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May 29, 2020

The silver lining of a crisis: defining and accelerating digital transformations

Amidst the COVID-19 pandemic, asset managers have done an excellent job of adjusting their service and communication response—in both strategy and execution—even if some scrambling has been involved.

In speaking with executives, following press coverage and observing third party communications, we have spent significant time thinking about our clients working through “digital transformations.” Although this pandemic brings more pressure, the timing enables firms to strategize and tactically plan their digital transformations.

Mar 6, 2020

Enhancing customer experience through aligning sales and marketing strategies

Great customer experience requires operational alignment across distribution and marketing teams; yet, according to our 2019 survey of asset management Chief Marketing Officers, the number one stated challenge in improving customer engagement was better alignment between sales and marketing on shared strategies and objectives.

Oct 21, 2019

Putting the customer first

Asset managers have been talking about the importance of having better alignment between distribution and marketing for years. Yet, organizational structures and cultural differences have presented challenges to effective collaboration across sales, marketing, national accounts and product teams at many firms. Based on our annual CMO Roundtable and Distribution Summit last month, that finally appears to be changing.

Nov 26, 2018

What does sales modernization have to do with National Accounts?

What does sales modernization have to do with National Accounts? This is a question I asked myself in preparation for our annual National Accounts Roundtable in New York City. Perhaps I should’ve replaced "sales" with "distribution." The reality is both national sales teams and national account teams need to modernize. While the targeted audience differ (financial advisory practices vs. home office due diligence teams), individuals on both sides of the aisle need to be more efficient and effective at building strong relationships with key decision-makers.


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