Advanced Sales & Marketing Visual Analytics Solution for Asset Managers

SAN FRANCISCO, Calif. – October 30, 2018 – SalesFocus Solutions, developer of the MARS product suite for the asset management industry, announced today that its new MARS v9 platform is available for general release.

“We are excited about the value that this new major release of MARS will provide to our asset management clients to assist them with increasing sales and retaining assets within their retail and institutional businesses,” said David Halligan, Director of Sales and Account Management.

The MARS product suite is designed to accommodate the unique product distribution and reporting needs of the asset management industry and includes features such as: DCIO/Retirement platform analytics to automate and organize DCIO data imports, enhanced sales and marketing features to allow firms to better target key consultants and advisors, a flexible segmentation engine, market share reporting capabilities, and ETF reporting.

“SalesFocus Solutions is continuously improving its products and services to meet the changing needs of the asset management industry,” said Aaron Wong, MARS Product Manager.  Wong continued, “This newest version melds the latest advances in visual graphics technology with advanced analytics to provide unique strategic business insights for our asset management clients.”

The MARS Product Suite continues to transform the sales and marketing analytics and reporting landscape for asset managers and gives SalesFocus Solutions’ clients a competitive advantage by identifying new potential business opportunities to expedite growth.  MARS provides the ability to quickly obtain information through the visualization of data.  The innovative MARS product design takes business analytics to a completely new level by leveraging enhanced graphical data visualization techniques to transform sales, asset, contact and activity data into actionable business insights.

SalesFocus Solutions’ Director of Professional Services, Jill Santandreu said, “This new major release of MARS, combined with our superior data cleaning services and our new Unify Rep prospecting service, provides a competitive advantage for our clients who are working to grow their businesses in this highly volatile market environment.”

About SalesFocus Solutions

SalesFocus Solutions MARS, founded in 1999 and based in San Rafael, California, is the asset management industry’s all-in-one sales and marketing solution for actionable intelligence. MARS (Marketing And Reporting Sales) aggregates data from multiple and diverse sources, and provides data visualization, report writing, and market intelligence capability. We have a diverse, global client base of leading and boutique asset management firms. As of October 2018, MARS serves clients with more than $3 trillion in assets under management.

For more information on how the MARS product suite can assist your company please call us at 978.473.0350 or visit our website at www.sfsmars.com.

MARS System and SalesFocus Solutions are trademarks and/or service marks of SalesFocus Solutions, Inc. All other trademarks, service marks, service marks and copyrights are the property of their respective owners

7 Reasons Why Bad Data Means Bad Growth Prospects for Asset Managers

Asset managers use data to make critical decisions everyday, and the success of your business depends on the accuracy and timeliness of your data.

Bad data, however, may lead to bad growth prospects.

Data comes from multiple sources— transfer agents, supermarket platforms, ETF platforms, sub-accounting firms, managed accounts, and more. This process increases the risk that data may be transmitted incorrectly, posted to your system in error, or simply lost in the transmission process. While many asset managers use data cleansing sales software, it may not be sufficient to create reliable and timely data.

Here are 7 ways bad data can lead to bad results:

Bad Planning for Firm Sales Goals

Your sales and marketing departments need accurate data to set sales goals, plan staffing, and to monitor results. Using the best technology won’t be useful, if the data loaded into the system is incorrect.

If your data is incomplete, your system is not providing a true picture of sales results to management. Not knowing which advisor placed a particular order, for example, leaves you unprepared to build your relationship with the advisors and grow your sales. In addition, a competitor with more accurate data may take advantage of sales opportunities that you miss. Bad data makes it far more difficult to reach your sales goals.

Bad Compensation Dollars for Wholesalers

Your wholesalers are managed and compensated based on the sales data in your system. A misclassification of channel and/or territory assignments due to incorrect data can lead to wholesalers being paid too little or too much.

If a high-performing wholesaler is incorrectly paid too little, the error will create frustration and confusion, both of which may impact the wholesaler’s performance moving forward. Your firm will also have to spend time and effort to recalculate the commissions, correct the payments, and communicate the changes to those who are affected.

Bad Sales Calls

Wholesalers are most productive when they can maximize their time in front of the most valuable advisors, and reliable data is critical for maintaining productivity.

