A Hands-On Demonstration for Connecting Products into the Salesforce Platform
Dreamforce 2010 Wealth Management Presentation 101130 Final
1. Delivering Distributed Wealth Management Solutions George Murphy Engagement Manager Salesforce.com Brian Shenson Director, Integrated Platform Charles Schwab Advisor Services Tim Highland Executive Vice President IPI Wealth Management, Inc. Financial Services
2. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year ended January 31, 2010. This documents and others are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
3. Agenda Overview Wealth Management Industry Overview Schwab RIA Technology Today Schwab Intelligent Integration™ Schwab and Salesforce Relationship Schwab OneView Office™ Proof of Concept Demonstration IPI Who is IPI? Overview of IPI’s Needs & Problems Compliance Communication Collaboration IPI Wealth Management Live Demonstration
6. Large Brokerages vs. Independent Broker-Dealers vs. RIAs Registered Investment Advisors (RIAs) Large Brokerage Firms Independent Broker/Dealers Stock Exchange Stock Exchange Stock Exchange Custody Platform Clearing Firm Wirehouse Broker/ Dealer RIA Advisor RIAs are commonly former Wirehouse or B/D Advisors that have started their own business, and use services from Charles Schwab, TDAmeritrade, or Fidelity, for Custody and trades clearing services. RIAs are the fastest growing part of the Brokerage industry. Large brokerage houses are able to clear or settle their own transactions with the stock exchanges. These firms are often called “Wirehouses” because they own their own infrastructure. Advisor Independent “broker-dealers” are not associated with the large wirehouses. They must clear their stock trades with clearinghouses such as ADP Broker Services.
7. Schwab Intelligent Integration™ Brian Shenson Charles Schwab Schwab Intelligent Integration is a set of products and services being developed and currently intended to be offered by Performance Technologies, Inc., (“PTI”) a subsidiary of The Charles Schwab Corporation and an affiliate of Schwab. Schwab Advisor Services™ includes the custody, trading and support services provided by Schwab, a broker-dealer, and the software and related technology solutions, including Schwab Intelligent Integration, provided by PTI. Independent investment advisors are not owned by, affiliated with or supervised by Schwab.
8. Agenda RIA Technology Today Schwab Intelligent Integration Schwab and Salesforce Relationship Schwab OneView Office Proof of Concept Demonstration Selection or confirmation to participate in Schwab Intelligent Integration ("SII") should not be construed as an endorsement or recommendation by Schwab or PTI. When SII becomes available, participation will mean that the participating software, system or service has data flows and possibly other functionality that is more efficiently integrated with Schwab and PTI than would otherwise be the case.
11. 98% 95% 17% 92% 15% 93% 67% 8% 86% 80% 77% 12% 78% 73% 15% 82% 19% 49% 61% 7% 48% 81% 16% 27% Technology is critical for firms looking to scale Adoption Of Key Technologies Percent Of Firms, $100MM+ Wealth Managers Critical To Business Time Savings Firms Using System Portfolio management system Client relationship management system (CRM) Email retention software or service Financial planning software Document management system Rebalancing software Client website with secure access Trade order management system Source: 2010 RIA Benchmarking Study from Charles Schwab, fielded February and March, 2010. Study contains self-reported data from 870 firms spanning 2006 – 2009.
12. Integration is well rewarded Firms Using CRM for Office Integration* Percent Of $100MM+ Firms Firms Using Basic CRM Only Percent Of $100MM+ Firms Extremely or very satisfied Saved more than 20% time Extremely or very satisfied Saved more than 20% time * Office integration means using at least two office integration functions: tracking workflows or task lists, plus integration into document management or portfolio management system. Source: 2010 RIA Benchmarking Study from Charles Schwab, fielded February and March, 2010. Study contains self-reported data from 870 firms spanning 2006 – 2009.
13. Office integration is a key technology challenge 58% 57% 55% 52% 39% 38% 18% Top Technology and Operations Challenges $100MM+ Wealth Managers Integrating technology with existing systems Selecting the right vendor for a particular need Designing changes to workflow or process Measuring and tracking success Prioritizing technology or operations upgrades Getting my staff to use technology Hiring staff to manage our technology or operations Source: 2010 RIA Benchmarking Study from Charles Schwab, fielded February and March, 2010. Study contains self-reported data from 870 firms spanning 2006 – 2009.
14. Our solution: Schwab Intelligent Integration Guiding Principles CRM-Centered Approach Intelligent Integration Modular and Turnkey Platform Solutions Schwab Guidance and Support 1 “Leading Technologies” are those that appeared most commonly in the responses of 1643 advisors who participated in an April 2010 Schwab survey.
15. Schwab and Salesforce Relationship Leading edge solutions for independent financial advisors Better choices to meet growing client management needs Technology vetted, customized, and endorsed by Schwab
22. Salesforce proof-of-concept Proof-of-concept integration and screen design are subject to change. Names, account numbers, account holdings, contact information, and all other information shown are fictional and not intended to reflect any actual person, account, or holdings. Any similarity to an existing person or account is purely coincidental. Screen shots are provided for illustrative purposes only and may be abridged.
29. Advisors are 1099 independent contractors licenses with IPI - BD and IPI Management Wealth - RIADelivering "Gold Standard in Service" is our hallmark
31. IPI Needs & Problems Compliance Multi clearing partners, Including: DST, RBC, Schwab, TDAmeritrade, Fidelity Need for oversight of assets managed by IPI advisor: OSJ Review Custody Rules Universal Fiduciary Standard of Care Suitability vs. Fiduciary Integration with paperless accounts set up and workflow execution Online document storage and retrieval integrated into Salesforce.com contact records
32. IPI Needs & Problems Communication – Culture of “One Big Branch” Our Advisors share strategies and ideas in a "family" environment Long hallways Workspace Home office efficiency: Soft phone Support portal Faster issue resolution
33. IPI Needs & Problems Collaboration – Wealth Managers Collaboration with Clients All assets managed by Advisor aggregated at the client contact record level Daily Asset Value Flash Report Single Sign On (SSO) pass through to real time performance reporting solution Future Functionality: Client Portal through Salesforce.com: One Solution for connecting advisors and their clients
