Fullforce: Cloud Sherpas Introduces the Investment Management Playbook
Presenters Emily Beezley, Sr. Director Financial Services Alliances, salesforce.com David Rudnitsky, EVP Enterprise Sales, salesforce.com Rohit Mahna, Sr. Director Financial Services IBU, salesforce.com Geoff Merrick, VP-Financial Services Sector, Cloud Sherpas
Agenda 1. 2. 3. 4. 5. 6. Fullforce Overview Cloud Sherpas Overview Investment Management Overview Play Book: Investment Management Solution Demo Cloud Sherpas Engagement
Salesforce Fullforce Program Summary What is the Salesforce Fullforce Program? Part of Cloud Alliance Program; Silver and above partners are eligible to apply Recognize partners who achieve higher levels of sales and delivery criteria with validated implementation expertise and success Fullforce Master Cloud expertise: Sales, Service & Platform Industry expertise: Financial Services, Healthcare, Retail, Telco/Media Certified Fullforce Solution Preconfigured, repeatable Industry Solutions
Fullforce FY15 - Drive Pipeline w/solutions Launch 12 Industry Solutions Executive Sponsorship AE Sales Toolkits- Demos, Collateral, Solution Decks, FAQ, Etc Execute 20 Client Facing Events Support Alignment in Additional 10 Industry Shows
Salesforce.com Executive Sponsorships & Perspectives on the Industry David Rudnitsky EVP Enterprise Sales, salesforce.com Rohit Mahna Sr. Director Financial Services IBU, salesforce.com
Areas Of Investment Management We Will Discuss Today Retail Distribution/ Fund Wholesaling Fund companies create funds and distribute via internal/external wholesalers Institutional Asset Management Asset Managers manage institutional money in unstructured products
Game Changers That Will Redefine Asset Management Asset Management Moves Center-Stage Regulation will hinder banks revenue growth World ages, retirement & healthcare become critical issues Become more important in the capital raising Asset Management Enters the 21st Century Technology become mission critical to drive customer engagement Data mining for information on clients and potential clients 60% of asset managers are actively involved in social media New Entrants to Asset Management Disrupt a structure that has existed unchanged for decades Technology companies, which may combine their reach, knowledge & influence with banking alliances to provide compelling AM propositions
The Retail Distribution Challenge Today External wholesaling has been the primary vehicle by which assets are grown The model has struggled to scale Assume 20 meetings a week and quarterly advisor visits by a very large force of 100 20,000 Advisors reached by 100 external wholesalers 600,000 Estimated overall # of advisors in US Source: Kasina, Aligning Distribution
The Retail Distribution Challenge Today How do you know you are reaching the right advisors today? What do you do about the ones you are not touching 600,000 Estimated overall # of advisors in US 8,000 Advisor relationships 1,600 Advisors generate majority of profits Source: Kasina, Aligning Distribution
Technology Provides Immediate Impact Source: Elevating the Role of e-business
Cloud Sherpas Investment Management Playbook Geoff Merrick VP-Financial Services Sector Leader, Cloud Sherpas
BOUTIQUE IN NAME. GLOBAL IN REACH WHO WE ARE Cloud Sherpas Quick Stats: Global leader in Salesforce 500+ Salesforce certifications Platinum Alliance Partner 9.5 Customer Satisfaction Rating Average of 8 years experience per consultant Dedicated practices for Service Cloud, mobility, business, industry sectors Agile approach with blended-shore delivery centers
THE BIGGEST FINANCIAL BRANDS RELY ON CLOUD SHERPAS FOR INTERNAL USE ONLY
Investment Management Institutional & Retail
Investment Management Overview How do you define Investment Management? Broadly defined, we look at this sector as what some would call Intermediary Sales, Service and Marketing in the financial services space. Where do we focus? Companies that manage mutual funds that they sell to financial advisors and depend on a whole industry of people to recommend products to their consumers. Clients would be managers of collective investments of products such as: pension funds mutual funds alternative investments variable annuity products education savings products corporate benefit management
