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การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง Chapter 1
- 1. W lth Mt S t Li it d ® © Wealth Management System Limited Welcome to.. Wealth Campus Wealth Campus
- 2. การสร้างยอดขายที่มั่นคงด้วยแนวทางสร้างองค์กรที่ถูกต้อง การสร้างยอดขายที่มั่นคงด้วยแนวทางสร้างองค์กรที่ถูกต้อง “ “กรณีศึกษา กรณีศึกษา : :WEALTH MANAGEMENTSYSTEM LIMITED.” WEALTH MANAGEMENT SYSTEM LIMITED.” Present to Master of Marketing Program : Chula Present to Master of Marketing Program : Chula Aug Aug 28 28 2008 2008 Aug Aug 28 28, ,2008 2008
- 3. W lth Mt S t Li it d ® © Wealth Management System Limited Ch pter Ch pter 1 1 Chapter Chapter 1 1
- 4. Topics The Right Belief: The richest VS the professional best (NLP) The Build to Last concept : Best Organization not Product The Business Model : Turn Key vs Package The Sale Process Building the Organization (P d t / P / P l / P f i l B t) (Product / Process / People / Professional Best)
- 5. Mi i Mi iTh B t R&D d S ft H f A t M t Professional Best Mission Mission The Best R&D and Software House for Asset Management, Treasury and Risk Management in Asia Pacific. Founder Founder Experienced Professional from Global Bank & Corporation. C d i l C d i l H ll f F ( SWP k 2008) Credential Credential • Hall of Fame ( SWPark 2008) • Prime Minister National SME Award ( 2007) • Best Financial Software (TICTA 2005 ‐ 6) • FRIT PRIZE Award 2005 ( Nationwide IT Contest ) • Highest Market Share of Asset Management Software since 2004 Software Development / Training / Consulting g g • Class A Consulting Company by Ministry of Finance • Local Hero (IDC USA – 2000) • Risk Management Projects – BASEL II 2004‐6 Y2002 Services Services Software Development / Training / Consulting Services Services BONANZA BONANZA Boutique software house + Citibank Private Bank 's management concept
- 6. Marketing : MarketShare & Potential Marketing : Market Share & Potential
- 7. Functionalities : UserRequirements Functionalities : User Requirements CRM CRM @Risk @Risk Selling Agent Selling Agent CRM CRM Bonanza Family Bonanza Family Investment Investment New Feature New Feature Bonanza Bonanza Investment Investment F F i i x x e e d d I I n n c c o o m m e e E E q q u u i i t t y y Options Options FX FX y y Bonanza Bonanza Selling Agent Selling Agent Back Office Back Office Front Office Front Office Client Client‐ ‐Server Server Web App. Web App. SBL SBL Repo Repo Limit Limit Simulation Simulation CRM CRM Customer Profiles Customer Profiles Investment Investment Bonanza @Risk Bonanza @Risk Dual Control Dual Control Futures Futures Swap Swap IOS IOS KYC KYC Core Asset Management Core Asset Management Private Bank Private Bank Risk Management Risk Management Mutual Fund Boom Mutual Fund Boom
- 8. Functionalities : UserRequirements Functionalities : User Requirements IBM Clustered System Clustered System IBM Large Business Large Business Personal Personal Small & Medium Small & Medium Business Business • • WebSphere WebSphere • • Load Balancing Load Balancing • • Window Window2003 2003/Window XP /Window XP U i /Li U i /Li Personal Personal Computer Computer • • Unix/Linux Unix/Linux • • Web Service Web Service
- 9. Quality of Technology: Product Stability & Reliability Quality of Technology : Product Stability & Reliability Auditor Auditor Daily Routine SEC SEC Auditor Auditor In & External In & External • 16.30 Stock Market Closing • 17.00 Bond Market Closing • 18 00 NAV (End of Day) Daily Routine Net Asset Value Net Asset Value Calculation Calculation • 18.00 NAV (End of Day) • 18.30 Confirm NAV with Trustee & Custody Bank • 19.00 Newspaper Close NAV Advertisement • 20 00 Automatic Send Email to Customers Trustee Trustee Custody Custody • 20.00 Automatic Send Email to Customers No of Fund : 1,089 Funds Asset Under Management : USD 40,000 Millions Unit Holders : 12 Millions Trustee Trustee Custody Custody Unit Holders : 12 Millions
- 10. CMMi : TheBackbone to Global Market CMMi : The Backbone to Global Market 23 23% % 50% 44% Market Share Market Share 44 44% % Bonanza Bonanza 23 23% % In In‐ ‐house System house System & Others & Others 40% 30% 30% 44% 40% 33% 33 33% % UK UK 20% 10% 20% Year Year 2005 2004 2003 2002 2001 Year Year Impact 12 Million Thais Save Foreign Reserve 900+ Millions Baht (USD 30 Millions) Asset Under Management USD 50,000 Millions h k h h l d ( h k h h l d ( ) ) Highest Market Share in Thailand ( Highest Market Share in Thailand (44 44%) %)
