| Full Schedule | ||
| Date/Time | Session | Room |
| 10/19/2020 10:00 AM -to- 10:45 AM | Unstructured to structured data-a look under the hood Hazem Gamal Tom Yen Lindy Astl There is a lot of buzz around how AI and ML is the future, but where is it today? How is ML actually being implemented and where could it help you move your organization forward? One seemingly simple way is to take your unstructured data and structure it using ML. Why? Here are a few of the things that become possible when you have well structured data: • Data driven customer segmentations • ROI maximizing call frequency and engagement recommendations by segment • Territory alignments built around value and potential rather than existing personnel • Compensation models that incentivize revenue generating behaviors • Marketing mix optimizations that examine the ideal mix and sequence of sales and marketing efforts across customer segments Let’s take a look under the hood to see how ML is being leveraged to take conversational text and turn it into structured data. |
Unstructured |
| 10/19/2020 11:00 AM -to- 12:00 PM | Driving Adoption of Your Next Solutions Lou Fox Hazem Gamal Are your solutions designed to be desirable, or does adoption need to be forced and continually enforced? Designing applications that are naturally adopted can save your business time, energy, and resources. In this session, we’ll explore a Design-Thinking Tool called the Relationship Modeler, and we’ll learn to build solutions that people naturally desire to use more and more. Join us for this interactive session where you will be able to participate in using the tool online. |
Driving Adoption |
| 10/19/2020 12:30 PM -to- 2:00 PM | Extracting Value from Data Packs and Market Share services Mario Gallatto Hazem Gamal Learn about continuing adoption, use and development of capabilities among your Asset Management peers. There is a surprisingly broad spectrum of techniques, use cases, and considerations in the application of this data. Learn how others are working to leverage these rich data sources to their advantage. During this workshop we will also be exploring different ways that you can provide valuable insights for your organization. This interactive workshop using our online collaboration space will leave you with actionable steps to take and ideas to pursue. |
Extracting Value |
| 10/19/2020 2:30 PM -to- 3:30 PM | Distribution Through the Lens of Advisor Teams Hazem Gamal Hailing Xu Cuiting Zhu Aaron Courter Ken Ennis This interactive session will cover best practices in the use of advisor teams data today as well as key trends in the industry. The group will discuss challenges that asset managers might be facing in the use of advisor teams data and practical solutions. Executives from asset managers will share their use of SS&C advisor teams services and other third party solutions as well. |
Distribution |
| 10/19/2020 4:00 PM -to- 5:00 PM | Institutional Roundtable Tony Busacca Hazem Gamal A growing portion of the SME Forum community is focused on the Institutional end of the business either in part or entirely. This roundtable will bring the Institutional members of the Forum together to discuss common topics of interest and develop a working outline of initiatives to address together going forward. |
Institutional Roundtable |
| 10/20/2020 12:00 PM -to- 1:00 PM | ETF Growth: Reporting and Compensation Considerations Mario Gallatto Hazem Gamal ETF products have been proliferating over the past decade and accelerated their share of market for many firms in the past few years. This working session will consider the ways firms are capturing this data, third party services that are helping provide additional insights and other resources available to shed light on this growing product line. This will be a working breakout for those interested in sharing and learning about how best to capture ETF activity for Marketing, Distribution, and Compensation purposes. |
ETF Growth |
| 10/20/2020 1:30 PM -to- 2:30 PM | Data-Driven Distribution: How Invesco drives Client-Centricity Nathan Stevenson Craig Leib Hazem Gamal Invesco has a client-centric approach to sales, marketing and data science. Hear about how they activate their vast wealth of data by partnering with AI Fintech Forwardlane to accelerate their Data-driven distribution path to empower their sales teams to be smart, faster with unique insights to strengthen client engagement, provide a personalized client experience, improve productivity, drive growth and reduce redemptions. |
Data-Driven |
| 10/20/2020 3:00 PM -to- 4:00 PM | Fast Forwarding Adoption Barney Holmes Ryan Kubie In this session you will learn how Lord Abbett took a user centric approach to quickly build an award-winning mobile experience for their sales organization. Hear from the project team and user community about the opportunity they had, the journey they took together and encouraging experience and results being delivered now. |
Fast Forwarding |