Wealth & Investment Management Wealth Management Mutual Fund Wholesaling Institutional Asset Management Firm / Broker Dealer Branch / Division Advisor / Team Mutual Fund Wholesaler Asset Management Division Corporate Manager Fund Managers Client Service Managers External Wholesaler Internal Wholesaler Portfolio Managers Third Party Consultants Institutions Associate Advisor Specialist Advisor Exchange Consumer Retirement Services
INDUSTRY PERSPECTIVE Key Firm Success Criteria Fund Performance Reputation Wholesaler Responsiveness Inbound Sales Support Investment Updates Challenges Direct access to end customer Advisor/Producer mindshare/outreach Wholesaler Brand vs. Company Brand Selling time vs. Admin time IT Resourcing Limitations Supporting a Mobile Workforce Access to Personalized Information
WHAT THIS MEANS TO A CLIENT: Before - Challenges: After - Results: Disconnected systems, multiple entry points, personal documents Single entry point, consistent UX, consolidated data, better reporting and searching Lack of visibility into prospect data resulting in wasted time Better analytics and data for targeting and predicting Missing workflows required extensive time searching for the correct information Proactive workflow and notifications cut down on search time Manual data entry and administration took significant amounts of time Automated processes allowed for more time selling Inability to access data while on the road Mobile apps provide anytime, anywhere access Unscalable one-to-one support model Team collaboration and support for deals and service Disconnected sales (distribution), marketing, service (transfer agency) Collaboration features encourages visibility to all client touchpoints
Investment Management Play Book
CLOUD SHERPAS INVESTMENT MANAGEMENT PLAYBOOK Leveraging industry-specific assets and experience, Cloud Sherpas sets the foundation for a business benefit-driven approach to cloud technology reducing time to deployment with a rich functionality set, in a predictable and measurable way. FOR BUSINESS FOR OPERATIONS FOR IT
WHAT DOES THE PLAYBOOK INCLUDE? INVESTMENT MANAGEMENT PLAYBOOK USER STORIES EXCELLENCE FRAMEWORK CUSTOMIZED ORG Investment Management Lifecycle Framework REFERENCE ARCHITECTURE + ISVs SOCIAL BUSINESS USE CASES SOCIAL BUSINESS USE CASES Product Collaboration Sales Collaboration MOBILITY FRAMEWORK External Wholesaler App
SOLUTION BREAKDOWN Firm/Branch Management Wholesaler Effectiveness Advisor/Rep Management Marketing Automation Sales Data Reporting Technology/External Data
HOW DOES THE PLAYBOOK HELP YOU? The Salesperson Marktg Removes typical impediments/obstacles Provides a clear roadmap thereby expediting time from exploration to buying Minimize technical questions and maximize business benefit discovery Shifts discussion from concerns to what s possible? Helps the customer feel confident for success
DEMO
CUSTOM MOBILE APPLICATION
Cloud Sherpas Engagement
Engage Cloud Sherpas What to listen for: How to support a mobile workforce Difficult to Forecast Better ways to track report activities of sales Better ways to track performance of customers Better targeting of prospects When to Engage: Early and often When you need to accelerate a deal If a deal is slipping As a means to open up green space Better tiering of clients Personalization Difficult to collaborate (in the field) Providing appropriate materials Why to Engage: Faster deal close Better differentiation Proven precedence in the market Compliance precedence Access to product info and product managers Recommending the right products How to Engage: Work with your current Cloud Sherpas sales director or VP Visit: on.cloudsherpas. com/ investmentmanagement
CLOUD SHERPAS PROMOTION PLANNING Prospect/ Client Webinar Taking place June 5 at 11:30 ET Click Here to Register for the Webinar Thought Leadership Press Release on the Wire Planned release on May 13 Salesforce1 World Tour - London Contributed article in Global Banking and Finance Bi-monthly blog contribution in Finextra.com Featured promotion for Cloud Sherpas for the event Corresponding event at FEDE Executive Events New York City and London coming soon Contact us: InvestmentPlaybook@cloudsherpas.com Visit The Landing Page Here
Q&A Contact us: InvestmentPlaybook@cloudsherpas.com Visit The Landing Page Here