Ideally, your salespeople should be able to access detailed information about their territories on a PC or mobile device. Assume, for example, that your representative is planning a visit to Pittsburgh, and needs to plan his sales activities. Your system should be able to generate a listing of the most important advisors, their contact information, and map each advisor’s office location.

Bad data may result in your salesperson calling on the wrong contacts. Instead of promoting your brand to your best prospects, they may schedule meetings with advisors based on stale or incorrect data. Your representative may call the wrong advisor to thank him or her for placing a trade, or reach out to an advisor who has left the firm or is deceased.

If a team of advisors moves to a new firm, your system must be updated to reflect the move, and provide current contact information.

Your representatives have a limited amount of time, and they must prioritize advisor contacts to work productively. Some advisors, for example, may need a phone call, while others may receive an email communication. Without good data, your salespeople cannot leverage their time.

These mistakes hurt your firm’s brand and damage relationships.

Bad Sales Campaign Monitoring

If you run a sales campaign, you need the ability to keep your entire sales and marketing team on the same page. Your wholesalers must clearly understand what you’re promoting, how to deliver the correct sales message, and they need the ability to prioritize advisors by territory. Bad sales data can make this process impossible to implement.

In order to start any campaign, you need to identify your target audience, and use segmentation to accurately customize your communications, including emails. Your messaging for a current client, for example, may be different than one for a prospect who’s never done business with you. Accurate data allows you to launch your campaign to right people, with the right message.

A sales campaign also requires accurate scoring analysis. Your wholesalers need to see the results of their efforts, and use data to determine the most effective ways to increase sales during the campaign. Using bad data may result in scoring errors, and your wholesalers may spend time with reps that are a low priority.

This entire situation lengthens your sales cycle and may require a bigger investment in sales and marketing costs to produce your desired results.

Bad Customer Retention

Successful asset managers grow sales by building relationships that generate repeat business over time. Your sales team cannot build those relationships without reliable data. With accurate data, your salespeople can thank important reps for placing a large trade and visit key relationships on a regular basis.

Sales data can also help you take advantage of a competitor issue. For example, assume that you’ve just learned that a competitor is closing their billion-dollar small cap fund to new investors. With good data, your salespeople can locate the largest producers for your small cap fund, so you can offer an alternative and potentially better solution. Your company’s sales efforts can solidify relationships with advisors.

Without the ability to build relationships, your firm will spend far more on sales and marketing costs to find new advisors who can place orders with you. Leverage your time by using accurate sales data.

Bad Marketing

Your firm may be making a huge investment in marketing costs to generate attention and get interest for the sales team to leverage.

Timeliness is also important if you’re going to market effectively. Data must be current. Assume, for example, that breaking news regarding your fund’s biggest holding has just been announced, and that you need to quickly communicate your analyst’s opinion to advisors who use your fund in client portfolios.

Your software must allow you to quickly access all advisors that use your fund, their contact information, and the salesperson assigned to each advisor.

Bad data decreases your return on investment in marketing technology. Incorrect email addresses decrease your firm’s ability to properly target the right prospects. A high spam count in digital marketing campaigns can lead to being barred from sending additional emails.

If you’re launching a new product, accurate sales data becomes even more important. You need to carefully analyze your target market for a new product, and you need clear and concise data to assess how well your fund is being launched. Bad data may make a new launch ineffective, costing you time and money.

Bad Legal Outcomes

Perhaps the worst outcome of using bad data is a compliance or legal issue. As an example, SEC Rule 22c-2 requires funds to capture and analyze data from financial intermediaries, including asset managers.

In order for a fund company to comply with the SEC requirements, the data they receive from intermediaries must be timely and accurate. If your firm submits data that is incorrect, you may create a compliance or legal issue for your customer, and damage the relationship with your client.

A Solution

SalesFocus Solutions’ MARS Product and our related services provides solutions to overcome the bad data issues that many asset management firms experience.

by Jill Santandreu, Director of Professional Services

5 Ways Asset Managers May Increase Advisor Engagement Using Sales Reports

 

Asset managers face competition every day and strengthening your firm’s relationships with advisors takes consistent effort. Because you operate with limited resources, you need to leverage your sales and marketing efforts using a business intelligence platform.