| 10/20/2020 4:30 PM -to- 5:30 PM | Marketing Roundtable Elaine Villas-Obusan Hazem Gamal In addition to pursuing participant driven topics, we will be sharing the results of a recent SME Forum Survey and Information Exchange focused on an emerging service model: B/D mandated use of third party marketing content approval and distribution platforms. While conceptually there is much to be gained from such a model, we will share early lessons learned and work together to outline additional interests to be addressed by the SME Forum community around this nascent model. Those in Marketing, product development and related roles, will be interested to participate in this session. |
Marketing Roundtable |
| 10/21/2020 10:00 AM -to- 11:00 AM | Global Sales Enablement Scot Hawthorne Hazem Gamal Designed for those who have non-US operations, staff and responsabilities, this session is timed and organized around the needs of a growing group in the SME Forum community. Participant driven, it will cover new practices being employed, changes brought on by the pandemic and how firms are organizing and staffing their Sales, Marketing and other operations to support their both their domestic and international businesses. |
Global Sales |
| 10/21/2020 11:15 AM -to- 12:15 PM | The Hidden Costs of Unoptimized Technology Hazem Gamal Andy Ziegler Bill Finnegan Mirsini Tzigizis Unoptimized technology has a deep impact in an organization. Substantial costs driven by inefficiency and lost opportunity due to lack of technology optimization can be caused by siloed organizational thinking, project fatigue, and unused data. …and it’s not always the technology’s fault. Join us as we discuss how we have helped companies navigate these obstacles in the past, improving the ROI of their technology investments. Using Seismic as an example solution, we will also be demonstrating what fully optimized technology looks like, and the impact it can have on an Asset Manager’s distribution architecture. |
Hidden Costs |
| 10/21/2020 12:30 PM -to- 1:30 PM | Overcoming Sales Team Struggles to Use Data John Pumphrey Carmen Germaine Michael Jones Rebecca Muse-Orlinoff, CFA Robert Allen, CFA According to a recent report from ZS Associates and discussed in Ignites article Data Bytes: Sales Teams Struggle to Use Analytics, many asset managers have taken steps to incorporate data analysis in their distribution, but few have seen a significant sales boost from those efforts. Of the sales and marketing executives at the 10 firms the research firm surveyed, none reported a large, measurable impact from data-driven distribution. How can small, medium, and large asset managers effectively approach a data-driven sales strategy? How can a firm take advantage of analytics to drive successful outcomes without taking years to get the data and systems right? Understand how asset managers are solving this data challenge and using analytics to enable their distribution teams to achieve their goals. |
Overcoming |
| 10/21/2020 2:00 PM -to- 2:45 PM | Vision 2021 Loren Fox Kelly Briden Ryland Pruett, CIMA David Rentfrow, CIMA While traditional wholesaling will return in due time, the remote-work experience of 2020 gave many companies a vision of retail sales that depends more heavily on digital engagement with financial advisors. It's looking likely that some of that shift will remain even after the pandemic. Looking ahead, our panel will discuss the greater need for collaboration between marketing, hybrid/internal sales and external sales. |
Vision 2021 |
| 10/21/2020 3:00 PM -to- 3:45 PM | Emerging Practices in Sales Pipeline Management Gal Steinberg Hazem Gamal Ed Garry As once retail-oriented channels continue to institutionalize their product consideration and selection processes, Asset Managers find that their sales processes can benefit from more focused and systematic sales pipeline management. This, however, can be complicated by the sheer volume of potential deals that sales personnel and their teams now need to maintain, monitor, and be proactive with. In this session, we will talk about an emerging approach of Guided Selling and explore examples of emerging technologies that show sales leaders where their deals stand, what has been done, and guide their teams on the best next step towards more closed deals. |
Emerging Practices |
| 10/21/2020 4:00 PM -to- 4:45 PM | How do you bullet proof a Strategy and Roadmap for Data Management and Analytics? Ed Garry Callen Raveret Peter Lyons Amy Ingram It is proven that to succeed, organizations must execute on a strategy that is data-driven. Creating a data-driven strategy was never simple as it requires analytics programs that are inherently complex, but must be planned and executed carefully. To make matters worse, the increasing pace of technology innovation is adding additional difficulty and complexity to transforming data into actionable business insights. From years of experience and 1,000s of projects, experiments, and proof of concepts, the Huron Blueprint was developed to help customers baseline the current situation, define the north star, blueprint the north star, and define the path forward. |
Strategy |