Alpha FMC - Investment Management Distribution Strategy
1. Alpha FMC - Unparalleled Insight & Experience
Delivering a Market Leading Investment Management
Operating Model & Client Experience
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Copyright 2013 Fujitsu
2. Investment Management Distribution
Building 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 Insight
Profiling &
Segmentation
Digital
Engagement
Client
Experience
Leveraging Big Data
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Copyright 2013 Fujitsu
3. About Alpha Financial Markets Consulting
Unparalleled Insight & Experience Within Investment Management
About Alpha
Alpha’s Distribution Clients
Alpha’s Differentiators
Leading specialist Investment
Management consulting firm
Global Clients & Cross Channels:
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
Services
Consulting
Implementation
Benchmarking
Institutional
Wholesale/Intermediated
Broker Dealer
Private Client/Wealth
Alternates/Hedge
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
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Copyright 2013 Fujitsu
4. Enabling Sales
Gaining Client Insight
Client/Prospect Profiling &
Segmentation
Leveraging Big Data
Successful Digital
Engagement
Differentiated Client
Experience
Enabling Sales
Efficient Sales
Simplified UI
Daily Schedules
Educated Sales
Mobile Access
Timely Information
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Automated Emails
Automated Texts
Company Tear Sheets &
Summary Reports
News/RSS/Social Feeds
Copyright 2013 Fujitsu
5. Enabling Sales
Gaining Client Insight
Client/Prospect Profiling &
Segmentation
Leveraging Big Data
Successful Digital
Engagement
Differentiated Client
Experience
Client Insight
Client & Contact
Market & Investments
Product
Investment Ecosystem
Back Office/TPA integration
Influencers & Decision Makers
Market Share
Product Development &
Management
3rd Party Data Integrations
Market Data Integrations
Pipeline & Activities
Profile Segmentation
Potential Future Investments
Client Preferences & Events
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Copyright 2013 Fujitsu
6. Enabling Sales
Gaining Client Insight
Client/Prospect Profiling &
Segmentation
Successful Digital
Engagement
Differentiated Client
Experience
Leveraging Big Data
Profiling & Segmentation
Segmentation Levers
Profile
Client Type
Client Tier (Size/AUM, Influence, Target Sector, etc.)
Geography
Transaction
Recent/Historic Transactions
Existing Holdings
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
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Copyright 2013 Fujitsu
7. Enabling Sales
Gaining Client Insight
Client/Prospect Profiling &
Segmentation
Leveraging Big Data
Successful Digital
Engagement
Differentiated Client
Experience
Digital Engagement
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Copyright 2013 Fujitsu
8. Enabling Sales
Gaining Client Insight
Client/Prospect Profiling &
Segmentation
Successful Digital
Engagement
Differentiated Client
Experience
Leveraging Big Data
Client Experience
Points of Differentiation
Product
Thought Leadership
Personalisation, Segmentation, Consummation Preferences
Client Access
White Papers, Product Specialists, Blogs, Conferences
Timing & Relevance of Information/Comms
Catalogue, Fund Manager Reputation, Performance, Cost
Client Portal, Self Service, Preference/Subscriptions Service, Web
Brand
Web, Events, Corporate Reputation, Past Performance
Investment Drivers
Product Quality
Brand
Price/Cost
Sales/Rel Mgt
Mkt/Comms
Client Service
Source: Fund Buyer Focus
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Copyright 2013 Fujitsu
9. Enabling Sales
Gaining Client Insight
Client/Prospect Profiling &
Segmentation
Successful Digital
Engagement
Differentiated Client
Experience
Leveraging Big Data
Leveraging Big Data
Unstructured Data -> Structured Data
Identifying patterns & Predictive Algorithms
Knowing what prospects/clients will do before they do!
Architecture
Salesforce.com
Client
Activities
Investments
Products
Pipeline
Segmentation
Engine
Data
Warehouse
Holdings &
Transactions
Market Data
Web
Events
Social
News Feeds
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Copyright 2013 Fujitsu
10. Wrap Up
Fujitsu Booth in Moscone West - Booth #W513
Financial Services day Monday – all day Financial Services Innovation demos
-
4:30pm - Financial Services Implementation Best Practice
Retail day Tuesday – all day Retail Innovation demos
-
1:30pm - Retail Social Clienteling demo
-
3:30pm - Collaboration and Innovation Enablement via Salesforce.com
All day Wednesday – Non-Profit and Manufacturing
-
11:00am - ASPCA presenting on the Moving Animals Places (MAP) program
-
2:30pm - Reliable and Scalable Order Management Solution for Glovia OM
Enter for a chance to win one of three
Fujitsu STYLISTIC® M532 Android Tablets
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Copyright 2013 FUJITSU