A comprehensive sales report system can help you prioritize your marketing efforts, and communicate information quickly and clearly to advisors. Wholesalers, in particular, need a dashboard that is easy to navigate on an office PC, laptop, or mobile device.

Here are five ways that a sales report system can help asset managers build stronger relationships with your current advisors:

Scenario #1: Strengthening Advisor Relationships

A sales reporting system can help you quickly analyze data so that you can find those advisors who need the most engagement from your firm.

Assume, for example, that a wholesaler’s territory includes 500 advisors who have done business with you in the past. How do you determine the best prospects- those who need to hear your story?

Solution: Using the dashboard on your sales report software, you determine that the vast majority of the total business generated comes from 120 of the 500 advisors. In order to use your time efficiently and get a bigger share of wallet from existing advisors, you need to focus your efforts on the 120 advisors identified by your sales report software.

The Wholesale Performance Overview below, for example, allows a wholesaler to identify specific advisors, and analyze sales, assets, and trends for all offices within his or her territory. You can also segregate data by product, or by product group. This tool can help a wholesaler set up meetings in different cities and maintain a focus on top producers.

Scenario #2: Effectively Use Time on the Road

An effective sales report system, particularly software that works well on a mobile device, can help firms maximize sales efforts while out of the office.

For example, assume that your wholesaler is calling on top advisors. He has an appointment cancel unexpectedly and needs to fill the time with a new appointment. How can he respond to this situation quickly and efficiently?

Solution: Report software can allow firms to generate contact information that lists existing advisors, phone numbers, and addresses with a 25 to 50-mile radius of your current location, as the Location-Based Mapping screen below illustrates.

The screen shot shows advisors who have made purchases in the current month and have had a meeting, email, and/or phone call with the asset manager (green pins), activities only (blue pins), or purchases only for the month (yellow pins).

Once a wholesaler creates the initial list of top producer names, they can prioritize the list based on each advisor’s assets invested in a particular product line, distance from current location, or by some other critical category. They can now set appointments with advisors in the area who are the most valuable.

 

Scenario #3: Responding Quickly and Clearly

Time can be a critical factor when marketing to advisors, and a well-designed sales report dashboard can help firms communicate quickly and effectively.

In this example, assume that you are the national sales manager for a large cap equity fund. Breaking news regarding a foreign country that impacts your fund’s portfolio has just been announced, and you need to quickly communicate your analyst’s opinion to advisors who use your fund in client portfolios.

Your sales team can choose to email, call, or visit advisors who recommend your fund to clients. How do you effectively communicate information and reinforce your firm’s story?

Solution: A sales report dashboard should allow everyone in the organization to quickly generate a list of advisors, based on total client assets invested in your fund. You may decide to set wholesaler appointments for your top advisors, while advisors who are further down the list get a phone call. Finally, the remaining advisors on your list receive an email.

This entire process can be implemented in just a few hours, if firms have a sales report system that the workforce can navigate easily. The starting point for this analysis can be the Wholesaler Book of Business screen below, because it segregates each wholesaler’s sales and activities by product.

 

 

 

Scenario #4: Conduct an Exit Interview

What happens, for example, when a top producer moves $2 million—or any other substantial sum—out of one of your funds?

Solution: Conduct an exit interview. Was the fund redemption due to a life situation (death, retirement, estate planning), or was it due to fund performance? The reason may also be the loss of a client, a move to a competitor’s fund, or a decision to use a passive investment approach.

This form of timely engagement helps firms determine the reason for the fund redemption and maintain the relationship with the advisor.

This Typical Advisor Profile, for example, can be updated quickly, and generate alert to everyone who uses the information.

 

 

In addition, wholesalers can create questionnaires as template (see below) that a mobile user can access to debrief advisors on why they exited out or trimmed a substantial portion of a fund holding.

 

Scenario #5: Manage Key Relationships

An effective sales reporting system may also help manage key advisor relationships.

Here’s another scenario: A wholesaler covers a four-state area, and her top producers are located primarily in five cities. How does she work efficiently by maximizing time spent in front of top producers?

