Date post: | 10-May-2015 |
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1 Copyright 2013 Alpha FMC
Delivering a Market Leading Investment Management Operating Model & Client Experience
Alpha FMC - Unparalleled Insight & Experience
2 Copyright 2013 Alpha FMC
Investment Management DistributionBuilding Blocks For Success
Alpha FMC will outline the key features of the emerging Distribution approach to clients, partners and products for Investment Managers, based upon our unique experience of working with more than 25 Investment Managers Globally.
This session will provide an exciting glimpse of better informed client conversations, more targeted sales and relationship management, and a deeper understanding of client needs, products and results.
The session will walk through 6 key building blocks of a successful Investment Management Distribution Strategy:
Enabling Sales Client InsightProfiling &
SegmentationDigital
EngagementClient
Experience
Leveraging Big Data
3 Copyright 2013 Alpha FMC
About Alpha Financial Markets ConsultingUnparalleled Insight & Experience Within Investment Management
About Alpha
Leading specialist Investment Management consulting firm
Services Consulting
Implementation
Benchmarking
Outsourcing & Off-shoring
Offices in New York, London, Paris & Luxembourg and work across the US, Europe and Asia
80 full-time consulting staff and >50 senior Associates
Alpha’s Distribution Clients
Global Clients & Cross Channels: Institutional
Wholesale/Intermediated
Broker Dealer
Private Client/Wealth
Alternates/Hedge
Alpha’s Differentiators Investment Management-focused
CRM & Digital Consultancy
A Distribution Proposition Developed at 25+ Investment Management Companies
Unique Accelerators & Domain Models to cover all Distribution Channels
Proven Integration with Key Operational & Industry Data Sources
100% Success - Proven Implementation/Delivery Approach
4 Copyright 2013 Alpha FMC
Enabling Sales
Efficient Sales Simplified UI
Daily Schedules
Mobile Access
Educated Sales Company Tear Sheets &
Summary Reports
Timely Information Automated Emails
Automated Texts
News/RSS/Social Feeds
Enabling Sales Gaining Client InsightClient/Prospect Profiling &
SegmentationSuccessful Digital Engagement Differentiated Client Experience
Leveraging Big Data
5 Copyright 2013 Alpha FMC
Client Insight
Client & Contact Investment Ecosystem
Influencers & Decision Makers
3rd Party Data Integrations
Profile Segmentation
Market & Investments Back Office/TPA integration
Market Share
Market Data Integrations
Potential Future Investments
Product Product Development &
Management
Pipeline & Activities
Client Preferences & Events
Enabling Sales Gaining Client InsightClient/Prospect Profiling &
SegmentationSuccessful Digital Engagement Differentiated Client Experience
Leveraging Big Data
6 Copyright 2013 Alpha FMC
Profiling & Segmentation
Segmentation Levers Profile
Client Tier (Size/AUM, Influence, Target Sector, etc.)
Client Type
Geography
Transaction Existing Holdings
Recent/Historic Transactions
Future Potential Transactions
Behavioral Client Interaction with us (Events, Email, Social, Web)
Likes and Dislikes (Facebook & LinkedIn)
Sales & Marketing Delineation Limited and expensive Sales resource should be focused on Qualified and
Targeted prospects
Marketing should pave the way for awareness – brand, product and corporate
Enabling Sales Gaining Client InsightClient/Prospect Profiling &
SegmentationSuccessful Digital Engagement Differentiated Client Experience
Leveraging Big Data
7 Copyright 2013 Alpha FMC
Digital EngagementEnabling Sales Gaining Client Insight
Client/Prospect Profiling & Segmentation
Successful Digital Engagement Differentiated Client Experience
Leveraging Big Data
8 Copyright 2013 Alpha FMC
Client ExperienceEnabling Sales Gaining Client Insight
Client/Prospect Profiling & Segmentation
Successful Digital Engagement Differentiated Client Experience
Leveraging Big Data
Points of Differentiation Product
Catalogue, Fund Manager Reputation, Performance, Cost
Thought Leadership White Papers, Product Specialists, Blogs, Conferences
Timing & Relevance of Information/Comms Personalisation, Segmentation, Consummation Preferences
Client Access Client Portal, Self Service, Preference/Subscriptions Service, Web
Brand Web, Events, Corporate Reputation, Past Performance
Investment DriversProduct Quality
Brand
Price/Cost
Sales/Rel Mgt
Mkt/Comms
Client Service
Source: Fund Buyer Focus
9 Copyright 2013 Alpha FMC
Leveraging Big DataEnabling Sales Gaining Client Insight
Client/Prospect Profiling & Segmentation
Successful Digital Engagement Differentiated Client Experience
Leveraging Big Data
Unstructured Data -> Structured Data Identifying patterns & Predictive Algorithms
Knowing what prospects/clients will do before they do!
Architecture
Segmentation Engine
Salesforce.com
Client Activities Investments Products Pipeline
Data Warehouse
Holdings & Transactions
Market Data Web Events Social News Feeds
10 Copyright 2013 Alpha FMC
Unparalleled Insight & Experience