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Welcome to..
Wealth Management System Limited
Wealth Campus
®
©
การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง
“กรณีศึกษา :WEALTH MANAGEMENT SYSTEM LIMITED.”
Present to Master of Ma...
Wealth Management System Limited
Chapter 1
®
©
The Right Belief : The richest VS the professional best (NLP)
The Build to Last concept : Best Organization not Product
Th...
MissionMission The Best R&D and Software House for Asset Management,
Treasury and Risk Management in Asia Pacific.
Softwar...
: Risk Consulting
Public Debt Management Office :
Ministry of Finance
Risk Model / Risk Manual / Review Risk Datamart
Cred...
Marketing : Market Share & Potential
Functionalities : User Requirements
Investment
Investment
New Feature
@Risk
Selling Agent
Core Asset Management Private Ba...
Functionalities : User Requirements
Personal
Computer
Small & Medium
Business
IBM
Large Business
IBM
Clustered System
• We...
Quality of Technology : Product Stability & Reliability
Net Asset Value
Calculation
SEC
Auditor
In & External
Trustee Cust...
CMMi : The Backbone to Global Market
44%
Bonanza
23%
In-house System
& Others
33%
UK
Impact 12 Million Thais
Save Foreign ...
Marketing : Business & Financial Model/Strategy
“…The Key Success of Software Development is
to clearly understand the cor...
From
Products sale force
Secrecy and asset preservation
Proprietary products
Investments focus
Stocks and bonds
Tran...
Portfolio Management Technique
Practical Risk Management Symposium
Present by
Risk Consulting & Implementing Services Group
December 22, 2004
Wealth Mana...
Website
How to tap the Target Market ?
Source : Mercer Oliver Wyman (2005)
2% Follow new
client advisor
3% External communications...
The Execution
SepAugJulyJune
(2nd or 3rd
Week)
MayApril
Event: IBM
Event: Metro & WMSL
20 Joint Calls
30 Presentations
20 ...
My Plan
Hello.... 15 Min
WMSL Products & Services
The Synergy 20 Min
How we grow together
The Execution 10 Min
Sale Force ...
My Plan
Hello.... 15 Min
WMSL Products & Services
The Synergy 20 Min
How we grow together
Big Bang / Asset Mgt / Risk Mgt
...
The Execution
Account Planning
Proprietary Investment Bonanza : Financial Market
Private Fund Management Bonanza : Investm...
Comply Local Law
and Regulation
Risk Management
On Demands
Customer Profile
KYC and IOS
Fund Management
Business Process
M...
Tomorrow Asset Management Business
FNX, Opic, WallstreetPortia, Hiport
Murex, Calipso, Jrisk
Bonanza Family
Others
• Struc...
The Discipline of
Innovation
by Peter F. Drucker
Reprint R0208F
www.hbr.org
How much of Innovation is inspiration,
and how much is hard work?
Innovation is real work, and it can and should be
manage...
The Discipline of Innovation
by Peter F. Drucker
In business, innovation rarely springs from a flash of inspiration. It ar...
Innovation requires knowledge,
Ingenuity, and all else, focus
Reprint R0204F / www.hbr.org
Continue with..
Wealth Management System Limited
Chapter 2
®
©
การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง Chapter 1
การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง Chapter 1
การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง Chapter 1
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การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง Chapter 1

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การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง “กรณีศึกษา :WEALTH MANAGEMENT SYSTEM LIMITED.” Chapter 1

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การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง Chapter 1