Solution: An effective sale data dashboard can help plan her time by considering each top producer’s location. Assume, for example, that a particular top producer agrees to see her on the third Wednesday of each month. She can post that information into your sales data and plan other meetings nearby on the same date each month.

As on this Sales Transaction and Allocation (STAR) report, firms can review top reps and largest tickets on a daily basis. Companies can access sales totals for any time period and build important relationships.

 

A sales reporting system should also be a useful tool to quickly address any potential confusion regarding a fund’s performance. Assume, for example, that negative news comes out about a company that was a top 10 holding in your domestic equity fund at the end of the second quarter. The fund manager, however, sharply reduced the position before the negative news came out.

Many of your advisors may read the negative news and not know that the large holding was already sold. Sales teams can use the tools explained above to identify the advisors who use your fund and sort the list by total assets. The sales force system should allow you to easily contact all of your wholesalers, provide the list of advisors, and communicate a plan to respond.

Finally, get input from internal and external wholesalers and the entire marketing and sales group to determine how sales report dashboard should present information. This type of research can help create a system that meets the diverse needs of staff.

Making the investment to create a sales report system allows everyone in the organization to work smarter. Wholesalers can leverage their time to grow the most important advisor relationships. These efforts will help firms get the attention and gain the trust of more advisors over time.

 

 Note

Any names of individuals displayed in the screen shots are fictitious for demo purposes only. Any names of firms, brands or products and other trademarks featured or referred to in this article are property of their respective trademark holders and are not affiliated with SalesFocus Solutions.  SalesFocus Solutions declares no affiliation nor any partnerships with any registered trademarks of the providers identified in this article.

 

Analyzing Sales Data to Increase Assets

The following article titled, “10 ways to use sales data to increase revenue,  Tips on using data to identify better sales leads, optimize wholesaler productivity, and stay ahead of the news” recently appeared in the June 25, 2018 edition of Fund Action:

As an asset manager, if you are not proactively using sales data as actionable intelligence to increase revenue, you are missing sales opportunities.  Advances in technology allow you to access a growing amount of data, including distribution reports on mutual funds, exchange-traded funds and insurance products.  You can also use technology to analyze registered investment adviser and market intelligence reporting, and detailed customer relationship management data. But is your data accurate and timely? Does your system aggregate CRM information with sales reporting and data from third-party sources?  Is your system accessible in an easy to navigate dashboard?  Does it help your sales team — national and regional sales managers, internal, external and hybrid wholesalers, and key account people — know who to tar-get and engage?  Or is it set up to fail?

Whether you have an outside firm aggregate your sales data, or if you manage the process in-house, consider these 10 scenarios, and how these actionable tips may help you avoid potentially negative outcomes.

1. Somebody wrote a big ticket and you don’t know who it is

Advisers who place large orders may have a strong belief in your value proposition, and they may be prepared to recommend your products to other clients.  It’s critically important for your sales team to offer support to these advisers, and quickly.  Or to simply say thank you.

Actionable tip:  Can you produce a daily report listing the largest orders placed for the prior business day?  If the data is segregated by broker, office, and geographic region, your wholesalers can decide who they should call and/or email for follow up.  Is the report available by 8 a.m. the day after the trade, or is it available later the next day, or maybe sometime during the week?

2.   Your wholesalers are not being strategic in planning who to see and when

Let’s say that your sales team has planned and confirmed visits with advisers over the next three weeks. But who they are visiting, what state and city, and why is it more slipshod than strategic?  And they need to plan three months out, not three weeks.

Actionable tip:  Strategically using a sales aggregation program can help your sales team effectively slice sales data for an optimal travel wholesaler schedule — and optimal sales contact.  Are your salespeople, for example, spending face time with the most important and proximate adviser teams and individuals?   With the highest sales in your focus funds? Less critical advisers may be best served with calls by internal wholesalers, and/or by strategic email campaigns, and by portfolio manager and wholesaler podcasts and webinars.

3. You don’t know your sales by channel

You distribute  your  products  through  RIAs,  independent bank reps, trust companies, and regional brokerage firms.  Over the last six months, independent bank reps in the Midwest have sharply increased sales of your products, based on a recent story your public relations team produced on your asset management success.

