A vision of the future Investment Management customer platform.

1. Alpha FMC - Unparalleled Insight & Experience
Delivering a Market Leading Investment Management
Operating Model & Client Experience
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Copyright 2013 Alpha FMC

2. Investment Management Distribution
Building Blocks For Success
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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.
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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.
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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 Alpha FMC

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
 Offices in New York, London,
Paris & Luxembourg and work
across the US, Europe and Asia

Proven Integration with Key
Operational & Industry Data
Sources
 80 full-time consulting staff and
>50 senior Associates

100% Success - Proven
Implementation/Delivery
Approach
 Services

Consulting

Implementation

Benchmarking


Institutional

Wholesale/Intermediated

Broker Dealer

Private Client/Wealth

Alternates/Hedge
Outsourcing & Off-shoring
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Copyright 2013 Alpha FMC

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 Alpha FMC

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 Alpha FMC

6. Enabling Sales
Gaining Client Insight
Client/Prospect Profiling &
Segmentation
Successful Digital
Engagement
Differentiated Client
Experience
Leveraging Big Data
Profiling & Segmentation
Segmentation Levers

Profile

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Client Type

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Client Tier (Size/AUM, Influence, Target Sector, etc.)
Geography
Transaction

Recent/Historic Transactions

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Existing Holdings
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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 Alpha FMC

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 Alpha FMC

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

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Thought Leadership

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Personalisation, Segmentation, Consummation Preferences
Client Access


White Papers, Product Specialists, Blogs, Conferences
Timing & Relevance of Information/Comms

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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 Alpha FMC

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 Alpha FMC

10. Unparalleled Insight & Experience
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Copyright 2013 Alpha FMC