A New Channel; Built for Scale in Asia
We designed and launched a first-time bank distribution strategy for a Japanese financial services provider; then replicated it across 14 countries in Asia.
The Situation
A $20B+ Japanese financial services provider had built a breakthrough dollar-denominated fixed annuity with clear upside for investors, banks, and the business. However, they needed to design and launch a sales engine from scratch.
Our Approach
We spent time understanding the unique dynamics of Japan's banking ecosystem and the client's organizational readiness. Rather than import a Western model, we assessed how banks operated in Japan, what motivated bank tellers, how decisions were made, and where friction points would emerge at scale.
The Engagement Chain
Product Positioning
Bank-Partner Engagement
Teller Enablement
Customer Delivery
We mapped the entire distribution chain, from product positioning to bank partner engagement to end-customer delivery, identifying gaps in capability, unclear accountabilities, and missing functions that would prevent scale.
Our Recommendations
Build a framework that was simple enough to execute quickly but rigorous enough to support explosive growth.
1
Three-Tier Sales Model
National Accounts
External Field Teams
Internal Support
2
Territory Design by Relationship Density
3
Hire for Inclusion, Alongside Experience
4
Keep Execution Simple and Agile
The client trusted the recommendations and committed to disciplined execution
The Result
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$18 billion in sales within three months (18 times the target), achieved in a quarter of the time.
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25 women joined the sales organization within one month, bringing fresh perspectives.
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This Japan success became a blueprint. The same distribution framework was adapted and scaled across 14 countries throughout Asia