Actionable tip:  Can your system identify this trend and communicate it to your wholesalers?  If your data can identify this trend immediately, a wholesaler can learn about an adviser’s motivation for using your product and use it to market to other advisers. Your data can help you uncover marketing and public relations approaches that are working.

4.   You don’t know you had a big redemption, or who made it

An adviser places an order for $1M mutual fund redemption.  It’s important for your firm to know why the redemption order was placed.  Collecting and analyzing the reasons behind large redemptions can provide intelligence to your sales force.

Actionable tip:  Is this information rapidly communicated to the appropriate wholesaler?  Did the client need to liquidate for financial reasons, or is the broker dissatisfied with the investment’s performance?  If a fund was sold based only on its performance, don’t be surprised if poor performance leads to redemptions.  Have you done an exit survey of redeemers?  Most firms don’t.  Financial advisers may be surprised that you took the time to find out, and they may stay with you because of it.

5.   You are launching a new fund

You are launching a new long-short equity fund, and your marketing department wants predictive selling information to communicate the benefits of the new fund to maximize attention and generate interest.

Actionable tip:  Can you easily access your data to identify advisers who sell your fund’s existing equity products?  For example, if you can identify the advisers who sell a large amount of your large-cap equity funds, those advisers may be interested in your long- short equity strategy as a diversification tool.

6. Your sales dashboard isn’t integrated

Assume, for instance, that a wholesaler has some meetings canceled and needs to book time with local advisers quickly, without making unnecessary calls to the office.

Actionable tip:  Is sales and other data for a particular adviser linked to the adviser’s contact information? Your wholesalers should be able to see all of the information on a single dashboard, using a PC or on a mobile device. Your dashboard should allow the wholesaler to search for large producing advisers by geographic area, and locate their contact information on the same screen.  This technology increases marketing productivity.

7.    One of your top advisers moves and you’ve lost her

Let’s say that one of your bigger advisers places an order for your top fund, but it comes from a broker-dealer previously not associated with the adviser.  The adviser’s move presents a marketing opportunity, because your sales team may now have access to advisers that did not have an interest in your product offerings.

Actionable tip:  Does your system flag the change and communicate it to the sales team?  An adviser with a large client base may have influence with co-workers at the new firm, and sales can leverage that relationship.

8.   Your competitor closes a fund

You’ve just learned that one of your toughest competitors will be closing their multi-billion-dollar small-cap equity fund to new investors.

Actionable tip:  Can you easily determine the largest producers for your small-cap fund, so you offer an alternative and potentially better solution? Providing this news keeps the adviser informed, offers their investors an alternative asset management strategy, and it may help solidify the relationship with the adviser.

9.     You need to be proactive on timely news

Let’s say you manage international equity funds, and Italy gets a credit downgrade.  An Italian corporation was a large holding in one of your funds at the end of the quarter, but your portfolio managers sharply reduced their ownership before the downgrade.  Your firm has written talking points to address the issue.

Actionable tip:  Can you swiftly identify the advisers who have sold the largest amount of the fund, divide the list by wholesaler territory, and get the information to them?  If you can provide accurate in- formation quickly, you can minimize the risk that an adviser recommends a redemption based on inaccurate information.

10.       You want to verify timely industry re- porting

An industry publication reports on the largest RIA producers over the past 12 months.  The publication is widely read, and your wholesalers need to know if the data is accurate.

Actionable tip:  How quickly can you use your data to confirm the information in the industry report? Your wholesalers need accurate information about large RIA producers, so that they can prioritize their tasks and work productively.

By David Halligan,
Director of Sales and Account Management, MARS SalesFocus Solutions

 

New DCIO Reporting Available

Historically, the DCIO channel has proven to be one of the most difficult as it relates to easily reporting transactional data.    Due to a lack of standardization by DCIO record-keepers, this disparate data has been a challenge to fully integrate into existing sales reporting systems.

Over the past year, we have been working towards building new interfaces to automatically load DCIO record-keeper data files into MARS.    As a result of our efforts, our clients can now leverage any one of 14 record-keeper interfaces to load transactional data into MARS.  This allows sales to be reported at the underlying firm, office and rep level as well as providing visibility to the underlying plan details.

