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A global leader in banking and financial-services software, serving 9,000+ institutions worldwide with a large on-premise and perpetual license installed base, faced increasing pressure to monetize its installed base more effectively. While the business had strong software revenues and deep market penetration across retail banking, corporate banking, payments, and capital markets, compliance-related revenue remained largely untapped and inconsistently addressed across regions and product lines. The client needed a structured way to convert contractual compliance gaps into predictable revenue, without disrupting customer relationships or undermining long-term trust.
From our perspective, the challenge was not lack of opportunity, but lack of industrialization. The installed base analysis revealed a large, addressable non-cloud software footprint, with material compliance gaps across multiple product families. However:
• Compliance activities were fragmented and reactive.
• There was no unified, multi-year License Management & Compliance (LM&C) program.
• Contractual baselining, account prioritization, and execution lacked scale and repeatability.
• Internal teams required acceleration through external expertise, tooling, and operational capacity.
The opportunity called for a non-adversarial, data-driven compliance model, executed as a managed program rather than isolated audits.
We partnered with the client to design, launch, and operate a multi-year License Management & Compliance program, transforming compliance into a scalable revenue engine. Key elements of the solution included:
• License Management & Compliance Program Design A five-year roadmap was defined, covering all major product lines and geographies, with clear revenue milestones and execution phases. The program focused exclusively on on-premise and perpetual licenses, excluding SaaS to ensure scope clarity.
• Contractual Baselining & Installed Base Intelligence We established a structured contractual baselining process, gaining controlled access to systems and contracts to analyze usage, entitlement, and compliance gaps across hundreds of enterprise accounts.
• Account Selection and Prioritization Nearly 1,000 accounts across 14 product lines were qualified and prioritized using a bottom-up methodology, balancing revenue potential, contractual clarity, and customer context.
• Non-Adversarial Compliance Execution Notification, engagement, regularization, and fine-tuning activities were executed using a customer-centric approach, ensuring compliance conversations were positioned as value-protection and risk-management initiatives.
• Domain-Specific Execution by Business Line Dedicated execution tracks were deployed across Retail Banking, Corporate Banking, Payments, Treasury & Capital Markets, and NACM, supported by structured knowledge transfer for complex platforms.
• Operational Scale and Governance The program was run as a managed service with defined timelines, governance, and performance tracking, allowing internal teams to focus on core product and commercial priorities.
The program successfully transformed compliance from a latent risk into a predictable and scalable revenue stream. Key outcomes included:
• Activation of a global License Management & Compliance program covering enterprise customers across multiple regions.
• Generation of €26M in the first year, representing early ramp-up and learning curve effects.
• Acceleration to €128M in the second year, validating the scalability of the model.
• Establishment of a long-term revenue engine targeting a total compliance opportunity exceeding €500M over the program lifecycle.
• Improved visibility into the installed base, contractual positions, and customer risk exposure.
• Strengthened customer relationships through a transparent, non-adversarial compliance approach.
