Confirmed meetings with bank data governance heads the ABM list had missed
The ABM list named the largest banking groups; the conference also drew governance leads from banks nobody had listed. Searching the event app and sponsor delegations finds them and books meetings.
- Challenge
An ABM list of large banks, blind to ICP-fit governance heads attending from others.
- Approach
Search the event app directory and sponsor delegations, research risk-data pressure, request meetings.
- Result
Confirmed meetings with governance heads at ICP-fit banks, including some new to the ABM list.
The situation
Data governance vendors often exhibit at regulatory reporting conferences with an ABM list built around the largest banking groups. Supervisors now press banks beyond those groups on risk data aggregation and reporting, a stated ECB supervisory priority, so governance heads from mid-sized banks and foreign-bank subsidiaries attend too. Nobody checks the attendee pool for them. The vendor meets accounts it already knows and misses buyers under live supervisory pressure.
The question that mattered
Which ICP-fit attendees at this conference are missing from our ABM list, and how do we confirm meetings with them in advance?
What we did
- 1
Search beyond the ABM list
Work through the event app directory and sponsor delegations, including bank guests of sponsoring consultancies, to find ICP-fit attendees. Mark which banks are already listed and which are new.
- 2
Qualify the new banks
Check each for live pressure: a supervisory review against the Basel principles for risk data aggregation, a regulatory reporting remediation programme, or new data lineage roles.
- 3
Request meetings by role
Write personally to heads of data governance, risk data programme leads and heads of regulatory reporting, citing the bank's pressure and offering a private slot.
- 4
Confirm and hand over
Lock each meeting into the right account executive's calendar with a short brief, and pass the new banks to the ABM team with the evidence.
What we delivered
The evidence and working documents the team kept.
- Attendee match report: listed and new ICP-fit banks, with sources
- Qualification notes on each new bank's supervisory pressure
- Role-specific meeting requests
- Confirmed meeting schedule by account executive, with briefs
- New-bank evidence file for the ABM team
The outcome
Governance heads
at banks outside the ABM list accept meetings at the conference
Account executives
hold confirmed meetings with risk data and reporting leads
The ABM team
decides which new banks to add, using the evidence file
Meeting requests
go only to attendees with a documented reason to talk
Account executives arrive with confirmed meetings at banks that were on nobody's account list before the event.
What changed in the GTM motion
Every exhibited conference now starts with a directory and delegation search. Its results go to a pre-event review where the ABM lead accepts or rejects each new bank, and meetings are confirmed before travel is booked.
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