Resources Success Story

Improved Forecasting and Win Rates for Fitch Ratings’ Relationship Managers

Atrium worked with Fitch Ratings to develop analytics that focused on the health of their renewal pipeline, giving them invaluable insights.

Background

Fitch Relationship Managers (RMs) did not have visibility into the distribution of their agreements, clients, and pipeline to help explain why they lost or won business. Because of this, RMs did not understand the composition of their client base or if they were focusing on the correct clients to maximize renewals.

Technology

CRM Analytics

Sales Cloud

Service Cloud

The Challenge

Fitch Relationship Managers (RMs) did not have visibility into the distribution of their agreements, clients, and pipeline to help explain why they lost or won business. Because of this, RMs did not understand the composition of their client base or if they were focusing on the correct clients to maximize renewals.

“

It was an amazing experience working with the Atrium team. The best experience I ever had with a partner.

Muhammad Musharaf Fitch Ratings

The Solution

Atrium worked with Fitch to develop analytics that focused on the health of their renewal pipeline across multiple customer agreement types. Atrium also created dashboards that displayed the volume and characteristics of their upcoming agreements to help them prepare and schedule resources accordingly, as well as dashboards to assist RMs with planning and analyzing how their client’s activities impact renewals.

The Impact

A Relationship Manager at Fitch now has the capability to quickly see where their time is being spent, and the new dashboards help empower RMs to shift their focus accordingly. They are able to better understand the value of their pipeline so they can determine which agreements need more attention. Managers are able to intelligently allocate resources and can now assist their RMs in planning out their activities in order to meet their targets.

Improve Forecasting and Renewal Focus

Atrium helps relationship-driven organizations use CRM Analytics to gain visibility into pipeline health, prioritize the right accounts, and allocate resources more effectively.

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