Moelis & Company: Sales Meeting

Preparation Research Note

Prospect: Moelis & Company | Attendee: Nik Dampier, Managing Director (Business
Technology)​
Agenda: Xtractly AI Platform Demo​
Date: 24 Sept 2025 | 10:30 AM EST

Table of contents
Quick Highlights
1. Overview of Sales Meeting Request
2. Prospect Company Overview – Moelis & Company
3. Top 5 Known/Probable Customers of Moelis & Company
4. Objective
5. Observations & Analysis – Nik Dampier
6. Business Model of Moelis & Company
7. Revenue Model
8. Key KPIs for Moelis
9. Competition (Brief)
10. Best Possible Strategy for the Sales Meeting
11. Suggested Flow of Conversation
12. Our Trump Card
13. Tips on Closing the Meeting
14. What to Avoid
Annexure 1 – 3 Hero Workflows
Annexure 2 – 12 Workflows in Tabular Format
Annexure 3 – Xtractly Value Proposition

Quick Highlights
●​ Prospect Company: Moelis & Company – global independent investment bank
specializing in M&A, restructuring, recapitalization, and strategic advisory.​

●​ Scale & Reach: ~1,830 employees, offices across Americas, EMEA, and APAC.
Founded in 2007. Revenue estimated at $1.3B (2024), market cap not applicable
 (independent).​

●​ Attendee: Nik Dampier – Managing Director, Business Technology. 20+ years of tech
leadership, focuses on deal management platforms, strategic process automation, and
enterprise technology enablement.​

●​ Agenda: Evaluate Xtractly AI Platform fitment in investment banking document-heavy

workflows (investor presentations, transaction docs, engagement letters).​

●​ Hero Workflows (Annexure 1):​

1.​ Investor Presentations Summarization → Faster reporting cycles.​

2.​ Transaction Document Extraction → Speed deal execution.​

3.​ Engagement Letters Capture → Shorter contract cycles.​

●​ Competitive Landscape: Tech-enabled IB competitors (e.g., Evercore digital ops,

SS&C for compliance, in-house automation). Differentiator = Xtractly’s template-free,
finance-ready workflows with 80% faster document handling.​

●​ Strategy: Position Xtractly as “Deal Velocity Multiplier” – reducing cycle time in deal
execution, regulatory checks, and investor reporting. Stress compliance-grade audit
trails and quick-win PoCs.​

●​ Closing Tactic: Suggest low-risk pilot with real Moelis transaction docs (e.g., pitch
books or engagement letters). Promise measurable cycle-time reduction within 30 days.​

1. Overview of Sales Meeting Request

Introductory demo of Xtractly AI Platform to Nik Dampier (Managing Director, Business
Technology). Referred by Kate Ciafone, connected after interest in streamlining Moelis’
document-heavy workflows.
2. Prospect Company Overview – Moelis & Company
●​ Core Services: Independent advisory – mergers & acquisitions, recapitalizations,
restructurings, capital markets advisory.​

●​ Revenue & Position: ~$1.3B revenue (2024 est.), strong mid-to-top tier global
independent investment bank.​

●​ Scale: 1,830 employees; offices in U.S., Europe, Middle East, Asia-Pacific.​

●​ Client Base: Corporates, financial sponsors, governments.​

●​ Geographic Reach: Global – NY headquarters; 20+ locations worldwide.​

●​ Key People:​

○​ Ken Moelis – Founder & CEO.​

○​ Elizabeth Crain – COO.​

○​ Nik Dampier – MD, Business Technology (call attendee).​

○​ Joshua Bass – VP, Technology (copied in).​

3. Top 5 Known/Probable Customers of Moelis &

Company
(Due to confidentiality, inferred from sector specialization):

1.​ Large-cap corporations (M&A advisory).​

2.​ Private equity sponsors (buyouts, recapitalizations).​

3.​ Sovereign wealth funds.​

4.​ Distressed asset investors (restructuring).​

5.​ Mid-market growth companies (capital raising).​

4. Objective
Demonstrate how Xtractly can accelerate deal-related workflows (transaction docs, investor
communications, engagement letters), cut review cycles by 50–80%, and strengthen
compliance defensibility.

5. Observations & Analysis – Nik Dampier

●​ Background: 20+ years in technology leadership. Focused on process automation, deal
management platforms, and enterprise tech architecture.​

●​ Mindset: Will expect scalability, integration feasibility (with deal CRM, DMS, compliance
tools), and security assurances.​

●​ Motivation: Speeding deal execution and improving reporting efficiency without

compromising governance.​

●​ Likely focus areas: Deal velocity, data quality, compliance readiness, automation ROI.​

6. Business Model of Moelis & Company

Advisory-driven investment banking. Revenue derived from fees for M&A, restructuring,
capital markets transactions, and strategic advisory mandates.