- 11. Marketing : Business& Financial Model/Strategy Marketing : Business & Financial Model/Strategy “…The Key Success of Software Development is …The Key Success of Software Development is to clearly understand the correct business model. As a result, Bonanza Investment which is an invention of Thai company guaranteed by Th P i A d (FRIT P i ) h i d th The Princess Award (FRIT Prize) has gained the highest market share in Thailand in Asset Management Application…” CIO FORUM MAY 2006 Vol 37 CIO FORUM : MAY 2006 Vol.37
- 12. Transformation of wealthmanagement Transformation of wealth management How to tap the Target Market ? From To g g Products sale force Secrecy and asset preservation Proprietary products Investments focus Trusted wealth advisor Value added solutions Open architecture Full client balance sheet Investments focus Stocks and bonds Transactional pricing Off‐shore dominant Full client balance sheet Alternatives, derivatives, etc Annuity pricing On‐shore dominant Off shore dominant Fragmented Research as generic service Research paid through trading execution On shore dominant Consolidated Research driving investment insights Research paid explicitly Source : Presentation by Todd S. Thomson, Chairman and Chief Executive Officer, Citigroup Global Wealth management, UBS Asset Gathering Conference, 31 March 2005.
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- 14. Wealth Management SystemLimited Practical Risk Management Symposium Present by Risk Consulting & Implementing Services Group December 22, 2004
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- 17. How to tapthe Target Market ? 2% Follow new client advisor 3% External communications Client acquisition at UBS initiative 3% Other channels 6% Relationship with UBS employee 7% Through non-client referral 8% Through rep office or other unit/ division 37% Recommendation from existing client 12% Client’s own initiative 22% Through external asset manager Source : Mercer Oliver Wyman (2005)
- 18. The Execution (2nd or3rd 2008 Sep Aug July June ( Week) May April Event: IBM Nov Event: IBM Event: Metro & WMSL 20 Joint Calls 30 Presentations 30 Presentations 20 Proposals 20 Workshops 10 Closed Deals Sale Volume Start 4 MM / Client Start 4 MM / Client Y3 : up to 10 MM
- 19. M Pl My Plan Hello.... Hello....15 15 Min Min WMSL Products & Services WMSL Products & Services The Synergy The Synergy 20 20 Min Min How we grow together How we grow together The Execution The Execution 10 10 Min Min Sale Force Kick off Sale Force Kick off The Dream Team The Dream Team 30 30 Min Min The Dream Team The Dream Team 30 30 Min Min Open Discussion & Q + A Open Discussion & Q + A
- 20. M Pl My Plan Hello.... Hello....15 15 Min Min WMSL Products & Services WMSL Products & Services The Synergy The Synergy 20 20 Min Min How we grow together How we grow together How we grow together How we grow together Big Bang / Asset Mgt / Risk Mgt Big Bang / Asset Mgt / Risk Mgt The Execution The Execution 10 10 Min Min Sale Force Kick off Sale Force Kick off Account plan / BS / Asset Mgt / Risk Mgt (Credit Scoring / ALM ) Leasing Co.,/ LOS Account plan / BS / Asset Mgt / Risk Mgt (Credit Scoring / ALM ) Leasing Co.,/ LOS
- 21. Th E ti TheExecution Account Planning Account Planning Proprietary Investment Proprietary Investment Bonanza : Financial Market Bonanza : Financial Market Private Fund Management Private Fund Management Bonanza : Investment / Wealth Mgt Bonanza : Investment / Wealth Mgt Wealth Management Wealth Management Bonanza : Investment / Wealth Mgt Bonanza : Investment / Wealth Mgt Wealth Management Wealth Management Bonanza : Investment / Wealth Mgt Bonanza : Investment / Wealth Mgt Selling Agent Selling Agent Bonanza : Selling Agent / Omnibus Bonanza : Selling Agent / Omnibus Leasing Leasing Loan Origination / WCG : Credit Scoring Loan Origination / WCG : Credit Scoring Mortgage Mortgage Loan Origination / WCG : Credit Scoring Loan Origination / WCG : Credit Scoring Risk Management Risk Management Bonanza ALM / Bonanza @ Risk / WCG : Basel Bonanza ALM / Bonanza @ Risk / WCG : Basel 2 2 Risk Management Risk Management Bonanza ALM / Bonanza @ Risk / WCG : Basel Bonanza ALM / Bonanza @ Risk / WCG : Basel 2 2 Life / Non Life Insurance / Life / Non Life Insurance / Banks Banks / Non Bank (AEON) / / Non Bank (AEON) / Leasing Leasing / Securities Houses / / Securities Houses / Mutual Fund Mutual Fund / Holding Co., / Funds (GPF/SSO) / / Holding Co., / Funds (GPF/SSO) / Listed Company Listed Company
