Snapshot
Spain's largest bank by domestic customers (about 20M), with the largest bancassurance business (VidaCaixa, SegurCaixa Adeslas) and Portugal's BPI. Its largest shareholder is the La Caixa Foundation (CriteriaCaixa).
Talking points
- The €5B Cosmos plan is explicit, multi-year and funded. Align offers to its process and technology workstreams.
Likely opportunities
- Cosmos workstreams (core modernization, process automation, data and AI). Bancassurance platforms.
Outreach plans
2 plans for the main opportunities, in outreach wave 2. All budgets, deal sizes and dates are planning estimates made from the public brief, not from client data or Accenture financials. Executive names are used only where the brief also names them; verify roles and names before outreach.
1Cosmos workstreamsCloud & coreIdentified$11M–$33M
The La Caixa group brief flags this opportunity: Cosmos workstreams (core modernization, process automation, data and AI). Lead with a fixed-scope 8-week entry offer that proves value quickly, then grow it into a multi-year modernization program delivered in migration waves.
From opportunity: Cosmos workstreams (core modernization, process automation, data and AI)
- Why now
- The €5B Cosmos plan is explicit, multi-year and funded.
- Buyers
- CIO · CTO · COO · CFO Javier Pano
- Our sponsor
- Accenture Technology MD for the account, with the Cloud First lead for Financial Services
- Entry
- An 8-week modernization blueprint: application portfolio scan, target architecture, migration waves and a self-funding business case, using Accenture tooling for code and dependency analysis.. Existing CAL relationship. Account lead (Manuel.Lopez.Ordonez) brokers the first meeting with the CIO, and the sponsor brings the point of view.
- Proof points
- Core and platform modernization case studies
Deal size$11M–$33M
Pursuit cost$150K
Win probability30%
Estimate: Estimate. Pursuit cost is about 30 person-weeks of account, sponsor and SME time at a blended $5,000 per person-week. The entry offer itself is a fixed fee of roughly $200k, or an Accenture investment if the pursuit is contested. The deal range is the 12-24 month follow-on (a multi-year modernization program delivered in migration waves), scaled for a large client from a reference range of $20-60M. It is not based on client budget data. Win probability of 30% is a planning assumption for a Diamond.
Outreach sequence
- Week 1Estimate the legacy estate and run cost from public tech spend and peer benchmarks. Map the buying group (CIO, CTO, COO) and known Accenture relationships.Account lead (Manuel.Lopez.Ordonez) with an industry SME
- Week 2Confirm the sponsor, pick two reference clients, and line up support from the client's hyperscaler and core platform vendor.Sponsor
- Week 3Reach the CIO with a one-page note on cosmos workstreams (core modernization, process automation, data and AI), through the account lead.Account lead (Manuel.Lopez.Ordonez)
- Week 4-5Executive meetings with the CIO and the CTO: test the hypotheses and offer the entry offer.Sponsor and account lead
- Week 6-7Show a gen-AI-assisted code analysis of a comparable legacy estate and a wave plan from a peer migration.Industry and technical SMEs
- Week 8Scope and price the entry offer with the client's working team; agree success measures.Pursuit lead
- Week 9-10Proposal review with the economic buyer (CFO Javier Pano) and procurement.Sponsor
- Week 11-12Sign the entry offer and mobilize the 8-week team.Delivery lead
- Week 20Read out results and propose the follow-on: a multi-year modernization program delivered in migration waves.Sponsor and delivery lead
Timeline
Jan 2027Jun 2027
Prepare and engageFirst executive meeting held with the CIO
ShapeEntry offer scoped with the client's working team
ProposeEntry offer signed
Deliver entry offerResults read out and follow-on proposal submitted
ExpandFollow-on program signed
Success measures
- Blueprint signed
- First migration wave live on schedule
- Run cost down 15-30% on migrated scope (target)
Risks
- Core vendors and offshore integrators bid aggressively on rates
- Multi-year programs need sustained board funding
- Competition (from the brief): IBM, Accenture, NTT Data and Indra are long-standing vendors in Spanish banking (industry pattern).
2Bancassurance platformsCloud & coreIdentified$3.3M–$11M
The La Caixa group brief flags this opportunity: Bancassurance platforms. Lead with a fixed-scope 6-week entry offer that proves value quickly, then grow it into a release-based digital build with ongoing optimization.
From opportunity: Bancassurance platforms
- Why now
- €5B "Cosmos" technology and process plan (2025-27); CaixaBank Tech growing in-house.
