Traditionally, many asset management firms engaged in blast marketing—spraying their messages far and wide to as many advisors as they could reach. But now, in an almost seismic shift, many in the industry are committed to using logic and intelligence to first understand their targets before actively engaging with them. They recognize the need to present the right message to the right audience. Our clients are more invested than ever before in gaining an advantage in lead distribution and in qualifying leads. As a consequence, sales targeting, third-party data integration, and business intelligence (BI) are crucial pieces in their race to provide sales and marketing teams with timely, accurate, and actionable data.