Based on the breadth and depth of our experience with transactional data files, we were confident we could provide a solution for our clients.  We now offer the capability for our clients to load these files and incorporate the details similarly to how traditional sub-accounting data is loaded and incorporated into reporting today.  This provides asset management firms the ability to perform analysis on trends and sales growths at a more granular level.  Advisor sold plans will be included in the advisor’s total book of business and firm level reporting will also include this business segment.  Having plan level details included allows clients to leverage existing MARS pipeline functionality to track potential business and correlate it to corresponding new business.

Over the coming months we will continue to add to our library of  DCIO record-keeper interfaces and we can add new DCIO record-keeper interfaces as required by our clients.

This summer, in conjunction with the upcoming release of MARS version 9, we will be introducing our new Institutional module.  This module will provide more functionality specifically related to the DCIO space.  Two examples included in this module are:

  • Tracking Consultants’ pipeline activity;
  • Consultants’ sales reporting for plans across record-keeping systems.

Additionally with Version 9, clients will be able to take advantage of the compelling MARS v9 visual analytics functionality leveraging all reporting channels, including DCIO.

Our overall intent and goal is to continue to provide our clients with solutions to existing challenges, and based on the recent work done with DCIO data files, we’re confident your firm will benefit from our most recent project.

MARS V9 Advanced Visual Analytics

The Adoption of FinTech Distribution Data Solutions by Dave Halligan

Fee compression, expense reduction, the preponderance of lower cost products, and a more educated and cost conscious consumer have been disruptors for mutual fund firms for several years.  The mutual fund industry is not alone as it relates to disruptors.  Brick and mortar stores have been displaced by Amazon, Taxi services are in much less demand due to ride services such as Uber and Lyft, and if you know what a travel agent is, you are dating yourself.  Each one of these examples shares a common theme in that their displacement or disruption was due to an advance in technology, creating an ease of use for the end consumer.

The mutual fund industry has certainly made great strides in how the end consumer can purchase their product.  Long gone are the days of mailing or faxing an account registration, processed by the transfer agent, now replaced with online account forms and a multitude of online brokers offering hundreds of mutual funds.  The advisors have similar technologies in place to purchase mutual funds for their clients on the myriad of distribution platforms.  However, I would argue that mutual fund distribution groups have lagged in their adoption of the most efficient technologies and services available to them today.

Distribution data for mutual funds is spread across multiple platforms and sources creating quite a challenge for firms to normalize aggregate and utilize this data.  Ultimately, distribution groups need to provide actionable intelligence to their end consumer, the wholesaler and/or specialist that is engaging with advisors on a daily basis.  It is too often the case that these strategic resources do not have all the data provided to them in a clear, concise format.  In today’s app lifestyle, shouldn’t a wholesaler be able to open an app, type an advisor’s name and get all the recent sales and asset data as it relates to your firm?  Some firms do have these technologies in place, most do not.  Why?  It’s not a simple solution.

Mutual fund firms have multiple, disparate data sources as it relates to distribution.  Through the years, many firms have built internal processes to cleanse and aggregate this data and present it in the CRM, thus providing their distribution team with some actionable intelligence.  However, with the advent of ‘Big Data’ and a desire to add multiple data points, firms now look to add market share, and prospecting data as examples.  This creates a need to manage additional data sources and enrich it along with the sales and asset data.  Are mutual fund firms staffed and resourced to perform these tasks, or should they focus on their areas of expertise?

A fair amount of mutual fund firms have robust operations and IT groups that welcome projects such as these.  I have worked with and spoken with firms that have built impressive systems and applications that provide an end to end solution for their distribution sales team.  However, they are clearly in the minority.   The majority of mutual fund firms struggle with how to create an efficient and cost effective  way to gather, cleanse, aggregate, process, summarize, and deliver these various data sets.  For example, many firms have adopted a very popular CRM platform over the past several years.  Once a mutual fund firm implements this CRM platform, how do they get all the distribution, market share, and prospecting data loaded into it?  They hire an implementer to design the platform specifically for their business needs.  Some firms have budget for this, most do not.  This is an example of adding an expense on top of an expense, while trying to create efficiencies.