- Buyers
- Head of the business line · Chief Digital Officer · CMO · CIO
- Our sponsor
- Accenture Song lead for Financial Services, with the Technology MD for the account
- Entry
- A 6-week digital proposition sprint: customer research, a clickable prototype of the priority journey, and a release plan with acquisition and cost-to-serve targets.. Existing CAL relationship. Account lead (Manuel.Lopez.Ordonez) brokers the first meeting with the Head of the business line, and the sponsor brings the point of view.
- Proof points
- Digital channels and distribution case studies
Deal size$3.3M–$11M
Pursuit cost$100K
Win probability30%
Estimate: Estimate. Pursuit cost is about 20 person-weeks of account, sponsor and SME time at a blended $5,000 per person-week. The entry offer itself is a fixed fee of roughly $150k, or an Accenture investment if the pursuit is contested. The deal range is the 12-24 month follow-on (a release-based digital build with ongoing optimization), scaled for a large client from a reference range of $6-20M. It is not based on client budget data. Win probability of 30% is a planning assumption for a Diamond.
Outreach sequence
- Week 1Benchmark the client's digital journeys and app ratings against two local challengers. Map the buying group (Head of the business line, Chief Digital Officer, CMO) and known Accenture relationships.Account lead (Manuel.Lopez.Ordonez) with an industry SME
- Week 2Confirm the sponsor, pick two reference clients, and line up support from the client's digital banking or CRM platform.Sponsor
- Week 3Reach the Head of the business line with a one-page note on bancassurance platforms, through the account lead.Account lead (Manuel.Lopez.Ordonez)
- Week 4-5Executive meetings with the Head of the business line and the Chief Digital Officer: test the hypotheses and offer the entry offer.Sponsor and account lead
- Week 6-7Test the prototype journey with the business owner and a small customer panel.Industry and technical SMEs
- Week 8Scope and price the entry offer with the client's working team; agree success measures.Pursuit lead
- Week 9-10Proposal review with the economic buyer (Head of the business line) and procurement.Sponsor
- Week 11-12Sign the entry offer and mobilize the 6-week team.Delivery lead
- Week 18Read out results and propose the follow-on: a release-based digital build with ongoing optimization.Sponsor and delivery lead
Timeline
Feb 2027Jun 2027
Prepare and engageFirst executive meeting held with the Head of the business line
ShapeEntry offer scoped with the client's working team
ProposeEntry offer signed
Deliver entry offerResults read out and follow-on proposal submitted
ExpandFollow-on program signed
Success measures
- Sprint signed
- Priority journey released
- Digital sales or cost-to-serve targets met (client's measure)
Risks
- Digital agencies and the platform vendor compete for the front end
- Benefits depend on marketing spend outside the program
- Competition (from the brief): IBM, Accenture, NTT Data and Indra are long-standing vendors in Spanish banking (industry pattern).
01Strategic priorities
- Gonzalo Gortázar's 2025-27 strategic plan puts €5B into tech and processes (the "Cosmos" plan), with growth in insurance, payments and wealth and a customer-centric digital model (imagin).
- Insourcing tech talent. CaixaBank Tech added 500 people in 2025 and has 1,600+ staff.
02Financial health and spend signals
- Record profits. The efficiency ratio is about 38-40%, among Europe's best.
03Leadership changes
- Gortázar is CEO. José Ignacio Goirigolzarri is Chair. Javier Pano is CFO.
04Regulatory pressure
- ECB SSM. Spanish banking tax.
05M&A and restructuring
- Bankia (2021) integrated. No large deals.
06Tech stack and vendor footprint
- Cosmos program. Hybrid cloud (Microsoft, IBM, Google partnerships). AI assistants.
07Competitor engagements
- IBM, Accenture, NTT Data and Indra are long-standing vendors in Spanish banking (industry pattern).
08Risk disclosures
- Spanish rate sensitivity, the banking tax and cyber.
Workforce
46,000 employees (2024), -8% since 2021. Cuttingunverified
Earnings call themes
No call themes tracked yet.
Regulatory actions
No consent orders, MRAs or fines tracked. See Regulatory pressure above for context.
Recent public signals
Sourcing. Bullets without a source link or a ✓ mark come from model knowledge (public information up to mid-2026) and have not been verified. Check them against the latest filings before using them with a client. Recent public signals were found by web search; most were judged from the headline and source, not a full read.