Financial Industry

Proactive or Reactive? Choosing Your CRM Data Management Approach

In the asset management industry, change is constant. Advisors move firms, client relationships shift, and market conditions evolve. However, one thing remains consistent: the need for accurate, up-to-date data in your CRM. It helps you maintain key relationships and identify new opportunities. Recently, we’ve seen an uptick in asset managers recognizing the value of being proactive with rep movement in their CRM data management. There are pros and cons to being proactive. To help you decide what’s right for your firm, Mike Nemecek and I combined our expertise and learnings from working closely with our clients into this post.   

A Distribution Data Platform: Transforming Your Marketing Outcomes

Asset managers and their marketing teams face a significant challenge: standing out in a crowded market. Marketers are tasked with crafting personalized, impactful campaigns that not only resonate with their audience but also drive measurable results for the sales team. To achieve this level of precision, marketers need more than just creativity—they need access to accurate, aggregated data that can be leveraged effectively to inform strategy and execution. This is where a Distribution Data Platform (DDP) or Customer Data Platform (CDP) becomes invaluable.

Enabling AI: The Importance of a Distribution Data Platform

Properly deployed AI can enable asset managers to leapfrog competitors, but adjusting to the requirements for success with AI is complex. A distribution data platform enables you to prepare for the future.

Maximizing impact: How Boutique and Emerging Asset Managers thrive with data management partnerships

In a world where data reigns supreme, boutique and emerging asset managers increasingly recognize the power of effective data management to sharpen their distribution approach and outcomes. Following our introductory guide on why asset managers might seek a data management partner, this post delves into the experiences of those who took the leap, partnering with SalesPage to enhance their data capabilities.

Elevating 22c-2 efficiency: Self-service vs. full-service with Clarity Compliance

In the world of asset management, maintaining regulatory compliance while efficiently managing resources is a top priority. The challenges of 22c-2 compliance, such as consolidating data from diverse sources and accurately monitoring market timing violations, demand a holistic approach. Data needed for 22c-2 comes from your Transfer Agent, Sub-Accounting systems, Trust Dealers, Intermediaries, and proprietary sources. For non-NSCC sources, a manual process is required to submit requests, obtain the information, integrate, and analyze it. How can this be done more efficiently?

Timely intelligence drives more productive meetings

After implementing a unified CRM system for both their institutional and intermediary businesses, Hotchkis & Wiley Capital Management sought to better leverage intelligence for more productive client meetings and targeted marketing campaigns. Their objectives were twofold:

From Manual to Automated: Weitz Supports Direct Account and Intermediary Relationships with SalesPage

Weitz Investment Management was facing a challenge: How to improve how they identified, managed, and supported relationships with their Direct Account business. These accounts have no designated advisor or intermediary relationship but come directly to Weitz. Direct Accounts sometimes require more frequent communication and response to both simple and complex requests. To provide this support and grow their business, Weitz sought to create a 360-degree view of both their Direct and Intermediary Clients in one place, their CRM.

Use Teams Data + Advisor IP Matching to target high-value prospects

In the competitive world of asset management, identifying and targeting high-value prospects is crucial for success. Fortunately, two powerful tools—Teams Data and Advisor IP Matching—can work in tandem to help asset managers achieve this goal. By leveraging these datasets, you can gain insights into potential clients actively seeking new investment products, understand their roles within their teams, and build more effective marketing strategies. Layering this data with additional metrics such as AUM, sales, redemptions, distribution expenses, and expense ratios will enable you to calculate profitability scores for advisors more accurately than ever before, resulting in a higher ROI approach to prospecting.

Takeaways from data-driven client journey discussion

In today's data-driven world, asset managers face a challenge: How to effectively use data to define the client journey and engage at the right moments to impact buying decisions. To shed some light on this issue, we hosted a virtual panel with industry experts Rob Kenyon, Josh Stauffer, Michael Winnick, and Kevin Rosenfeld.

Strategic alignment ensures a successful step into the ETF market for Touchstone Investments

When Touchstone Investments launched their first two ETFs, they knew they needed to get the data right to ensure accurate reporting and commissioning. This meant refining their data strategy to enable the linking of ETF financials to existing client records and presenting the data in the right ways to return business value. They knew they got it right after the first two months of ETF financials were processed according to plan with few issues encountered. What were the main drivers of this successful outcome?