  1. 1. Welcome to.. Wealth Management System Limited Wealth Campus ® ©
  2. 2. การสร้างยอดขายทีมันคงด้วยแนวทางสร้างองค์กรทีถูกต้อง “กรณีศึกษา :WEALTH MANAGEMENT SYSTEM LIMITED.” Present to Master of Marketing Program : Chula Aug 28,2008
  3. 3. Wealth Management System Limited Chapter 1 ® ©
  4. 4. 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 (Product / Process / People / Professional Best) Topics
  5. 5. MissionMission The Best R&D and Software House for Asset Management, Treasury and Risk Management in Asia Pacific. Software Development / Training / Consulting Boutique software house + Citibank Private Bank 's management concept FounderFounder Experienced Professional from Global Bank & Corporation. CredentialCredential • 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 • Class A Consulting Company by Ministry of Finance • Local Hero (IDC USA – 2000) • Risk Management Projects – BASEL II 2004-6 Y2002 ServicesServices Professional Best BONANZA
  6. 6. : Risk Consulting Public Debt Management Office : Ministry of Finance Risk Model / Risk Manual / Review Risk Datamart Credit Rating Model / Datamart Ayudhya Investment and Trust Plc. Market & Liquidity Risk Consult / Manual / Credit Scoring Model Government Savings Bank Market & Liquidity Risk System / Credit Scoring Workshop Bank Thai Market & Liquidity Risk System / Consult SPL : The Biggest Car leasing in Thailand Credit Scoring Model Social Security Office Risk Management Consulting / Market Risk GE Money Finance : GE (USA) Mortgage Loan Business Process Airport Authority Of Thailand Exposure Management (Price / Interest Rate Risk) SME Bank (Outsource from AT Kearney : EDS (USA) BASEL II / BOT / MOF Credit Foncier Asia BASEL II / BOT LH BANK BASEL II / BOT THAI CREDIT BANK BASEL II / BOT AIG BANK : AIG Group (USA) BASEL II / BOT Government Savings Bank BASEL II / BOT / MOF Government Housing Bank BASEL II / ALM
  7. 7. Marketing : Market Share & Potential
  8. 8. Functionalities : User Requirements Investment Investment New Feature @Risk Selling Agent Core Asset Management Private BankRisk Management CRM Mutual Fund Boom Bonanza @Risk Bonanza Investment F i x e d I n c o m e E q u i t y Options FX Dual Control Bonanza Family Bonanza Selling Agent BackOffice Front Office Client-Server Web App.SBL Repo Limit Simulation Futures Swap CRM Customer Profiles IOS KYC
  9. 9. Functionalities : User Requirements Personal Computer Small & Medium Business IBM Large Business IBM Clustered System • WebSphere • Load Balancing • Window2003/Window XP • Unix/Linux • Web Service
  10. 10. Quality of Technology : Product Stability & Reliability Net Asset Value Calculation SEC Auditor In & External Trustee Custody • 16.30 Stock Market Closing • 17.00 Bond Market Closing • 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 No of Fund : 1,089 Funds Asset Under Management : USD 40,000 Millions Unit Holders : 12 Millions Daily Routine
  11. 11. CMMi : The Backbone to Global Market 44% Bonanza 23% In-house System & Others 33% UK Impact 12 Million Thais Save Foreign Reserve 900+ Millions Baht (USD 30 Millions) Asset Under Management USD 50,000 Millions Highest Market Share in Thailand (44%) 20052004200320022001 50% 40% 30% 20% 10% 20% 30% 44% 40% 33% Year Market Share
  12. 12. Marketing : Business & Financial Model/Strategy “…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 The Princess Award (FRIT Prize) has gained the highest market share in Thailand in Asset Management Application…” CIO FORUM : MAY 2006 Vol.37
  13. 13. From Products sale force Secrecy and asset preservation Proprietary products Investments focus Stocks and bonds Transactional pricing Off-shore dominant Fragmented Research as generic service Research paid through trading execution To Trusted wealth advisor Value added solutions Open architecture Full client balance sheet Alternatives, derivatives, etc Annuity pricing On-shore dominant Consolidated Research driving investment insights Research paid explicitly Transformation of wealth management Source : Presentation by Todd S. Thomson, Chairman and Chief Executive Officer, Citigroup Global Wealth management, UBS Asset Gathering Conference, 31 March 2005. How to tap the Target Market ?
  14. 14. Portfolio Management Technique
  15. 15. Practical Risk Management Symposium Present by Risk Consulting & Implementing Services Group December 22, 2004 Wealth Management System Limited
  16. 16. Website
  17. 17. How to tap the Target Market ? Source : Mercer Oliver Wyman (2005) 2% Follow new client advisor 3% External communications 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 22% Through external asset manager 12% Client’s own initiative Client acquisition at UBS
  18. 18. The Execution SepAugJulyJune (2nd or 3rd Week) MayApril Event: IBM Event: Metro & WMSL 20 Joint Calls 30 Presentations 20 Proposals 20 Workshops 10 Closed Deals Nov 2008 Sale Volume Start 4 MM / Client Y3 : up to 10 MM
  19. 19. My Plan Hello.... 15 Min WMSL Products & Services The Synergy 20 Min How we grow together The Execution 10 Min Sale Force Kick off The Dream Team 30 Min Open Discussion & Q + A
  20. 20. My Plan Hello.... 15 Min WMSL Products & Services The Synergy 20 Min How we grow together Big Bang / Asset Mgt / Risk Mgt The Execution 10 Min Sale Force Kick off Account plan / BS / Asset Mgt / Risk Mgt (Credit Scoring / ALM ) Leasing Co.,/ LOS
  21. 21. The Execution Account Planning Proprietary Investment Bonanza : Financial Market Private Fund Management Bonanza : Investment / Wealth Mgt Wealth Management Bonanza : Investment / Wealth Mgt Selling Agent Bonanza : Selling Agent / Omnibus Leasing Loan Origination / WCG : Credit Scoring Mortgage Loan Origination / WCG : Credit Scoring Risk Management Bonanza ALM / Bonanza @ Risk / WCG : Basel 2 Life / Non Life Insurance / Banks / Non Bank (AEON) / Leasing / Securities Houses / Mutual Fund / Holding Co., / Funds (GPF/SSO) / Listed Company
  22. 22. Comply Local Law and Regulation Risk Management On Demands Customer Profile KYC and IOS Fund Management Business Process Market Convention IT Innovation Support Business Expand Uniqueness : Trend Setting Asset Management Bonanza Family Others Needs Core System Others SoftwareOthers SoftwareOthers SoftwareOthers SoftwareOthers SoftwareOthers SoftwareBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza FamilyBonanza Family
  23. 23. Tomorrow Asset Management Business FNX, Opic, WallstreetPortia, Hiport Murex, Calipso, Jrisk Bonanza Family Others • Structure Product • Future • Option • SBL • Fixed Income • Equity • REPO • Swap • FX DerivativeAssetMgtTreasury KondorCharles River
  24. 24. The Discipline of Innovation by Peter F. Drucker Reprint R0208F www.hbr.org
  25. 25. How much of Innovation is inspiration, and how much is hard work? Innovation is real work, and it can and should be managed like any other corporate function but… The work of knowing rather than doing. Methodically analyzing seven areas of opportunity
  26. 26. The Discipline of Innovation by Peter F. Drucker In business, innovation rarely springs from a flash of inspiration. It arises from a cold-eyed analysis of seven kinds of opportunities. 1. Unexpected Occurrences. 2. Incongruities. 3. Process needs. 4. Industry and Market changes. 5. Demographic changes. 6. Changes in Perception. 7. New knowledge.
  27. 27. Innovation requires knowledge, Ingenuity, and all else, focus
  28. 28. Reprint R0204F / www.hbr.org
  29. 29. Continue with.. Wealth Management System Limited Chapter 2 ® ©

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