Alpha fmc investment management distribution presentation v 0 4

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

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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

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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

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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

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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

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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