When it comes to the distribution (sales and marketing) of investment products, the variability of product value, changing market conditions and economic outlooks, evolving consumer preferences and behaviors, and technological advancements make the future uncertain. But if there is one certainty in our world, it is that the future distribution landscape will look quite different from the distribution landscape of the past.
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The first half of 2021 saw several significant mergers and acquisitions in asset and wealth management, and the activity shows no signs of slowing. According to a recent PwC 2021 Midyear Outlook report, there were 145 transactions in the space in the first six months of the year. PwC anticipates the trend will continue amid ongoing diversification, innovation and transformation trends. SS&C recently sat down with several of our clients to discuss what M&A means for operations—and how technology providers can help their clients succeed.
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In September 2019, the Securities and Exchange Commission (SEC) approved Rule 6c-11 under the 1940 Act, which will allow most exchange-traded funds (ETFs) to operate without the expense and delay of obtaining an exemptive order. The new rule provides greater flexibility to all issuers looking to launch new products filed as open-end funds in a streamlined approval process with a quicker time to come to the market. The new rule applies to both index-based and actively managed transparent ETFs. This rule cannot be applied to leveraged/inverse ETFs, unit investment trusts, master-feeder funds or share class ETFs.
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It is hard to believe that it has been an entire year since the COVID-19 pandemic forced asset managers fully into the realm of virtual selling with a heightened focus on digital engagement. Some firms were better prepared for this transition than others. But overall, asset managers managed to pivot quickly and flourish amid the unprecedented environment of uncertainty.
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This is an exciting time to be part of SS&C, both for employees and our clients—especially for the wealth management and asset management sides of the financial services industry. Our traditional business of record keeping and transfer agency-related services is quickly evolving as we recognize our clients’ work every day to grow and retain assets. We want to partner with them (you) to do just that, as we future-proof our offerings and honor our commitment to the industry. We will do so while keeping modern and secure digital capabilities at the forefront.
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We have written extensively about the importance of asset managers’ ability to provide products that are unique and differentiated. This is likely to be especially true as we begin 2021, a year that will probably continue to be characterized by a high degree of uncertainty, which may weigh heavily on investors and their advisors.
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Most asset managers recognize that their current compensation schemes are outdated. Gross sales commissions do not adequately reflect the health of the business and are falling out of favor as the driving metric for sales success. In addition, the past few months have seen a catalyst in advisor interest in—and even demand for—remote engagements with asset manager sales teams, which have highlighted that the metrics used to evaluate activity must also change. Our recent survey shows 56% of asset managers are considering changes to their compensation structures and nearly every asset manager is rethinking how to measure sales success.
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