You are working a six-figure enterprise data and analytics opportunity with a large financial institution that currently uses a mix of internal models, spreadsheets, and multiple external data providers. Your champion in risk says a recent market-moving news event has pushed senior leadership to revisit exposure monitoring and counterparty review, but the CFO is focused on cost control and the head of compliance is worried about adding another vendor. You have an upcoming meeting and need to connect the news to a business case without sounding generic or opportunistic.
How would you discuss the news event with the customer in a way that creates urgency, uncovers real pain, and advances the deal? What would you say, who would you involve next, and how would you qualify whether this is a real opportunity or just temporary interest?