contacts at key accounts, and, with the Vertical IQ partnership, research industries based upon each company’s industry codes. A new Industry tab displays Vertical IQ’s Industry Overview, Trends & Industry News, Competition, and Call Preparation content.
Instead of providing the full Vertical IQ report, RelPro chose to publish the most valuable sections from Vertical IQ and combine them with industry-specific intelligence from its database, including Competitors and Top Companies. Should a user wish to dive deeper into an industry, the RM simply clicks a button and is taken to the full industry profile in Vertical IQ.
The Vertical IQ integration is a bit simpler. Users can click on a “find companies in RelPro” button located in the industry dashboard. The user is taken seamlessly to RelPro to perform a peer search. The industry codes are pre-populated, and the user can include additional sizing and geographic variables for defining a territory. Users may also plot company lists on a map, a useful tool for field sales rep planning.
Users do not need to log into both offerings. A handshake between the firms ensures that jointly registered users receive access to both platforms.
There is a clear logic to this partnership. RelPro and Vertical IQ allow Relationship Managers to rapidly context switch, perform client due diligence, ask intelligent questions, and conduct business development. The combined services deliver customer and industry insights within the RM’s workflow, helping them better serve customers and their banking objectives.
The partners initially focused on their set of joint customers with contracts written on separate paper. There is no surcharge for the cross-product authorization and functionality.
Vertical IQ has also stepped up during the pandemic to assist business decision making. Their editors are publishing a set of free coronavirus related profiles at the industry-level, allowing RMs, sales reps, and risk decision makers (supply, credit) to properly evaluate industry-specific risks.
“Rather than learning about industries in bits and pieces or from unreliable sources, we knew it was important for people to get information from an experienced industry intelligence partner written for those that advise small and medium-sized businesses. That was the impetus for delivering this intelligence and making it free of charge.”Bill Walker, Vertical IQ EVP of Research
A freemium approach during the current health and economic crisis makes a great deal of sense. It provides free resources to small businesses and distressed sectors that can assist with decision making, while providing a free taste of their content to professional and financial services firms. The content set should result in both future sales and brand equity.