7. Revenue Model
●​ Transaction-based fees (M&A advisory, capital raising).​

●​ Retainers/engagement fees for ongoing mandates.​

●​ Success fees tied to deal closure.​

8. Key KPIs for Moelis
Core Business KPIs

●​ Deal closure velocity (time-to-close).​

●​ Mandate win rate.​

●​ Revenue per banker.​

Operations KPIs

●​ Document processing turnaround time.​

●​ Compliance review cycle time.​

●​ Error/exception rate in deal documentation.​

Marketing KPIs

●​ Investor presentation turnaround speed.​

●​ Analyst & client engagement.​

Customer Success KPIs

●​ Client satisfaction with reporting accuracy & timeliness.​

●​ Reduced contract cycle delays.​

Finance & Accounting KPIs

●​ Billing cycle speed.​

●​ Compliance cost reduction.​

●​ Audit readiness.​
9. Competition (Brief)
●​ Evercore, Lazard, Rothschild – peers in independent advisory with some tech
augmentation.​

●​ Tech vendors (SS&C, Broadridge, iManage) – handle document/compliance

automation.​

●​ Our edge: Xtractly = template-free, AI-first, finance-specific accelerators → faster

deployment, lower cost of ownership, compliance-grade audit trails.​

10. Best Possible Strategy for the Sales Meeting

●​ Position Xtractly as “Deal Velocity Multiplier.”​

●​ Tie benefits directly to Moelis’ core KPIs: faster execution, error-free compliance, audit
defensibility.​

●​ Show case studies in BFSI & capital markets (Mortgage, OFAC, Treasury Optimization)
with 50–80% cycle time reduction.​

●​ Lead with transaction document extraction demo.​

●​ Emphasize integration ease (deal CRMs, DMS, BI dashboards).​

11. Suggested Flow of Conversation

1.​ Warm intro (thanks to Kate & Edward for connection).​

2.​ Discovery (Nik’s priorities in deal execution bottlenecks).​

3.​ Demo: Show transaction doc extraction → instant data, summaries,

compliance-ready outputs.​
 4.​ Link back to KPIs (deal velocity, compliance defensibility, cycle time).​

5.​ Showcase reference cases (Mortgage, Treasury, Compliance).​

6.​ Discuss quick-win PoC → real Moelis docs.​

7.​ Close with proposal for pilot.​

12. Our Trump Card

●​ Finance-ready accelerators for M&A and advisory workflows.​

●​ Template-free ingestion + AI precision + HITL validation = compliance-grade

defensibility.​

●​ Proven ROI in BFSI/finance workflows (50–80% efficiency gains).​

13. Tips on Closing the Meeting

●​ Suggest short PoC (2–4 weeks) with Moelis’ real pitch books/engagement letters.​

●​ Position as low-risk, high-proof – measurable cycle reduction within 30 days.​

●​ Secure next-step scoping session with Nik and Joshua.​

14. What to Avoid

●​ Avoid generic “OCR/AI” buzzwords – be deal-specific.​

●​ Avoid deep technical pricing too early.​

●​ Don’t position as long IT project – emphasize speed-to-value.​

Annexure 1 – 3 Hero Workflows

1.​ Investor Presentations Summarization → Faster Reporting​

○​ OCR + AI extracts key metrics, builds concise summaries, feeds into reporting
packs.​

○​ KPI impact: 70% faster reporting cycle.​

2.​ Transaction Document Extraction → Deal Execution Acceleration​

○​ Auto-ingests pitch books, term sheets, transaction summaries.​

○​ KPI impact: 50–80% faster document review.​

3.​ Engagement Letters Capture → Contract Cycle Time Reduction​

○​ Extracts fees, terms, conditions from engagement letters.​

○​ KPI impact: 40–60% shorter contract cycle.​

Annexure 2 – 12 Workflows in Tabular Format

Category Workflow Current State Future State with KPI Gains
Xtractly

Deal Transaction Docs Manual review of OCR + AI 50–80%

Execution Extraction pitch books & term auto-extracts terms, faster
sheets fees, structures

Deal Due Diligence Manual sifting Auto-categorization 70% faster

Execution Data Rooms through 1000s of + smart search
docs

Investor Investor Analysts spend AI generates 70% faster

Reporting Presentations hours extracting summaries &
Summarization dashboards
Investor Earnings Release Manual review of Automated 60% faster
Reporting Extraction financials extraction into
structured fields

Contracting Engagement Manual review by AI extracts fees, 40–60%

Letters Capture legal terms, audit trail shorter

Contracting NDAs & Advisory Manual cycle Template-free AI 50%

Agreements ingestion cycle-time
reduction

Compliance Regulatory Filings Manual collation AI auto-fills 70% faster

Prep (e.g., SEC) compliance-ready
fields

Compliance KYC/Client Manual ID & AI + OFAC/AML 60% faster

Onboarding ownership checks add-on integration

Audit & Risk Audit Document Ops staff collates Auto-categorized, 70–80%
Prep audit packs audit-ready exports faster

Audit & Risk Risk Report Analysts extract AI dashboards Real-time

Summarization exposures auto-summarize visibility

Finance Billing Docs Manual entry OCR + AI → 50–70%

Ops (Invoices, Credit structured data faster
Apps)

Finance Expense Manual invoice AI-driven extraction 40–60%

Ops Allocations reconciliation reduction in
cycle

Annexure 3 – Xtractly Value Proposition

●​ AI-Powered Intelligent Document Processing: Converts

scanned/structured/unstructured deal docs into structured, auditable data.​

●​ Template-Free Ingestion: Works across contracts, investor reports, transaction docs

without rigid templates.​

●​ Accuracy & Audit Readiness: 95%+ extraction precision, 100% with HITL validation.​

●​ Proven Efficiency Gains: 50–80% reduction in document processing time across BFSI
& finance clients.​
●​ Integration Ready: SaaS or on-prem deployment; API-first architecture integrates with
CRMs, DMS, BI dashboards.​

●​ Compliance-First: Built-in audit trail, role-based access, and encryption for defensibility.​