London Stock Exchange Group plc · LSE:LSEG
London Stock Exchange — Investor Day (2023)
12 slides from London Stock Exchange's investor day presentation, 2023
Slide 1: Enabling our divisions
Enabling our divisions Ron Lefferts, Head of Sales & Account Management
Slide 2: We serve a highly diverse customer base
We serve a highly diverse customer base Extensive presence Operating A critical partner to across segments globally our customers 3% 3% Americas c.20% Top 20 of revenue customers 42% Investment Banks 63% Sell-side Brokers / IDBs Retail / Commercial Banks c. 190 countries c.55% Top 250 15% of revenue
Slide 3: Opportunity to transform the sales organisation
Opportunity to transform the sales organisation Disjointed sales Poor customer philosophy with a insight with limited focus on selling c.240 understanding of who discrete products was using our products and why Regionally-focussed Lack of technical Imperfect incentivisation structure with limited sp
Slide 4: Serving our customers effectively via a differentiated service model
Serving our customers effectively via a differentiated service model Global Strategic customers Globally complex multi lines of business, Dedicated high touch customer engagement Regional Strategic customers Scaled Simplified, targeted businesses with Standardised service less multi-jurisdictional r
Slide 5: Our group-wide remit now helps us serve customers as one LSEG
Our group-wide remit now helps us serve customers as one LSEG Data & Analytics Risk Intelligence FTSE Russell Capital Markets Post Trade Strategic Accounts Executive Committee sponsorship A member of our executive management team will personally oversee our relationship with each of our top c.20 cus
Slide 6: Partnering with the customer is key to driving growth
Partnering with the customer is key to driving growth Voice of LSEG strategy the customer and execution Consistently Microsoft Design Partner Programme Workflow-specific customer engagement analysing and Customer engagement implementing the Customer-led co-innovation customer’s voice Account/Value p
Slide 7: Partnering with major customers to unlock value
Partnering with major customers to unlock value CASE STUDY $30m Annual savings >4% Account growth Creating cost benefits …driving growth …and generating attractive for the customer… for both parties… economics for LSEG – $30m of annual savings – Co-developing next-generation – Account now growing >4
Slide 8: Building strong, multi-faceted relationships with our Channel Partners
Building strong, multi-faceted relationships CASE STUDY with our Channel Partners – A leader in the ETF marketplace for 20+ years – End-to-end investment workflow software combining sophisticated risk analytics with – FTSE Russell partners with Blackrock to help comprehensive portfolio management to
Slide 9: Our engagement strategy is delivering results
Our engagement strategy is delivering results We’re getting closer to customers… …and shifting market perception % of customers who feel % of customers who are well informed of relevant solutions and services1 likely to recommend LSEG2 +700bps 84% 2023 +300bps 2023 2022 2022 14% All customers Worksp
Slide 10: Exploring deeper possibilities with our customers
Exploring deeper possibilities with our customers We’re actively showcasing …and that has a big impact on our offering… customer sentiment % of customers1 who have % of customers who are discussed new product features with their “delighted” with LSEG’s offering in the account teams in the last 12 mo
Slide 11: We're delivering fundamental change… and it's having an impact
We’re delivering fundamental change… and it’s having an impact The problem Our solution Progress Disjointed sales philosophy Distilled our offering into nine workflow solutions that accurately reflect the priorities of our customers Poor customer insight High visibility into usage and sentiment with
Slide 12: Implementing a truly transformational sales approach
Implementing a truly transformational sales approach Creating a world-class Supporting our unified sales organisation sales teams with leading industry expertise Partnering with our Leveraging our scale customers to design to develop a smarter tailored workflow solutions go-to-market strategy 12