https://www.linkedin.com/in/jamesskippywatson/
https://www.nowcm.eu/

Summary
In this conversation, David Anderson interviews James Watson, a seasoned professional in the market data industry. They discuss Watson's extensive career, the evolution of market data, the importance of relationships in sales, and the challenges of disruption in the industry. Watson emphasizes the need for experienced professionals to mentor younger generations and the significance of understanding client needs and processes. The conversation also touches on pricing strategies for data and the shift towards virtual sales interactions.


Takeaways
James Watson has a long history in the market data industry, starting with Reuters.
The evolution of market data has seen significant changes, particularly with the rise of Bloomberg.
Relationships are crucial in the market data space, especially for inter-dealer brokers.
Disruption in the market data industry is necessary for growth and innovation.
Understanding client needs and processes is key to successful sales.
Pricing strategies for data should reflect its true value, not just discounts.
Sales techniques should focus on building long-term relationships rather than short-term gains.
The shift to virtual sales has changed how relationships are built in the industry.
Experienced professionals should mentor younger generations in the market data field.
The quality of data directly impacts brokerage fees and client retention.


Chapters
00:00 Introduction to Market Data and James Watson
03:20 Reflections on Reuters and Market Data Evolution
14:25 Disruption in the Market Data Space
25:35 Understanding Inter-Dealer Brokers and Their Role
30:35 Brokerage Fees and Data Quality
31:40 The Value of Data in Inter-Dealer Brokerage
32:09 Monetizing Data: Business Models and Strategies
34:39 Growth and Competition in the Brokerage Industry
36:23 Regulatory Impact on Pricing Strategies
39:09 Negotiation Tactics in Data Sales
41:11 Sales Strategies in Market Data
46:35 The Role of Account Managers in Sales
50:32 Building Relationships in a Digital World
52:57 Disruption and Innovation in the Industry
55:47 Leveraging Experience in the Workforce

DAVID ANDERSON -- https://www.linkedin.com/in/atradia/