Creating efficiencies should ultimately reduce expenses.  Hiring a vendor that specializes in FinTech distribution technologies and services should take the burden off your internal resources allowing them to focus on their true areas of expertise.  When speaking with asset management firms, I am no longer surprised to learn that many senior management staff are tasked with researching and tracking down transactional information, or that wholesalers are walking into an advisor’s office not knowing what history that advisor has had with their firm.  These examples illustrate a far too common and current challenge for mutual funds firms today.  Solutions exist for these challenges, and some of the solutions utilize the cutting edge technology we have come to depend on in our everyday life.  Then why aren’t the majority of mutual fund firms utilizing some of the FinTech distribution data solutions available today?

Moving from embedded, legacy processes and systems requires time and resources, most of which are scarce in today’s cost cutting environment.  However, being able to see past the initial change and disruptions, firms that do implement technologies and services related to distribution data will soon reap the benefits.  They will no longer rely on older, out of date, legacy systems and processes and will be able to reallocate those precious, internal resources. The ability to ascertain sales data and intelligence on a specific firm, office, and/or advisor should be easy based on the data available.  It’s certainly not a simple process to provide that data, but it can be made easier with the FinTech data distribution solutions in today’s marketplace.

Investment Company Institute (ICI) Membership Meeting

Another ICI conference is in the books.

This year, we had the pleasure of our colleague Miriam Sanchez (MARS Training and Client Education) joining Jill Santandreu (Director of Professional Services), Aaron Wong (MARS Product Manager), and me.   Miriam has tremendous experience with our Client Training and Education Programs as well as our Data Stewardship and new Unify Registered Rep Database services.

I always enjoy attending the ICI conference as it affords me the opportunity to speak with current clients, prospective clients, and fellow industry colleagues.  In addition to that, the panels and keynote speakers are always of the highest caliber.  I had the opportunity to sit in on panels on global trends from the perspective of three leading chief investment strategists, a policy discussion with General Stanley McChrystal, and keynote lunch discussion with GE’s CEO, Jeff Immelt.   Each of these sessions was informative, educational, and at times entertaining.

We at SalesFocus Solutions consider ourselves very fortunate in that we have several clients that are representative of the speakers and their associated firms at ICI.  As we continue to enhance the suite of MARS products and services, it is the one-on-one interaction with the ICI membership to discuss industry trends and strategic insights that is integral to our continued growth and success.

Dave Halligan, Director of Sales and Client Account Management

CIOReview Magazine features SalesFocus Solutions

CIOReview Magazine features SalesFocus Solutions as one of the 20 most promising Salesforce solution providers in 2016

 

The September 2016 edition of CIOReview Magazine highlights SalesFocus Solutions’ leadership in enhancing the value Salesforce CRM for asset management firms who are struggling with typical industry challenges such as:

 

  • Aggregating large volumes of sales and asset data from many disparate sources;
  • Maintaining data accuracy and integrity;
  • Managing and reporting on complex distribution channels and sales territories;
  • Performing advanced analysis of sales and asset information combined with Salesforce CRM data; and
  • Obtaining granular ETF sales reporting across all data sources.

 

ICI Conference May, 2016

SalesFocus Solutions enjoyed participating in last week’s ICI GMM conference.  The ICI continues to be a great venue to connect with clients and industry colleagues and to discuss how our MARS product suite can overcome some of the business challenges that asset management firms face today.   

As an example, Our ETF reporting solution has received a lot of attention from firms struggling with ETF distribution reporting challenges because it solves the industry-wide problem of ETF data aggregation and normalization and helps firms better position themselves in the marketplace. 

At the conference we talked with many individuals who were interested in the various aspects of our products and services including: 

•  Distribution Reporting for all product lines:  Mutual Funds, Managed Accounts, ETFs, & Retirement/Insurance Products;

•  Competitive Market Intelligence, RIA, & Marketing Data Integrations;

•  Advanced Sales and Marketing Analytics, including Cross-sales Analysis;

•  Data Cleansing & Data Quality Improvement;

•  Innovative Mobile Apps;

•  Industry-specific CRM or Salesforce® Integration with our Sales Reporting and Advanced Analytics system; and

•  SEC Rule 22c-2 and Prospectus Compliance Management. 

We look forward to the new relationships and contacts that came out of this meeting and look forward to doing it all over again next year!