- 22. Uniqueness : TrendSetting Uniqueness : Trend Setting Comply Local Law Comply Local Law and Regulation and Regulation Risk Management Risk Management On Demands On Demands and Regulation and Regulation On Demands On Demands Needs Core System Customer Profile Customer Profile KYC and IOS KYC and IOS Support Business Support Business Expand Expand Asset Management Asset Management Others Software Others Software Others Software Others Software Others Software Others Software Others Software Others Software Others Software Others Software Others Software Others Software Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Bonanza Family Fund Management Fund Management Business Process Business Process IT Innovation IT Innovation Market Convention Market Convention Bonanza Family Others
- 23. Tomorrow Asset ManagementBusiness Tomorrow Asset Management Business Murex, Calipso, Jrisk • Structure Product • Future • Option Derivative • REPO • Swap easury FNX, Opic, Wallstreet Portia, Hiport Swap • FX Mgt Tre Kondor Charles River Bonanza Family • SBL • Fixed Income • Equity Asset M Others
- 24. The Discipline of Iti Innovation by Peter F Drucker by Peter F. Drucker Reprint R0208F Reprint R0208F www.hbr.org
- 25. How much ofInnovation is inspiration, and how much is hard work? and how much is hard work? Innovation is real work, and it can and should be Innovation is real work, and it can and should be managed like any other corporate function but… The work of knowing rather than doing. M th di ll l i f t it Methodically analyzing seven areas of opportunity
- 26. The Discipline ofInnovation The Discipline of Innovation by Peter F. Drucker 1. Unexpected Occurrences. 2. Incongruities. 3. Process needs. 3. Process needs. 4. Industry and Market changes. 5. Demographic changes. 6 Ch i P ti 6. Changes in Perception. 7. New knowledge. In business, innovation rarely springs from a flash of inspiration. It arises from a cold-eyed analysis of seven kinds of opportunities. y y pp
- 27. Innovation requires knowledge, Ingenuity,and all else, focus Ingenuity, and all else, focus
- 28. Reprint R0204F /www.hbr.org
- 29. E E long been.a costiyand ihexa process. Now some companies are trying a radically new approach, giving customers the tools to design and develop their own products. long been.a costiy and ihexa process. Now some companies are trying a radically new approach, giving customers the tools to design and develop their own products. R&D has long been.a costly and inexact R&D has long been.a costly and inexact WMSL rotesslonal BeS?
- 30. mtertace, and thetrial-and-error iterations necessary for productdevelopmentare now carried out by the customer only.The result is greatly increased speed and effectiveness. customer test (feedback) test (feedback) customer mtertace, and the trial-and-error iterations necessary for productdevelopmentare now carried out by the customer only.The result is greatly increased speed and effectiveness. customer test (feedback) test (feedback) customer plier provides customers with tools so that they can design and develop the application- specific part ofa producton their own. This shifts the location ofthe supplier-customer intarfaco and tho trial d build (prototypes) iterations build (prototypes) interface plier provides customers with tools so that they can design and develop the application- specific part ofa producton their own. This shifts the location ofthe supplier-customer intarfaco and tho trial d build (prototypes) iterations build (prototypes) interface the work-and responsibility-ofproduct devel- opment. The result has been costly and time- consuming iterations between supplierand customer to reach a satisfactory solution. With the customers-as-innovators approach, a sup- interface design design the work-and responsibility-ofproduct devel- opment. The result has been costly and time- consuming iterations between supplierand customer to reach a satisfactory solution. With the customers-as-innovators approach, a sup- interface design design Deveiopimg Custom Products supplier advanced development advanced development supplier Traditionally,suppliers have taken on most of Deveiopimg Custom Products supplier advanced development advanced development supplier Traditionally,suppliers have taken on most of A New Approach to Developina Traditional Approach Customers-as-Innovators Approach A New Approach to Developina Traditional Approach Customers-as-Innovators Approach WMSL rotesslonal BeS?
- 31. W lth Mt S t Li it d ® © Wealth Management System Limited Continue with.. Chapter Chapter 2 2