Digital innovation and change in distribution
BETHESDA, MD., August 9, 2021 / PRNewswire / – MarketBridge Announces the Release of “Next Generation Distribution Enablement: An Outlook for 2022,” a research-based perspective on how asset managers are innovating in distribution with advancements in analytics , improved customer experience and business agility. This new research uncovers insights from more than 35 leading asset management companies on their priorities and goals for 2022 and beyond. Additionally, MarketBridge interviewed over 100 financial advisors to understand their relationship with asset managers and their support needs.
With continued pressure on margins, a slow progression towards digital activation, and significant challenges for in-person selling, MarketBridge has discovered how asset management companies can evolve their teams toward the promise of Next generation Activation of the distribution. Through a series of surveys and interviews, this study details how asset management companies define success and where they will place bets in the future.
“Asset managers have invested heavily in technology to support distribution, but many have struggled to shift their sales teams to the The next generation, “said Bill sheldon, Senior Vice President, Financial Services at MarketBridge. “The past 18 months have been a forcing function, but some companies are still not reaping the benefits of these investments. For example, our research found that 77% of companies with AUM>$ 250 billion I don’t believe their current accreditation systems support their teams adequately. “
The information selected in the report includes:
- 69% of companies plan to invest more in empowerment programs, many without a clear revenue-earning strategy
- Customer experience in the middle channel is a major concern
- 28% of financial advisors plan to increase the number of asset managers they work with, stepping up an already competitive industry
- Over 50% of asset managers question their analytical skills, but 77% think it’s essential for success
- Financial advisors do not receive the necessary client-oriented or educational content from asset managers
- 67% of companies think they need more third-party data
“Investments in technology paid off last year for companies that were digitally ready, according to a recent McKinsey study. These companies saw a net increase in profits of 12%,” said Hazem Gamal, COO of the SME Forum. “Compared to ‘digital resistors’, the difference was significant. MarketBridge’s research helps identify companies that believe the keys to success are and provides advice on how to transition to a successful next-generation distribution activation strategy. The report found agility, a focus on customer experience, and better leverage on data, information and technology are imperative for the future of the industry. “
MarketBridge worked with The SME Forum and fintova on the design and deployment of the survey.
Access the report here.
MarketBridge is the leading provider of innovative and rapidly scalable go-to-market solutions for marketing, sales and customer experience leaders. Our proprietary approach, Go-to-Market Science, uses analytics, insights and data to drive revenue growth and customer value.
About the SME Forum
The SME Forum is a professional membership organization primarily for sales, marketing, operations and technology practitioners in retail and institutional asset management businesses. The organization is based on the New York City metropolitan area with over 60 member companies across the United States and Europe.
fintova is a unique consulting firm made up of financial services veterans who have held C-level positions at eight of the top 10 financial institutions. Specializing in end-to-end digital adoption, the company provides strategic consulting and delivery services to help clients across their transformation and operational programs.
Katie artz, Marketing Director
E-mail: [email protected]
Next Generation Distribution Activation Report
Research reveals key imperatives for enabling distribution – analytics, improved customer experience, and business agility